After much networking, marketing and publicity campaigns, the phone finally rings and a prospective client calls to set up an appointment to see you. Or the client can go walk into your business premises. This is the moment, which gives you an opportunity to sell your idea, product or services to prospects in order to be in business. This is a make it or break it situation: your chance to walk the talk and deliver!
But this is not what happens.
You suddenly begin to panic and break into a nervous sweat. All sorts of insecurities and doubts break loose and you feel tempted to back out! The question in your mind is “how do I rise to the occasion”?
The following easy tips will help you rise to the occasion boldly and confidently and prevent you from blowing the deal of a lifetime.
1. Be prepared.
This can’t be over emphasized. You must not only know your product, service or nature of your industry but must also be able to clearly communicate it to others. You must have the basic facts at your fingertips and be able to respond confidently to questions about your product or service.
You have to know your product or service and the language of the industry. If you don’t have a way of explaining it, then its time to stop and get back to the books or do the groundwork. People want to do business with people who know what they are talking about. Preparation gives you a natural confidence to rise to the occasion like an expert!
2. Be yourself.
The worst thing to do is, to try to be someone else when selling something that has been birthed from your own idea, vision and dream. Allow your personality and your essence to come across. People are looking for originality and for something creatively different or packaged in a different style.
Don’t sell yourself short by trying to copy everyone else or packaging your product in the same, old and boring way. People are tired of the conventional way of doing things. Remember that you are unique and you don’t have to be anyone else to succeed. You will only comfortably rise to the occasion when you remain true to yourself and deliver how you know best.
3. Be confident.
If you have to rise to the occasion, your confidence must be evident in your voice and your body language. It’s okay to be nervous. Just don’t let it show in your voice, or in your behavior. Get yourself together. This is the moment that you have been waiting for.
People can sense a lack of confidence and nervous energy. If you come across as confident, it will be easier for a prospect to believe you and buy into your idea. Lack of confidence on your part will put the credibility of the product or service you are offering in question.
4. Focus on the value of your product or service.
Stay connected to the importance of the product or service you are selling and remind yourself of the value that it will bring to those who buy it.
Reconnect with the initial vision of you had about this product or service. Think about how far you have come and how much you have worked to get to this point in your life. This is the big moment that you have been waiting for. Encourage yourself and rise to the occasion!
5. Detach your emotions from negative outcomes.
Life patterns are cyclical and on some days you will succeed and on others you will fail. Some days are good and others bad. Celebrate the good outcomes and improve on them. Don’t beat yourself up over the negative outcomes. It’s not worth it.
The only thing to learn from failure is how not to do it again. Consider it good practice for the next time.
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Article originally published on September 2, 2003