You’ve probably heard me mention on more than one occasion how important sales are to a business’s survival.
Since my last post on it, I’ve received several messages with people inquiring to improve their sales process.
Looking at what’s out there, it’s incredible how complicated some of these “gurus” can make the sales process out to be. 🙄
The truth is, selling is easy and is the quickest way to turn your business around IF you have the right approach and right process.
Good news! 👍
I’m going to tell you exactly how… 😬
To start, I want to stress that selling is not about convincing anyone to buy something they don’t need or can’t benefit from having.
Those old-school high-pressure car salesmen have done enough in giving sales a bad reputation. 👎
Now, let’s get it straight.
The skill of sales is about educating your prospect on how what you have will make their life better or easier.
So, the purpose of engaging in a sales conversation is because you know you have a way to HELP them—you getting paid is just a consequence.
Your goal is to create a WIN-WIN situation. 🙌
To actually do this, you need to do a few things.
1. Lead the conversation and display your expertise. You have to know what you’re talking about. You must be an authority on what you have.
2. You have to build trust. If you don’t show that you understand your client’s pain points and that you’re not trying to rob them of their hard-earned money, they’re not going to trust you have what will help them.
3. You must sell the BENEFITS—not the features—throughout a casual conversation. People don’t buy into features, they buy into results. They have to have in their mind’s eye an image of their life WITH your product/service.
Secret tip: Features appeal to logic. Benefits appeal to emotion. People buy based on emotion. THEN they logically rationalize their decision.
4. You have to ask for the sale. This one’s kind of a no brainer, but it’s often missed. Rookie salespeople often feel uncomfortable asking for the sale. They assume people will just ask to buy. Which they sometimes will, but why risk it? Remember the first point? Lead the conversation and display your expertise.
5. Follow up!!! Your job isn’t done when you’ve made the sale. Your job is done when your customer is happy and you’ve ensured what you’ve given them is actually making their life better or easier. Unless you complete this essential step, you’ll likely miss out on repeat customers and referrals. Follow up with every single sale you make.
Of course, this is just a brief outline. If you want more details, just let me know…
Did I do a good job simplifying the process?
If I left something out, you’d tell me, right?
Thanks in advance for helping mend the reputation of the salesperson.