Hey friends,
I missed you last week. I hope you are well!
Last week, I presented a sales training program for a large tech company.
After my presentation, I asked the CEO- what do you think? Are you good to go with the training program?
“Yes, let’s do this!”
I am pretty stoked, as you can imagine, and I can’t wait to work with this amazing sales team and run a 3-day training program!😎🏝️
Asking for the sale is not easy.
Heck, asking for anything is not easy!
Let's talk about this.... why do you think that even the best SALES PEOPLE have the fear of
“No”.
The very essence of sales is intertwined with the potential of No.
It’s the daunting ghost lurking behind every action we need to take to get to that sales opportunity and close the deal.
Yet, it’s the overcoming of this fear that marks the threshold between average and extraordinary sales careers or businesses.
For example, I had a strategy review with a client, and we were reviewing their sales opportunities list. One of his clients has moved to a global company and has contacted him to make sure that he knows about his career move and wants to continue the business relationship in his new role with my client.
I asked my client what his next move was as it had been two months since they had this conversation.
Our conversation went like this:
Me: Can you help your client?
My Client: Yes, definitely! I helped him launch new stores and increase their profit in his last company.
Me: If you know you can help him, you should reach out and have this conversation. That’s your obligation.
My Client: I might annoy him and lose the deal. I don’t want to be "salesy (this word does not even exist!) or sleazy"!
Me: What’s the worst that can happen? Technically, you will not lose anything as you have not won anything yet. The important thing is to understand how you can help your client, if you can help him and when. And ranged him in your 3-5-10 Framework. Or move on to the next prospect! The world is full of unlimited opportunity!!!
If you believe your product or service can fulfil a true need, It’s your moral obligation to sell it. -Zig Ziglar
Eating no for breakfast, lunch and dinner.
My very first boss told me,
"You better be hungry for No Ren. Rejection is not merely a possibility in sales; it’s a guarantee. Accepting this fact is the first step toward conquering your sales fear."
As you can imagine, I was petrified!
I did acknowledge that rejection is part of the sales process, and it took awhile but I did changed my mindset from dodging it to embracing it.
Most people don’t ask for what they want.
But the simple fact of business and life is that asking is the key to getting what you want.
The more NO you get, the more successful you will be.
Like any other muscle, it’s a skill to develop. So keep asking!
Abundance Mindset
I Googled how many companies in the world. 334 million companies!
The Abundance Mindset is a powerful perspective that there are enough resources and success to share with others.
It is expecting success to come no matter what and believing in your ability to achieve your goals and dreams.
It’s a mindset that focuses on the long term and is not discouraged by temporary setbacks.
I used to have post-it notes in my mirror and remind myself to visualise success. I even prepared a speech if I won the APAC Account Manager of the Year. It’s so ingrained in my head that I will be successful, and no matter how many No’s I hear, I just hear Not yet and kept going.
Persistence
Fresh out of university, I received intensive sales training from the first company I worked for. Armed with my red lipstick and high heels, I walked into the head office of one of the biggest banks to book a meeting with the IT Manager. Unfortunately, I couldn't get him on the phone and LinkedIn wasn't a thing back then.
Our team at the office has already done tons of research and is optimistic that they will want to talk to us. We were hungry. We know that the country needs fresh blood and a new telecommunications provider to work with.
My first no came.
The receptionist in the lobby did not want to give the details of the manager’s secretary.
I came back the next day.
And the next.
And the next.
On my fifth day, the security guard in the lobby pointed me out to the IT Manager walking out of the building. “Ms, that’s Mr. Ramos you wanted to see.”
I ran after him, introduced myself, my purpose and the rest was history! We sold hundreds of IP networks to the bank! That start-up is now one of the significant Service Providers in the region.
I still have my fair share of losses and tears, but the "No" became a "Not" yet through the years.
3-5-10 Framework
I mentioned the 3-5-10 Framework earlier. Th 3-5-10 Framework helps you structure your sales funnel into three key areas:
3 Active Clients: These are the clients you are currently working with. Maintaining regular communication with these clients is essential, providing them with the highest quality service.
5 Active Proposals: These are proposals you are currently developing. This could be for potential new clients or additional projects for existing clients. Each proposal requires careful preparation to align with the client’s needs and expectations.
10 Active Conversations: These are the ongoing discussions you are having with potential clients or partners. These conversations help you build your network, understand market trends, and identify growth opportunities.
These active conversations should benefit both of you and your prospects/clients. These discussions aim to delve deep into topics, a bit of banter and make sure to enjoy the process! Encourage thought-provoking conversations by discussing various aspects of their business, your business, or others’ businesses.
For example, I had breakfast with the COO of a large retail company, and our conversation ranged from Cybersecurity and mindfulness to Pilates.
C-level executives are usually more open to dialogue when the focus isn’t solely on aggressive selling. They appreciate not being treated as mere transactions. This approach gradually builds trust and strengthens credibility over time.
📍Note: The 3-5-10 numbers can be 5-10-15 or whatever number you need based on your target market, product and sales process.
Action Step:
Conquering the fear of rejection is a journey that begins with a single step.
That step is to commit to growth, resilience, and continuous improvement in your sales career.
I encourage you to do the following steps:
Step 1: Write down your thoughts, feelings, beliefs and hopes for your sales career or business.
Step 2: Write down the decisions you need to take
Step 3: Take Action!
And with time and practice, watch your results improve!
Remember, it's like any other muscle, it’s a skill to develop.💪🏽
You got this!
Let me know how you go by replying to this email.
Next week:
"How do you generate warm B2B leads?"🎯
In my experience, webinars are the most effective strategy for generating warm B2B leads. Webinars establish thought leadership and offer high-quality leads. It's a long game but effective. You give a lot of value and show your credibility.
Plus, you get to know your clients better and vice versa.
Next week, I will be sharing 'The Ultimate Guide to Designing a Webinar That Captures and Converts'.
📹Master Account Strategy with Sales Navigator's new Relationship Map
Last week I was a speaker at LinkedIn "Master Account Strategy with Sales Navigator's new Relationship Map". Check out the recording⬆above.
If you are keen to try Sales Navigator, send me a direct message on LinkedIn as I have 9 "2-months free" referrals to give.
Thanks for being here, see you next week!
You’re awesome,🫰
Ren
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