My friend, I know that sales is not an easy industry to be in. And before you read on, I’d like you to ask yourself the following questions:
- Do you believe in your product?
- Is your customer the right person to benefit from your product?
- Are you sharing genuine information with your customer?
If your answer is yes to all of the above, give yourself a pat on the shoulder, because you are an ethical salesperson who has immense potential to become a fantastic salesperson once you kick that pesky sales shame to the curb. What you need to learn is a very powerful Neuro-Linguistic Programming (NLP) skill called reframing. It’s what I myself used to change my own perception of selling years ago.
Now, I have to admit that in the past, I felt very uncomfortable with selling. I did not have a good impression of “salespeople” and felt uneasy asking people to buy things and hand over their money. I also felt “pai seh” (embarrassed) telling people my strengths.
Eventually, I realised that as long as I was uncomfortable with selling and could not sell well, I could never achieve any of my goals. In order to master the skill of selling, I had to change the negative perceptions I had towards it!
Perhaps you, like me, feel uncomfortable asking people to buy your product and to pay money for it. Think of it this way: if your product is something that truly will add value to and benefit a person, you are doing him or her a favour. There is nothing to feel uncomfortable about.
In fact, you should feel really proud of yourself. If you hadn’t approached this customer and offered him or her your product, this customer wouldn’t have the chance to experience these benefits and conveniences. Your customer may still be doing things the old, tedious, and tiring way.
This, in a nutshell, is what reframing is. Using this skill, you can easily take the most common and difficult objections your prospective customer has about your product, and transform them into golden opportunities to sell!
In this cheat sheet, I have consolidated the 9 most common objections all salespeople encounter in their career, and how you can easily turn every one of them into a compelling reason for your customer to purchase from you using reframing.