Some people think that Selling is common sense! Other people think it’s a really complicated science. And others think you need a particualr talent to be able to do it and if you don’t have that talent youy’ll never be able to do it.
They are ALL WRONG!
It’s not that difficult, and you CAN learn it. But you need help (either from me or another trainer, and ideally you’d read some books too) – you can’t make it up, it’s not always obvious.
Here are some examples of things about sales that are not obvious:
- Often, people don’t know what they want. You have to work that out for them.
- Don’t “fall off the tightrope”: you just have to get all of the simple steps right, in the right order: and most sales people don’t.
- You might already be off the tightrope without knowing it – and the customer won’t tell you. For example if they have decided that they don’t like you, but they let you carry on talking about your product or service.
- Selling is about being a great listener rather than a great talker. Listen more than you talk!
- Introverts make great sales people – becuase they are better listeners.
- It’s the questioner rather than the talker who is controlling the conversation.
- What they say is true, what you say probably isn’t: Get THEM to say they have a problem or a need.
- The importance of being liked: – people don’t buy from people they don’t like (so make them feel important, make sure your body languageis friendly, and find common ground).
- Different people want different things from a sales experience, e.g. speed vs detail, emotions vs facts. – so don’t do what YOU would want, do what THEY want.
- Show Features and Benefits, not just features,
. ….and not benefits on their own
. ….and not ALL the benefits, just the ones they have said they want.
- Always ‘peel the onion’ (ask “apart from that, aare you happy?”) before trying to argue with an objection – especially price.
- Price is almost never the real objection.
- It’s OK to lose some business on price – maybe even HALF!
- Don’t try to close too soon.
- Pre-handle objections, so people don’t have to be proved wrong later. e.g. explain why they need to buy it TODAY, in order to avoid, later in the sales process, when they say they’ll think about it, having to say “Yes but if you do that it might get sold to someone else” – and then they will resist saying “Oh alright then” becuase that will mean losing face.
- Follow up even if you are pretty sure it’s going to be a “No” (it might be a yes, and you learn about why it was a no).
- Ask for referrals – the easiest sale, while the customer is still warm.
- Ask for video testimonials – very valuable, while the customer is still warm.
- Keep in touch after the sale. (Can you work out why?)
- Plan ahead and prepare: questions you will ask, benefits you are offering, objections you expect and how you’ll handle them, and your favourite close.
PS if you want to know more about this important information, check out my video course on udemy:
70,000 people can’t be wrong!
PS – Are you considering getting into training? Would being a freelance trainer suit you? Get more information here: www.becometrainers.com
