You’ve learned the importance of strategizing, now you’re ready to get into the selling process. 

When you walk into a room, it’s important as ever to make sure that you have the right mindset and confidence about whatever it is you are selling. With sales comes bringing the energy, and sometimes it takes faking it til you make it to get there.

Why is it important to be the “bright light” in sales?

We’ve all experienced this for ourselves. When we’re on the buyer’s end of things and the person that we’re communicating with doesn’t feel confident or excited about what it is they are selling or even within themselves, we likely won’t feel comfortable moving forward with it. 

This is why it’s important to bring the energy in sales. Whether you like the product you’re selling or not, no one is going to want to close if you bring a negative opinion of yourself or a negative attitude to the table. 

Being the “light” can sometimes be difficult, especially if you’re dealing with difficult clients or aren’t feeling too happy with your company or team, but it can truly make all the difference in setting yourself up for success.

So, what are some ways you can do this?

#1 Focus on the relationship

We touch a bit on this when it comes to strategizing, but taking the time to get to know who you’re trying to sell to is key. Try to find as much information as you possibly can upfront, including background information from others connected to that person. 

You’ll be amazed at how much insight you can gain by having an open-ended conversation with that person. At the end of the day, the information that you  gain from those conversations can really give you the confidence and energy that you need to close that sale. 

#2 Make your client or customer feel safe

Open communication is key to a strong sales relationship. If your client or customer doesn’t feel safe or confident enough to be transparent with you about what is and isn’t working for them, you likely won’t go too far.

For some, this may require some practice and additional work. It isn’t always easy opening yourself up to a stranger or creating an open book relationship with them in a short amount of time. But, creating that dynamic between the both of you can make them feel a stronger sense of trust and confidence that you mean business.

#3 Know your material

To truly prove to your customer that you have a large goal that you’re trying to accomplish for the both of you, it’s crucial to know your information inside and out. Do what you can to get the information you need to close whether it be talking to other business consultants, or the network of people around you.

Not knowing your information can tarnish a potential relationship with your client or customer, and it’s never a good idea to fake knowing information when you truly don’t. At the end of the day, it’s all about your client or customer building a solid of level of trust with you so that you can get closer and closer to closing. 

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Crushing your sales and bringing your A game is a power that is completely within you. Sure, it may take time and practice, but it is possible to do so without any script needed. If you’re bringing an attitude that shows that you care, other people are going to notice that and take note—believe me!

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