Blog

Product Belief. Is That Even Necessary?

Do you need to believe in the product before you sell it?

If somebody were to ask me that question, I would say, OF COURSE, without any hesitation. Then the doubt will set in and lingers. Why would somebody ask such a question? Are there people out there that sells just about anything? Even when they don’t believe in it?

Whoa, how naiv can I be? Of course, there are many people that do sell anything even when they do not believe in the product or service. They only have to be super confident in themselves.

I remember reading an article about this great salesman that did exactly that. SELL ME THIS PEN! The sentence etches a crack in my brain. The guy actually implied that to sell, you only need to be a very good salesman, never mind the product.

This guy actually sold off the pen, so the question comes back; why do you need to believe in a product when you can actually sell anything, even a pen? You need only to believe in yourself. You are great, in fact the greatest that ever lived. You can even sell a pen, of all things!

Before I rant at a tangent again, I will take a breather. No, I do not subscribe to that kind of thinking. For me, you have to believe in the product you are selling. Even when you have a hard time, you need to try again but this time be aware of your own failings.

Believing in a product is one part of an equation; that being “Believe in your product + Salesmanship= Sales”. You need both of them. The two goes hand in hand to make you a good salesman, now and forever more.

Salesmanship is a skill acquired by the great guy previously mentioned who can actually sell a pen when a pen is the last thing anybody would want. He is the epitome of the salesman that can sell a refrigerator to the Eskimo

Believing in your product and coupled with good sales skills will show up in your demeanour with your client. The quiet confidence as honed by your skills emits a pheromone that triggers a positive reaction in your client.

It really is up to you, at the end of the day you really need to sit down and think of an answer to this question – Do you sell with integrity or do you sell with deceit?

Why Selling Is A Lot Like Dating

Thank you!

I now have your attention.

So what does selling have anything to do with dating?

How many times have we heard that business is all about the relationships you build?

Imagine approaching a complete stranger to ask her “will you marry me?” What do you think she will say?

Exactly. There needs to be a sequence when it comes to getting down on your knees and propose to someone.

The same thing goes for selling.

In this blog, I am going to share with you how dating is a lot similar to selling and how you can improve your sales success by using the dating techniques.

  1. It’s not about you, it’s about THEM.

When you first go out with someone, well, maybe not just someone, but someone you really like. Naturally you will feel curious about the person and when you are curious, you start asking all sorts of questions. Am i right?

The questions that you ask will be important and relevant because you want to know if this person could actually be your compatible match.

That’s what the first stage of selling is about too. During this stage is where you are breaking the ice and getting to know your prospect –  their goals, pain and why.

People like to talk about themselves. So use this time to get them to talk. The more they talk, the more you will know how to pitch your sale that will suit their needs. Remember, people only buy if it can solve their problems.

2. Set your expectations 

I said it. Set your expectations right from the start.

Save yourself from the painful heartbreak. You do not want all your invested time and energy to go to waste.

Which means, your prospect needs to know that you are expecting a commitment from them. Ask them the specific date of when they can give you an answer, ask them if they are fully commited or if they are just shopping around, tell them that you only want to work with serious buyers.

This process will help eliminate a lot of non serious buyers. The last thing you need is someone who just wants to play with your time.

3. Know Your Values

Imagine you’re chasing a girl where she has several other men chasing after her too. You now have what we call “competitors”. How do you tackle this situation?

Some are threatened by competition. This only happens when they do not understand the values they can offer.

In selling, you must know your unique selling points. What are they? And how distinctive are they? Are you different from others? How are you more sellable than the rest?

The power is in understanding what you have that your competitors don’t.

4. Follow up

“The fortune is in the follow up!”

Look, do you give up the first time the woman of your dream tells you no to going out with you?

I doubt it.

Because most people will persist until they get something they really really want, even if the rejection seem endlesss.

And we all know that customers do not usually make their buying decision the first time around.

A lot of them need convinction, most of us don’t trust ourselves to make a good decision anyway. Which is why sales people need to keep following up and convince that they are making the best decision in the world when they buy the product.

5. Know When To Move On

It’s vital to know where you stand.

Why waste so much time chasing after a buyer who stands you up over and over again? Or chasing after a prospect who does not share important information that you need such as their financial capabilities/time frame/budget.

Do not dwell over one prospect that you think are qualified. The time you use to chase after non serious buyers could be used to close your next potential deals with other customers.

So, move on already!

 

 

 

 

 

 

Why You Shouldn’t Be Embarassed Of Being A Sales Person

What’s the first thing you think of when someone tells you “I am a salesman”? Are there more good than bad thoughts? There are, right? Be honest. There is just a lot of negative connotation to being a sales person.

Can I just say that some people still have the perception that if you are in the sales industry, you probably are a college dropout. Thus, being labeled an under achiever – living the mediocre life, not pursuing anything big because really, where can you go from  selling door to door? Or ringing up people who have no clue who you are?

“Sales people are the engineers of every organisation.”

But let me break to it to you, in today’s modern world, the most valuable skill one can have is selling. Everything requires selling. From going for the job interview, to getting your husband to say yes to buying your favourite shoes, selling is the essential part of living.

You get what you want by selling.

Look, nobody wants to be a salesperson forever. But one thing I can assure you is that if you stick to selling for at least several years, like Grant Cardone and Gary Vee, you can transition from being a normal salesman to one of the big business players in the market.

These 3 skills are the ones that will get you to the next level.

1. Entrepreneurial skills – If you are a salesman, you are an entrepreneur. You will learn the art of taking control of your income. Once you have taken control, you understand that things will not be easy. That’s when you will learn resiliency, one of many is the ability of facing rejections. You will toughen up which means you don’t take things personally. You know it’s just business.

