Confidence with Brass
Confidence with Brass
One instance where people suddenly lose their self confidence - is when they are asking for money or asking for the sale. Suddenly their whole facial expression changes - Their face, suddenly pained by the prospect of asking someone for money, goes into a contorted state. Their legs turn to putty and their knees to jelly.
How can you prevent this, because even though you know your product or service is worth every penny of what you are asking, it becomes too much to ask for some just consideration or compensation? Even when someone is raising money for a good cause, they have mixed feelings and become very uncomfortable at this task. Thoughts run through the head such as "I'm no good at fundraising", or "I can't ask him/her for money" or "He's not going to buy anyway, why bother asking".
You don't want to have a roadblock or stutter incoherently, or look away when asking for the sale. All these are signs that you are not confident about popping the question, and the prospect/customer will easily pick up on your hesitance or evasive behaviour.
"What do you think?" is not a question you should be asking to get the money/sale. In no way have you asked for money at that point. You can read some good books on closing the sale if you want to make a good impression and ask for the sale. You do not want to appear too pushy or aggressive either. Just asking with a firm and confident tone of voice, backed up by your posture and facial expression is usually enough.
Here's a scary thought - Most people have no idea of the value of what they are purchasing, or the value of the service they are receiving. They will unconsciously take the cues from your behaviour, from your expression and their trust or apparent trust in you as an expert or an authority of some kind. So, whether you are asking for $10 or $10,000 the rules are similar. Do not flinch, even if the prospect or customer does.
You can practise this with your family, colleagues and friends. Ask them for constructive criticism on your efforts. Another good way is to practise in front of a mirror. Imagine yourself talking to your prospect, and deliver your pitch, and your closing statement to the person in the mirror. Watch for any signs of in-congruence in the person delivering the pitch, and do it again and again until you can deliver that with relative ease. You have to give the appearance of ultra confidence and have to be as bold as brass to win.
If you don't ask, you don't get. It is as simple as that. However, if you do ask, please do it with confidence. And keep quiet after you have asked. The ball is in their court now. The silence can be quite intimidating, but don't say a word. The next utterance has to be from the prospect/client. This at least gives you the opportunity to find out their concerns and address them.
May you be as bold as brass.
One instance where people suddenly lose their self confidence - is when they are asking for money or asking for the sale. Suddenly their whole facial expression changes - Their face, suddenly pained by the prospect of asking someone for money, goes into a contorted state. Their legs turn to putty and their knees to jelly.
How can you prevent this, because even though you know your product or service is worth every penny of what you are asking, it becomes too much to ask for some just consideration or compensation? Even when someone is raising money for a good cause, they have mixed feelings and become very uncomfortable at this task. Thoughts run through the head such as "I'm no good at fundraising", or "I can't ask him/her for money" or "He's not going to buy anyway, why bother asking".
You don't want to have a roadblock or stutter incoherently, or look away when asking for the sale. All these are signs that you are not confident about popping the question, and the prospect/customer will easily pick up on your hesitance or evasive behaviour.
"What do you think?" is not a question you should be asking to get the money/sale. In no way have you asked for money at that point. You can read some good books on closing the sale if you want to make a good impression and ask for the sale. You do not want to appear too pushy or aggressive either. Just asking with a firm and confident tone of voice, backed up by your posture and facial expression is usually enough.
Here's a scary thought - Most people have no idea of the value of what they are purchasing, or the value of the service they are receiving. They will unconsciously take the cues from your behaviour, from your expression and their trust or apparent trust in you as an expert or an authority of some kind. So, whether you are asking for $10 or $10,000 the rules are similar. Do not flinch, even if the prospect or customer does.
You can practise this with your family, colleagues and friends. Ask them for constructive criticism on your efforts. Another good way is to practise in front of a mirror. Imagine yourself talking to your prospect, and deliver your pitch, and your closing statement to the person in the mirror. Watch for any signs of in-congruence in the person delivering the pitch, and do it again and again until you can deliver that with relative ease. You have to give the appearance of ultra confidence and have to be as bold as brass to win.
If you don't ask, you don't get. It is as simple as that. However, if you do ask, please do it with confidence. And keep quiet after you have asked. The ball is in their court now. The silence can be quite intimidating, but don't say a word. The next utterance has to be from the prospect/client. This at least gives you the opportunity to find out their concerns and address them.
May you be as bold as brass.
posted by TheInfoPublishers at 1:08 AM
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