The One About Taking Your Income to a Different Level Through Your Sales episode 88

 

 

The One About Taking Your Income to a Different Level Through Your Sales   episode 88

 

Las t week we talked about do you love or hate sales later it got me to thinking about the whole sales process and it is realty is a process I wanted to really start off today with one of the best definitions of sales I have ever herd

 

“Selling is getting someone intellectually engaged in a future result that is good for them, and getting them to emotionally commit to take action to achieve that result.” Dan Sullivan who is just a genius

The definition is not I have something they need and by golly I going to make them buy it.

Please please buy my service s

So let’s go through the definition again Selling is getting someone intellectually engaged in a future result that is good for them, and getting them to emotionally commit to take action to achieve that result.

So really what is that look like what are the steps to actually make that happen well I think number one you really need to listen perceptively.

 

I think in the old days a salesman pitch you get it down go over it and continue to role-play and do all the things to make sure that you the sales person was comfortable with the sales process.

I think one of the biggest challenges with something like that the pitch I think it's great that you should know your sales process you should know what you want to say. I think probably more important than anything is that you need be yourself you can't go into a sales situation or presentation to your customer thinking that I can beat the other guys price and I want to what his price was for any of those crazy things that will drive you nuts in your sales process you really need to take ownership of who you are.

You have to be comfortable with who you are you have to be have the self-confidence of you know what you can do you know that you can provide the services and the quality of services that you're presenting to your potential client and

I can't really say that over all that it works on commercial clients at least the ones that are only looking for the bid price, I do know that it works well with the residential customers clients that I have I don't do a whole lot of commercial sales for the services that we do have but I follow the same process for that also I am comfortable with who I am I know who I am I know the type of service that I am going to for provide I know more importantly what that service is costing me to provide I know the type of profit margin that I need to make to keep my company sustainable in the marketplace that's what I mean by knowing partially who you are. Be confident of the person in your skin.

I actually think that once you put yourself in the position of going through the sales process and second-guessing yourself and not knowing what you want to charge thinking that I know that Bob's so-and-so my competitor was here I know what he charges so I'm going to be real close to him a little below so that he can so I can get the business that is not knowing who you are that's being wishy-washy that's not having the confidence in who you are and what you can do and what you can provide to that customer and you know what that customer sees you weakness he sees your inability to be genuine he sees your neediness, they see that battle going on in your presentation. When you chase after what other people are charging then you're back to being a commodity and you are not going to make it in the marketplace and be an extremely profitable company.

So in order for you to have a mindset you need to be who you are need to find who your are what's your identity so that you can run the course be positive be genuine be confident in your own skin.

 

Here is what really what has happened if you've done your marketing correctly you have educated the consumer correctly through your marketing mostly your job is already done they called you because they want to know if you could provide the value that you say you can from your marketing material so they just want to meet you so that's why it's so important for you to be genuine when you know who you are.

Also

Story building is a great part of the sales process it is actually the new nurturing stories of the greatest relationship builders and is Mr. Rogers used to say it's hard not like someone once you know their story ,

As a sales person we must first be able to relate to the customer to help solve the customer’s problems

I believe by delivering the facts you build trust and by educating your client you will give your clients new ways to think about their problems.

So I think as sales superstars we do many things we attract we teach we advise we serve we measure, the most importantly we guide our clients and prospects by developing individual brand (that’s us) that stands for trust and expertise.

So in order for all that to happen for me to close and get the sale I have to provide the client with the emotional response or let's go back to our beginning definition

Selling is getting someone intellectually engaged in a future result that is good for them, and getting them to emotionally commit to take action to achieve that result.

 

Just a few simple steps one will have to listen and be perceptive on what is actually going on and listen to what our customers who really has a problem and wants their problems solved problems.

So what is perceptive listening?

Perceptive listening is when you hear interpret the words as they are said that also consider with the person isn't saying what she might really be thinking and how she is acting as they speak so this requires you to be totally focus on what their needs are and what you're trying to sell.

So perceptive listening will tell you what the prospect says he Tells You. Prospect says he's not ready to buy ,what he's really saying is that he doesn't understand the benefits of what you're offering perceptive listening is how you draw out what the potential customer are really passionate about it allows you to understand their goals and objectives.

 

In today's world there are so many teaching opportunities for our clients are future customers that teaching them actually sells them or presales them by giving them useful expert information that's how you build create an expert platform by creating the information they need to make an informed decision and so by creating expert platform you are now becoming the authority in that area in once you become that authority area you normally have very very little competition.

You see what you're doing is your sending a message and by being the expert you move away from the price issue the commodity platform of price.

You don't want to show up at a customer’s house and right out a proposal and say this is the price you want to go through you want to educate them you want to leave them behind sales material .

You want to As you talk with them and walk around the house or sit down with them and go through whatever you're going to go through with them you want to explain the process and what you do and why you do it and maybe the safety factors go through benefits .

. By what you're presenting you are making them more informed, you have more expertise you have are better educated more professional by the way you talk and explain things to them and you're going to leave them with material that backs up everything you just presented. When they go over it they will say I remember he said this I remember he said this I remember you said this when I go through the information and your Proposal.

 

So let me just get you a couple of examples of something just happened to me recently in the sales situation I get a call to come out and do an estimate on some work on this potential customers house and he told me that everything he wanted done . I met him at the house we walked around the house and he explained what he wanted done and as we went through I told him about what our process was and how we did things how we protected things and as I got towards the end of our walk around the house , I asked by the way how did you find out about us his reaction was on the Internet and he said to me that I check you out on the Internet as a matter fact you were The first person we called and something happened to you we talk to you couldn’t get out you were real busy and we were impressed with all the information that you had on your website very informative for us and easy to make an informed decision, now we have two other people that we got prices from and we called you again because we really wanted you to come out and give us a proposal on all the work we need to be done here because we felt that you were the most professional .So I put together the proposal I talk to them about it I left him some more information basically everything that we talked about is in a report that I give each potential customer and I will let you know how that turns out.

Now let me tell you another example of how I was presented in a sales situation.

 

I had a phone meeting with someone that I want to Buy a particular service and we had a meeting on the phone I knew the man I like the man I trusted the man we had talked before but not about what I wanted to purchase from him we just knew each other so that was a big plus on his side as we did our telephone conversation then he went over the his products and services that I was interested in he went to the great detail about what the whole program was with the benefits were how he would help me get through the whole process. We went over the dates of the seminar that I wanted to attend and he said listen this is how I handle my sale situation was handled the sales process this is all the stuff we just went over the class is going to be very small 4 to 5 people and The class will sell out and we are if you can't make this one that's fine but if you don't want to do it all that's fine but if you want to do it these this is the date let me know if it fills up by the time you call me and we have another class in January that they may be more than welcome to come to so that's how he left it.

He followed the definition to a tee “Selling is getting someone intellectually engaged in a future result that is good for them, and getting them to emotionally commit to take action to achieve that result.”

Go sell your services at a premium till next week

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