She hates to sell.
Funny thing is that she has the ability to succeed phenomenally. What stops her is the voice in her head that constantly reminds her how she hates to sell.
Charley’s style is fairly typical of people who start companies in the high tech field. They are excited by having solved a technical problem in a creative way and eager to share their results.
Being savvy, competent, and driven, they easily attract financial backers, get the product squared away, and then come face-to-face with having to acquire customers. Here’s where they balk and seek “professional” salespeople.
The glitch is that rarely does an outsider have the same grasp of the technical details of the solution as does the founder. They often lack the enthusiasm and vision of a Charley. As a result, the company stalls for lack of sales.
What does Charley need to do to be successful?
She needs to change her thinking. Even more so than skills, she needs a different mindset. Because she is inclined to gobble up information, she can draw upon this strength by learning about selling and becoming a master of a system.
Rather than shy away from sales opportunities, she can realize that she “sold” the financial backers and people on her advisory board. With modification, she can learn how to approach customers.
First, however, she needs to change her language from “I hate to sell” to something more empowering:
“I’m savvy and smart when it comes to selling.”
Second, she can read prospects and adjust her communication style to fit theirs. This is exactly what I teach clients through the AlikeAbility™ System.
The AlikeAbility™ System takes into account the communication style of the seller, as well as the buyer. Instead of squeezing into a one-size-fits-all selling prescription, it customizes the words and approach that accentuate the seller’s strengths, while using the right words that connect quickly and authentically with each of the 4 buying styles.
You can learn more by reading the international best selling electronic book, Words That Sell with Style. https://www.amazon.com/Words-That-Sell-Style-Language-ebook/dp/B0847SHCSC
About Dr. Nancy Zare
Dr. Nancy Zare is an international best-selling author. She holds an MSW in Organizational Planning and Development and a Ph.D. in Social Work and Organizational Development from Boston College. For more than 10 years she taught an accelerated program on Entrepreneurial Practice, Leadership, Organizational Development, Public Speaking, and Research Methods, both in the US and Sweden. She has studied successful sales professionals and knows exactly why they excel. More importantly, she can teach it to you!
Nancy is the CEO of Rapport Builderz and past president of the National Speakers Association of New England. She has the gift of taking complex information and simplifying it by finding the nuggets and presenting them with clarity and pizazz. She originated The AlikeAbility™ System to help people sell professional services.
A former professor turned entrepreneur, Dr. Nancy is certified in sales training and adult learning. She is the author of Workplace Hostility: Myth and Reality; and Introduction to the AlikeAbility™ System, plus numerous published articles. She is a devoted student of 12-step recovery and spirituality.