It does not matter how beneficial your products (goods and services) are if you do not know how to get the attention of your target audience and sell to them, building a profitable brand becomes an uphill battle.
That’s why as an entrepreneur, you must learn how to sell your products to anyone. If you do not like selling, do not give up yet. Selling is a skill you can master and become very proficient at. Like with every other skill you’ve mastered like writing, dancing, singing and even driving, you can master the art of selling and reach your goals faster than you can imagine.
In this article, you will learn the nine (9) super tips for mastering the art of selling. Be sure to not only read but discipline yourself to implement these ideas as well. And peradventure you get results from implementing any of these ideas, be sure to come back and give us your feedback.[Great Read: Working from Home? Here are 6 Ways to Remain Productive]
1. Do not fear rejection
One of the best tips we can share about selling is not to fear rejection. In talking to many of our clients about why they fail to push their brands on social media, their top reason is fear. Some may try to mask their fear with responses like, “I’m busy”, “I don’t know what to write” or “I don’t want to keep repeating the same thing”, but deep down in their heart, it’s the fear of rejection holding them back.
Once we determine it’s fear that’s keeping them back, we then go through a series of steps to help them alleviate if not totally alleviate their fears. If you are fearful of being rejected and because of that, you are holding back, then you need to do the following.
First, understand that when people say the word, NO, to you, it is not usually because they have something against you or what you do. They either say NO because they do not need your products, they can’t afford them or that you have failed to convince them how your products can meet their needs. If the reason for their saying, NO is because they do not need your products, simply say, thank you to them and keep moving until you get a, YES.
If the reason you get a NO is that your prospect can’t afford your products, that’s not your fault either. You can offer them a flexible way to pay or let them know that it’s okay to reach out to you once they can afford to pay.
Lastly, if you believe they need your products but you still get a NO, then you need to go back to the drawing board and refine your selling strategy.[Need publicity for your brand? Get in front of an international audience by advertising on our blog. Click HERE for more details]
Your selling strategy is a series of steps you follow in the sales process that is designed to walk your prospects through the reason why your products are exactly what they need to resolve their problems or ease their pain.Seun Akinlotan
Having a selling strategy beforehand and practicing it will help you increase your lead conversion rate. Your lead conversion rate is the rate at which you convert leads into clients. For example, if you approach 10 leads per day and only one lead becomes a customer, then your lead conversion rate for that day is 10%.
Now, let’s assume that you’ve covered all bases and you still get a NO for an answer, it’s still not a reason to fear rejection. Rejection is a normal part of the process and it happens to everyone including Onpoint Success and even the supergiants you see today.
Bottom line: To master the art of selling, you must get past your fear of rejection. Keep refining your strategy and keep moving.
2. Have a thorough understanding of your products
Another key reason why a lot of entrepreneurs are yet to master the art of selling is that they do not have a thorough understanding of their products. If you must sell anything to anyone, you must understand your products inside out and also understand how your products will benefit your customer.
For example, one of the products we sell is a customized business model. We know that a business model is like GPS that teaches, guides and directs business owners to their intended destination (which mostly to build a profitable brand). We also understand the consequences of our clients not having a customized business model and these consequences are but not limited to not knowing who the target audience, failed marketing campaigns and lackluster sales strategy.
Any business that does not have a business model is like a captain operating a plane without a flight map. What is the likelihood of that plane reaching its destination? Very unlikely, right? That’s how we get our clients to understand the importance of having a customized business model. We also give them the option of developing one for themselves using our guide or get it done for them in exchange for a fee.
Do you understand your products thoroughly? If your answer is NO, then you need to go back to your drawing board, understand your products, the benefits to the consumer and get out there to push your products.[Great Read: 5 Tips for Writing the Winning Proposal]
3. Listen, listen, listen
One of the major reasons why a lot of entrepreneurs find it difficult to sell to others is that they talk too much. If you want to master the art of selling, you must learn how to talk less and listen more. For example, if you are giving a presentation to a group of management officials about why they should switch from a competitor to your brand, the best way to connect with them and make them see things from your viewpoint is to listen to them.
Listen to their questions and concerns, acknowledge them, repeat what they said so they know that you fully understand them, pause strategically (to give a signal that you are thinking deep) and then respond giving enough information about the specific question you are being asked. Avoid veering off-topic or responding with answers that are totally unrelated to what you were asked.
