Move to Face Your Sales Fear.

There aren’t many humans who fear the moment that the price is quoted and the silence descends……. especially if you are British! It is not the done thing to discuss money. It is perhaps even seen as impolite or rude.

What it actually is, is frightening. In business, at some point a deal must be struck. The question of whether ‘they’ are willing to pay what your are charging for the provision you have outlined must be asked.
What makes this easier? Two things in my experience. 

Firstly practice makes it perfect. As you learn to negotiate and move closer to your fear, you learn three things. Firstly that people will pay for good service. Secondly that if you get a ‘no’, not only will you live, but other clients will follow. And thirdly that (if not at the time, in retrospect), it becomes clearer that the objection may well not have been surmountable by you or the client at that time whatever you had said. Sometime the timing is just not right for one or the other of the parties involved and something needs to shift before you are ready to ‘meet’ each other’s remit.
The second thing is It really helps if you truly value what you are offering….
When I used to work as a team leader for The Princes Trust, I was conscious that I found it easier to persuade 15 individuals to volunteer, to work for absolutely no money, for a three month period, than I did to sell cheaper gas to institutions in a newly deregulated fuel market. Both were of value, however, I personally and absolutely knew of the benefits of the volunteer program and what it would bring to the individuals who joined it, and I had less care for cheaper gas and my ‘sales’ record showed this absolutely. 
In my team leader ship role, I knew my purpose and the huge emotional, psychological and practical benefits of joining in. With the gas market it was only about money, usually someone’s else’s money, and money alone never has, and never will be, enough of a motivator for me.
So how do you identify this ‘purpose’? How do you know the benefits of what you provide? You align your business with your core values and then you KNOW that what you provide is worth every single penny you charge for it.
That’s what really helps the sales process. 
To learn more of career coaching with Rebecca Click Here.