Podcast Summary
From order taker to persuasive seller: Effective selling involves understanding different customer types and tailoring approach, converting undecided customers, and building relationships rather than being pushy or manipulative.
Effective selling is not just about taking orders, but rather about persuading and converting potential customers. The speaker shares his personal experience of being an order taker in the beginning of his sales career, and how he was advised by a mentor to focus on converting undecided customers instead. He also emphasizes that everyone is selling all the time, whether it's persuading a child to do chores or closing a business deal. The key to successful selling is understanding the different types of customers and tailoring your approach to each one. According to the speaker, one third of people will buy regardless, one third are undecided, and one third are not going to buy. A skilled salesperson can convert a significant percentage of the undecided and even some of the non-buying third into paying customers. Therefore, sales is not about being pushy or manipulative, but rather about building relationships, understanding customer needs, and effectively communicating the value of your product or service.
Recognizing the duty to sell and effectively communicate value: Effectively selling involves more than just making a sale, it's about conveying belief and conviction to customers, helping them make informed decisions, and recognizing the importance of your offerings.
Selling is not just about making a sale, but rather about transferring feelings and conviction about a product or service to the customer. The speaker shares his personal experience of being influenced by a workshop leader's belief in his system, leading him to recognize his obligation to sell his own services effectively. By becoming a better communicator of his message through various sales and marketing resources, he understood the importance of helping potential clients, as they may otherwise spend their money on something less beneficial. The speaker's transformation from an order taker to a closer demonstrates the power of recognizing the duty to sell and effectively communicate the value of one's offerings.
Understanding customer commitment: Empathizing with customers and addressing their underlying reasons for hesitation can lead to better, long-term decisions for both parties.
Having a deep understanding of a potential customer's level of commitment and motivation can make a significant difference in whether they choose to invest in a service or product that requires effort and dedication, or opt for a seemingly easier but potentially less effective solution. The speaker's personal experience of selling a 12-month training program instead of a lap band surgery illustrates this concept. By recognizing the customer's hesitation and addressing her underlying reasons, the speaker was able to convince her to invest in the training program and ultimately help her make a better, long-term decision for her health. This experience also reinforced the speaker's belief in the importance of being a persuasive and dedicated salesperson, and led her to hire a sales coach to improve her skills. Overall, this story highlights the value of empathy, persistence, and a customer-focused approach in sales.
Identify and address customer problems: Effective sales involves understanding customer pain points and offering solutions to their problems, making the sales process a natural conversation.
Effective sales involves identifying and addressing the customer's problems, agitating those issues to create a sense of urgency, and then offering a solution. The salesperson's role is to become the "assistant buyer" by understanding the customer's pain points and helping them see the benefits of the product or service being offered. This process requires practice and relaxation, turning what was once a daunting task into a natural conversation. Even if the salesperson has never sold the specific product before, they can still use this problem-agitation-solution approach to help potential customers recognize and overcome their own obstacles.
Effective communication and asking the right questions: Committing prospects to give definitive answers, allowing them to express concerns, and asking about potential objections can save time, eliminate objections, and lead to successful sales interactions.
Effective communication and asking the right questions during the sales process can help eliminate objections and close deals more efficiently. By committing the prospect to giving a definitive answer during the call, salespeople can save time and energy that would otherwise be spent on follow-up. Additionally, allowing the prospect to talk and express their concerns can lead to them selling themselves on the product or service. It's important to remember that as the salesperson, having outside perspective and the solution to their problem can be a powerful advantage. Asking questions about potential objections, such as whether there's anyone else involved in the decision-making process, can also help eliminate those objections and lead to a more confident and successful sales interaction.
Believe and ask for the sale: Believe in your product, ask for the sale with conviction, and let the customer make the decision.
Becoming a successful salesperson involves asking for the sale with conviction and belief in the product. This can be achieved by improving the product, building confidence in its value, and focusing on the customer's needs. If you're unsure about your product or are afraid to ask for the sale, it can result in wasted time and lost opportunities. The speaker shared personal experiences of both being sold on a product and selling effectively, emphasizing the importance of authenticity and confidence in the sales process. Additionally, it's important to remember that too much information or pressure can also deter potential sales. So, believe in your product, ask for the sale, and let the customer make the decision.
Dramatically demonstrating product value: Effective sales techniques include demonstrating a product's value through dramatic presentations, such as in-person demos, video testimonials, or infomercials, which can create excitement and prove the product's worth, leading to increased sales and customer satisfaction.
Effective sales techniques often involve demonstrating the value of a product through dramatic presentations. This can be seen in the example of a salesperson selling an electronic cajon. Instead of just explaining its features, the salesperson showed how it worked, including its built-in accompaniment and sound effects. This demonstration proved more persuasive than a simple description and led the buyer to make a larger purchase than intended. Similarly, in the fitness industry, demonstrating proof of transformation through testimonials and success stories has been an effective sales strategy. By sharing real-life stories of people who have achieved significant results, potential clients can see the value of a program and be more likely to sign up. Another example is the infomercials of the past, which often featured dramatic demonstrations of products in action. These demonstrations created excitement and curiosity, leading viewers to make purchases they might not have otherwise considered. Overall, the key takeaway is that demonstrating the value of a product or service through dramatic presentations can be a powerful sales tool. Whether it's through in-person demonstrations, video testimonials, or infomercials, creating a sense of excitement and proving the value can lead to increased sales and customer satisfaction.
Believe in your product and make the sale: Belief in product leads to successful sales and growth of your business, obligation to make the sale ensures customers get right product, and dedication brings you closer to your goal.
To become a persuasive salesperson and influence others, you need to believe in your product and have the obligation and duty to make the sale. This belief in your product will help you convince potential customers that they need it, while also ensuring they don't end up with something they don't need from someone else. Building an empire takes time and dedication, and each sale brings you closer to your goal. Don't forget to subscribe to the Empire Podcast Show on iTunes, share it with your friends, and give us a rating. For more insights, visit empirepodcastshow.com and watch our videos as they come out.
