The Main Reasons You May be Resistant to Selling

If sales are the lifeblood of business, why are so many small business owners resistant to accomplishing sales consistently? 

One reason is time. When you have to actually do the work, as well as sell, you’ll often put sales aside in favor of taking care of clients. The mantra, “I don’t have time to sell” is often heard. 

Another reason is that maybe you’re not sure exactly what to do to create a successful sales campaign. You don’t have a sales method to follow.  

That makes you feel confused and uncomfortable. The confused mind always shuts down and moves in a more comfortable direction. Sales time is shelved as a result.

The final and perhaps most powerful reason is mindset.  When your mind and emotions are not engaged in what you’re selling you simply won’t do it.  

In all three examples, you’ll experience fear. You will always find something else that’s more productive to do instead of sell. You’ll also feel a churning in your stomach and overall nervousness when you think about having to sell. 

There’s hope. You can overcome all of the areas that make sales challenging. 

Begin by realizing that sales is important to your business. Without sales, revenue goals are never met. In severe cases, businesses go under due to low sales volume. 

You can start eliminating sales challenges by controlling your time. Here’s how to do it. 

Choose a task.  

Assign a day or days when that task will be accomplished.  

Schedule an exact time to do the task in your appointment book or software. 

Accomplish the task at the appointed time and mark it as complete.  

Once it’s “checked off” and done, you’ll feel great. That productivity leads to greater productivity in other areas as well. You soon find you’re getting more done in less time. 

So, when are you going to accomplish sales this week? 

Set a small amount of time every day. 30-minutes can be powerful when you focus. If you devote just 30-minutes a day to selling, you’ll have 2½-hours of sales time per week. That’s 10-hours a month. 

Right now, you may have zero or “I don’t know how long I spend each week” time dedicated to selling. 10-hours would be a lot of sales focused time if that were the case. 

Now you know when you’re going to sell, but what process will you follow to make sales happen? 

The method of delivering a sales message can vary based on industry. One thing that won’t vary are the main components of your sales system. 

You must have a way to attract qualified prospects into your pipeline. This is the step called marketing. The best campaigns engage and inform a new prospect rather than trying to bull your way in. 

Once attracted you must have a sales system that converts attraction into revenue at least one in five times. At this point, you've gained a new client.

Now that you have a new client, your process of doing more business with them and gaining referrals based on your strong relationship is vital.  

A well thought out client relationship management program (CRM) will allow you to keep serving your best clients consistently and identify new opportunities to help people they know as well.  

Your brain and emotions do the rest. 

Think about how you feel about what you sell. Is the value you have created with your business worth the asking price? 

Consider the prospect. How does using your product or service change their business or life situation? List the ways you help them and really understand what’s on that list. 

How do you feel when you’re working with a client? What kind of passion do you bring each project? How does a client feel after working with you? 

Your thoughts and feelings, combined with time control and sales process methods are the difference between sales success and considering a new profession. It’s that important.