4. Research ahead of time
From our experience, the more time you commit to researching the higher your confidence levels and the more you are able to deliver.
So, you may be asking, “what should I research?” You should research the behavioral and psychographic patterns of your target audience. What are the things that are important to them? What are their pain points? What is their income range? What type of houses and neighborhoods do they live in? Do they prefer virtual or physical interactions?
Researching and having answers to these questions ahead of time not only helps you to sell more, but it also helps you to connect more with people.Seun Akinlotan
Can you imagine that the moment you get talking to someone who fits the description of your target audience, it feels like you’ve known each other forever? When people feel like you know them and understand their needs, they tend to like you.
You’ll also find out that people will buy from you the moment they realize that you truly care. It takes someone who truly cares to conduct thorough research ahead of time. Most buying decisions are emotional rather than logic and when you use this knowledge in connecting with people, it becomes a piece of cake for you to sell to them.[Great Read: How to Make Your First Sale on Instagram]
5. Ask the right questions
If you truly want to master the art of selling, you must learn how to ask the right questions. The more questions you ask, the more you can see where your products can be of benefit to the customers.
On the other hand, if you fail to ask the right questions, people will hold back from you and you might end up losing the sale.
Asking the right questions is another way to prove to your prospects that you truly care and in doing so, they will be more open to hearing what you have to say. Also, asking the right questions signals that you are seeking to understand before seeking to sell. This is powerful because it helps you connect with people on a deeper level rather than on a surface level.
6. Let your energy be contagious
Has anyone ever told you that selling is a transfer of energy? If yes, we are here to reconfirm that selling is indeed a transfer of energy – positive energy! If you are not energized or excited about what you sell, you’ll find it difficult to convince people that what you sell is what they need.
Each time you go out to a prospect or perhaps a prospect comes to your site to learn more about what you sell, you must be able to transfer positive energy to them. No one likes to be around a grumpy and an unappreciative person, so you must try your best to be upbeat always.[Great Read: 6 Helpful Tips on How to Start and Grow a Coaching Business]
7. Offer limited options
If you want to get people confused and undecided, try giving them unlimited options. The moment you offer unlimited options is the time people begin to abandon items in their shopping carts simply because they have too many options!
As a business owner who wants to master the art of selling, you must adopt the proven strategy of giving your prospects and customers limited options. Providing limited options lead people to make up their minds faster and reduce the tendency of being overwhelmed and not proceeding with the transaction.
At Onpoint Success, when we work with our clients, we usually help them streamline their offering and help them offer limited options. Many times, we suggest options of not more than three. Sometimes, it can be more or less depending on their type of business and the products they offer. Each business is different so we come up with customized solutions for our clients.
8. Create a sense of urgency
Just like the “limited option” strategy is highly effective in converting leads to customers, so also is the strategy of “creating a sense of urgency”. People mostly act when they feel they’ll miss out after a certain deadline. So, always think of this strategy as you seek to master the art of selling. It has worked, still works and will continue to and this is because humans are mostly the same.
Always let your prospects know that if they fail to act, they stand losing a good deal and watch them say more, YES than NO.[Great Read: 3 Elevator Pitch Examples You Can Use as a Guide in Developing Your Own]
9. Build relationships
People only do business with who they know, like and trust. If you want to master the art of selling, you need to master the art of building relationships. Some people might not immediately buy from you especially if they are meeting or hearing about you for the first time.
So, if you attempt to sell and someone does not immediately buy from you, don’t tune them out. Instead, start building a relationship with them. Sooner or later you’ll find out that they’ll contact you to say, YES, to something they previously said, NO, to.
Conclusion: Selling is easy if you follow the sound principles. With these nine super tips, not only will you become a master seller but you’ll also build a profitable brand!
Thank you for reading. Do you have additional selling tips? Please share in the comment box below.
P.S. From now until September 14, 2019, we open the doors to our business mentoring platform, #osbselite and we are so excited that not only will these super entrepreneurs be succeeding in business, but they will also prosper in life. If you are yet to sign up, this is a GOLDEN OPPORTUNITY you shouldn’t miss. Click HERE for details.