The sales profession moves faster than ever today. In the blink of an eye, new competitors emerge, products similar to yours are released, and before you know it, it’s a race to the bottom.
No matter what industry you’re in, what worked well a few years ago isn’t good enough today. This is no time for trial and error, this is a time to sell. Here are some basic steps you can take to improve your sales performance, reduce your cost of selling, and ensure not just your survival but to ensure that your business will thrive.
1. Clarify your mission.
Begin by understanding your business niche. Ask yourself these questions right now and write the answers down.
What do you do best?
Who needs what you do?
How do you best approach these prospects?
How much are they willing to pay?
If these questions are not answered easily, take a weekend, sit down and start righting. Pen and paper and create a map for your business. Identified in detail what you want your business to achieve.
- People don’t buy products, the buy feelings.
- People don’t buy products they buy states.
- People don’t buy products they buy identity.
2. Sell to your customer’s needs
Always assume your prospects will buy only what they need. How can you convince them of that need? Emphasize the features of your product or service that reduce costs or increase cost and solve problems for the customer. Sometimes you can reposition your wares.
As your self, “what do I as a business have to do to add more value?” Many believe adding more value means cutting your prices or something in that nature. Sometimes adding value means razing your price.
If you’re not familiar with the 6 human needs, then this will clarify. Every person has them you, me and your clients. Now if you can satisfy 3 in one instance you have fulfillment, happiness or satisfaction. This makes for a happy client and client loyalty.
The 6 needs are:
Everyone has the need to feel certain so that avoid pain and ideally have some pleasure. But this is a survival instinct because if you have total certainty every day every moment you will become bored. And this reason creates the second human need:
- Uncertainty or variety
This points to the need for surprise. If you think you like surprises think again. You like the surprises you want and those you don’t want you call them problems and as you might know, business provides plenty of variety.
- Feel significant
This is probably the one that drives 90% of consumers. The need to Feel significant to feel unique, special, important. Every human on earth has this as one of the top 3 needs. Even if a person says they don’t want to feel significant gets or achieve significant bay saying it.
Think about it like this. Some people need a nice car to feel significant others say I don’t need a nice car to feel significant. This is called a reverse ego symbol. It’s the same need they just go about it in a different way.
- Connection & love
Just ask yourself this question. How needs connection and love? Everybody. We are born into a family if we’re fortunate and even if this isn’t true for you, everyone has friends colleagues connections ext.
Again everyone must grow or progress. There is no place in life where you are stationary. No place. Think about it in any aspect of your life you’re either advancing or growing or moving in a positive way towards it or you’re moving back or away from it. However slow or fast. If you’re not growing your dying.
Now with how you grow, you have to contribute. This is the need to give beyond yourself, give, care, protect or serve. In some form, this is true in all people including the people you sell to.
Keeping this in mind ant the pro tip in the first paragraph I would argue that by far most people I have encountered in my life always have significants presence in one of their personalized top 3. This being said give an opportunity to selling.
If so all your consumers have a form of significance it means you can utilize this as a benefit. People will pay disproportionately to feel significant than for any other need. People want love but feel they will get love if they are significant.
3. Sell to purpose
Know both what to do and why you’re doing it at every step along the way.
Who are you targeting and why? What are you going to tell them and why?
What are you going to ask them and why?
What is your proposal going to look like and why? When are you going to ask for the order?
If you don’t feel sure of yourself at every step of the selling process, get some training or guidance.
4. Ask, Listen, and act
Better than any others, these three words summarize success in sales. Your questions must be creative, planned, relevant, and direct. Your listening skills must be highly developed. You must respond and take action that proves that you listened to the customer and want the sale.
If you want to be a successful seller, you have to do more for your clients than anyone ells. Add more value is the secret to business success