You CAN Achieve Effective Selling. Just Don’t SELL!
One of the things that I’ve noticed with entrepreneurs and start-ups is, just because they have a great idea for a product or service that they chose to cash in on by commercializing their idea, they don’t necessarily always understand how to achieve sales success through effective selling strategies.
Sales Video from TV’s Greatest Salesman, Herb Tarlek, WKRP
Which is why I urge my clients to start out with their new business by understanding they shouldn’t try to “sell” IF their goal is to be successful in their ales efforts. Instead, I suggest they implement strategies that lead to building strong relationships based on trust, full disclosure, and a fervent commitment to serving others. Once you achieve these lofty goals, your sales will naturally evolve out of / come from those powerful relationships.
* Don’t Sell, Serve: Rather than pushing your stuff on people, you need to figure out how you can provide solutions to resolve the specific challenges they face. Once you are able to provide solutions to the key business challenges that keep your customers up at night, you will achieve sales success. People reward others handsomely who can provide solutions and deliver value. That’s what effective selling is ALL about!
* Be Empathetic: In order to be effective serving clients, first you must care about people enough to want to help them. When you can help them to make purchase decisions for them that is adding real value. In the world of business Networking International, a clutch phrase practiced by all members is “Givers Gain.” That is the essence of effective selling. By delivering value to others, you will be rewarded by people purchasing from you.
* Listen…listen…LISTEN: There is a tremendous power that comes from listening to someone.
* Create Value For Others: It’s not very easy to get your customers to give you their money. By creating value they’ll gladly pay you for your services.
* Be Passionate and Exciting: Do you REALLY care about what you do? do you believe that what you have to offer will change people’s lives for the better. If you do, you’ll be able to achieve all of your sales goals because people will WANT to do business with you.
* Get to Really Know Your Clients: Not just their birthday but REALLY understand what their motivations are, what their career aspirations, what challenges keep them up at night.
* Answer Client Questions Directly & Clearly: Don’t beat around the bush, make excuses, or speak in riddles. Be prepared to answer any and all questions directly and with complete clarity (plus conviction.)
* Humor is a VERY Powerful Tool: I’m not saying you need to craft a stage act like Seinfeld, Chris Rock or George Carlin. But being funny actually does bring down people’s barriers. Try to be more affable, friendly and engaging by being humorous. NOTE: You either have it or you don’t. Don’t force yourself to be something you’re not.
* You Can Always Get Better: Don’t just assume that because you’ve had success selling in the past doesn’t mean you can’t perfect your craft. We can all get better.
* Set Aside Time Each Day for Prospecting: One strategy that you can employ to invest sufficient time in sales prospecting, is to set aside time each day to invest in your sales prospecting.
* Show Up and Deliver: Always arrive on time, and show up for every sales meeting totally prepared to address your client’s specific concerns by doing your research on them,
* Always Have a Close: In any sales activity it’s important to have a strategy for how you are going to close. Will you send a follow up sales deck/presentation? Do you plan on offering 30 day trial? Give them 3 for the price of 2 if they sign up today. Always have a viable plan to close every qualified lead to first time customer.
Ethan Chazin, The Compassionate Coach