Sales is tough for most people.
It was tough for me as well when I first started out.
I had all these stories in my head and internal conflicts about selling.
Here are some of the thoughts that were floating around in my head:
“I don’t want to be aggressive.”
“What if I don’t actually help this person with my product/service?”
“What if they can’t afford it and I take all their money?”
“It’s bad to make a lot of money.”
“If I really cared about this person I should just give it to them for free.”
Sounds so silly right! I know. I feel liberated that I do not allow these BS stories to limit the impact I have on my clients lives and new people I can reach.
The coolest part is now I have the skills to help a person when the opportunity comes and I deliver value and help them make huge shifts in their life!
Here’s the foundation you need to have in place to sell anything.
KNOW YOUR AUDIENCE
If your audience was best represented by one person, who would that be? What are their fears? What are their dreams? What is stopping them from having what they want? What do they like to do for fun? Where do they like to spend time? These are basic questions that will get you to really understand your prospect and if/how you can help them. You want to know as much or more about the person than they know about themselves.
MAKE THEM AN OFFER THEY CAN’T REFUSE
How can you deliver 10x the value you are charging them? If you are charging $1,000 how can you over deliver and give them $10,000+ of value?
I’ll make you an offer you can’t refuse right now. I will customize a fitness/nutrition plan and coach you to get to your desired result and you don’t pay me until after you get it! The first person who takes me up on this is the WINNER of this irresistible offer!
SET UP YOUR SALES FUNNEL
Work backwards from your goal. If you want to earn $100,000 how many sales is that on average? To make that many sales how many presentations/conversations do you need to have? How many calls/emails/texts/LinkedIn messages do you need to send to book ‘x’ amount of presentations/conversations? The reason why tracking/measuring with your sales funnel is so important is because it gives you optics on your numbers. Top performers know how many calls/presentations they need to make the income they want. They are not leaving their income up to chance. They create the outcome they are after and if they need to they can increase the dials for greater output. Another reason why it’s useful to have a sales funnel tracking system is to you can disassociate from the process so fear of rejection doesn’t get in your way. You know that it will take a certain amount of action to produce a specific result.
That’s the 80/20. Yes there is scripting, closing, tonality and other strategies. However if you follow these three pillars you are well on your way to success in sales!
What did you learn or like in this post? Comment below and I’ll send you a free gift!