Conversations, tools and strategies to multiply your sales
I’ve said it before and I’ll say it again:
Sales is a fundamental part of running a successful business – no matter the business (read: if you are a business owner, you are in sales).
What makes someone great at sales?
There’s a common misconception that sales is a talent that you either have or you don’t - but in my experience, being great at sales has little to do with how charismatic you are, or how gifted or comfortable you are at engaging with strangers.
Being extroverted might mean you are naturally more drawn to sales, but it is not going to be what drives your success.
Sales is a set of skills and strategies that can be learned and developed over time.
Last week we began a conversation on addressing objections from your prospects. Before we jump into today’s discussion, I highly suggest you check out last week’s video where I explain the difference between questions and objections (and how to make sure you are addressing the right one in conversations with your prospects!)
So, now that you’ve determined it’s an objection - and not a question - how do you address it?
Notice I say address, and not overcome - I honestly don’t believe it is our place to overcome their objections. After all, objections play an important role in identifying those potential clients or customers who are not actually an ideal fit for you and what you offer.
You’ve heard the phrase ‘overcoming objections.’
When it comes to sales conversations, this is the number one place most businesses find themselves stuck. It would seem that learning to effectively overcome objections is the obvious answer, right?
Here’s the rub - I don’t believe in overcoming objections.
You will never me talk about this in my sales training, as I believe objections aren’t meant to be overcome or to be met with pushback from you as a business owner.
I hope to spend the next few weeks diving into this topic so you can find ways to address objections that are both impactful and rewarding for both you and your prospect.
Before we can have this conversation, there is an...
When it comes to sales, if you are putting yourself out there - and you're committed to growing your business and being successful - at some point you are going to hear a No…
Or at least something other than a resounding Yes!
But before you go and take things personally, consider what it is that you are asking of your prospect. Anytime you ask someone to buy something from you for the first time, you are essentially asking them to make some type of change in their life. Often times, this change alone is enough to create uncertainty, and it is in no way a reflection of you or your sales process.
It's no secret that the Maybe’s can feel like rejection, and it’s easy to let the fear of rejection keep you from...
Have you ever found yourself worrying about what to say to a client?
What if they ask me about XYZ?
What if I forget to mention ABC feature?
What if they have objections?
(And how do I even start this email!?)
Sales rarely fall within our comfort zone. It takes leadership (read: it’s uncomfortable) to initiate conversations and connect with people we might not know. The fear of getting it wrong can stop us from being proactive about sales altogether.
If this has been your struggle, I want to introduce you to one simple, yet powerful sales tool to help you dramatically increase your confidence in this area:
The sales script.
I know what you’re thinking...sales scripts are the tired,...
Have you ever been in a conversation where all the other person talked about was themselves?
How invested would you say you were in that conversation?
Chances are, the more they talked, the more easy it became to tune them out.
Now consider the last sales conversation you had. Who was the focus on? Your potential client/customer? Or you and your offering?
In sales, it is easy to jump into monologue mode, listing off every last fact and feature of your product or service in an effort to convince your prospective buyer of their need. But these one-sided sales conversations aren’t winning you clients!
So what’s the easiest way truly engage with your potential client or customer? Ask questions about them!
I’m sure you’ve heard the statistic that 93% of our communication is non-verbal. Nonverbal as in your tone of voice, your hand gestures and the amount of eye contact you make This means, that only 7% of what people hear based on what you actually say.
Which is a little bit scary when you’re in sales because you’ve likely spent a lot of time making sure you’re getting your words just right when it turns out that’s only a small portion of what your prospects hear.
What you say, often feels much more controllable than how you say it. But there are ways that you can influence your own non-verbal communications that are authentic and powerful.
The first step is to consider the bigger factors...