Okay, show of hands, who hates selling?
Sure, you know that you must sell. Deep in your heart of hearts though you despise it. You know that making sales is the only way to increase your revenue, build up your company and, well, stay in business. You have heard of the results others get. You know that selling works.
But, for some reason, it’s not working for you.
You work hard researching and contacting prospects. You do your best to interest them with your work during a sales presentation. Hell, you even follow up, which is not something many small business owners would do. But you still don’t make sales. At least not as many as you would like. You do everything by the book but you get no results. And, the sales that you make, well, sometimes they feel kind of accidental. Like as if they just happened, as if you were simply in the right place at the right time.
You know that wasn’t selling, just luck.
So, what’s wrong? What’s causing all this hard work to go to waste?
Well, I may have an idea so read on. I will show you a simple hack that can help you make more sales almost instantly.
This Is Not Only Your Problem
Before we begin, there is one more thing I want to talk about.
You are not alone. The problem I am about to discuss with you is one of the most common ones amongst all small business owners. There are literary thousands of people that struggle to make sales. Some of them try very hard, others give up because, as someone once told me, “this is the difficult part.” Nevertheless, they make no sales.
But do you know what is the reason for that?
Yep, it’s nothing to do with who you are, what you do and how good you are at selling (well, technique plays a part in that too but it’s not the most important part). It’s your approach to selling that’s causing the problem.
Because, you see, you go to a presentation hoping to make the sale (and I fully realize how stupid this sentence sounds but please, read on). The trouble is, it’s true. You go to the sales call with one intention, to get the order. It’s not a genuine, honest reason. It’s being selfish. And, the trouble is, many of your prospects see through that.
Do you know what a seasoned salesman does instead? They go to a meeting hoping that their solutions will help the prospect solve their problems and improve their business. They know this, hell, they believe in it. And, they get the sale.
Want to make more sales? Go to your next sales call believing that what you are going to do to your prospect is going to help them, improve their business or increase the revenue. And, you know what the best part is? It’s actually quite simple to do.
How To Change Your Sales Attitude And Show Your Prospects That You Care
1. Realize What You Are Really Selling
You can’t change your mindset if you don’t know what are you really selling. By this I don’t mean the actual product or a service you are offering but what is the biggest benefit of using it. A web designer does not sell websites. She sells the opportunity to promote the business online, to gain more leads and sales for the business. A garden designer does not sell new gardens but rather an opportunity to have a special place to rest and unwind.
Find out what you are really selling and figuring out the ways to help your prospects will become extremely easy.
2. Understand That You Are Not The Most Important Part of The Sale
By nature, we think of ourselves first. It’s quite natural, however, if you want to make sales, you need to change the way you think. In sales, in spite of what you might say you are not the important part. It is your potential client, their business and the problems they are looking to fix. Everything else is secondary.
3. Prepare Solutions For Your Prospect
When you initiate a sales process with a prospect, you usually have a very good idea about the kind of problems they might have in relation to what you are selling. If not, I suggest you stop here and first learn how to research your potential clients thoroughly before making the initial contact.
That knowledge should be enough to think of the best solutions for your prospect. It doesn’t mean that you should have the whole proposal ready. But having examples of how you could implement your solution into the prospects business in your presentation will certainly present you as someone who cares.
Here’s A Scary Fact
Every time you lose a sale, you most likely also lose a prospect for life. It is an unfortunate fact that you may never get a chance to sell to them again. A simple change in your business mindset can make the difference between this and constantly winning new clients for your business.
So, what do you choose?
Mindset Photo via Shutterstock
Kind of a sad note to end on but sales should be approached like you are entering a relationship. If you want a one and done customer, open a store that sells life insurance. Knowing your customers is the easiest way to help them and yourself. It doesn’t hurt to research a client for a sales meeting. If it means a relationship for life… Do it.
“Every time you lose a sale, you most likely also lose a prospect for life.” Powerful statement but true!
yes its true most of the time i forgot to think about the benefits of my services to my clients rather i focus on what i can do and that’s really a roadblock on getting sales. Changing my mindset on this area is really helpful in aligning my services to client needs.
Try to focus on the clients pains/problems and how you’re going to help them solve them. Take away the ” process or the steps” they want to know what are the results
Great reminders Pawel!
Customers these days are clever enough to know what are your motives on them, why you want to talk and meet them, that is to make a sales. However, if you do it the right way and by giving them care and value, there’s no way to be behind. As marketers, we need not to be salesy all the time. Remember that we are here for our the customers.
Thank you Barbara, appreciate your comment.
Relational selling with their needs in mind. Point 2 is great, Pawel. It’s alright to let them know that you’re there to ask for the sale, but customers seem to be able to sniff motives. Thanks!
Thanks Neil and you are right, that scares customers more than anything else.
If you provide value and they can see the value the barriers become obsolete. No the next step or objection is are they ready to buy and how do you handle objections in the sales process.
Business success doesn’t happen overnight. We first need to have a clear goal set in our mind before we start. Your business mindset is about how you see things.