You Can Sell Stuff, You Just Don’t Know it!
The BBC recently reported that Jordan Casey from Ireland developed and sold an iPhone game to Apple a few years ago called “Alien Ball,” which in and of itself is not that spectacular.
At least, not until you find out that Casey was 12 years old when he sold his game to Apple.
I mention this only to make a point: You, too, can sell stuff. You just don’t know it yet.
Let me ask a question. How did you get your current position? Did you interview for it? If you did interview, you had to sell yourself to your prospective employer.
Have you ever had a fantastic idea that you presented to your supervisor or even to your significant other that they liked?
If you did, you have a natural selling style. You just don’t know it yet.
The following are 5 things you need to know before you try your hand at selling something to a customer or prospect:
1. Know your prospect. You need to dig deep and find out everything you can about your prospective customer. Learn how the business works, who are the key players, what are the problems they’re currently facing, how have they achieved their successes, and when was the last time they purchased something like what you’re selling. Then find out everything you can about their industry and their competitors.
2. Know your product or service. Inside and out. If you’re selling a product, use it several times to get the hang of how it works. If you’re selling a service, learn how a customer is processed through your company from inception to the final invoice at the completion of the project. Find out what other customers are saying about the best features of your product or service. And find out how their lives have changed for the better because of it.
3. Know how to ask pertinent and relevant questions. When you finally get to meet with your prospect, you should have enough information in your back pocket to ask them relevant questions about their business, industry, and competitors that will lead you to what “turns them on” or what keeps them awake at night. Nobody wants to waste their time answering nonsensical questions, but people do like to talk about what they care about and what they fear.
4. Know your product’s USP. When you know your product or service’s Unique Selling Proposition, you’ll know how to present it as the solution to your prospect’s problems or the one thing that can make their life better. Because that’s really what you’re selling: a way for them to be happier, healthier, more secure, less stressed out, or less plagued with problems. Once you learn how to present your USP, you can easily paint a picture for your prospect of how their lives will be forever changed for the better.
5. Know how to ask for the sale. It seems intuitive that you would know to ask for the sale, but many salespersons get to the end of their pitch and forget to ask for the sale. Wrap up your presentation with something like, “Now that you know how XYZ will solve your problem (or make your business more successful or whatever your USP is), we can get started right away to make this happen for you. Does that sound good?” Get them saying “yes” to some easy questions, and by the time you ask them for the sale, they’ll be in a more positive frame of mind and more ready to buy.
All of these 5 steps can be easily accomplished with your own unique selling style. You don’t need to become someone else to sell. You just need to know how to use your own talents to make it happen.
Natural Training helps clients become the natural salesperson they were born to be.
For help in recognising your natural style and strengths, give us a call. We have a range of solutions that will focus on what you do best and build upon that foundation until you’re secure in knowing how you sell best.
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