Sales doesn’t have to be sleazy or awkward…
It’s a natural transition of service from one to another.
All I ask is that if you use them and get something out of it, then drop me an email and let me know your thoughts.
Everyone is different and understanding what motivates that particular person will help you demonstrate how your product helps.
The easiest way to listen to your prospect is to ask questions…
Sounds super simple, right?
Don’t jump into the pitch until you understand their reasons for speaking to you. What they actually want the product for.
By understanding their hopes they’ll be MUCH more engaged with what you’re selling because you can point out the way your product fits their needs.
How can you get to your destination if you don’t know where it is? Understand exactly what you want to achieve out of each interaction…
Another call, sale, deposit? The goal doesn't matter, but knowing it does!
I like to have a stretch goal, a ‘happy with’ goal, and a minimum expectation.
Stretch = Get the sale
Happy = Understand their needs and agree to speak again
Minimum = Agree timescales for next contact
Sounds crazy simple, but it’s true. People buy things they actually want…
Most products do a lot of different things… And novice sales people love to talk about their products at length, while their prospects eyes glaze over.
But now you know what your customer desires and pains (by listening) you can highlight the way the product will most benefit them.
As Ben Settle says “you don't really need to talk about your weed killer -- what is far more important is talking about their "crab grass."
It’s the same for sales… Focus on the customer not the product.
I’m not talking about dressing up in leather or spandex…
Sales can be uncomfortable, especially if you haven't done a lot of it. Be prepared to get questions and challenges…
In the industry they’re called objections and they’re a good thing - show your prospect is interested.
Have an answers prepared so you can easily overcome their concerns.
If you get a question you’ve never had before, write it down and rehearse the answer.
It’s amazing how many people don’t do this final part. By agreeing next steps and timescales it removes that awkwardness around following up - because you know exactly when you're going to call.
Sales doesn’t have to be dirty to be effective…
In fact is MORE effective if you focus on the MOST important person... Your customer.
Crazy how easy it is to forget this
Which one of these tips BEST helps your sales right now and why?