When it comes to sales, it’s all about not selling. You know what I mean? No one, I repeat, no one likes to be sold to. But everyone wants to buy. As a salesperson, you have a fine line to walk as you want to offer people things that are of value to them so they buy without making them want to run for the hills.
So, how do you do it?
First things first, you need to be a decent human being in order to successfully sell. Most people have a pretty good BS radar and can sense when someone isn’t genuine. If you lose your morals to get sales, then perhaps it’s time to sit down and take a good hard look at your life. No amount of money is worth compromising your dignity. Be honest, kind, and friendly. If people like you and trust you, they are going to buy from you. You’re not going to have to work overly hard to ‘sell’, because your personality and product/service will do all of the work.
If what you are selling has no value to someone, they are going to see no need to purchase it. What you are selling must be valuable. It’s important to keep in mind that what one person find valuable another person may not. For example, if you are a car salesman you probably don’t want to spend too much time and marketing in an Amish community. (ba-dum-ch) Make sure what you are selling has a clear message on why it would add value to someone, thus creating the need to purchase it.
Offer a Solution to a Problem
Think about the last thing you purchased. Now ask yourself, why did I buy that? Most likely the reason is because it offered a solution to some sort of problem. You’re hungry, therefore you buy food. You can’t see in the dark, therefore you pay an electric bill. You can’t walk to work (nor do you own a horse and buggy), therefore you purchase a car. You cannot successfully manage all of your online marketing for your business while running the business, so you hire an SEO. And the list goes on.
If what you are selling doesn’t fix a problem someone may have, then they won’t want to buy it! Many times people don’t recognize there is a problem to be fixed. It’s your job as a salesperson to delicately point that out, and then offer your product/service as the solution.
As with many things, consistency is key. This point builds upon the first one, as people like people they can count on. If you make an appointment, show up for it on time. If you say you’re going to do something, follow-through. Do this time and time again to show that you are a consistent person with a consistent message selling a product/service that will provide consistent value and offer consistent solutions.