This can be a huge issue for women who have gone from career to business owner simply because they’ve never learnt how to sell properly.
They get stuck because they get into a sales conversation but just don’t know what to say and end up too many prospects either by talking too much, getting tongue-tied or not knowing how to deal with objections.
You’ve never done it before so I get it and I want to make it easier for you.
Sales is a ‘system’.
Once you have developed a system for your business that works, then its just a matter of following that system and improving on it each time.
It can then become something you teach someone else – only when you have it working, delivering the results you want and you know it yourself (don’t outsource sales unless you have a big budget to pay someone who has proven results in sales).
You are the best sales person in your business and believe me I’ve had people argue with me that they don’t want to do it. Well if you can’t sell your product/service how do you expect someone else to? You are passionate about it, you are driven to get the results far more than any paid employee is.
When you overcome your fear of selling, have a system that works you are in control of your business and your financial future.
There’s 3 things that you must have in order to have a smooth sales system and have the confidence to close the deal:
1. BUILD KNOW/LIKE/TRUST
People buy ‘you’. They will speak to you or read about you and develop trust in what you can do. This is the first stage of the selling process, and if you don’t have a way to develop the know/like/trust as part of your sales process, you won’t get the sales that you want.
How can you do this – its knowing what to say in a conversation when you first meet someone, out networking or talking to a lead for the first time. If you’re an online business its building trust through your story and social proof eg testimonials.
2. FIND THE NEED
People buy with emotion and justify with logic.
So in order to find ‘alignment’ between what someone wants and your product or service, you must find the real ‘need’. This means getting to the emotion of the buyer and understanding your Ideal Client’s problems better than they understand them themselves. (We talked about this a little in the Ideal Client Message email).
When you can find the need of your Ideal Client, can demonstrate that you can solve their problem with your product or service and deal with their possible objections throughout the process you will make more sales.
3. DEVELOP A COMPELLING OFFER
Everyone wants to feel like they have scored a great deal.
So do you have a few ‘compelling offers’ with your product/service to provide added perceived value so that its such a great deal they can’t pass it by.
This doesn’t need to be a discount (or if it is, it’s added on so you preserve your margins). But it must be perceived value to your Ideal Client.
What do they want most? What will they respond to? What will be a great deal in their eyes? Even provide a couple of options so that they can choose the one that holds the most perceived value to them.
This can also be in the form of an impending event – eg buy before prices go up, end of financial year, which encourages action.
‘Nothing happens ‘til someone sells something’