4 Ways for Entrepreneurs to Sell More!
Sales can be quite simple and straightforward once you learn and understand how it works, and get some practice in selling. Here are the four key ways to make sales simpler:
#1. Be Prepared
Google them, find out about them and their company and WHY they need you. If you haven’t figured out why they need you, then you have NO business calling on them. Know your ideal dream client and how your product and services benefit them. Have a list of questions prepped to show that you have done your homework. Assume that they already know who you are and what you do. You have to divulge your secret sauce once you know what they want.
When selling, you are mainly paid to think and speak. The more closely you listen carefully BEFORE speaking, the more you will sell. Selling is being of service to others, so how can you assume you know if you don’t ask questions first before pitching? When you enter their office, observe everything about the prospect from what is in their office, hanging on their walls to their body language to the actual tone and words that they use are all key indicators of how to sell to them.
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And to figure out why they are a great prospect for your product or service, you need to take them on a guided conversation that is full of your prepped qualifying questions. And these first few questions are generally the same for all prospects. Where they differ is in the next step.
#3. Active Listening
It helps to be quick on your toes when it comes to sales. Improv training is highly recommended for exercising that muscle in your brain that only gets exercise in front of a prospect. So you’ve been asking them all the right questions, you have to then show that you’re actually listening by then tailoring the conversation around to what you provide.
Assuming you do believe you’re in front of some who can benefit from what you offer, then you have to gently let them tell you how they can benefit from your product by explaining what results and outcomes that they are looking for. So from your list of prepped questions, you then start asking a question that comes as a result of something that the prospect has said.
#4. Show Them the Value!
It’s all about value. That is what people buy, the perceived value that you bring them. The results, the outcomes. They don’t care how you do as long as you do bring them the value.
If you hear them say ‘no time, no money’ what is usually means is that they don’t see the value to them. You haven’t justified their investment in your product or service.
Sales is changing. The buying process has replaced the sales process, as buyers are much more educated and informed by the time they contact you. Stay up to date and don’t annoy potential buyers. Ask what they are really interested in learning.
It’s quality over quantity, after all – you can only sell to one person at a time!
If you’re not sure about the value that you deliver to your clients, contact me for your free strategy call 416-951-3842 Patti@SmallBizSalesCoach.ca