Selling is one of the highest paying jobs in the world for the few who succeed at it.
For the many others, it can be a very frustrating experience – rejections & multiple NO’s from every angle. They earn no better fortune than the peasant beggar.
Whether you are a bank marketer, a business owner, a student, a husband, everyone needs to sell.
You need to persuade your wife on taking that big decision, you need to convince hot clients to deposit lump sums with your bank, you need more people to buy your products or services.
So everyone is selling something but the problem is that very few persons understand how to become successful at sales.
After reading this, regardless of what you sell, you would find out that your performance has jumped significantly. Let’s dive in…
5 REASONS NOBODY WANTS TO BUY FROM YOU.
01. THEY DON’T LIKE YOU:
Except for very rare instances, Humans patronize people or brands they like. As a salesperson, your first goal is to get the prospect to like you
SOLUTION: Show a genuine interest in people, be helpful, warm and nice and you’d be more likable.
The simple way to do this is to really be interested in helping people.
For instance, if you know that your product is not really suitable for the prospect, a douche bag would still get the prospect to buy, but a really helpful person wouldn’t
02. THEY DON’T TRUST YOU:
The major Ingredient for any business transaction is TRUST. Without it, you cannot make sales.
So how do you get a prospect to trust you immediately?
SOLUTION: There are a handful of things you can do:
- Demonstrate your skills/product practically
- Use statistics and specific numbers eg. A few months after we released “X” over 2,300 people currently use it every month.
- Demonstrate authority & Credibility using testimonials, a recommendation from an industry expert
- Offer a free trial/demo (if this works for your product type)
03. YOU DON’T KNOW THEIR NEEDS:
People buy solutions not products. Your goal is to show them that your product solves their problem.
If a prospect feels his needs are not understood properly, you’ve likely lost the sale.
SOLUTION: Asking open-ended questions makes prospects talk about their pains, dreams, and goals. You need to listen carefully, and repeat what they have said to them as it relates to your product.
In case you didn’t already know, Open-ended question starts with What, Why, How. Questions that cannot be answered with a Yes or No!
04. YOU ANSWER QUESTIONS:
This must be a mistake!
You must be wondering how answering questions make you the bad guy right?
The truth is… Answering questions put you on the wrong end of any sale.
If you say too much to a prospect, the prospects would get overwhelmed and would feel the need to think and rationalize.
Then you get the “I will get back to you” replies…
SOLUTION: Try not to answer questions. Always reply to questions with a question that way you get the control of the conversation back.
Let me show you how it’s done…
For example, if a prospect asks you about the features of your product say, “That’s a thoughtful question. May I ask something first?
They’d always reply “YES”.
Then you can go ahead and ask another question like “Can you share with me the specific goals you are hoping my product would solve for you?”
05. YOU DON’T REMOVE THE RISK:
The major sale resistance is the fear of loss.
NO one wants to feel cheated or foolish.
SOLUTION: Take the risk upon yourself by offering an Unconditional Money Back Guarantee. This would eliminate the fear o making the wrong choice – after all, I can get back my money if I find out it is wrong for me.
Because you stayed to the end, here is a bonus tip for you…
BONUS TIP. BECOME A CONSULTANT:
When you meet with prospects, become a consultant. Ask questions that uncover their needs, and offer your help.
The best salespeople are “Doctors” – Few people haggle prices or reject products.
By learning to act like a “Doctor”, your sales numbers would increase consistently.