If you need to make sales, but you hate selling – you’ve come to the right place. Selling is not about using manipulative tactics and selling junk products to unsuspecting people. Selling is about finding people who have a particular problem and then offer a solution to solve that problem. The goal shouldn’t be to sell everyone. The goal should be to get the right product to the right people.
Have you ever heard the saying, “A great salesperson could sell ice to eskimos?” What about the phrase, “ABC, Always Be Closing?” These may be popular sayings, but they’re somewhat misguided. You should be striving to sell firewood to eskimos – not ice. Ice doesn’t solve their problem.
1. Find Your Ideal Client Profile (ICP):
Ask yourself this question – Who are my customers? You need to be crystal clear about who your customers are before you can sell to them.
Answer these questions to get started:
- What’s their demographic?
- Are they male and/or female?
- How old are they?
- What professional or industry associations are they part of?
- What websites, books, blogs and news sources do they read?
- What kind of hobbies do they have?
- What’s their education?
- What’s their personality?
- What are their main problems?
- Who are they trying to impress?
- What are their fears?
- What do they aspire to?
If you can get a clear idea of who your customers are, then you will be selling the right people the right product. Remember, don’t think of selling in terms of pitching everyone, but think of it in terms of being highly targeted and specific.
2. Vocal Tonality
Don’t ignore this part because it’s crucial – especially if you’re using the phone. The first thing a person hears are not words, but your tonality. You can say the same words a thousand different ways by using a different tonality.
The simplest way to fix this – is to talk a little like a cop. When I say talk like I cop, I don’t mean you should try and be intimidating, but rather be slightly unapologetic. This tip applies for women as well. If you lower your voice a little and speak in a slightly more authoritative tone, it will work wonders – especially for getting by gatekeepers.
3. Features vs. Benefits
Most people only sell the features of a product rather than the benefits. Of course, features are important, but most of the time people buy because of the benefits it provides.
For example: A brand new smartphone
- Ultra sensitive touch screen display
- 8MP camera on the back and 2MP camera on the front.
- Intel Atom 1.83GHz Processor
- You will save time and be more efficient
- You can be accessible from anywhere
- It can make you look good by being perceived as higher status
4. Pull The Trigger
Ultimately, you’re going to have to pull the trigger. This is true whether it’s asking someone to give you a referral, buy your product or sign-up for your email list. You don’t need to be forceful or pushy and if they’re still reluctant at this point, then you should probably just move on. Sometimes you’ll make a sale simply by asking.