Do you know that 1 out of 9 workers in the United States sells by trying to get others
to purchase products or services?
Well, you can say, You are not in sales!
But in actuality, everybody is in sales.
Selling is persuading others to do something for you.
Whether you want someone to like your idea at work, implement a new procedure, or hire
a new employee, you are selling.
This means that the other 8 out of 9 workers in the US are also in sales.
So selling is a fundamental skill that you need to learn to be successful both in business
and in life.
I am going to give you 7 tips that you need to know before you can sell anything and If
you can use them correctly, you can simply never fail at selling.
So keep watching.
Find the right fish in the pond
To sell effectively you need to identify potential customers, their possible needs, requirements,
and aspirations.
By finding the specific type of person, who is just right for your product or service,
you will avoid wasting time on poor fit leads.
Instead, you'll have more time to devote to buyers with a good chance of becoming customers.
Here is how you are going to find your right customer.
Before you can identify potential buyers, you need to define which buyers you can help
and which you can't.
Once you figured that out, you need to be familiar with the characteristics of your
target buyers and thoroughly qualify each and every prospect using a matrix.
This is called an Ideal buyer profile, this is like having a secret weapon.
This way, you will have far more success.
One of the most important thing in effective selling is to be able to distinguish between
a potential customer whose interest is genuine but whose requirement is not immediate and
one who has an immediate interest in a potential purchase and can, therefore, be actively engaged
in the process of selling.
In this regard, sales people need to be trained in the art of effective selling in order to
know how to make this differentiation before engaging in presenting the product or closing
the sale.
Always be helping
This is something I learned recently.
If you're defining your target buyer correctly, you'll spend the majority of your day talking
to business leaders who have problems your product or service can solve.
But just because you know this doesn't mean they do.
Don't jump in with your pitch right off the bat.
You run the risk of frustrating your customers.
Instead, offer your help in the way you think would be most valuable.
So contribute first and sell second.
The best way to do this is to position yourself as an advisor who wants to help rather than
salespeople thirsty to sell, and you'll find a more receptive audience when you finally
get around to connecting their problem with your offering.
To start with, you can send along a piece of content that speaks to their issue.
You can speak about the trend that the buyer might not be aware of.
If you are still not sure where you can be of service?
Simply ask.
So remember, selling should be about providing a service rather than ramming something down
the customer´s throat.
But this doesn't mean that you can sit back and wait for customers to buy.
The action is often required, but that action must be respectful of the customer's natural
buying process.
So the next time you try to sell something, remember the slogan: "Always Be Helping".
Do your homework
If you expect buyers to give you their time and learn about your product, you need to
spend time learning about them first.
In the age of social media, there's no excuse to call or email a buyer with no knowledge
of what they do and what they care about.
Your research doesn't have to take a long time.
It should take as little as five or 10 minutes per prospect.
The best place to know about your prospects, well you guessed it, is the internet.
You can use LinkedIn, twitter, facebook or simply google.
So, what do you need to know about them?
You need to know at least these 5 things, those are their name, age, occupation, where
they live, and their interests.
If you find it difficult to know their interests, you can even ask them.
This will also make the impression that you genuinely care about them and not in just
making a sale.
So, Before you attempt to engage in conversation, know who are talking to, this will give you
the confidence and the edge to make your sale.
4.
Ask questions, and listen.
No matter how thoroughly you've researched your prospect, there will still be gaps in
your knowledge, and you won't be able to help the buyer solve their issue if you don't fully
understand it.
For this reason, it's critical to ask thoughtful questions during your conversations -- and
a lot of them.
You can question like,
How did this happen?
Has it always been this way?
How is the issue impacting you?
What are you currently doing to address the problem?
So,Be curious.
It's good to have a list of questions prepared as a jumping off point, but you don't have
to stick to them if the conversation takes an unexpected turn.
People like talking about themselves and their situations so your genuine interest and curiosity
will help them warm up to you.
Now, don't think your part is done.
No, not yet.
After posting a question, fall silent and simply listen.
Really hear what the buyer is saying, and don't just wait for your turn to speak.
Then after they've finished their thought, communicate their message back to them, ask
them to verify if you got their meaning correctly, and pose a question that provides further
clarification.
Not only does careful listening help you get a grip on the problem, it also makes the other
person feel good.
And if you truly tune in, they'll be more likely to return the favor when you have something
to say. (Buyer says "Yes!")
Make it about them
Just like you don't like listening to a self-absorbed acquaintance blabber, buyers don't like listening
to salespeople talk at length about their companies or offerings.
What you perceive as informative and interesting, prospects perceive as obnoxious and irrelevant.
The main rule of sales is to always make it about your buyer.
Every email you write, voicemail you leave, demo you give, and meeting you attend should
place the focus squarely on the buyer.
Constantly ask yourself, "What's the relevance to this particular customer?" and customize
each and every interaction accordingly.
Use the Decoy Effect
One of the common psychological effect used in marketing is the decoy effect.
Here's how it works.
When you have two options, users are forced to make a decision.
They can choose the small option for less money or the big option for more money.
It's a tough decision.
They want more awesome but don't want to spend more money.
So what do they do?
They generally spend less money.
Ah, but now enter the decoy effect.
Decoy effect pricing involves adding a third option.
The decoy is priced close to the more expensive option, suggesting that the more expensive
option is actually better.
It's kind of like a middle option, but it's so skewed that it makes it seem stupid not
to go for the higher-priced option.
Let us see an example,
Let us say you have 2 bottles of wine.
One small and one large.
The smaller one is priced at 10 dollars and the larger one at 25 dollars.
At this point, most of the buyers will go for the smaller one because the larger one
seems expensive.
Now, a medium bottle of wine is introduced and it is priced at 20 dollars.
Which one do you think is more valuable for the money?
Now, among the three options.
most people will take "The Larger One" because it seems "More Valuable".
So, Introducing "The Medium Bottle" made "The Larger One" seem "Less Expensive".
So people tend to think that they get more value spending less money.
This is the decoy effect.
Now, There are many psychological tricks like this in marketing and I will make a separate
video of it later.
So Don't Forget To Subscribe.
Be on the Same Page
When it comes to selling you will often meet any one of the four main personality types
that I am going to tell you now.
1. Assertive: they are generally interested only in results and all they want to know is the bottom line.
2. Amiable: they are interested in creative ideas and the Big - Picture Visions.
3. Expressive: They are interested only in people and they want to know how your ideas will affect others.
4. Analytics: they are interested in facts, figures, and data.
Once you know which category your prospect fits into, play to their preferences and customize
your presentation to nail what's most important to them.
That way you will sell a lot better.
And that's it, folks, these are the few tips you can use when you sell.
And remember YOU can sell anything.
Thanks for watching.
Don't forget to like and subscribe.
Until next time.
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