Updated: Mar 10
In any kind of business or any part of life, at some point, we have to make a sale.
I saw this the other day and just LOVED it: "you dad had to close your mom or you wouldn't be here." It definitely made me laugh out loud and do a double take and realize... Yep!
So if you ever say you're not in sales... you may want to rethink that.
I mean I am selling my kids something on an hourly basis as a Mom.
Eat your vegetables
Brush your teeth
Let's get dressed for the day
Time to clean up
Basically anything that kids don't really want to do, we have sell them the idea that this is what they want to do.
But here's the thing, even in these situations, they still get to choose to do what I am asking or not to do. It's my job to make what I am asking my kids to do irresistible or something they really need to do to, for example, avoid any unpleasantries like time-out.
While you don't want to threaten your potential client, buyer, or prospect with a "time-out," you do want to figure out their problems, their pain points, and help them realize that what you have may be a solution for their problems.
So let's dive in to some tips about making more sales without being or feeling salesy.
1) Treat those you talk to as human beings
Now this may seem like a bit of a no-brainer, but it needs to be discussed.
If you start a conversation with someone thinking of them as a lead or a prospect to buy your product or service, it affects how you talk to them.
Instead start the conversation with the knowledge that this is a human being in pain, that has a problem and may just need someone to talk to.
By changing your thoughts from just talking to a lead or prospect, you now are detached to whether they will buy your product or service or not.
Now you are talking to them, listening to them, and connecting with them.
With everything going on in the world, it is rather hard to have the real connection, especially with a mask on.
I want you to really think about why you are starting a conversation with someone, in person or online.
Are you reaching out because you care? Are you being sincere?
People can always tell if you are being sincere.
Now of course this changes a bit when doing cold-market prospecting, which you can find in a different post.
2) Know what problem your product or service solves
If you are reading this, that means you have something that you want others to enjoy just as much as you have!
But every time you talk to people about the products, they don't buy from you... sound familiar?
So let's back track to what we should start with: knowing what problem or pain is being solved.
You might want a scratch piece of paper or notes to jot some ideas down.
3) Ask questions
Talk to people about their problems by genuinely asking them to tell you more.
One phrase that continually is a huge help to asking questions, is simple, "oh that's interesting... tell me more about that."
Let them do the talking! Then listen, take notes (if not in person), and pay attention. Now this may be a little difficult if you are doing this over the phone and you have your kids pestering you, but that also makes you relatable. I imagine the person you are talking to may have a similar situation at home. Don't be afraid to show them your life as well.
What kind of questions should you ask?
I remember going through a training with Ivan Alverez and being absolutely amazed at his knowledge of how to talk to people without feeling salesy. Here are some of the questions that he gave in this training.
What is the biggest struggle you have been having in your business/health/xyz?
How long have you been dealing with this problem?
What have you done to try and solve this problem?
Who is relying on you to solve this problem? -- This question makes it a lot more personal to the person you are talking to, it also helps you understand who could be involved in the decision to invest.
What happens if you don't find a solution to your problem? -- This will help them put a time table to their problem. Otherwise it's not as important.
And finally, asking for the sale
4) Ask for the sale
I know for me, this can be the hardest part, but unless you actually ask for people to buy from you, they won't... because if you don't ask them to buy, they won't have a chance to say yes or no.
But how to do it without that salesy pitch that is all too 'used car saleman' talk.
Let's go through it. You have just listened and you've taken notes about them and their problems and pains. Now acknowledge all that they have shared with you, thank them for opening up and getting real with you. Based on what you have shared with me, I have one solution that will help solve your problems. And it is XYZ.
Now is the time to give a little background of how long you have worked with XYZ, what it can do for them, and how they can do in a simplistic way like you did.
The trick is to tailor the above by plugging in some of their pain points or problems that they have while giving them the solution. By doing this, it becomes easier for them to say yes to purchasing because it is going to help them solve their problem.
I hope that this has been helpful for you and will help you get more sales into your business.
Before you go, I do have two more concepts I learned from my mentor Ray Higdon that I want to pass on to you regarding this topic.
1) Have Emotional Control
This means that you aren't going suddenly break down as if the world is ending every time that you get a rejection to what you are selling. And definitely can't feel disappointed when you things don't go as expected.
Our kids are the perfect example of not having emotional control as well just keeping going any time they get a rejection. Think about, my little girl is obsessed right now with watching shows, but with every 'no' I give, she comes right back and asks again to watch a show. However, there does a come a point when after saying 'no' she does throw a complete fit out of disappointment that her requests did not turn out as she would have liked.
2) Have Posture
I love the way Ray describes posture. It is that you don't require any kind of outside affirmation that what you're doing is right or wrong. You are going to do your business no matter what happens.
This is especially important when asking for a sale because no matter how skilled you may be at closing the deal, some are going to tell you 'no.' When that happens pick yourself back up and move on.
Now what if this sounds amazing, but you're still not quite sure if you can do it especially once they start giving you objections.
I want to invite you into a group of entrepreneurs called the Young Entrepreneur Project that can help you move through talking to more people and getting more sales to grow your business.
Because unlike any other platform, YEP provides real-time, hands on mentorship and training, not just TELLING how to do something, but teaching HOW to do it in Live weekly trainings.
Get the full overview of YEP and how it can help you build your business.
Talk to you soon!
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