5 Quick Tips for Sales People

Selling is the highest-paying job in the world, but it’s also one of the toughest.

For most salespersons, it can be a very frustrating experience – Nobody enjoys facing dozens of rejections daily.

If you’re new to sales, then there is a lot of adjusting to do

Lucky for you, in this article, I want to share some of the techniques you can employ that will make your life easier

With these tools, you’ll be able to sell tons of any product you get involved with quickly 

They are not theories.

I have sold tens of millions worth of information products and digital services using these techniques

So I believe I have the qualifications and experience to teach you a thing or, perhaps, 5 things about selling

For this article, I will share these tips as reasons why you struggle with selling.

I believe if you know why people are not buying from you, you will be better positioned for your next sales meeting/call.

NOTE: Several other factors affect selling, such as – the product, the quality of leads you’re marketing to, the level of brand awareness your business, etc.

I’ll assume you have a good product to sell and that you are dealing with qualified leads.

With that out of the way, here are the top reasons why you’re not selling as much as you should

01. THEY DON’T LIKE YOU:

People buy from individuals they know, like, and trust.

As a salesperson, your first goal is to get the prospect to like you.

Getting someone to like you is fairly easy for extroverts who are used to making new friends quickly

If that’s not the case for you, then here’s what you can do to get anyone to like you:

SOLUTION: Show a genuine interest in them. Be helpful, warm, and nice and you’ll be more likable.

You can’t fake caring for someone, it would be obvious and your relationship will fall through the cracks

You need to genuinely care about the prospect getting the desired results and not just hitting your sales targets.

02. THEY DON’T TRUST YOU OR YOUR PRODUCT:

The major ingredient for any business transaction is TRUST. Without it, you cannot make sales.

So how do you get a prospect to trust you immediately?

SOLUTION: There are a handful of things you can do – 

• Demonstrate your skills/product practically
• Use statistics and specific numbers eg. A few months after we released “X” over 2,300 people currently use it every month.
• Demonstrate authority & Credibility using testimonials, a recommendation from an industry expert
• Offer a free trial/demo (if this works for your product type)
• Tell stories about times when you refused to sell your product to other prospects because it wasn’t the right fit for them

03. YOU DON’T KNOW THEIR NEEDS:

People buy solutions, not products. Your goal is to show them that your product solves their problem.

If a prospect feels his needs are not understood, you’ve likely lost the sale.

SOLUTION: Asking open-ended questions makes prospects talk about their pains, dreams, and goals.

You need to listen carefully and repeat what they have said to you as it relates to your product.

In case you don’t know, Open-ended questions are questions that cannot be answered with a simple Yes or No!

Good examples include: Why, What, and How, question types.

Questions that get the other party talking.

04. YOU ANSWER QUESTIONS:

This must be a mistake!

You must be wondering how answering questions makes you the bad guy right?

The truth is that… Answering questions puts you on the wrong end of any sale.

If you say too much to a prospect, the prospect will get overwhelmed and may feel the need to think and rationalize.

Then you get the infamous “I will get back to you” objection…

SOLUTION: Don’t answer questions.

Simply reply to their questions with another question to regain control of the conversation

Let me show you how it’s done…

For example, if a prospect asks you about a specific feature of your product before you’ve had the chance to present your offer.

Respond by saying, “That’s a thoughtful question. May I ask something first?

They’d likely respond with a “YES”.

Then you go ahead and ask another question that helps you continue from where you were interrupted.

E.g. Can you share with me the specific goals you are hoping my product would solve for you?

N.B. Some questions need to be answered, especially if you’ve already presented your offer. Such questions are usually indicators that the prospect is really interested and is about to close.

Simply answer the question in a few words and keep silent. Don’t say too much. Answer only what you were asked.

05. YOU DON’T REMOVE THE RISK:

One of the major sales resistance is the fear of loss.

No one wants to feel cheated or foolish.

SOLUTION: Remove the by offering a strong money-back guarantee.

This would eliminate the fear of making the wrong choice – after all, they can get back my money if they discover it’s not what they want.

You can say to the prospect: “Mr. Prospect, I know you may not understand the way everything works right now, so I am not asking you to make a purchase decision today. I want you to try out the software for a full 30 days risk-free. If you’re not satisfied, you can have your money back. So you are not making any buying decisions right now.

This reduces the pressure on the client to make a choice and allows him/her to move ahead.

Because you stayed to the end, here is a bonus tip for you…

06. BECOME A CONSULTANT:

When you meet with prospects, become a consultant.

Ask them questions that uncover their needs, and offer your help.

The best salespeople are “Doctors” – People usually don’t haggle over prices or reject their prescriptions. Or do you?

By learning to act like a “Doctor”, you’ll sell more units of your ideas, services, or product.

I will close with this quote:

Selling is not about what you say about your product, or how you say it. It is about what you get your prospect to say about your product.

Here’s a Summary of What We’ve Discussed

1. Get prospects to like you by genuinely caring for them and their needs
2. Get prospects to trust that you are not there to hard sell them
3. Get to know the needs and pain points of the prospects
4. Don’t answer questions before you finish making your case. Take control of the conversion flow by asking a question of your own
5. Remove the risk of purchase from your prospect by offering guarantees
6. Don’t do most of the talking. Ask questions and hear the prospect talk

So tell me in the comment section, which one are you going to implement to improve your sales this week?