Conrey is for Closers

Let go of your fear of failure – you’re going to fail.

Customers can smell fear like dogs, if they know that you “need” a sale they’re going to make it worse for you. You must always be negotiating from a fearless position. If they perceive fear your credibility in your product is going to be shot – “Why is he so desperate for me to say yes? What don’t I know?” You need to project the image of pure confidence, no matter if it was last month since you had someone say “yes”.

Be ready to fail – be willing to walk away if the deal isn’t there – be ready for a “No” – but expect the “Yes” – know that what you’re selling is exactly what they need to solve their problem.

It is easy to give up. Walk away and say that you’re just not going to be able to do it:

“The economy is too bad”
“People just aren’t spending money right now”
“There are no leads”
“No one is answering the phone”
“blah blah blah whine”

Those are all bullshit excuses for giving up. Take the challenge, make the extra effort to be successful when it is hard and most of your competition is busy throwing lines like that out.

So what that most people aren’t buying – some people still are so find them.
So what that the economy is bad – then really amp up your value proposition.
So what that no one is answering the phone – then you need to call more often and at different times.

Don’t back down from the challenge now, because anyone can be a good salesman when times are easy – but great salesman are made when times are hard.

I broke one of my own Rules of Sales this week and went to a meeting with only one business card in my possession. This could have been disastrous with me being unable to leave my contact information with new contacts who could want to get ahold of me later. I sweated this one out for a few minutes until I remember that I had a small notepad with me and my trusty pen.

I made some emergency cards with a little bit of humor on them, and prepared a great story to go along with them. I handed out 5 of these emergency tear away cards and got a great laugh with each one, and several compliments for my ingenuity. I guarantee that everyone who saw it will remember me – and what more can you ask for in an interaction.

Oh yeah, and I left with my one original business card still in my pocket – the new ones worked better.