It was essential to set the scene that desire and discovery are crucial to the first part of any sale.
We talked about selling a bike and the importance of not selling a bike but one that people might have more of an interest in.
We do that by talking about the desire and the result they want by buying that bike.
Figuring out the feelings and desires of any product is indeed challenging.
In this blog, we want to give you some tips so you can maybe, just maybe, learn to stop selling the features of a product and instead sell the benefits.
Okay, now let’s get back to your person who wants to buy an electric bike.
Every retailer will tell you, that phrases like “Can I help you?” does anyone’s head in.
It’s a closed question.
Same with a salesperson out in the field. They will fail if they are not armed with a mindset to be curious or have a list of questions to ask to get the sales moving.
I say that because the structure of a sale follows a specific process.
In this case, is our prospect after a bike? Or are they after a specific cycle?
Our job is to find that out.
It’s called discovery.
When I train and hire salespeople, I give them this advice.
“I give you permission to ask a client as many questions as you want to ask to see if they fit your product.”
This, however, is often not the case.
Many salespeople try to convince a client how fantastic their product is.
“Let me tell you about this electric bike; it uses rechargeable batteries that can travel up to 25 to 45 km/h, is low cost, energy-efficient, and emission-free.“
(blah, blah, blah)…
Wrong.
What is going on here? The salesperson is telling the customer that the electric bike is so great.
And it probably is.
The salesperson is trying to argue the client into a sale with too many facts and figures.
He’s appealing to his client’s sense of reason.
We talked about this in the secrets to selling anything. Sell to the heart first, then the head.
So, what’s the secret here? Here’s how you do it. Ready?
Listen closely…
You tell your client what the bike is going to do for him or her.
Make them a promise.
The Promise.
In our next blog we are going to go more in-depth on the promise.
See you soon, promise. Mike (Promise) Brunel.
PLUS: WHENEVER YOU’RE READY…
Here are 4 ways I can help you make more sales in your business – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member. Every month you get access to an exclusive coaching session with me as well as full access to my sales programme. Get the deets here.
Try the new ‘7 Days to Sales Success’ framework.Make more sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up to date sales ideas.Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
Work with me one-on-one.If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute brainstorm call with me by clicking here.
The funny thing about sales is that it looks so simple when you watch the successful salespeople.
I remember when I first started out selling, I used to watch the veterans, the guys and girls that had been in the business for ages; they looked so relaxed and confident. I dreamed of being like them.
Why can’t I do that? I used to ask; it looks so easy.
The truth was when I started, it was not easy, but I learned over time that there is a secret way of selling.
A lot of it is in my book, but an underground structure holds every sale together.
If you think about it, there are secrets everywhere; the person that can turn a piece of furniture over time into a beautiful product has a secret.
We see those how-to videos where a master artisan will take an old clock with patience and experience and turn it back to its original look as if it’s brand new. They have a secret.
The masters know little secrets that they have learned over time, making the clockwork and furniture look extraordinary—masters at work.
In sales, it’s the same; it isn’t just the product; it’s the hidden structure.
It’s how you lead your client through the product benefits and get them excited about your product or service.
What I want to teach here is a secret to a sale. I have adapted this structure from some of my copywriting experience and lessons I have learnt in my marketing days.
These principles apply to selling a product face-to-face or online.
Now, let’s build a sales principle or two.
Remember back in the other articles we wrote about the secret to selling, and finding out who your customer is?
I want to use some of those tips to sell a real-life product.
Let’s say you are selling bicycles.
Specifically electric bikes.
First of all, you have to know exactly who you are selling to.
You are not selling to all people that ride a bike.
You are selling to people who want to ride an electric bike.
Does that mean you yell at the top of your voice, “Who wants to buy an electric bike?”
Of course not.
You have to hook the prospect with an idea to bring them to you, a magic button to activate a feeling.
You then create images in their mind about the desire they are after.
Here is another secret, too many salespeople get caught up in the bike and its features.
What you want to do is sell the benefits of the bike.
The emotional desire for your prospect to see themselves riding that bike, freedom of the road, easy to navigate the rugged hills and relax on the flat, wind in their hair.
Going places they would love to have gone in the neighborhood, that having an electric bike will give them.
How do you create that desire?
It’s harder to sell – we will explore that in the next article coming up next week.
Until then, Happy biking.
PLUS: WHENEVER YOU’RE READY…
Here are 4 ways I can help you make more sales in your business – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member. Every month you get access to an exclusive coaching session with me as well as full access to my sales programme. Get the deets here.
