Scenario: "Dude, I need to prove to those ridiculously filthy rich suckas that I rock. Yay!" Uh-oh. When you're at your sales presentation, two scenarios likely happen:
- You feel totally confident when you sell to people who -- you feel -- have a lower status than you.
- You get crazily nervous when you sell to people who -- you feel -- have a higher status than you.
Why is that?
- Anxiety happens when you start thinking you need to "prove" your self-worth.
- Confidence happens when you're self-assured about your abilities -- i.e. "I'm already a badass who can help this customer."
How Your Self-Esteem Drops
Say you're a CEO of a $1 MM business:
If you're selling to a CEO of a $0.5 MM business...
It's like you're a parent of an eight-grader. With more experience, you feel more confident you can help the CEO with your services. So, empowered by sheer confidence, you're able to tap your beautiful, sexy, and amazingly awesome brain -- to help your client.
If you're selling to a CEO of a $500 MM business...
When you're selling to a bigger company, you feel you need to "prove" yourself -- increasing your anxiety and destroying your confidence. Instead of focusing on the client's needs, you become self-conscious of your shortcomings -- while trying to ridiculously "prove" your self-worth. That gets you nervous, befuddles your brain, and makes you look pseudo-blah. Don't trip; the crucial tip:
You Badass Never Needs to Prove Squat to Anybody
The moment you're trying to "impress" that big client, that's the moment you head downhill. Often, our weird mind unfortunately transitions into the cup-half-empty-slippery-slope mindset:
- "I need to communicate quicker with the big client."
- "I need to use more big vocabulary words for the big client."
- "I need to build better rapport with the big client."
- "I need to be more professional with the big client."
If you ever begin a sentence with those three dreaded words: "I need to..." Slap yourself. When you use the "I need to's...", you hurt your confidence to kick major ass because overcoming your shortcomings becomes more important than satisfying the client. Instead, start adopting this sucka to whoever comes your way:
"You will love me after this meeting."
It's an awesome confidence-builder. If you doubt the statement, just think:
- You know you provide amazingly awesome customer service.
- You know you build kick-ass products.
- You know you're better than your competitors.
- You know you're one sexy mutha ^@!%^&.
How can they not love you? When you approach your meetings with the "I'm-gonna-rock-your-world" mindset, you empower yourself with sheer confidence to kick some major booty. More important, that mindset gets you focusing on your client's needs -- increasing your chances of major sales. The template to get you started:
"I'm a badass. You'll see why."
Posted on November 28