Alex is a pharmacist, a legal drug dealer by day, and had no sales training until 2012 when he became an entrepreneur. He eventually got into coaching helping people build successful businesses.
Here are the highlights of my conversation with Alex:
Alex’s major challenges:
Fear of selling his business to people who want to start selling their businesses
Asking for a certain price: Alex’s was selling himself as a consultant to start a podcast for $37 a month! He was all sweaty and nervous and the sales call did not go well.
He kept on questioning what was his worth to someone
Strategies to help you overcome your fear of naming your price:
- Write down your prices every single day.
Alex would literally write down his prices for his services every day.
- Write down this part of the sales conversation.
Alex would record himself in sales calls and listen again to figure out when he was the most awkward. He then zeroes into that part where he raises the topic of price. So he wrote down word for word what to say.
Once the client feels that you understand what they need and want, then the price part is no longer a hindrance at this point.
- Change that mindset and not let anyone else dictate your value.
When you’re in your business, nobody tells you what your value is as opposed to being in a company that tells you their product’s worth. So no one else is going to determine it for you but yourself, otherwise, other people are going to tell you you’re not worth anything.
Results Alex has seen from growing his confidence:
He’s now better able to find the right person to be the client.
Now he’s able to fill his pipeline with clients (the key is to always to talk to people)
Now he’s closing rate is much better and so much higher.
Dreams and goals are priceless. No one can tell you what your dream is worth. What do you think your dreams are worth?
Alex’s Major Takeaway:
Write down your prices until you have the confidence to say so. Keep practicing. Go for No’s. Fall in love with action over results. Winning a sale can be misleading, But if you’re constantly taking action of doing the sales call every day, keep at it, and the results eventually do come
Episode Resources:
Get to know more about Alex on www.alexbarker.co
Secrets of Closing the Sale by Zig Ziglar
Join our Facebook group, The Sales Evangelizers
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