Tips on Selling
Once upon a time I nearly paid a bloke £500 a month to tell me how to improve my sales. I worked out how many hours it would take me to earn £500 and decided that if everyone I employed spent one hour a day focussed on nothing but sales it would not only cost me less but it would deliver more. We nick named this time ‘Golden Time’ and it was a success, I still use it today.
Here’s my tips on selling in no particular order:
- If you don’t see yourself as being a sales type of person then just pretend to be someone that is. Most of the very confident people you see each day are doing exactly this, some will have just forgotten that. Do whatever it takes to get yourself in this head space. For some it’s dressing smart, driving a BMW or wearing Jimmy Choos. For others it’s meditation or running around the park. Everyone is different but find a reference point to develop your alter ego.
- Leads, leads and more leads. It’s all about getting leads, get their number, get their budget, find out when they spend their cash and chase it up. Taking time to understand a customer’s needs and then giving them what they want will nine times out of ten land a sale.
- Be consistent, do a little bit each day, focus your sales time into a couple of hours, make notes and follow up, then follow up again.
- Don’t be shy to be blunt “how can I make you buy this?” may sound direct but actually if you’re selling to a business they’ll appreciate the honesty. If you’re selling to the public try “are you looking to make a purchase today?” or “what would make you feel comfortable making this purchase today”. If they say “No”, or “I don’t want it” then ask them if they may in the future and if so add them into your leads. If they don’t then leave them alone.
- Sell them something they actually want, selling crap is a mug’s game. Sell something decent, useful, meaningful or even better just sell them what they need. This may not always be what they were looking for in the first instance but if you’re good you’ll work that out, point that out and close the sale.
- Use tools to help you keep your data, I use a basic list making tool like Wunderlist to keep my notes in, less time and expense on tech means more time doing other stuff.
- Don’t forget to unwind, sales is stressful so get some downtime and think about your approach, develop your confidence and be able to laugh at defeat, you can’t close every deal and many short term lost sales turned out to become life long clients and friends, just because I didn’t have a bad attitude.
- Don’t lose clients. It’s much harder to get new clients than it is to keep the ones you already have. Work on them each day and look after them.
- Never write off a lost client. They may well have gone elsewhere but that doesn’t mean they won’t be back. Whenever we lose a client I call them six months later to see if the grass really was greener on the other side, very often the call and honesty of the approach is enough to win back the business.
- Don’t listen to ‘gurus’. Selling comes from within and no one is better placed to get this out of you than you. Sales, when you’re at full flight, is a beautiful and rewarding thing, it’s forging a great relationship that will deliver something for all parties involved time and time again. It’s not a quick buck and it’s not Wolf of Wall Street.
- Finally don’t think that the rules change for whatever industry you’re in. They’re the same, if you can sell bog brushes then you can probably sell iPhones or Rolls Royces. If a sales person is rude or inconsiderate then I usually tell them that they’re not really winning my business.