Are you in sales? (Trick question!)
We all are in sales in some capacity. Whether it’s products or services you sell, the next seven weeks are key (less if you need to order/ship products!). The 4th quarter weeks leading up to Christmas are ripe with opportunities, can rectify a challenging year, or simply help you to finish off 2021 strong.
It’s time to focus.
I know you might be exhausted, but there’s a light at the end of the tunnel. This is the mindset you need to have going into these final weeks because, if you know there’s an end in sight, it’s easier to go big.
To do that effectively, it helps to get back to basics.
What’s really involved in selling? The sales cycle is a simple process if you complete it. In more than 20 years of training salespeople (and being an effective seller myself), I cannot stress enough that there are four steps to this process that, if completed properly, can lead to more sales for you and more satisfaction for your clients.
Step 1 - Be Descriptive. Stay high-level here; do not deep dive into your products or services. What you want to accomplish right off the bat is what sets your product or service apart from all the other ones out there. Remember, there are a lot of people who do what you do and sell what you sell. Why should they buy from or work with you? Figure that reason out and start with it. If they want more information, they will ask for it.
The goal here is to grab their interest.
Step 2 - Talk About the Benefits. Again, don’t go into too much depth here. Keep it simple and answer the question, ‘What problem does it solve?’
The goal here is to make them think, “I totally need that!” or “It’s what I’ve been looking for!”
A lot of people do those two steps, but then can't close the sale. That’s because the next two steps are actually what closes sales.
Step 3 - Make Them Feel Valued. How you make people feel is the key to being an effective salesperson. Show them you care and are invested in them by making them feel seen and heard. If you have made them feel important and genuinely cared for, they are going to be more inclined to make a purchase from you. If you are able to genuinely say, “I can totally relate” or “I know how you feel,” you will set yourself apart from someone else just looking to make a sale. This not only helps to cement the sale, but it makes them want to come back for more.
The goal here is to make the customer authentically feel something that goes beyond your product.
Step 4 - Show Your Gratitude. Never forget to say ‘thank you.’ This is a non-negotiable for me. Within 48 hours of a sale, I make a point to reach out and touch base quickly to make sure everything is okay. This follow-up is a continuation of their experience with you, and it makes a client want to tell others about you.
The goal here is to make them truly elated and excited about the experience with you.
People don’t buy because they ‘know;’ they buy because they feel. So often, it is the ‘feel’ that helps you make a decision. Maya Angelou once said, “I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Don't ever forget that when it comes to your approach to sales, and use this four-step process to make sure ‘the experience of you’ is one that all of your customers see as a special one.