You’ve likely heard the motivational phrase, “Fake it ‘til you make it!” I know I see it on Facebook every now and again. Likely one of my friends is about to try something bold, but has little to no training in whatever it is. While I applaud the enthusiasm behind it, what do you think the chances are that anyone who fakes something becomes successful at it?
The truth is, you don’t have to put on a false confidence when it comes to sales. You just have to learn how to sell, just like you learned to apply any other skill. It takes practice. If you think to any professional athlete or musician, they practice constantly, and will likely tell you that they’ve never stopped learning along the way.
How often do you practice getting better at selling?
Never? Don’t worry. That’s pretty common among the small business owners. You are so busy in the doing, practicing seems like a luxury. But it’s actually a necessity.
It’s Time To Buddy Up
It shouldn’t be too hard to find a new friend to practice with. You can look next door, join your Chamber of Commerce, Rotary, Toast Masters, or other group where small business owners are likely to hang out. Together, work through these three ways to practice and improve your confidence in selling:
- Reveal Your Strengths & Weaknesses: Give each other examples of your typical sales cycle. By working through what frustrates you during your interactions with customers, you’ll each see areas where you naturally excel, and what you are challenged with. You may have similar strengths and weaknesses, or may differ entirely. Either way, you can position yourself towards success by identifying what you will need to do more of, and skills you may need to lean into in order to get the job done.
- Consistency is King: Stay the course. When we have a buddy to partner with, we are being held accountable. You will be less likely to lose focus and will be geared more towards success. You and your practice partner should create short and long term goals, and hold each other accountable.
- Make Learning Fun: Friendly competition is a great way to motivate and encourage one another. You will find that over time you and your practice buddy will want to out-perform each other, and that can only spell one thing: more success for both the of you!
To really make it (success), practice is the best way to achieve it. Take 15-30 minutes once a week. To be on the same wave length, using the same language and tools, you can both be students in the Selling Advantage Online Course, or grab one of Skip Miller’s ProActive Selling books.
Feeling shy, or can’t find a partner? Video recording yourself with your phone while practicing is a great way to assess what you sound and look like when you are selling. Give it a try and you’ll be amazed at what you find out.