“How do I handle emotions when I cannot close a deal?” Are you feeling that right now? You might have had so many clients calling you, but you are not able to convert it into a sale. In this blog I’m going to share with you how to manage that emotion, so that you can start closing deals faster. Let me share with you what I do.
Let’s first understand why we have these emotions of ‘feeling low’ on not being able to close a sale. What’s going on? Why are people not buying? You see the thing is, we put a lot of pressure on ourselves.
Sometimes, people take time to think! So don’t put pressure on yourself saying that we need to close everybody on the spot! Yes! There will be some people that will get closed on the spot but it’s a small percentage.
So, let’s focus on the big chunk! Today, I’m going to share with you on how to bring that big chunk back. Let’s talk about emotions first! So how do you manage that emotion when you’re feeling a bit low? The best way to do it is the three things:
a) Change your frame of mind:
Just forget about work, go out for a walk, listen to music… Change that frame of mind and just do something else that is not related to your work. The reason this helps is from a “mind” Perspective. Your mind shifts when you do something else and you get a better idea.
b) Discuss with someone that is getting results:
Discuss with someone who is actually getting some results and see what they are doing, so find someone that is getting results in your community… in your network. Talk to them! Say “Hey I’m doing this, but it’s not working for me. Can you share what’s working for you, that you do differently, can you share your results?” So this way you can learn from them.
c) Get official coaching or training:
Maybe it’s time that you actually get some kind of official coaching. Work with someone, so you can get some one-on-one mentorship, life coaching and regular coaching. That’s what you want to do. There’s something like this that I offer as well, so if you really want to go on this journey, then click the link below and get in touch with me!
Now let’s say you can’t close these people. How do you start closing deals faster?
Firstly, you focus on that big chunk and follow up through emails and chats. Now you might be wondering, “So how long do you follow up?” Simple. You follow up forever till the person says “I’m not interested! Don’t call me!” Even if they decline your call, maybe they are busy with something that’s why they’re declining!
When you follow up through a call, it’s an interruption. You have to understand that, but don’t stop following up. Continue to follow up! That would be my biggest encouragement to you. Follow up through email, through chats, through text, through voice messages, Just follow up!
Secondly, that emotion you feel when you can’t close a sale, you are focusing on feeling really low! I want you to change that and say “You know what! This person didn’t buy from me, it’s his loss! I’m going to focus on that big chunk of other leads” So you change that energy. Focus on people that are not closed on that first call and follow up with them and there’s a reason why!
People want to buy based on three things:
1.When they know you!
So where are they right now in that journey? Are they just starting to know you? If people are just starting to know you, then there will be a small chunk that will buy right away but the big chunk will want to know you more!!! What are you doing out there? What are the videos you’re presenting? What are your Facebook posts? What are you doing to let your prospects know who you are?
2.When they like you!
How are you communicating your message to them so they like you? People like working with people they like! So, if someone has just known you and they need a bit of time to think, you want to get them to know you, then get them to like you. You want them to like your message! That is very important so they resonate with you!
3.When they trust you!
When they resonate with you, they trust you! When they see you so often, they feel like you really want to help! They start trusting you.
CONCLUSION
So when you feel that emotion again of “I didn’t close this sale, I’m feeling really low” just focus on these three things: Know, Like and Trust. You will start seeing that when you focus on these elements your energy will go from something that’s so low to an energy that’s high and you will get through to people.
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About the author
Dev Sethi is the Founder & CEO of ‘Wealth On Command’. Dev is a Global Sales Award Winner and “Closer of the Year 2019” in High Ticket Sales across 150 countries. He is the 1st person across Australia, Asia, Africa, Europe and South America to ever win this award.
He empowers business owners and entrepreneurs to monetize their skills and maximize their sales by assisting them in building a high performance sales team. In the last 12 months alone his business has grown by over 560% and his clients have made over USD 5.2 Million in Sales. Dev is a Sales Champion and is now creating more Champions.
He speaks 4 languages fluently and is a loving father and a caring husband; born in Thailand, grew up in India and now living in Sydney, Australia.
