You’re in sales, get over it
There are some business owners who love sales, and some who shudder at the mere thought of having to talk about it. Whether you are in love with sales, sort of like sales, or you hate sales; if you own a business, regardless of the type of business… you’re a salesperson. There’s just no way around it. I don’t care what you call yourself: CFO, CMO, COO or the CEO… right next to that, you also have a silent title “Sales Rep.” I know you may not like the sound of this, but let me tell you, a business without a strong focus on sales, might as well be dead. You can survive, you can build, you can invest, and you can acquire, but you can’t do anything, unless you have strong, consistent sales in your business. This rule applies to any business.
It’s easy to get overwhelmed by the conversation around sales. However, if you have clear steps to follow each and every time, mastering the process can be predictable and, for some, a walk in the park.
Depending on what you sell, there may need to be adding or subtracting of a step. However, if you cover the basic steps, regardless of your product or service, you will do your business justice, and maintain a consistent, manageable pipeline that will produce a stream of ideal and closable prospects.
Here are five basic steps that you can follow successfully, regardless of your skill level.
Step number one: Identity your suspect.
The “suspect” may not be someone who you have connected with — just yet. This is where you have identified your target. You can’t skip this step. This move in the sales process ensures that you are not wasting time in your sales marketing efforts, which will save you plenty of time and money.
Step number two: Connect with them.
This is where you ask for a set appointment to sell them. Once identified, we are now moving them through a process of acknowledging us for a connection. This is the time allotted for you to show them your product and learn more about their business, as well.
Step number three: Find the facts.
It takes time to understand their business and their needs. You don’t want to build “a” solution… you want to build “the” solution. Ask them questions. Let them talk. Understand their business; if you find yourself doing most of the talking, this is no good. You need to know their pains and business so that you can match them to your solution in the next step.
Step four: Prove it!
You have the solution. This is where you match their needs with your product. “Mr. Customer, that’s exactly what my service/product will do.”
Step five: Ask for the sale.
It’s just that simple; it doesn’t need to be fancy or elaborate. You just need to flipping ask! “Mr. Customer, I understand your challenges or needs. Will you let me solve them?”
Many business owners do all that work and don’t pop the question. I think it’s because they fear being too pushy. Listen, you put a lot of hard work, time, energy and effort in; you would be cheating yourself if you didn’t ask the objective question. You’ve earned it, so never be afraid to ask for what you feel you deserve (in this case, the sale). More importantly, I am willing to bet that you have an amazing product or service. So, it’s vital that your prospect takes you up on your service or solution. They need it, right? Do you care about them? You have the answer. So, why should it be someone other than you who solves it?