2. Public speaking – You will learn how to pitch your sales effectively. You know how to use impactful words to influence your buyers. . You know how to manipulate your tone to capture attention. You will then gain confidence to even speak to the top executives. It is a skill not many have, but the good news is it can be learned.

3. Negotiation – You learn to get what you want by negotiating because everything is negotiable. Imagine having all the things that you want just by mastering this skill. Warren Buffet, the world’s richest investor, once said “You are not robbed just because the other party was smarter than you during negotiations.” 

So the next time somebody shames you for not having a high-flying job, know that a sales job IS the high-flying job that will take you places.

 

 

 

CREATING URGENCY IN SALES

We consumers know about it means “Only 10 left, get yours now!” looking at the newspaper advertisement on a not-so-nice pair of shoes. We know that it is a sales tactic. They want us to buy now but we know better. They have plenty still, sitting on their shelves. So we will not buy. We say “ah later then!”.

We are already so immune to this sales gimmick. Who would fall for such a trick?

Creating urgency in this old fashion way is quite comical in this internet age. So what could a Seller do and what really drives a Buyer to take his wallet out? Certainly, creating urgency is a good sales promotion tactic.

Whenever we see a poster banner that say “Sales End Tomorrow, only 5 left”, our hearts go a flutter, and when the product is that gorgeous super smartphone which you have been dreaming about, your heart and your sweat glands goes into overdrive. That “Sales End Tomorrow, only 5 left” poster transforms you into an Olympic runner to the super store.

Urgency in sales only work under the following circumstances:

Urgency NOT persuasion

No amount of urgency will sell an awful product or win over an apathetic audience. If you want to use urgency the right way, your product has to hit on a real need and the rest of your pitch has to do persuasion’s heavy lifting.

Belief NOT Buy

Once they believe, they need to be spurred on to action. Urgency works because people feel it’s very important to act immediately on an offer they already believe in. That means before you go to town introducing urgency, you need to make sure that you:

  • Have an offer that aligns with what the user needs
  • Demonstrate that you have a solution for the pain points they are experiencing
  • Establish the unique sales proposition (the specific benefit to the customer that leads to the outcome they desire)
  • Have done all of the above in a format that doesn’t ramble or lose the interest of the reader

Give them an authentic “Why” Behind the Urgency

Appeal to Specific Deadlines (And stick to them).

“This deal won’t last long!” is compelling but not nearly as compelling as “Offer expires April 25th” or “Sale ends in 3 hours!”

You want to give people a finite time limit to act. Don’t leave it open-ended.

Slam home the fact that the urgency is real, the clock is actually ticking and the deadline is really looming. Be very careful with this. As we talked about earlier, being disingenuous with deadlines (resetting them constantly, manufacturing them) costs you trust and may actually lose you the sale.

And then lastly..

Offer an added incentive or bonus.

Give the person an added benefit if they move fast. Everybody loves rewards. We pride ourselves for being one of the first in taking action. One of the many ways you can reward them is by simply giving discounts on selected few products or give away free merchandises to them (after all, we love free things dont we?)

 

 

Sell Like The Notorious Wolf of Wall Street.

Jordan Belfort, a salesman at the time in 1998, created and wrote a new sales technique called “Straight Line Persuasion” which quickly got adopted by his peers as a new way of getting voluminous sales. Jordan Belfort is a charisma, himself being attributed to the main character in the Hollywood movie “The Wolf of Wall Street” (funded by Ali Reza, stepson of Najib Razak of 1MDB fame, ex-premier of Malaysia)

So what is so different about this technique as compared to the techniques used by all the rest in the sales industry? The Straight Line Persuasion (SLP) is a sales process, methodical in nature that ensures that the sales process proceeds in a straight line, as per the name unlike commonly used sales process of randomly talking about product benefits and why customers should buy them. In fact, the word “should” is discouraged in SLP as SLP is as scientific as it is artistic; scientific in the way that the salesman is trained methodically in his beliefs and in his presales training. SLP presumes that salesmen could be taught; not born. Given the right way, any person could be the “best” salesman in the world and able to sell anything; if the movie scene “Sell me this Pen” is to be believed.  It is artistic because SLP depends on body language and tonality of the voice, two main elements in the art of “Persuasion”; hence the name. In summary, SLP combines both scientific and artistic approach to create a simple, easily replicable sales technique that even a “nobody” could sell “ice to the Eskimo”

In the opening and into the closing of a sale, SLP involves deliberate focused actions that keep the sales talk progressing in a straight line whilst all the time “developing rapport” and “gathering intelligence”. In the opening and in getting instant rapport, three things must be achieved in the first four seconds; else closing will be much harder. The customer must know:

  1. Whether the salesman is enthusiastic, that is if the salesman is totally convinced of his product or services.
  2. Whether the salesman is sharp, that is if the salesman knows what he is talking about.
  3. Whether he is an authoritative figure, that is if the salesman could be respected.

In closing the sales, ten elements must be present, of which three are mandatory requirements to be accomplished simultaneously. The salesman must ensure that the customer must:

  1. Love the product fully
  2. Trust the salesman and that the salesman care
  3. Respect the company the salesman represent

Failure in accomplishing any of the above will result in a failure. The other seven elements is about “Not just about what you say but how and when you say it” and understanding your customer’s “why”.

  1. Selling only to those who are ready to buy
  2. Turning discussions from general to specific
  3. Using tonality to control internal dialogue
  4. Creating airtight logical and emotional cases
  5. Looping and removing limiting buying beliefs
  6. Lowering the Action Threshold
  7. Using their “No” as a motivator

In summary, SLP is a sales technique that must be learned and practiced. Get yourself a cup of coffee, get pumped and sell like the Wolf of Wall Street!