Try the new ‘7 Days to Sales Success’ framework.Make more sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up to date sales ideas.Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
Work with me one-on-one.If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute brainstorm call with me by clicking here.
Did you miss out on a sale today because you could not handle that objection you received from your client? Or you visited half a dozen clients, presented your best proposal and still were not successful?
I am about to show you a technique for getting those most difficult objections answered in a way that you will feel more confident, overcome that frustration you are having currently with your clients, and get management off your back.
Here is how it works.
Did you realise that most objections come in two areas of a sales call?
Appointment setting
Proposal or presentation
Get the appointment.
I am going to talk about the first one, appointment setting. The number one mistake that many salespeople do is try to answer the objection straight away on the phone instead of getting the appointment.
Why do they do that? Many salespeople forget that they are purely phoning to get the appointment.
A business owner might say “I’m not interested” Once a salesperson hears that objection, they try to answer it instead of ignoring it. Why ignore it?
Because by not ignoring it what you are allowing to happen is giving back control to the client.
You are losing control. When this occurs you feel stupid and you lose confidence and give up.
Instead of hearing the objection, acknowledging it, and asking again for the appointment you just want to answer it.
Or give up on the first objection and hang up.
Here is what to do instead: If you hear an advertiser say “I’m too busy” do this step-by-step approach.
Acknowledge the objection. Acknowledging the objection with a statement like “I understand” or “I appreciate that you are busy so therefore I won’t keep you long” These are called softening statements, or acknowledgement phrases. By saying I understand what you are actually saying to the client is that ‘you hear them’.
Do not answer the objection. The key however, is not to get into a discussion with the client but use a well crafted reply to get the appointment. Please remember your first task is to get the appointment. You may use something like;
“I understand, I know you are busy, that is why I will only keep you for a minute, I wanted to come and see you and talk about a few things to see if we are a fit. I have some research on your industry that I would like to share with you.”
Well scripted answers like these allow you to stay on track and stick to your objective.
Keep answering the objection. Using steps 1&2 by using other well crafted answers to overcome those new objections that clients have thrown at you. Here is one for “I’m not interested”!
“I understand, many of my clients tell me that, but when I sit with them and work through some of my specific questions designed for a business like yours, they do become interested. Would it be okay if I could sit with you next week?”
Using these simple scripts will certainly help you to overcome these common objections.
In the upcoming Sales Mindset Blueprint we have created a game that will help you get better at matching up the concerns your client may have with questions that help you discover the problem.
We will keep you posted on where to go to register for the objections game soon.
PLUS: WHENEVER YOU’RE READY…
Here are 4 ways I can help you make more sales in your business – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member. Every month you get access to an exclusive coaching session with me as well as full access to my sales programme. Get the deets here.
Try the new ‘7 Days to Sales Success’ framework.Make more sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up to date sales ideas.Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
Work with me one-on-one.If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute brainstorm call with me by clicking here.
In my previous post, I covered some personal messages from the book “Only Two Seats Left” www.onlytwoseatsleft.com
I have collected a few more for discussion.
Have a simple written business plan with objectives & goals.
As I have said any goal setting I do is always ongoing but it follows an underlining theme. In the case of John Anderson at Contiki he sets his goals this way.
5 pieces of paper laid out in front of him
First-page overall long-term goal and objectives
Second- personal objectives
Third page- business objectives
Personal and business- for the following year
Income and expenditure for the next two years.
Don’t make your prices be the cheapest – offer the best value.
That might be easy for me to say, but if you are in the business of just price only then you become commoditised, something no one wants it this world of competition.
That tactic only gets you in a scrap with your competition, you are better to dominate that position by being unique and different.
If you are not in that businesses make a promise to yourself that you will walk away from a bad deal once a month. It’s liberating and they may just respect you more and ask you back.
Have fun Selling your stuff.
Mike
PLUS: WHENEVER YOU’RE READY…
Here are 4 ways I can help you make more sales in your business – whether your business is big or small.1. Want to become a Sales Mindset Blueprint Member. Every month you get access to an exclusive coaching session with me as well as full access to my sales programme. Get the deets here.
Try the new ‘7 Days to Sales Success’ framework.Make more sales in 7 days. The framework of everything you need to get started in making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by making more sales.
Join our private Facebook group – The Sales Mindset Inner Circle. Get all the latest up to date sales ideas.Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here
Work with me one-on-one.If you’re a business owner, small or large or in the professional services you might just be a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute brainstorm call with me by clicking here.
