Do you want to be your own boss?
Do your want to be rich & successful?
Maybe you’re running your own business or you want to start one. Perhaps you just want more money. Live easier. You might have some billion-dollar ideas but they are worth very little if you don’t know how to sell them to prospective customers.
Let me show you some basics of how to start selling more.
Start with delivering value
At its core, selling is about delivering greater value to someone through a product or service than what they paid for it. In other words, if you go out and spend $10k on a car, you must feel like you are getting something worth more than $10k in return.
Now you might say that’s not true because cars cost a lot over time. You need to buy fuel, get the car serviced, insurance and so on. In general, most people associate value with only dollars and cents. In reality however, value can also be delivered in the form of personal satisfaction, convenience, happiness etc. You can even argue that if you help to bolster someone’s ego because they own a particular product or service, then they are getting value out of the purchase. Kind of like when someone buys a supercar but only drives it on local streets. It’s a way for them to show their financial prowess.
If your product fails to convince customers that it’s of good value, they just aren’t going to buy it. Think of it like this, if I gave you a $5 note and asked for a $5 note in return, you will assume that I’m either an idiot or terrible at jokes. But if I gave you $5 and asked for $1 in return, you will immediately make the trade, it doesn’t matter what you think of me anymore because you see amazing value in what you are getting. The same concept applies to all products and services.
Continue with sales process
Sales process has three basic steps to it. First is lead generation, followed with presentation and finally close the deal.
Lead generation is all about discovering out who your potential customers are, their names, addresses, phone numbers or any other information you can find. You should include some customer qualification in lead generation. This will ensure you aren’t wasting your time.
Perform a kickass sales presentation
We have written a nice article here on how to perform a kickass sales presentation.
Finally close the deal
Sales closes are not ultimate bunch of words that will win you a customer’s business. They are a natural extension of your sales presentation.
A sales close is a question that can only be answered with either a ‘yes’ or ‘no’. It can be as simple as asking ‘are you happy to place an order now?’ People don’t need to think too much to say yes or no.
Never attempt to close a customer with an open ended question such as ‘so what do you think about placing an order?’ It forces the customer to think, analyse and give a reasoned answer. Usually along the lines of ‘sounds great I’m thinking about placing an order next week’. Weeks turn into months and months into years.