Ask the Sales Coach

Do you have a question for the Sales Coach? Email Ian now for a personalised answer to your problems.

Dear Sales Coach,  

Please help! I have identified a real problem. Basically, I talk to myself in my head too much. Every day as I am calling on customers I find myself stuck in my head. I know what I want to do (take action, lead, focus on the customer and their problems, listen more, etc.) but, while I am sitting in my car on the way to the customer, I am always thinking negative thoughts. I don't want to; I want to be "out of my head" acting on instincts with action and purpose.  

Another problem I have is the need to tell them about what we do and how we do it… in detail!   Basically, I think I'm not really good enough and because of this low self-esteem, I have trouble projecting my self image and think everything I say is basically me underming myself and boring the other person. I struggle to engage the customer and get them talking. Any help is appreciated; these are major sticking points for me.  

Thanks,
Joel   

Dear Joel,

A couple things. First, shift your sense of identity from social-feedback-addiction to a sense of having CORE VALUE -- something that is not dependent on people's reactions to you. Core value is something you already have. It's something we ALL have, that makes us a unique, fixed point in a chaotic universe.  

The key is to remember that it's up to YOU to define what comprises your core value system. This is something that I suggest to everyone... to write down the values you hold most dear, review them frequently and take steps to ensure that you are living in accordance with them daily. Keep listening to motivitational speakers as exciting ideas, knowledge and motivation will help you to evolve your being, mentally, physically, etc. The reason someone is "stuck inside their head" is because they are seeking a solution, and they stay inside their head until they get an answer. In other words, they are focused on their own agenda and the outcome of the sales call, rather than being simply focused on the process.  

As anyone who has ever been stuck inside their head, will tell you the only time you can get out of your head is when you totally focus on the head of your customer, only then can you come out of your head. Often a good way to keep your self engaged in the process of being focused on the other person is to play a game with yourself to see how deep you can take any point a customer is making, by asking more questions to clarify and provide more information. Etc, etc, etc…keep going deeper and deeper.  

Joel, stay with it. Keep learning. Practice on your friends, your spouse, your co-workers, your manager… Practice, practice, practice Let me know how you go – Remember, take Robin Williams advice on struggle, “What people call impossible is only something they haven¹t seen yet!”

Regards,
Ian (the Sales Coach)