Sales is really quite simple and not nearly as frightening as some people think. If you’re a new business owner or just starting out in sales you may be feeling a little bit intimidated by the sales activities involved in promoting your product or service but don’t sweat the sales stuff. You just have to get a list together of why your service or product is of value to your prospect and be willing to promote it. Always be willing to answer this question; what’s in it for them?
Many people think about sales the same way they do about telemarketing. Those annoying calls you get at home that can be so distracting. I had a telemarketer call me the other day to sell me some magazines. He was offering this and that and such and such. I said, “I’m sorry but I’m not interested”. What he said next really cracked me up. He said, “You don’t read”? Rule #1, don’t insult the prospect.
Car sales are another way salespeople get a bad reputation because that whole process is exhausting. When you walk into a showroom and ask how much a car costs you are likely going to have to answer 12 questions before they give you the price. Many times they will sit in the back seat while you test drive the vehicle and analyze the conversation you have with your spouse. Then they take off to go see the manager to discuss your offer without you. I’m offended by these games and I think most people are.
You need a straight forward, honest approach.You have to be naturally confident and pull it off something like this, “Here’s what we offer. This is what we do really well and what’s excellent about our products. Here’s the value for you and this is how much it costs.” Don’t inject any type of attachment to the outcome and stay away from any neediness which is just creepy. Know your value, have a positive attitude and be persistent.
Determine the potential
Is this opportunity feasible for them? This is tricky because people have an inclination to say no quicker then yes so you have to keep your questions open ended and conversational so you are able to qualify them and decide if it’s the right business opportunity for them. They won’t share too much information with you initially.That’s your job to figure it out. I like open ended questions that are conversational as they land easy on people.
Building the relationship
Once you’ve established a good fit with your prospect you must develop a rapport and build the relationship. Be persistent and cultivate it. It’s like planting seeds. You’re watering them, fertilizing the soil, nurturing the seeds so that the plant becomes healthy and strong. It’s the same with an account. You’re making follow up calls, staying in touch, offering your value and services, thanking them for the opportunity and politely asking for their business.
Either you will run the day or the day will run you. We often get distracted throughout the day which is why it’s so important to have goals and priority lists so we can stay focused and use our time wisely. Get familiar with online tools such as conference calling, video conferencing and online meetings. See the infographic here from InterCall that outlines time and cost wasted in traffic.
Be confident about your business knowing you have a great product or service to offer. One final thing that many salespeople forget to do is ASK for the business. Will you call me when you’re ready to move forward? Will you give me an opportunity to quote next year? Will you come in and see me when you’re ready to sit down and discuss going ahead? That alone with make you more money than any other thing you do. Ask.
About the author:Carrie Wynne is the author of 10 Ways to be Deliriously Happy – How to Live an Inspired Life. She conducts personal development workshops based on the principles in her book showing others how to connect to the power within themselves and develop mental strategies to create an incredible life. As a professional sales consultant she also offers training, coaching, and sales seminars. Connect with Carrie on Google+,Twitter and LinkedIn.