I get asked all the time what are the tips and tricks and strategies and techniques for getting better at sales. And I’m going to blow all the myths out of the water and all the sales training or things that you may have done in the past. I think there’s a myth that sales people have to be tricky or have some sort of strategy or techniques or stuff when really, selling is about having a conversation. Selling is about just sitting down with your prospect and understanding what it is that they’re trying to achieve. I think the biggest thing that stops most sales people from being successful is believing their own rubbish, that what they’re selling, everyone needs to buy. That’s not true.
Not everyone’s going to like what you sell
The reality is that if you’re in front of all the different, qualified prospects that are looking for your particular product or service, yeah, sure, you should have a high conversion rate. But look, let’s be serious. Not everyone’s going to buy from you. So I think if you can get realistic about what is a realistic approach to going and seeing people, and understanding that not everyone is going to be ready to buy what you sell.
Ask great questions
Have conversations with people like I’m having with you right now. Find out what their challenges are, and if you can come up with a solution that can solve their issues, then there’s a likelihood that they’re going to buy from you. Of course there’s a lot more mechanics behind it, but I really think it is just about having a conversation. I see too many people looking for a sales process or a magic wand or a step-by-step process, and sure, I can give you that. But realistically, without the mentality of, ‘I’m just going to have a chat,’ none of that is going to work.
I think what’s key is that you get comfortable with talking to people about what you do. What I mean by that is ask the people the right question. You’ve probably had conversations with your friend or your family or someone you know. It’s not hard to have a conversation. Ask the right questions. If you think what you have to offer is valuable, ask them. Say, ‘Does this fit with what you had in mind?’ If they say yes, you say, ‘Great. Fantastic. Where do we go from here?’ Or they go, ‘No, that isn’t what I had in mind,’ and you say, ‘Fantastic, I’m glad we spent this time together to discover that it’s not a good fit. That’s okay as well.’
Stop all the fluff
Hopefully that’s helped you understand how to get more sales. Be real about it. Make it a conversation. Stop all the fluff and worrying about strategies and techniques and stuff, and just have a conversation with your prospect, and you will get more sales. I guarantee it!
About the Author
Ben Fewtrell is a sought-after Business Coach, Keynote Speaker and trainer who has featured in Virgin’s Inflight Magazine and Entertainment Portal, SKY Business and “Secrets of Top Business Builders Exposed”. He is also the host of the popular Business Brain Food Podcast where he interviews leading experts on anything and everything business.