Predatory salespeople are everywhere from the department stores to car sales. Time and time again weve seen these salespeople hunt like hounds trying to get their next sale, the next big commission. Sell at all costs! Dont let them say no!
No wonder were afraid of selling. We dont want to hunt people down, we dont want to take their money without consent, and we dont want to sell them something they dont
need.
You Dont Have to Do That!
Those salespeople have it all wrong. You dont have to pressure anyone to get a sale. In fact, Ill go as far as to say that you dont even want those people who succumb easily to sales pressure. You want these people to know what theyre getting, up front, and have no remorse over the buying process.
The informed consumer is the repeat consumer.
Ill give you an example: Several years ago, I was in communications with a business person who had some very specific needs. (And very specific questions.) Over the course of several months we communicated via email and telephone several times a week. We werent even talking about costs we were talking about the schematics of working with a virtual business. How would we do x virtually? Can Y be virtual, or would there have to be some physical correspondence involved? Is Z possible in a virtual situation, and if so, how does it work?
This gentleman was really doing his homework. And I really didnt mind. We were building a great rapport, he was generating referrals for my business, and he was learning a great deal about the virtual assistance industry. All his questions were valid I had no problem answering a question that would have taken him too much time to find the answer on his own.
After about six months of correspondence, he finally signed a contract with me. We agreed upon a five-year term (almost unheard of within the VA industry during which time he would continue to generate referrals for my business. Hes still working with me to this day, seven years later.
He was informed and comfortable in his decision and this made all the difference.
So the moral of the story is this shut up, listen, and answer your consumers questions.
There are only three steps to selling none of which have anything to do with a pushing anyone into buying.
In order to sell, you have to connect!
Primarily, you have to connect with a person – you want to be talking with someone not at them. Build rapport. Ask them about their business, their situation, and listen whole-heartedly. You need to figure out where they are in their situation, and use this Q&A time to help you formulate responses to cater to their needs. Dont forget to take notes!
Now talk a little about their expectations of the relationship. If youre a coach, for example, ask them how they expect coaching to help them within the next three months. Ask them how they expect the coaching relationship to work. Ask lots of why questions theyll help you more later. (Why do you feel you need a coach? Why do you want to achieve x?)
After youve talked about their expectations, tell them the reality of your business. Tell them specific outcomes you can help them achieve, and present case studies if possible. In all matters, be honest. Dont over-hype anything
be straight and theyll appreciate you for it.
Now you can persuade
Now is your turn to talk. Talk about their problems. Take their expectations and their situation and tell them their problems in your own words. If you understand their situation, they will be able to tell. Dont fake concern or empathy but do be understanding of their needs. Speak of their problems as if they asked you a why question You need x, y, & z because you need a & b to function appropriately for outcome N.
Also talk about their outcomes in your own words If I understand, you need x, y, & z; and you want ABC to happen because of it, correct? The more your relay your competence of their situation, the more comfortable theyll be with you. Approach this as you would approach an elementary school student with a difficult math question rephrase so you both understand, and make sure you have ALL the elements. Without all the elements, you cant fully understand their needs.
Once youre comfortable with their needs and desired outcomes, present your solution. DO NOT use a canned solution statement, you truly need to cater all your
responses to their specific needs. Speak of their future, your future, and how they intertwine. You want this to be seen as a group effort not just a one-sided deal. You cant possibly solve all their problems, but you are always on their side. Let them know your vested interest, and theyll appreciate it.
Lets not close lets agree
Now that youve talked with them about their needs, how you can help, and any other items that need discussion, you should be ready to come to an agreement. You should both agree by now that their needs and your solution are a good fit. If you dont feel youre a good fit, move on.
Make them an offer. Tell them how you intend on helping them, how you plan to work together, and how long you plan to work together. DO NOT discuss money until this point. (If the question arises beforehand, dont evade the question, but dont give them a precise estimate. Ive always used the phrase We need to cover some more information before I can give you a solid quote because pricing is based on individual needs. Give a ballpark estimate if necessary.) Go over your pricing & procedures, and offer to send them a formal proposal & contract. Youre done!
As you can see, selling isnt what you think it is. No one wants to talk to a pushy salesperson, and now you have the tools to be an effective salesperson. Just remember to prepare, relax, shut up and sell!
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