Congratulations for opening this blog!
It means you are trying to find something new. I have no intention of reinventing the wheel but I do hope to share to you some of the helpful lessons I learned in my over 10 years of selling experience.
We are all natural sales people! If you ever convinced someone to give you something or even got someone's attention to stare are you - it means you can be good at sales!
Well, my first selling experience was selling freshly caught fish to our neighborhood as early as 6 or 7 years old. I upgraded my salesmanship in selling candies, pencils and even pieces of paper to my classmates in school. Can you relate?
Sounds funny right? But it's true.
Just like you, our job application also involve sales. The product? Yourself!
Oh did you not convince your partner to have that first date with you? It's also selling!
So who is scared or who hates selling? No one right? If you do, stop reading this please.
What's your favorite quote in sales?
"People hate to be sold but they love to buy."
Yes it is true. So in this blog we will try to unlock that key pieces in selling any product.
Another one?
"People hate selling but they don't know that they have been selling all their lives."
Gossiping is selling. Posting about an idea, an experience or even talking about your dreams in social media is selling. Not to mention the food or coffee that you had last night.
So now let me start with the psychology of selling;
1. Don't sell what you don't know.
It's common sense. How can we expect to be effective in marketing a product or service if we do not know what we are selling? My friend product knowledge is a very important piece. If you are new in what you are selling here are some of my tips - create keyword to talk about, explain on those chosen/relevant keywords, practice what to pitch and speak with conviction.
Confidence sells!
2. Don't sell what you don't use.
The most convincing sales talk is the sales talk of personal experience. It's very natural and easily relatable to your audience if you have a personal story or first hand experience about it.
People don't buy the product alone they buy the emotional experience and satisfaction too.
3. Don't sell what you don't believe.
Sell me to your friend for a dinner date but you do not trust me. Can you convince your friend to meet me? No!
So whatever product or service you sell, always start with a strong belief that it is something good, beneficial and different with what they already have. No one can measure belief but it impacts the buying signals. Your overflowing belief in what you are selling is activating the impulses of your potential customers.
You must be sold first to your products/services before others can buy them.
It's my gift to you! Here's another secrets to selling, the effective selling process;
Step #1: Find A HOT Market
You cannot just do a presentation to anyone. But you need to know and understand what is / who is your market? Identify your target market.
If you sell supplements - look for the sick or people scared of becoming sick. People with bad lifestyles is really a good market but people who are health conscious are great too.
If you sell an opportunity - look for the dreamers or the driven. Find the influential or the decision makers.
If you sell insurance - look for those who are looking for security or who are simply scared of the uncertainty.
But we are talking about HOT market here, so here are some of the indicators of HOT markets;
Finding a hot market is a little bit like being a detective. The characteristics of a hot market are as follows:
• They have big positive circle of friends.
• They are passionate in what they do.
• They have disposable income.
• They have the drive and vision for the future.
• They understand the language of "opportunity."
• They have their own followers.
• They can organize or call an organization meetup.
• They love to create new challenge.
• They have pressing needs or issues.
Again, they are just samples you don't need to make it a qualification/standard.
Step #2: Ask your market what they want
As I identified the type of customers I want to offer my product/service to, I will approach them with some "detective" questions. I pre-qualify by creating a conversation. A sincere conversation with them.
Look can be misleading. So I don't judge by the look alone, it is one of the factors but it is not the only one.
Identify using the following format of extracting information;
Positive:
- what is this person's dreams, ambition, passion?
- what is his/her talent?
- what is his/her desires or interests?
- who is he/she following?
Negative
- what is this persons problem or complains?
- what is his/her discouragements?
- what is his/her concern/issues?
- what is his/her fears?
Step #3: Give it to them
The reason why I ask you to identify the negative or the positive side of your potential market is for you to know and offer your product/service as a solution to their need or problems.
You are not selling a product but you are offering a solution.
Stop asking people to buy because they will not. Instead ask them if they need such benefits? Offer them a solution, offer them what makes them happy not what makes you happy.
Lastly, remember this - "You cannot sell a Sushi to a Vegetarian."
This post is part of the lessons I had in my recent global expansion. Using these ideas, I have worked and guided a team that sold over $1,000,000 worth of products within in 1 year. Yes selling fish can lead to creating a global organization!
This post is part of the lessons I had in my recent global expansion. Using these ideas, I have worked and guided a team that sold over $1,000,000 worth of products within in 1 year. Yes selling fish can lead to creating a global organization!
If you believe that this post is helpful please share it to your team. I would love to see your comments below. Looking for a career in sales? I am offering free sales training to my team members anywhere in the world. Ready to work with me?
(error check tomorrow :-) )