The Get It Done Blog

For many entrepreneurs, the most uncomfortable part of being in business is selling. How about you? Can you sell without feeling uncomfortable? Or do you feel like you have to slip into a different mode to make yourself do it?

When I was in direct sales a few years ago, I just didn't get it. I was pushy because I was desperate and when people saw me coming, they'd run. It wasn't until I got comfortable in my own skin and learned some simple ways to just be with myself, and most importantly got back in touch with myself as the woman who genuinely enjoys listening and asking questions, that everything shifted.

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In this series of blogs on getting comfortable with selling I've shared some ways to take the fear and anxiety out of the interaction between you and your potential customer. The final step I'm going to share has to do with closing the deal.

Does this cause you to feel panic set in?

Many entrepreneurs look at closing their sale as an event versus just an extension of the conversation they've been having. They feel they have to slip into another mode to do "it". Typically many feel that after engaging in this great conversation with someone where you've asked questions and understood their problem and their pain that you've now got to "push your product".

But it doesn’t have to be that way.

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I’ve been sharing one specific tip at a time that will help you feel much more comfortable with selling. After you’ve clearly identified the benefits of your products and services and who your ideal client is part of your preparation has been to think of engaging questions to start conversations in a way that addresses common objections that you’ve been hearing.

But how do you take the conversation to the next level where you get to share your information with them without being pushy?

When they express themselves listen very carefully for where there pain is coming from and more than likely you’ll need to ask more questions and be prepared to listen closely until you're able to say. …”Oh, here’s a solution that I really think will work for you.”

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The third step in this series of blogs on getting comfortable with selling is about your own mental preparation – your mindset. When you’re really clear on who you can help and how and why, and you know your material you’re well on your way to getting comfortable with selling. But too often we carry our own junk that puts us into the wrong mindset.

When you’re worried about rejection, it’s because you’re focusing on yourself. You’re in it for you rather than being of service to them.

No matter how badly you want the sale, you’re only going to make the sale if it’s right for them. And the only way you’re going to know that is through the question process. Quite often if you’re “rejected” it’s for one of two reasons – it’s either not right for them or you didn’t find out well enough what they needed.

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You’ll see an ongoing theme in this 5-part series on Getting Comfortable with Selling – it’s all about preparation and laying the foundation for your rejection-prevention plan.

Fear of rejection is what makes most people afraid of selling. By following the suggestions in this 5 part series, you’ll minimize that fear, even potentially completely erase it, because you’ll know what to expect and how to handle it.

In the last post I shared the importance of knowing your ideal client. Now I want to share why as an entrepreneur you need to get really clear about what products and services you’re offering to your community and why those products and services will benefit them.

This step involves defining the value in what you bring to the audience.

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I’m sure you’ve heard it before. But it can’t be over emphasized that as an entrepreneur you can’t effectively sell if you don’t know who you’re talking to, what their needs and struggles are and how you can specifically be of service to them. To do that you need to really know your ideal client.

So in order to get comfortable with selling, this first step is all about preparation. You must have this clarity before you can even have a sales conversation. And that means defining your ideal client in great detail. I’m talking in terms of:

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One of my favorite clients called me to say that she was discouraged that she hadn’t made any money from an information product she’d created. She was very frustrated!

As we backtracked a bit, I asked her what she’d done to spread the word about her product. “Nothing,” she said, “I was scared that if I told them I was selling something they’d think I was being salesy and get off my list.”

The interesting thing about this woman is that she (like most of us) has something REALLY helpful that she’s created and would like to share with her community and sell it. She’s got a product that can help a lot of people.

What was her fear all about?

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My business is going through lots of growing pains right now, which means that I’m going through lots of growing pains right now. Our businesses mirror our lives, and vice versa.

If your business isn’t where you want it to be, then you’ve got to take a hard look at who you’re being and how you’re showing up. The answer always lies within.

Last week, after some intense masterminding, I chose to give myself permission to do nothing. I needed to decompress and internally process all that I’d absorbed. That’s a real challenge for a Type A do-er like me. I don’t sit still well, meditating doesn’t come easily, and I don’t sleep enough. My brain and body are always on the go.

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A few years ago while working with my coach Baeth Davis she shared that a big part of my life's purpose is being of service. Initially I wondered, what does it mean to be of service? My interpretation, and how I've used this knowledge to shape my business and life over these years, is that I'm most fulfilled when I'm having fun giving.

What happens now, almost habitually, is that I wake up wondering how I can really be of service today – to myself, to my family and to my community? What can I do to really create value? When I start my day with that question, goodness always comes. It's like my magic pill.

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