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BoomerBizTips April 30, 2014 - Everyone is a Salesperson
May 01, 2014
I prayed for the day my husband would be able to retire. Now I think I may pray for the day he goes back to work! Seriously, while I love having him home, his retirement was a bit sooner than planned due to health issues. And so, we were not quite ready with our plans for this time in our lives. He is still adjusting to being home all day and it has been a struggle. To the point where I have not been able to get anything but the bare essential marketing done for weeks! And so, loyal readers, my apologies. I have had to break down and turn over more tasks to my VA just so I have time for the things that are really important to me - like this newsletter.
We are going to pick up right where we left off. This week we will discuss sales. I don't care what your business is - if you think you are not in sales, you are WRONG! Whether it is a product, a service, your business opportunity, or your expertise, you are a salesman. So let's learn how to do it correctly!
Plus we have a couple of great business builders for you! Let's do this!
Weekly Business BuildersTwo great business builders for you this week. First, we have another great FREE book available on Kindle. And remember, if you don't have a Kindle, you can download the FREE Kindle app on your smartphone. (Can you tell I like FREE stuff?). The title of the book is "SEO Copywriting Flow: Creating a Steady Stream of Rankings & Conversions" by Karon Thackston. This book will help you create powerful SEO paths for your customers to follow from Google's search results page all the way to your "buy now" button. These free offers don't usually last long, so get yours today. SEO Copywriting Flow
The next freebie will work in conjunction with a previous recommendation. I hope all of you joined Free Conference Call and have started recording teleseminars and interviews. But if the thought of recording yourself is nerve-wracking, then here is a tool that will relieve some of those nerves. It's called Audacity. Audacity is a free editing program that will remove all those long pauses and "ummmms" we all have in our recordings. I use it to "sweeten up" all of my interviews and teleseminars which makes them sound a lot better. If you are going to be making recordings, you need this in your toolbox. There are both MAC and PC versions. How cool is that?! Download your free copy here.
Everyone is a SalespersonThe foundation of every business is sales. No one gets paid until they sell their product or service, sign someone up in their business opportunity, or get a prospect to buy into their expertise. No matter what type of business you are in, building a loyal base of customers who use your products and/or services will guarantee you a steady income. But many of us resist selling ourselves and our business. The stereotypical "used car salesman" often springs to mind and none of us want to be that! The key? Follow our step-by-step approach to selling with integrity.
1. Build a relationship with your customer. People buy from those they know, like, and trust. The stronger the ties you build with your customer, the more likely you will make the sale. When you have a real relationship with them, you will learn their different needs and interests and that will help you identify how you can benefit them most. Every sale should start and end with LISTENING. Most people love to talk about themselves. If you listen and build a relationship, your customer will soon be telling you everything you need to know to make the sale.
2. Once you know what your customers need, show them how your product or service will make their life better. Most of them are looking for simple solutions and quick fixes, so don't overcomplicate this. You should know what their issues are by the time you reach step 2. Show them how your product or service can help, quickly and simply. Don't tell them more than they need to know. Inundating them with facts and figures is more likely to overwhelm them than convince them to buy. Answer their questions, show how you can help them, and keep the extra data for those who actually ask for further information.
3. Close the sale. And when you close, do it with confidence. Now is not the time to appear hesitant. Customers will be attracted to your belief in your business.
When I was selling cars, I was taught to use the "top down" sales approach. With this method, you make your top-of-the-line offer first. It's much easier to come down from the top than it is to climb up. So make your premium offer first. And don't worry about the price. Most will take it as a compliment that you assume they can afford your best. Start by saying, "If you want the (best, fastest, easiest, etc) results, this is what I recommend." If they do not want to or simply cannot spend that much, offer your next lower package/program. Simply say, "If you want to build more gradually, I recommend you start here." If they still demur, step down one more level to your basic offer and say, "Many of my customers start with this, and upgrade from here."
Once you have made your final offer, STOP TALKING! There is a saying in the car business that the first one to talk at this point, loses. Silence gives your customer a chance to think and come to a decision. Also, most people cannot take silence for very long before they feel compelled to speak. And as long as your customer is talking, you have another opportunity to LISTEN and gather more information about what they really want and need. Trying to persuade them at this point will seem like high pressure sales tactics. If you have to use them, you did something wrong.
4. Follow up, follow up, follow up. This is where many business people lose that long term customer. Don't think you are finished once you have made the sale. Always promise that you will be calling to see how they are enjoying your product or to keep them informed about new products or services. By letting them know you will be following up, it is much easier when calling. You can just remind them of your promise to check in instead of explaining why you are calling. If you didn't make the sale, let them know you will check in from time to time to see if you can be of service to them. Most will give their permission. Once they say yes, be sure to follow up! Many sales are made simply by being persistent.
Keep a file on each customer so you don't have to rely on your memory when making your follow up calls.
Does this all seem pretty basic? That's because it is. Yet, most salespeople forget these simple steps and after a half-hearted attempt to build a relationship and listen to their customers, they barrage them with sales pitches and high pressure tactics. AAAAGGGHHH!!! Do it right and you will see your skill and professionalism rewarded with SALES!
Your assignment for this week:
1. Make sure you can answer the most important question you will probably be asked: "What makes your product/service/opportunity so special?" List what makes yours different/better than the rest. Then form a compelling answer to this question.
2. Practice selling to friends and family. Ask them for feedback. Who knows? You might even make a few sales!
3. After a few practice runs, decide what you need to work on to increase your selling skills.
I will start_____________________________.
I will stop______________________________.
I will remember to____________________________,
4. How will you handle your follow up calls?
5. Set up your customer files.
That's it for this week. Practice your sales skills. Read your new book. Record your first teleseminar.
As always, feel free to share your comments and questions. And we love knowing whether you found this useful. Contact us via email.
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