The greatest inventions in the world would have never been known if it weren’t for effective selling. Products and services that are used by people must be sold to people.
Selling is not excluded to just products and services either. Think about it. Parents sell their children on the importance of a clean room, and children sell their parents on letting a best friend camp over for the night. A boss sells the importance of working overtime, and an employee sells the idea of improving a company policy.
Effective selling contributes to personal fulfillment and professional productivity. Here are a handful of tools, tips and habits to increase your sales:
1. Know what you are talking about. This is also known as product knowledge. You are in big trouble if you are unsure about what your product or service offering is. Know everything there is to know about your product, service or idea. Always be on the look out for ways to improve your knowledge about your offering.
2. Establish the right prospect targets. Trying to sell meat to a vegan is unlikely. There is a reason cereal commercials are most often aired on programs with a kid audience. Find out who your best prospects are for your product and service. Create lists of the organizations and the companies and the people that fit your target. Make the best use of your time and energy by focusing on your primary targets.
“Paralyze resistance with persistence.”
3. Set your goals. Earl Nightingale said, “To achieve happiness, we should make certain that we are never without an important goal.” Written goals help to focus the mind and provide personal motivation. You might have a goal to make three sales calls to new prospects per day. You might have a goal to close one sale per week or to close 75 in a year. Your goal might be to earn $100,000 dollars. Set your goals, review them often and evaluate your progress.
4. Be organized. If you are showing up to a sales appointment late and unprepared you can almost guarantee to waste your time and the time of your prospect. Being unorganized communicates incompetence and withers credibility. Preparedness increases sales. Don’t, however, wait to be perfectly prepared because that rarely happens.
“Always bear in mind that your own resolution to succeed is more important than any other one thing.”
5. Understand pain and pleasure. The two most powerful motivators are pain and pleasure. People go to great lengths to avoid pain and to experience pleasure. How does your product or service solve a problem? What is the pain people experience by not using your product? How does your offering improve their life? We tend to buy products and services that we believe will lead to less suffering and more happiness. Albert Einstein was correct when he said, “We all try to escape pain and death, while we seek what is pleasant.”
6. Close the sale. Successful selling involves asking for the business and maintaining a relationship. You must ask for the sale in the form of a close. If your prospecting and qualifying is effective, the prospect will probably close for you. You might have to close more than once to make the sale.
Now is the time to put some of these tools, tips and habits to use to increase your sales.
Best of success to you!