If you are truly passionate about the work you do and are genuinely interested in helping customers solve their problems, then ‘selling’ is really just an opportunity for you to talk about what you love doing. In the case of thermal performance assessors, this aim is to reduce energy costs, make the home more comfortable, or if you work for developers or builders, to ensure the building design passes the energy efficiency requirements for Council approval. In an earlier post ( here) I wrote about how a key aim of business is to help solve your customers problem. You need to reboot your brain and imprint a different view. The first step is to put aside your existing perceptions of what sales and selling is about. There are a few different tips I can suggest. Ultimately, it is these fears that hold us back from selling what we do best.
Research shows that as many as 70% of people suggest imposter syndrome at some point in their career. This imposter syndrome often stems from a simple lack of confidence, personal insecurities, a desire for perfection, or may be the result of setting personal goals that are excessively high. Others have a deep rooted fear that they are complete frauds and feel that they are completely inadequate or even incompetent, despite evidence that suggests that you are in fact skilled and quite successful. The reality of having someone pay you money for your services often triggers concerns about doing the job properly, making the customer happy or even whether you have the skills or experience to be doing the job in the first place. This is common when you first start out in business and you start getting your first lot of clients. Some people also have a fear that they are somewhat inferior and that the work they do is not valuable. And for others, the fear is based on their view of sales being a somewhat sleazy and slimy act (think of that dodgy used car salesperson we have all come across). Some people have a fear of the potential rejection if the customer doesn’t want what they are selling. For some people the act of selling is just too confrontational. Most people in business have a pathological fear of selling.
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