Most people hate selling. In fact, they hate it so much that they don’t do it, even if they think they are doing it on a regular basis. The truth is, selling is actually pretty simple. If you want to increase sales in your business, you’ve got to ask people for the sale.
When you’re trying to make a sale, you may feel like you’re wearing a neon yellow sweater with flashing lights and yelling at people in all caps with exclamation points. In reality, what you’re doing is being a guide in providing a solution to their problem.
What does this look like? It goes back to the basic principles of your messaging. Have a clear message that invites your potential customer into a story where you are their guide.
Put the customer first
Sales is all about solving the customer’s needs and problems. When you focus on what is best for the customer, you are more likely to close the sale. Ask questions to understand what the customer is looking for, and be prepared to offer them a solution that meets their needs.
Be knowledgeable and confident
In order to sell effectively, you must be knowledgeable about your product or service. You also need to be confident in your ability to solve the customer’s problem. When you know your stuff and exude confidence, the customer will be more likely to buy from you.
The best salespeople are the ones who build relationships with their customers. When you develop a relationship of trust, the customer is more likely to buy from you. Take the time to get to know your customers, and you will be more successful.
Earn your customer’s trust
You want to learn more about them and the problems they’re facing. They want to learn more about you and how you are the expert in your field. They want you to demonstrate that you have their best interest in mind and that you aren’t just trying to get a sale with them.
Show them how easy it is to do business with you
Once you’ve earned their trust, you need to show them how easy it is to do business with you. Summarize the process in three easy steps. In most cases, there are sub-steps in between but you don’t want to overwhelm your customer by giving them too much to think about. To bring them into the sale, break it down to three steps:
- Enjoy a better life
Once your customer knows, likes, and trusts you, you’ve got to ask them for the sale
People don’t want to waste time searching for the answers. Once they’ve decided to do business with you, you would think they’d be happy to seek out the answer for how to buy your product or service. You might also just assume that, by now, they know how. Nope. They don’t. You’ve got to ask them, and it needs to be obvious. Like holding a “Will you marry me?” sign obvious.
Don’t tell them to “learn more” or “find out how”. Tell them to “Buy Now” or “Shop Now” or “Schedule a Consultation”.
It’s got to be neon-flashing-lights-obvious. It may feel obnoxious to you, but I promise, your customers will appreciate you paving the way and making it easier for them.
Sales are an essential part of every business, but for entrepreneurs with little time or patience, they can be a daunting task. If you feel like you’re constantly hustling leads and attending networking events but not getting new business, take a look at your sales process. It doesn’t have to be that way. This article provides a guide to overcoming these obstacles and achieving sales success.