Whenever I am meeting with a new client, there’s always a few sales secrets I want them to know immediately because those things are usually stopping them from growing their sales. Now, as you read through my top 5 sales secrets you might think, “Well, I’ve heard that before.”
Remember, the true test of “knowing” something is whether or not you are applying it in your own sales or business. If you aren’t, then you don’t really “know” it yet and there’s room for growth. I encourage you to read this with an open mind and just see what comes up for you and what you might be able to shift. Plus, as a colleague of mine recently stated, “Sales skills aren’t innate; they are learned.” Which ideas or skills could you expand?
- It’s not about you. Sure, maybe you’ve heard this before, but I want you to really get this at a deep level. Whatever you are selling, whether it’s a product or a service, will likely solve a problem for someone or enhance their business or their life. Therefore, you are actually doing someone a disservice if you don’t give them the opportunity to say “yes” to your products or services. As one of my mentors once told me, “You can be afraid or you can realize it’s not about you.” Just imagine how many people you would call if you really realized that it wasn’t about YOU, but rather the difference your product or service will make for THEM. Think about it!
- Your prospect will not call you. In very, very, very rare circumstances, a prospect will follow up with you or keep calling you to give you their money (Ha! Ha!). Most of the time, though, they won’t. Why not? Well, they are living a full and busy life, too. You are not top of mind. Therefore, even if they WANT your product or service, they won’t call you. In fact, they are probably waiting for you to call them back to even decide if they want to purchase from you. Plus, they are making buying decisions by how quickly you call them back. Think about it. Would you rather buy from someone who is professionally persistent or someone who forgets to call you back? You have to call them.
- Focusing on your top 20% could double your business. Whenever I am working with a new client, immediately I want to understand who their top 20% of clients are. Why? Because there is GOLD in that top 20%! Your top 20% likes what you sell, refers clients to you, pays on time, buys your most expensive products or services, etc. Why wouldn’t you want more like that? Instead, I see people toiling away, wasting valuable time with clients who aren’t a good fit and are going to give them a lot of misery. By focusing on your top 20%, even if calling on more of them is out of your comfort zone, you will increase your sales significantly—maybe even double your sales. And you’ll do so faster. So, stop wasting your time on clients who don’t value what you sell.
- You have to ask for the sale—and the money. I told you that you were going to say, “I’ve heard this before!” Yes, you know you have to ask for the sale, but so many people don’t. Instead, they assume the client will offer to pay if they really want something. No. They won’t! Refer back to #2. Not only will they not call you, but they definitely won’t tell you all the ways they can pay you. That’s your job. You need to ask them how they are going to pay, depending on the types of payment you accept. The fact is, if you don’t ask, you will never close the sale.
- Your next “Sales Stretch Goal” is right outside your comfort zone. What’s your Sales Stretch Goal for this month? Write it down. Now, working backwards from the end result, what’s the first thing you need to do to get there? Write it down. Ask yourself, “How willing am I to take that step?” Usually the thing that you need to do next, that “thing” that’s right in front of you that you KNOW will take you to your Sales Stretch Goal, is something you absolutely do not want to do such as making cold calls, following up, asking for the money, scheduling regular calling sessions, etc. However, it’s the exact thing you need to do to get you where you want to go. Although it might seem scary, I want to encourage you to take that step, make that leap and just go for it! Who knows where it might take you.
Eleanor Roosevelt once said, “You must do that thing you think you cannot do.” Review the 5 Sales Secrets above. Which ones need the most attention in your own business or sales career to get to the next level? Write them down. Now make a commitment to yourself and to your target clients to do those things that scare you the most, so you can make the kind of money you desire, give back to the organizations you care about and live a great life!