The basis of human interaction happens when people connect with other people. Selling is about helping other people get what they want. The challenge present in a sales process is when the seller has no idea what the buyer wants, and yet he kept selling! This is also known as “annoying”.
Tip #1: Always KNOW What the Buyer Wants
The human brain is driven by two very powerful motives when it comes to doing something – either buying something, selling something, getting a job, breaking a relationship, proposing a marriage, etc. We take action based on our need to avoid pain or our desire to gain pleasure. As a great salesman, you need to find out what pain your buyer has that your product^ can solve; or what potential pleasure + immediate gratification* can your buyer experience the moment they buy from you.
*note: “immediate gratification” is your product/service advantage when you have it.
^note: “product” in this context includes services, as well.
Tip #2: Always EDUCATE Before You Sell
Sellers are eager to close the sale, but hang on there! Hold the urge to compete how fast you can close a customer because you do not just want to sell them 1 time, you want to sell them many times, as often as possible and also get recommendations from them to sell to their friends! So, what must you do? You educate them the ‘Process of Using Your Product’! You show them what is so great about your stuff that people don’t know – in other words, you “WOW” them! Keep teaching them what the product can do for them that can avoid their pain and help them gain pleasure. Keep adding value to them so that they become familiar with your product. That is when you sell to them the entire package, bundle a few other things and give an extended 1-year service, if you need to.
Tip #3: Qualify Your Leads
This tip might be the most important of all. Most people are ambitious to sell their product to the whole wide world and they forgot that targeting everyone is almost like selling to no one. You got to qualify your leads and your customers. Why? Because… 1) You don’t need the whole population to be your customers (in the beginning), 2) you want to work with “AWESOME Customers Only”.
Yes, decide to work with “AWESOME Customers Only” because there is a small group of people whom you rather not want as your customers. The moment you qualify your leads, you are telling the market who you want to work with and who you don’t want to work with. And since, we are such connected & social human beings (yes, we do like to give “LIKES” on social media), the right customers will give you more money, more frequently and more positive energy when they start a relationship with you. So learn to be selective, choosy and fussy – even to your customers.
The Success Team
Energetic bunch of entrepreneurs who cannot sit still!
Contributor. Cynthia is a Public Speaking and Communication Trainer. She is also the founder of The Success Factory.