To improve on sales techniques has to be the cornerstone of any business, because if you’re not making any sales then you’re not in business.
Although I’m not a master salesman I have been in sales most of my life. I have been to seminars featuring men like Tom Hopkins and Brian Tracey. And I’ve read their books and listened to their CD’s.
Thus, I’ve been a cold caller on the phone and person to person knocking on your door. Cold calling on someone at their home was nerve wracking at first, but with time came confidence.
What must never be forgotten but sometimes I think is, that selling is a people-based activity. Whether you are on the phone, face to face or online.
In selling the seller must get good at understanding people and what makes them make a buying decision. What are the factors or triggers in their decision-making? Understanding this you are way ahead in the game of how and who to sell too.
That said I don’t think there are any tricks or methods that you can apply to your business that will fix it overnight. Therefore, it’s about educating yourself in the concepts of selling or the sells cycle.
Some Will, Some Won’t, So What, Next
The biggest hurdle that most people must overcome when it comes to sells is the fear of rejection. Where it comes from, I don’t know. Leave a comment below if you think you know the answer to that.
All I know is that when I started off in sales I had it bad. Do you know what it feels like to be afraid to pick up the phone and make a phone call? I had butterflies in my stomach and I’d break out in a cold sweat. The person on the other end of the phone could not see me nor could I see them, but knowing that did not make me any less afraid.
Then one day I was told by my sales manager to say this mantra before making a call and after making a call (some will, some won’t, so what, next), and you know what that little technique worked. I became less and less afraid to make phone calls and soon the fear was gone altogether.
Likewise, I think we all go through a time in our lives when we’re selling something (and it doesn’t matter how) where we become unsure of ourselves and doubt why someone would buy from us. And if you’re new to sales (like being a new affiliate marketer), I know you wonder can I make sales online? The answer to that question is yes you can with the proper training. And the best place I know of to get the proper training to making sales online is Wealthy Affiliate University.
Remember, Selling Is About People
The premise of any sales transaction is to find the right person for your product. It would be great to find the right client who needs what you got and they buy it with no objections. But that is rarely the case. It’s up to you to create the buying environment, make them need what you got and give them a reason why it’s in their best interest to buy now. Right then and there.
According to Pejam Ghadimi of Secret Entourage, he believes people’s buying decisions are based on these three criteria:
- Needs: Something you can’t live without. Things you must purchase in order to keep surviving.
- Wants: Luxuries or non-necessities without having you would feel unsatisfied.
- Social Acceptance: You make these purchases because others are making these purchases.
Have you ever heard the saying, “that no one likes to be sold, but everyone loves to buy?” So, the ideal is not to force people to buy, but to get them to a place where they feel like making a purchase was entirely their decision.
People Are Crazy Who Can Understand Them
Unfortunately most sales organizations will focus on teaching their people about product knowledge or sales strategies. But seldom do they teach their salesman about understanding people and the customers buying decisions. How easier would it be for you to make a sell if you already knew somethings about your customer? The easiest way to understand people is to just listen to them. You must become a good listener. Here are some ways to lead a customer into a buying situation:
- What are their pain points
- Make it all about them
- Ask questions they will say yes too
- Make it emotional
- Speak to their desires
- Encourage them
- Fear of loss
- Tell stories
- Make them confident in their purchase
- Build rapport
- Be a good listener
- If you know another add it in the comment section below…
Most people already know what they want to buy so they really don’t have to be sold. For instance, how many times have you walked into a store and when the sales clerk asks you can they help you and you say, “NO” or you’ll probably say something like, “just looking.”
Understanding The Sales Cycle
The right sales cycle must be created. When the right cycle is not created you are only as good as the price you offer. The close will not occur if the price doesn’t match the value the person will receive or there isn’t a strong enough need to make them buy in the moment.
People will always be more receptive in buying things that they want. You may have to educate a buyer by asking questions and permit them to discover their need.
What you have given them is a false sense of free will they don’t feel like they been sold. When a customer wants to buy something from you they don’t buy price or value, your customer will buy perceived value as value is based on feelings or opinions rather than facts to their view of relative importance.
The sales cycle taken from Sales 101:
Formal or Informal
- Position the Conversation and Address the Initial Need: Ask one or two open-ended questions and allow them to fully speak
- Ask Questions to Uncover Needs, and Identify Patterns: Open-ended question to find out why the customer was looking for product or service to begin with.
- Position the Value and Create the Want: Remember price is what something costs, and value is what it’s worth to the person buying it.
- Position the Close: Positioning the close is about ensuring that the need is indeed converted to a want.
- Ask for the Sale: Just because you have created a want, shown the value, and enticed the buyer, it doesn’t mean you can bypass asking for the sale.
- Close & Next Steps: Closing is simple, because the buyer is now ready to give you money and receive the promised value.
Selling in Person Differs From Selling Online
To be a successful online marketer there is more pre-work involved than say in cold-calling. To target the right people online is going to come down to the pre-work being done.
The same sales cycle can be used as above, but you need to build trust and positioning without being able to address them face to face. So how can the creator build trust between himself and the end user when there is no interaction between them? Most can be met in these areas:
- Live chat
- 800 #
- Social proof
- Live support
- Site copy
- Site design
In conclusion the cycle of sales never changes whether on the phone, in person or online. What changes is the roles each segment plays. The psychology of the sales process never changes but the delivery of information does.
Build trust through client relationships and they will continue to buy and send you referrals in family and friends asking for nothing in return.
To your sales success