The idea here isn’t to sell as much as possible as quickly as possible or to make easy money. Business success comes about through continuous, repetitive sales. If you have solid marketing, you already have the first half of a good sale. The second half is up to you now. Of course, the information below will make it a lot easier. And as if that weren’t enough, there are also powerful tools available to guide and support you in achieving powerful sales.
First of all, you have to accept a few basic principles:
- Successful businesspeople are good salespeople.
- Truly “good sales” are durable and constant.
- People don’t want you to sell them things; they want you to help them buy things.
So let’s look at some guidelines for achieving high-performing sales.
- Adopt a winning mindset: Before you can sell to someone else, you must be sold on yourself. Unless you are convinced of your own abilities and the quality of your products or services, you won’t be able to sell anything to anyone. Don’t be afraid of rejection; it’s a natural part of the sales process.
- Use the AIDA technique: AIDA stands for Attention, Interest, Desire and Action. Grab the attention of your prospects with a good sales pitch. Generate interest in your products or services. Propose unique benefits. People don’t buy movies; they buy entertainment. They don’t buy wood; they buy warmth. In other words, awaken their desire for what you have to offer and make them feel as though they need it. They need entertainment. They need warmth. Finally, invite them to take action.
- Be concise and inclusive: Summarize your ideas and make sure you interact with your prospects. Every so often, ask them, “How does that sound? Good? Is it what you need?” Then stop talking. Be patient. By listening, you’ll learn what your clients want the most. I can’t stress it enough: your mission isn’t to sell them something but to help them buy something.
- Give added value: Added value is essential and can make or break a sale. It’s the “something extra” you’re willing to add to smooth your prospect’s road to making the decision to purchase your product or service. “Additionally, I’ll include this and I’ll include that…” We all have something we can give in exchange for a sale. The key is to know what our prospects want and how we can give it to them.
- Seal the deal with a signature and a payment: A sale isn’t complete until the money is in the bank. Remember that the power of the written word is very strong. As soon as your prospect signs a document, the commitment becomes firm. But it won’t be fulfilled until you have the money in hand.
- 5.5 The repeat sale: When you sell something for the first time, you generally have to invest time and effort to close the sale. On the other hand, with a repeat sale, you don’t. What’s done is done. With no additional effort, you achieve another sale with the same profit or more but with a minimal investment. Awesome, isn’t it? Many businesspeople overlook this fact and continue focusing on trying to get new clients instead of keeping the ones they already have.
You should be aware that these guidelines are just an introduction—a little sampling of the wide world of sales. From this point on, your progress and achievement in this area are up to you.