Why is it that when people hear the word “sales” they often cringe or tell you that they are not into sales? I think it is because they have yet to find a sales methodology that works for them.
Maybe they have experienced pushy sales people that use manipulative tactics like guilt and scarcity.
Maybe they have an internal dialog going on saying “why would they hire me?”
Maybe they simply have not been taught that sales is the lifeblood of a successful business. You can't make money if you don't sell. So why not find a method that is authentic to you?
Today I share 3 simple, yet powerful ways to be authentic with your sales. Check it out and then let me know what you do.
Sales Tip #1: Educate and Empower – Don't Interrupt and Sell
Have you ever had this happen? You're on Facebook and you mention something going on in your life and then it seems like 100s of people are private messaging you telling you to buy X product or X service that they happen to sell?
Those people just did what I call “interrupt and sell.” Unless you have a great relationship with the person that is messaging you, you are likely feeling pressure.
How to make this more powerful and authentic when you are the sales person:
Think of the person you are talking to and where they are coming from first!
Rather than instantaneously jumping into “buy my stuff,” reach out to the person and tell them that you have found a solution that might help them and ASK if it would be okay to share a bit more about it.
If the person responds saying they would be interested in learning more, this is your opportunity to educate.Sales Tip #1: Educate and Empower - Don't Interrupt and Sell
Start by asking more questions, so that you are certain that you understand the person's situation. Then, based on their answers, you can tell them more about the product or service or modality that you are passionate about. Explain how it has helped you (if it has).
Sales Tip #2: Make Sure Your Mindset is Set to Possibility
When you are preparing for your sales conversations where is your mind?
Don't think of it as “getting” people to hire you. Instead, think of it as “letting” people hire you.
When you are thinking of how you need to “get” people to hire you, you are coming from a place of lack and desperation. The vibe can be felt by the person on the other end of the conversation as a lack of confidence or lack of competence. Who wants to hire someone that is lacking either? You end up poor and miserable.
Then, when you don't get the sale, you think it is because your pricing was too high. Well, ya! Who wants to pay a lot for someone that seems like thy don't know what they're doing?!
But it was not really about your pricing. It was about where your mind was going into the conversation.
When you shift your thoughts to “letting” people hire you after they have demonstrated that they are your ideal client and they have needs that you can help with, you end up with much better clients and higher income. You carry yourself with confidence knowing that you are only going to make an offer to people that are a good fit.
Sales Tip #3: Listen – Really Listen and Digest what is being Said
When you are talking to someone, can you tell when they are truly hearing you? Can you tell when their mind is somewhere else? Most people can and it is off putting.
The biggest challenge many face in their sales conversation is that they do not listen to understand. They listen to reply. Meaning, they are not fully listening. They are thinking about what they are going to say next. It creates a disjointed conversation.
So then why do you think it is a good idea to use someone else's sales script?
“Say this and then say that and you'll magically have a sale!”
I have had a number of people work with me to improve their big-ticket sales after having bought one sales blueprint after another that did not work for them.
Was it their fault for not properly implementing?
Was it the program's fault for not being good?
Probably none of the above. I have found, more often than not, that the issue was lack of alignment.
The scripting the person purchased was not authentic to who they were and the language they normally used. They would try time and again and bomb left and right.
So why is it that a script that could work like crazy for one person would fail for another?
It's not about the words! It is about paying attention to the conversation.
⇑⇑ Read that again. ⇑⇑Sales: Build a solid relationship by truly paying ATTENTION to your prospect.
You see, if you are more focused on remembering the script and what to say 1st, 2nd and 3rd, then you are not focused on your prospect and they can feel that.
When someone does not feel heard or understood, they feel “sold to” and don't buy.
⇑⇑ Read that again. ⇑⇑
Instead, learn how to have an authentic sales conversation where you are co-creating with your prospect. Don't know how? Let's talk. I'd love to help you help more people.
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