Do you have sales balls?
Sales is full of risk.
Risk in prospecting. Risk in following up. Risk in asking for the sale. Risk in standing on your price. Risk in pushing past the point where most salespeople back off.
But most of the risk you feel as a salesperson is emotional:
Rejection.
Embarrassment.
Feeling pushy.
Feeling like you wasted your time.
Meanwhile, your customer is dealing with a completely different kind of risk.
Can I afford this?
Is this the right product?
Can I trust you?
Am I making a mistake?
Am I going to regret this decision?
In this episode, I break down the mindset shift that can completely change the way you sell:
Stop focusing on your risk and start reducing theirs.
We’ll cover four things you should be looking for with every customer:
1. Why are they here?
2. What do they have now?
3. What isn’t being said—or keeps being repeated?
4. How can you make it easier?
Sometimes the “NO” you hear is really “KNOW” in disguise.
The customer simply doesn’t know enough yet to feel confident moving forward.
Your job is to identify the risk, reduce the uncertainty, and help them feel empowered to make a decision.
That’s better service.
That’s better selling.
And that takes sales balls.
#Sales #SalesTraining #SalesTips #SalesLeadership #Selling