Yes! If you grow some, chances are you will produce more positive results. The expression of having "sales balls" is a little bit more than just being brave. To have "sales balls" is to be brave, take action and not let anything or anyone stop you. People with "sales balls" usually do what others won't, therefore getting what others can't. It takes a little bit of work to grow some "sales balls" and see the money come rolling in.
How to start growing sales balls
Much of the reason why you might feel nervous when you approach people is because you are unprepared. To be unprepared makes you believe that you can make a mistake. Guess what? It is ok to make mistakes. Not too often though, because you are supposed to learn from them. So don't be afraid to fail. Never think of a failure as a mistake. Always embrace failures as part of your growth and learn what not do next time. To fail and find the solution is to develop wisdom. Maybe you need to go out there and get rejected a few times to develop immunity to rejection and know that it is not a big deal. Next person!
Let's get back to preparing yourself. Being unprepared decreases your self belief. And not having self belief can be a problem. By now you know that when you fully believe in yourself, and you put your mind to something, you can accomplish things beyond your imagination. In order to start creating self belief, you must be prepared. One of the few things that you can do to prepare yourself is create a list of questions that people might ask you about what you offer. You must then rehearse the answers. All answers need to be created with the intention of delivering value back to the person. Also, you must have a list of open ended questions that reveal how they would see themselves using what you offer. Open ended questions create conversation. And fun conversation is good. I could write dozens of letters on open ended questions. Here is an example that works for me. Remember, this is about identifying the need and providing value.
Millo: "Anne if you would join my weight loss challenge, what would be your 90 day weight loss goal?"
Anne: "20 lbs"
Millo: "Well that's easy!" Tell me what great things can come to your life by losing 20 pounds?"
At this point Anne will go into a trance of happiness where she will tell me about a better marriage, sex life, higher self esteem, probably even get a better job. And I want this to happen for her. Now, I've identified the outcome of her taking action. She has expressed what is important to her. Now for the real question!
Millo: "That sounds so good Anne! With that said, how much of that do you want to happen right now?"
Boom! If Anne says "not too much", she will then be revealing that all those great things won't come to reality any time soon, but that I do in fact have the vehicle for her to do make them real.
It is easier to play with the right balls
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Believing in yourself and being prepared will increase your self-esteem and make you grow balls to approach anyone. Then you will be ready to face any question, deliver value and create fun conversation. You will still feel anxious, but at the same time be confident that you can handle any obstacle. It is a lot more fun to sell when you are prepared.
The other day I was at the gym and I saw pro wrestler Ric Flair working out. Since I know his buddy Hulk Hogan just joined the program which I offer, I felt the urge to go introduce myself and find a way to give my pitch and create interest. I started doubting myself at first but then I stopped and I said: "Wait a minute. I know I am prepared. I've done this hundreds of times. Why should this be any different?" My belief went back to 200% and I went straight to him and we had a conversation on how his buddy is involved with the challenge I represent and how he should jump on the wagon also. Well, I did not make the sale, but I sure had fun and I built up my immunity to rejection even more. I proved myself once again at having the courage to face anyone because I know that I provide a proven program and that I provide excellent value once people join it.
My advice for today would be: Prepare yourself, believe anything is possible, grow some balls, take the shot and enjoy the paycheck!
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To read my previous letter, click here. |
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