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I Can't Sell Anything!
If the title of this article describes your thoughts, you are in luck. As it turns out, there is only one thing standing between potentially great salespeople and their fortunes: fear of failure. Sure, people say all the time, “What’s the worst they can say, ‘no’?” But actually, to many new business and sales people, that is the absolute worst scenario – there you are, just you and the customer, and you ask him to buy your product or service and they say they want to think about it, they don’t want it, or they are not interested. So you thank them for their time, pack your presentation in your otherwise empty briefcase, scurry for the door, and probably decide sales just isn’t for you. Stop. Back up, and think about where you went wrong. You prepared yourself for failure before even walking in the door by steeling yourself for rejection! It is not your improper delivery or your inability to sell a good product that caused the customer to walk away from the deal you offered. You caused it by not believing. Top sellers are consultants, not sales people. They believe in their company, they believe in their products and services, and most importantly, they believe in themselves. Selling is simply a transfer of enthusiasm. When you believe, people do not care how much you know until they know how much you care. The only things these consultants ever have to sell is themselves. The AIDA Model of Selling describes the basics in a logical process. The acronym is for Attention, Interest, Desire and Action. If you have problems selling, you have not aroused interest in one of these areas. Prospects buy because some feature of your product or service will potentially improve their life. What are the benefits that are most likely to stimulate desire in your product? · Saving or making money.
· Saving or gaining time or increasing convenience.
· Being healthy, secure, popular, respected or current.
· Improving one’s personal or business situation in some way. Your task when consulting with the prospect is to determine which of these benefits you can assist with, and make a recommendation for your product or service. You need never directly sell your product, only recommend ways to achieve a desired benefit. When you realize this, and transfer your enthusiasm to help your client achieve the benefit they need and want the most, you will have the all the tools to become a super salesperson. Be sure before you walk into any meeting that you are properly prepared by going over your objectives: · Who you are going to see.
· What are you going to ask them to determine their desired benefit.
· What results you hope to achieve. Also essential, however, is then to analyze at the close of your meeting, whether successful or not, the outcome of your objectives. This will be very valuable later, because it will save you time when going over your objectives before your next call. Always take the opportunity to learn from the responses of each prospect. If you follow these simple guidelines, only your own negative thoughts can possibly hold you back. If you tell yourself you cannot sell your product, no matter how beneficial it can be to a potential customer, you are proving yourself right – you will not be able to sell it. So don’t sell it, make a recommendation as a valued consultant. Finally, I have some great news for you. To be a top earner, you need not work harder. The key is to learn new methods and techniques. Brian Tracy of Success University teaches that leaders are readers. Commit yourself to investing a mere three percent of your total earnings every month into becoming better at what you do. It does not necessarily have to be a book to read, but can be an audiotape that you can listen to in the car while out on the road by an expert in the field of sales, motivation or whatever your interest. When we stop learning, we stop growing.
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Contributor's Note
Melissa Burton is a successful home business coach and an avid student of Success University. Please visit MyKidsInheritance.com to sign up for our free home business success newsletter.
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