Whether you’re a sales professional or work in another industry, hearing the word ‘no’ can get anyone in a negative mindset. In today’s episode of The Sales Evangelist, Donald is joined by Harry Spaight, a sales coach and consultant who wants to help every salesperson overcome their fears to find sales success.

Why does discouragement affect us so badly?

• As sellers, we frequently take rejections personally. 
• Even if the sale is rejected for a myriad of reasons, the seller will still assume they are the reason the prospect is not interested in the sale.

We make offers through options, just like a fine-dining server.

• Each time a server makes an option, they expect a rejection.
• If professional offers can get into the same mindset, we can lead with service in mind.
• If someone doesn’t want your offer, think about what other options might impact their business or be helpful to their work.

Sales is a place of service.

• There are so many choices with what you’re selling. Make it easy for a buyer to work with you and you’ll find sales naturally coming your way.
• Help buyers quantify their pains. Don’t encourage someone to purchase your product if the pain is not enough to justify the purchase - it results in remorse for the product.
• People will solve their problems one way or another. If you can provide benefits in addition to a solution, you’ll give long-term value the buyer can’t supply themselves.

Sales isn’t a numbers game; it’s a skills game.

• If you believe sales is a numbers game, you do a poor job with the person in front of you to get to the easy yes.
• Dig deep and find the prospect’s challenges to determine if they’re a viable candidate for the product.
• There are numbers tied to sales that are important. However, the numbers shouldn’t be at the expense of the conversations with the prospects in front of you.

Hary’s major takeaway? Serve the person across from you, and good things will happen. His book, Selling with Dignity, and his podcast, Sales Made Easy, discuss the standards of selling with service in mind. 

This episode is brought to you in part by Scratchpad.

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This episode is brought to you in part by the Outbound 2022 Sales Conference.

Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year’s Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price.

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com