Sales, Sales, Sales… Say it loud, many consider the word DIRTY! And go to extreme lengths to not use the word in marketing literature, their business card or even LinkedIn profile. Instead most opt for ‘Business Development Executive’ or “Account Manager’ anything but the dirty word… SALES!
But realise this, we are all sales people, YES everyone of us. For anyone in a relationship, we sold ourselves to our partner. If we have a mortgage or even pay rent, we sold ourselves to someone to be in that position.
I was playing poker over the weekend with friends, and I was discussing sales. I asked what was the oldest profession known. To which almost everyone I ask this question answer the same…
And my answer is always the same… SALES!!!
Sales is without a doubt the oldest profession in the world, and something we will always need. But heres the reason most people think of sales as a dirty word, its because they think its about convincing people to do things, or purchase things they don’t want.
Sales is far from this, and once you fully understand sales, then you change the way you think about it too. Let me outline the core aspects of sales.
Firstly, sales is about solving problems. And the bigger problem solved, the bigger the fee you get for the sale. Pretty simple right? Just stop and think about that for a minute, if you can solve a big problem for someone, how much is that worth to them? How much is it worth to you? WHAT WOULD YOU PAY TO REMOVE ONE OF YOUR BIG PROBLEMS…
So to understand sales, heres my top tips to a better understanding of a sale.
Firstly, many think that selling is a one stop journey and become massively disappointed when they start to hear people telling them no, or that they’re not interested.
Tip 1: The first cycle of a sale starts with PROSPECTING. Don’t go straight in for the sale, find out about the prospect first, can you honestly help them? Can you solve their problem! Many people try and sell a product or service to someone without knowing what problems the prospect currently has.
Understand that before you can start selling, you need to prospect, fill your pipeline and then start to sell.
Tip 2: Selling and Closing are not the same things. Many believe that because they have sold the benefits of the product offered, they’re asking/closing the business. And get frustrated when the prospect doesn’t rip their arm off to take you up on the offer.
Just because you delivered a killer pitch doesn’t mean you will secure the deal, and often you will find unless you ASK for the business, the response is often ‘I need to think about it’.
Tip 3: Close The Deal. As mentioned above, closing and selling are completely different things. You need to actually ask for the business. This can be as obvious as it sounds, and often can be uncomfortable, even for advanced sales people. Give it a try, after you deliver your next killer pitch state ‘Lets Get You Set Up”
Remember after you have delivered your pitch, you should move in to the close, you don’t have to go back to selling.
Sales doesn’t have to be complicated, and it certainly doesn’t have to be about convincing people to buy things they don’t want. Solve peoples problems, understand that Prospecting, selling and closing are different things, and you’re are a track to being successful at sales.
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Covey, captivates audiences with his 'do it anyway' style, working through business issues and topics to help individuals and businesses explode productivity and sales.
For over a decade and a half Jon has been working with companies large and small. He is a seasoned entrepreneur with many business ventures under his belt and he is not afraid to tell you about the failures as well as the successes.
What you get from working with Jon is a clear concise straight to the point program that delivers an end result that you only dreamed of. With financial, work, and personal areas of your life balancing, this gives you a real sense of fulfillment in your life.
He often shares his wisdom through many media channels, which instantly turn viral with others eager to learn from his creativity and style.
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