I still remember my first few sales calls – they were terrifying. Every customer had so many questions and objections to my pitch that I was not sure how to handle them. Though I practised the rebuttals in training session but it did not helped, somehow. It was only after making more and more calls that I got better with handling customer’s queries and objections. I realised one thing after a while – I was giving the same rebuttals (more or less the same) but with time customers were not disconnecting the call but would stay and talk more and it was then I discovered my mantra of selling. Drill, drill and drill – till it comes naturally to you.
To excel in selling is like to excel in any sports. If you have to excel in the game you have to practice day in and day out, year after year. There are no shorts cut to success. We all have seen how flawless the cover drives of Virat Kohli are, it comes so naturally to him. Naturally does not come easy!! You have to drill for hours and months to let the shot comes naturally to you. Ask Virat, how much he practised that shot in nets!
Same goes with selling. You have to practice your pitch again and again till it comes naturally to you. You have to keep practising fundamentals, and keep it up and keep it up, until these various fundamentals become as natural and subconscious as breathing. In the game of cricket, when the situation is tense and critical, great players don’t stop and wonder what to do next when the time for quick action comes. They just react to natural instinct.
The same principal applies in selling as in any other sport. If you want to be a star in selling game, you got to have your fundamentals – the A B C of your job, so firmly in your mind, that they are part of you. You have to be so well versed with them that no matter at what point the customer breaks away from the path of closing the sale you can get back on the track again without either of you consciously realising what has taken place.
If you really want to excel – you have to make efforts, in fact lot of efforts. Things don’t come naturally by looking into the mirror and just enjoying the fact you are one of the sales representative of your company. You have to drill, drill and drill.
Practice your pitch with your friends and your family. They are the one who will give you honest feedback. Great sales people or players never give up on practice – no matter what heights they have reached. Have you ever seen a senior theatre artist perform/rehearse? It does not matter whether they are doing the act for the first time or thousandth time – they will practice it like the very first time.
So if you are in sales field and want to make a name for yourself, make more and more calls, practice your pitch daily and just don’t give up.
I would like to end with a quote – ‘Don’t practice until you get it right, practice until you can’t get it wrong.’
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