Lots of people have made the decision to become self-employed. Some even decided it themselves without an ex-employer helping. I have the opportunity to talk with people in this group everyday about their challenges and the number one seems to be selling. By selling, I mean fear of selling, don’t know how to sell, and wish they didn’t have to sell.
As a group they are extremely bright, educated, and talented. Many of them awe me with their abilities and passion. However, almost all of them tell me they need help in selling. Some say they need marketing help but they can get a lot of marketing help from these days without looking too far. So even those people are usually referring to sales.
Why is it so hard for them? Selling means actually asking for money because unless you’re bartering poultry or beans you’re going to need money to stay in business. And, asking strangers for money is fearful and often starts a process in our head which in turn causes some or all of the following.
- Our mouths freeze up while weird sounds emanate from our throat
- We begin babbling and talking incessantly about ourselves and our products and what we can do for the customer.
- We wonder what ever possessed to think that our services or products are worth that kind of money.
- If the customer questions the price, we blurt out “I can make you a better offer.”
- We have no idea what to say when someone says, “I’ll get back to you and let you know after I discuss it with my spouse, accountant or Reiki master.
Here are five-steps that if you follow should help you increase your number of sales with much less stress. In fact, you might even start enjoying the process.
- Connect – it starts with the relationship. People buy from people. And, they more they trust and like you the more likely is that they will do business with you. If you don’t take the time to establish the trust and for them to genuinely like you, then you are already at Failure Level Three with Level Five being “Forgedaboudit”
- Focus – You want to focus on what is important to your customer. And, guess what, it isn’t you, your company, your products, services, or the size of your office. It’s not about you. It’s about the customer. Put your focus on them and what they need and want. What problems do they have that need solved? What’s keeping them awake at night? What value and meaning can you provide? And, guess what? It might not be what you’re selling. Maybe what they need is to be connected to someone who can solve their problem. Maybe that isn’t you – this time. But, if you focus on them and not on yourself then you will find yourself making just the right recommendations. Now the trust level really goes up and you’re not a vendor. You’ve just become a trusted adviser.
- Ask – This may seem like common sense but it isn’t that common. By ask I mean you will want to ask questions that will elicit the type of information you need in order to provide the kind of value and meaning for the client. These are almost always open-ended questions that begin with who, what, when, where, how, and why. Pretend you’re a journalist and you’re searching for answers.
- Listen – Goes hand in hand with asking but you must really listen with your entire being. Don’t listen with one ear while your brain is thinking about how you can sell something. Listen and ask more questions. You should be listening at least 80% of the time which is about 100% different from what most of you usually do.
- Reassure – Even when someone trusts you and believes that the solution you’ve recommended adds value or solves their problem they almost always need a little reassurance that they are doing the right thing. This is where you need to be a storyteller. And, if you’re a good teller of stories you will seldom have to worry about the dreaded “Let me check with…and I’ll get back to you.” Tell them a story about someone just like them who had the same need or problem to solve. Tell them how you solved it or how it was solved. Reassure them you will make sure they get what they need and want. Guarantee it. Hold their hand. Take care of the details for them. Ask them if you can do business together. And, make sure you do the next step.
- Follow-up – I wrote yesterday about having the courage to handle the truth. You must follow-up and ask if the customer did indeed get what they paid for. In fact, you want them to feel like they got more than what they paid for because then they will buy again from you. And, they will be willing to tell others about you and help you build your business. They will become part of your sales force.
I could write a book about all of this – actually I did. And, I often spend 3-5 intensive days with people who want to become more proficient in selling. But, I think if you take the time focus on these six-steps you’ll find the process easier and more profitable.
And, as always, feel free to ask questions in the comments or in a direct email to me at [email protected]
Thank you and talk with you soon!