A Simple Sales Strategy: Be Grateful For "Failures"
By: Tessa Stowe
There is the "fear of failure" and "failure" itself. The purpose
of this article is to change your perspective on both, as this may be one
of the things that is holding you back from the sales success you deserve.
Your "fear of failure" may stop you from talking to potential clients. Fear
is nature's way of protecting you and it is very normal, the only challenge
is that it sometimes manifests when not required. So when you're about to
talk to a potential client and you feel this fear, acknowledge it, thank
it, and say that its services are not required at this time! The next step
is to move your focus from "fear of failure" to how you can help your
potential client. Move your focus from yourself to your potential client.
A negative view of "failure" will not only stop you from talking to
potential clients but it will severely influence the outcome of the
Imagine that you are about to talk to a potential client and you have the
perspective that failure is a bad thing. What sort of impact does that have
on you and how you come across? Are you hesitant? Unenthusiastic?
Uncomfortable? Would this be attractive to a potential client?
Just suppose that instead you have the perspective that "failure" is just
feedback and a natural part of the sales process. How do you think you will
then come across? Relaxed? Confident? Natural? You may say, "easier said
than done" to have this perspective. I say read on.
Thomas Edison failed over 3,000 times to develop the light bulb. Think
about scientists. They are the failure masters; they never get it right the
first time. Did you know that Colonel Saunders went through nine years of
failure to perfect his secret blend of herbs and spices that is still used
by KFC today? JK Rowling, turned down by several publishers, never let
"failure"stop her. There are now over 103 million Harry Potter books in print.
Look around your house at all the appliances and gadgets you have. Look at
your house, your car, and the kind of transport you use. Look at everything
you come into contact with and use on a daily basis and think about the
number of people who "failed" over and over so you could have all these
things. I hope this is changing your perspective on failure.
Instead of thinking of "failure", think of just an "outcome". There is no
such thing as failure, just feedback. Look at the outcome and feedback and
ask yourself what you can learn from it. Find the lesson, learn from it and
then move on to the next sales conversation. Instead of seeing unsuccessful
outcomes as the enemy, see them as your friend guiding you to success.
Your services can really make a difference in people's lives. Don't you
think you have an obligation to risk "failure" and have as many sales
conversations with as many people as possible?
I challenge you to make this year the year of putting yourself "out there"
and having as many sales conversations with potential clients as possible
so you can help as many people as possible. Will you accept my challenge?
© Tessa Stowe, Sales Conversation, 2006. You are welcome to "reprint"
this article online as long as it remains complete and unaltered (including
the "about the author" info at the end) and all links are made live.
Tessa Stowe helps Coaches and Consultants stop struggling to sell, and
instead attract clients like magic! Her FREE e-course tells you how:
"Attract More Clients Naturally: 10 Simple Strategies That Work ... Even If
You Hate Selling!" Sign up now at http://www.attractmoreclientsnaturally.com