Last Updated Oct 28, 2011 5:50 PM EDT
A Sales Machine reader writes:
I'm a recent college graduate who landed a job in advertising sales. I haven't been trained much and I'm losing confidence with where to go. I understand that sales is about relationship building but I can't even get an appointment in the door to show my personality. I'm lost.... and I'm not sure where to go.Your predecessor's clients trusted your predecessor and believed that she could add value to their businesses. They don't yet believe that about you, partly because you're young, partly because you're unknown, but mostly because you lack self-confidence.
I took over from an ad exec who had 12+ years with her clients, but most of them left when she left. I'm trying to get win-backs from these clients but it hasn't been working as well. I can't get a call back and the presentations I've given have fallen flat. I call back a few days to field any questions and I'm blown off or ignored. I don't get any leads through my own cold calling and prospecting.
I'm not sure what I'm doing right or wrong cause being new to sales has been a baptism by fire. Is there any advice or any programs you might suggest that will help me out?
Your insecurity comes through very clearly in your emails, particularly in phrases like "baptism by fire." You're spooked by your lack of success, and that's spooking the people who otherwise might give you an opening.
You need to shake off the mental miasma that you've let settle into your brain. The source of that negativity are the beliefs that you have about yourself and about selling. I am now going to explain exactly how to change those beliefs, which will create a corresponding change in your ability to feel self-confident. Here's who.
STEP #1: Write down your current beliefs about yourself, selling, your ability to sell and your current situation. I'll get you started:
- "I am not sure what I'm doing right or wrong."
- "Being new to television media sales is a disadvantage."
- "This experience is a baptism by fire."
STEP #3: Sit down and IMMEDIATELY rewrite every one of those beliefs so that they express true self-confidence. This will be easy because you'll be in a powerful state of mind and body. Here's an example of what you might write:
- "I am a fast learner and will figure out how to make this work."
- "Being new means that I bring fresh ideas and a fresh perspective."
- "This experience is the ultimate thrill ride."
I guarantee that you will almost IMMEDIATELY find that you're getting more callbacks and a better response to your sales efforts.
BTW: I learned the above process nearly 20 years ago from Tony Robbins. It has literally and massively changed my life.
RELATED POST: : Similar tips and techniques are contained in my soon-to-be-published book How to Say It: Business to Business Selling, now available for pre-sale here.