Here's my sales philosophy
Monday, January 08, 2007 - posted by hellomynameisscott at 4:41 AM
I've never been much for textbook sales methods: 17 kinds of closes, 24 ways to overcome objections, you know, all that stuff.I'm not saying they're wrong. Sales is sales. It's just that much of the salesspeak seems manipulative. And businesspeople shouldn't spend all their time practicing other existing methods, they should be developing systems of their own.
So here's mine:
1) Sell yourself to yourself. The sale before the sale: the most important sale of all. It begins when you practice positive self-talk and daily affirmations that flood your subconscious with healthy thoughts. This will reprogram your mind to attract winning results based on your positive thinking. Ultimately, your attitude of approachability will become the foundation from which all future actions are based.
2) Believe in yourself. These thoughts will become beliefs. If you keep telling yourself that you are successful, intelligent, great at providing value, you will become (and do) just that. These beliefs will run through your mind and give you more self-confidence, simply because you kept talking to yourself.
3) Sell yourself to others. Now that you’ve sold you to you, and that you believe in yourself, share it with others. Lead with your person. Put it before your profession, position and title in a unique, unforgettable way. And remember: people buy people first. So, make friends with everybody. Increase your daily level of Zero Motive Interactions, online and offline. Practice interACTION, not interRUPTION. And whatever product or service you’re really selling, it will soon be bought after customers have bought you first. (And customers WILL buy you first because steps one and two make you the kind of person that want to do business with: friendly, attractive, confident and memorable.)
4) Enable people to buy your actual product or service. Notice I didn't say "sell," I said, "enable people to buy." Give value first, project uniqueness by being That Guy and be approachable so you create confidence in the minds of your customers. Make the mundane memorable. Lead, sell and close with VALUE before price, that way when the time comes to write the check, price doesn't matter.
5) Keep it alive. Become a resource, not just a salesperson. Think long term relationship, not one night stand. Think about the sale after the sale. Turn your customers into fans, and stay in front of those fans by regularly delivering value in your own unique way. Remember that these fans are the most important people in the world. Remember that consistency is far better than rare moments of greatness. And remember to have fun.
(Repeat steps 1-5 daily.)
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Scott Ginsberg
Author/Speaker/That Guy with the Nametag
www.hellomynameisscott.com
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Labels: don't sell - enable people to buy, get them to come to you, stick yourself out there
AMEN! I recently met with a sales person, just to get to know her better. Before I could even order lunch or think about what I was going to ask her as my first question, she whipped out the old trusty laptop. And I must reinforce the word OLD. It took forever to power up and of course the whole time any conversation was blocked from happening. She then proceeded to sell to me, even though I am not in a position to purchase what she offers. I was thinking of referring her to some of my contacts, but I am hesitant to do that now.
My sales philosophy is simple: Sell by giving. The more I give away, the more I sell.
I constantly think up new ways to give things away - and sales follow.
Scott, the most important thing I've learned in selling the last five years as I moved from radio to sales, was to ASK QUESTIONS! First, it shows your prospective client that you're interested in her (especially if you actually listen and jot down notes), and second, asking questions is usually easier than delivering a sales pitch. Besides if you're just pitching a product, you may be way off the mark as to their actual needs. And if they don't need it, they won't buy it - no matter what you're selling!
I'm with Tim on this one. I do my best to ask questions and listen to my prospects. I never attempt to convince or sell them on anything. Rather, I build a rapport by being genuine and interested in them, to discern if what I have to offer is a good fit for what they need and want. Sometimes it is, sometimes it's not.
Also, when I am speaking to a prospect, I gather as much info as possible, let them know how we can work together, answer their questions and I'm not attached to the outcome. They'll either work with me or they won't, and I don't worry about it. This makes it feel a lot less like selling and a lot more like just having a conversation.
Great philosophy. Mine is simple. Be curious about what people want. Seek to serve. Laugh even when I am bummed out. Focus on results not activities. Be persistent and keep trying until the deal is closed or definitely dead.
Eliot Burdett
www.peaksalesrecruiting.com/blog/