Tags: Selling and Sales
Submitted by Sabrina Santoro, Santoro Solutions
WHAT IS SELLING AND SALES?
Selling means many things to me.
First off, the past year has been revolutionary in my sales game. I have learned ways that completely change the way I think of selling and sales.
Now I will start with my early years in sales. Part of the whole process in my mind was overcoming conflicts or objections. I wanted to essentially "beat them" every single time so I could "close them.” Anyone in sales knows that feeling when you close, on anything. You get a rush when you get someone to say, yes! Now let's flash forward and talk about what selling is now.
LEADING WITH VALUE
What I am about to share has drastically increased my sales across the board. I learned that the concept of selling and sales is helping someone get what they want. Yes, it's that simple. You are literally there to just guide them into whatever it is they want. Do they want to buy a house at the lowest price or do they want a new place they feel safe and comfortable with all of the amenities of great schools, great neighbors, and great parks? The best way to get the other party what they want is to lead with value. Leading with value allows the other party to open up, drop their defenses, and engage in meaningful conversations. This is the difference between a client telling you they want to buy a low priced home, or buying the home of their dreams with great schools, great neighbors, and great parks.
There is a big difference.
ASKING THE RIGHT QUESTIONS
A large part of selling is finding out what that difference equates to, and showing the prospect how to navigate through the landmines, assess alternatives, and dissect the industry insights. This is the primary reason why asking questions, the right kind, are an absolute must. Asking great questions isn’t just something you need to do, but you need to know how to ask the right ones, when to ask them, and why you’re asking these specific questions.
When selling, you must know your most powerful opened ended questions to get that person to talk. Once you get other other person to start talking and engaging, then you’re in the driver's seat to asking the right questions.
BELIEVE IN WHAT YOUR SELL
Now I do believe you must truly believe in what you sell, that’s a must. The fact remains, if you do not believe in what you’re selling, then you should stop immediately. There are far too many income producing opportunities in this world you can truly enjoy, that you should not be in a position selling something you do not believe in.. There are multiple reasons for this. First, you will not display confidence. Second, you will struggle with building value around a solution to meet the demands, needs and challenges of a potential client.
Now, that's a whole other story.
SO, WHAT IS SELLING AND SALES?
Selling is getting someone to make an informed decision and being the one that can truly deliver the proper solution to solve their biggest challenges. That person must make a decision and feel like it is, one hundred percent, the correct choice. It's a fun game and it becomes easier when you ask the right questions and do the right things with the right intentions.
Play the game and enjoy it along the way. Sales is woven into the fabric of our very existence. Sales is in every conversation we have. Sales is in every decision we make. Sales is in every thought we have. Sales is in every transaction, won or lost. Either you sold the prospective client on why they need your solutions, or they sold you on why they didn’t need your solution.
I was first explained this when I was 15 years old, and interviewing for my first job. It was right from the beginning I even knew I had to sell myself, essentially. The more you can understand that, the more value you start to add into the marketplace. When you realize that everything in business happens due to some kind of value exchange you realize it's NOT a boxing match.
Selling is not a negative profession, nor a bad practice, at all. You must understand you won't be able to "sell" if whoever you're talking to doesn't see value in it, or the solution isn’t right for them. You must sell to someone who has already expressed interest. If there is no prior engagement or interest generated, you are prospecting, not selling.
EXAMPLE OF SELLING
Here's what happened today, in fact. Someone started telling me all about their program...as well as a few other terms all in the same category. They were so amped up on it, I mean, really hyped up. Yet, as much as I loved the energy and his belief in it that it works... I didn't actually FEEL like I would get any real value or results from it.
Therefore, I was not closed (sold).
SELLING IS GOOD (No, Really. It is)
Selling is fun and of course can be a mental game. There will be times where you might have to say some hard words to the person. No, not mean but harsh realities of the truth! I've found that it takes time and repetition to really conquer this. Keep in mind it's not always just the words we use but also the WAY we say them.
Something I would tell myself daily was that sales is a transfer of enthusiasm from one to another. I've now found that that is one piece to this game. Play with the resistance and realize you have power when you can do so. Just make sure that it's what they truly need because it's going to solve something for them. Selling is not telling someone that they want or need something, it's showing them that you have what they need.
For example, I could give you a tour of the gym and show you all the fancy equipment. OR I can talk to you about how you will feel like when lose lose 15 lbs and your pants feel better, and you're getting more attention.
Based off those two examples I'm sure that it's not the equipment you're sold on yet or the idea of getting their gym membership (and a trainer) to make losing the weight a reality! Make sure you deliver results.
BENEFITS OF SELLING AND SALES
That is also key to selling. Selling is a great thing. It's good for everyone when you think about it. Do you understand that when someone buys something and the salesman gets paid? That sales person will go out and buy something else! It's a cycle of moving money, which is good for everyone, especially on a local level.
Consider the GIGO acronym, garbage in, garbage out. This is the same principle in selling. You get out, what you put in; positive or negative. What you put in is what you get back. When you start becoming skilled at putting deals together and always be alert to additional possibilities.
As sales professionals, we must first realize that GIGO plays a huge factor in your approach. If you’re a hard-seller, pitch and persuade, you’ll find that you’ll get very little back in results. You’ll find more clients with buyers remorse, chargebacks, and so on. If you lead with value, build a value-centric relationship, and focus on solving problems, you’ll get everything you want out of each business relationship, out of every transaction, and so much more.