| Did you ever notice on an automobile dashboard | | | | skills. Get yourself charged up in every area that |
| that some of the lights are green, orange or red? | | | | is critical to the selling process. Then ask yourself, |
| And sometimes multiple lights come on? Red lights | | | | how can you be an imposter when it's clear you |
| and two simultaneous lights scream, "Call your | | | | are proficient in product, people and sales |
| auto repair of choice immediately." The next three | | | | knowledge? Imposter syndrome is another red |
| sales action indicators for a sales person can point | | | | light kind of indicator. If you feel like an imposter, |
| to a self-confidence issue - lack of follow up, | | | | it's highly likely your prospect will feel it too. |
| feeling like an imposter or somehow fearful in | | | | Fears of any kind like being queasy about giving a |
| giving presentations, networking, or even asking | | | | presentation, fear of asking for a decision, fear of |
| for an order. | | | | networking; all fears are flashing double indicators. |
| Thoughts such as, "I'm bothering them," or "It's | | | | In my car, if two lights come on at the same |
| too much pressure," may be a warning similar to | | | | time, I stop and call the dealer before getting |
| your oil gauge light flashing that your sales follow | | | | back on the road again. Identify what your fear is |
| up needs adjusting. | | | | and decide what action to take. Maybe you clam |
| Follow up is where almost 80% of a salesperson's | | | | up when you get to the end of a presentation |
| sales come from and yet, for many reasons, | | | | and know it's now your time to ask for a decision. |
| 80% of salespeople don't do it after the first or | | | | What's the worst that can happen? Maybe they |
| second contact! When your car's oil light comes | | | | say no. But aren't you already at a no standstill if |
| on, you take immediate action. Regardless of | | | | you don't ask? And besides, a no may mean you |
| your reason, or excuse, for lack of follow up, | | | | may have not explained the benefits of your |
| immediately put a follow up plan in place. This is a | | | | offer in a way the prospect understands. |
| red light indicator! Determine your sales cycle and | | | | Whatever your fear is, focus on what benefits |
| plan a systematic follow up with personal and | | | | clients get from your offer and then put that |
| business reasons to talk with your prospect. | | | | pedal to the metal to conquer whatever fear is |
| If you often suffer from the 'imposter | | | | blocking you. |
| syndrome,' consider a lesson from the battery | | | | These three self-confidence indicators: lack of |
| charge light. | | | | follow up, feeling like an imposter, or being |
| You know your product or service better than | | | | somewhat fearful, are like an automobile's red and |
| your prospect. If you don't, then get charged up. | | | | double light indicators. Try all mental, emotional and |
| Get more training and more practice from talking | | | | behavioral strategies until you find your personal |
| with your prospects. Get a coach to help you | | | | effective formula for resetting them. |
| learn the areas of selling where you need more | | | | |