7 Common Denominators for Selling Anything
In this video we highlight 7 things that are common to any successful selling process.
Like it or not, if you own your own business YOU are the main sales person. You sell yourself, your brand, your products and services. So don't pretend you're not in sales 😉
Get these 7 things right and your sales success rate will be one you can be proud of...and your business will thank you!
You would be a miracle worker if every person that you speak to converts to a sale on the first try.
Throughout the ages, people have been selling. Yup, we sold our friends when we were young on our favorite toys, or coming to or house or a playdate, or really, anything. We're all salesmen to some degree.
Now, most people think of that stereotypical kind of used car salesman thing. And they really don't want their business to be associated with that stereotype. But here's the thing.
If you own your business, you are the salesman.
There's no way around it. You are the one selling the product, the service, or even just you. There are tons and tons of online courses that you can take, programs and classes on sales and marketing. But it really comes down to seven basic steps.
Hi, I'm Melissa with RodgerandMelissa.com, and today, let's chat about those seven basic common denominators to all sales. No matter what you are selling or the techniques that you are applying.
Step number one. So this is the old know, like, and trust factor. But it's true. You have to build rapport. You need to make sure that you give of your time and of your knowledge, and you ask for nothing in return. See, it's about trying to connect on a more personal level. Don't always be the person who calls, pushing your stuff. Listen to them. What are their names? What are their issues, concerns, and problems? And if you cannot provide a solution, provide a resource. That will help you to build that relationship.
Step two, establish a vision. Show them the other side. Give them a way to dream of that solution or that outcome that you could give them. Give them tips and ideas. Have a unique introductory offer to show that you and your company have the expertise, the authority, and the thought leadership that they need.
Step three, bridge the gap. This is where you show them the steps or the tools that they can use to take them from where they are to where they want to be. If the vision in step number two is the what they need to do then this is where you offer the how. And this is where you can stand out. Show them that there's a new way, a new opportunity, a different way, not just an improved way on an old idea, but something innovative and creative that only you can provide.
Step four is creating a connection with others in their situations. So this is where the social proof comes in, those examples, the stories, the testimonials, the case studies. Your own personal story can be used here. This is where you clearly show them how your company has moved people across that bridge.
And then step five is that invitation, the invitation to cross the bridge with you. It's giving them more value and a sense of kind of urgency. You need to provide a clear next step that's easy for them to take. If throughout the entire process, you have been having them make kind of micro-decisions with you along the way, then when it comes to them taking that big next step, when you invite them to cross the bridge with you, saying yes to you will be the logical next step for them.
And number six, it's crucial to have everything planned out, to and including the follow-up. You would be a miracle worker if every person that you speak to converts to a sale on the first try. Wouldn't that be nice? But it's not likely. So you need a solid follow-up system. This is where you can answer all the frequently asked questions, those obstacles that might be standing in their way. It's where you can remove those roadblocks. It's where you can continue to show them the bigger picture, your expertise, and your authority. Have more value add here and keep the vision in front of them at all time, continually showing them where you want to take them and how you can help get them there. Rodger and I suggest that you automate some of these. But you still need to have that personalized touch with all of the follow-up that you do.
And the last step, number seven, is celebrate. Celebrate them taking action. Provide extra value, something unexpected. Exceed their expectations. This will actually make them become fans. And that can become your social proof for the next person.
So no matter what marketing and sales system that you decide to implement, these seven steps are a common denominator to any sale.
Build rapport, establish a vision, bridge the gap, connect them to proof, invite them to a decision, follow up, and then celebrate.
So Rodger and I are always here to help. Just give us a shout. And be sure to subscribe to the channel so that you don't miss out on any of our tips and tricks for your growing business.
Also, hop on over to Facebook. We have a new group called Rodger and Melissa. There's a lot of encouragement, interaction, and ideas. You can ask questions. We're happy, happy to help. And as always, here's to you and here's to your business.