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Help! I need new customers but I hate selling.
24 September 2012
You hate selling and the very idea of saying to someone that you want to sell them something makes you cringe. Now that’s out in the open … let’s look at some concrete sale sskills that you can comfortably employ to get new clients.
I often ask my clients why the idea of sales is so repulsive, and the number one reason is we all hate to be sold at. Yes – there are sales people out there like that – I won’t lie. But the truth is, for each one of these shonksters there are plenty of sales professionals who are great at their job.
Here are 5 sales tips that you can use today to help you professionalise your selling.
1.Don’t be a desperado! There is nothing quite as off-putting as someone who is desperate. Just think about that person who tried so hard to be liked by everyone! Yep – that’s right – no-one liked them.
2.Don’t talk about yourself. Your first and most important job as a sales person is to LISTEN. Find out what problem the other person wants to solve. Only then should you think about explaining what you do. And make sure you can put this in the context of helping them fix their problem.
3.Not sure about how do describe what you do? Many business owners can’t communicate what value they deliver to their clients. Go and ask people why they like dealing with you. Learn to talk about what you do in your clients words (not yours).
4.Not sure who to talk to about my business? Here’s the brutal facts. Your business will not help everyone. There is a target group of clients that would love to work with you – why?? Because you solve their problems. Define who this ‘Ideal Client’ is and then get out there and meet them.
5.Don’t read or think about the Shamsters Book of Sales Techniques! OK so this book doesn’t exist. Good selling is about building good solid, old fashioned relationships. Until they know who you are and can trust you --- they ain’t buying a thing!
Here’s the bottom line … if you don’t get new customers into your business, or keep the ones that you have … you won’t have a business. So – get out there, try some new things and have fun!
Feel free to share your sales stories or questions in the comments below.
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