As I have begun reading Sell or Be Sold by Grant Cardone (which I recommend that EVERYONE should read this book) and as I've checked out various articles on selling, up-selling, customer service, and how to influence people, I've learned and have been reminded of some things. I just wanted to share several points that I hope will get you thinking...
- Selling is not just about having a product or service to sell and dealing with numbers, figures, and spreadsheets. Selling is deeper than that. There's a stat that says 25% of the world's population is involved with sales. That figure is based on the notion that 25% of the world's population have made a career out of directly selling products and service to other people. But that stat in general is not entirely accurate. Actually, all of us are involved with selling something, one way or another. Everyday we are trying to convince someone of something, persuade someone to do something, win-over someone concerning embracing an idea or concept. The coach has to sell his team now how they are going to win their game. The parent has to sell his/her kids on the importance of doing homework. The business team leader has to sell his team on how to work in excellence. The freelance photographer has to sell various agencies on why they should pay him/her to work full time to gain industry experience. Everyone is involved with selling. It's a matter of how you see it.
The hard truth is that schools nowadays don't teach people how to really sell things, ideas, or concepts. They teach Math, Science, English, Grammar, Engineering, History, and other things we are not going to use on a day-to-day basis. They show students how to memorize information, but don't really teach them HOW to think independently and how to sell themselves to get their way (in a positive, non-threatening context--coercion should never be a replacement for true sales skills). They teach people that after you go to school, you need to get a job and work for someone your whole life. The problem with that is that we have a new generation of students coming out of college who don't know how to think or apply themselves, and when it comes time to embrace real opportunities that don't look like what they've been taught to think about, they can't handle it. They don't know how to sell themselves to get ahead. Some young people have real talent for designing clothes, hats, furniture pieces, flyers, shoes, making music and beats, and creating art, etc--you name it--but they don't know how to present themselves to an audience that would probably actually be interesting in buying what these young people would try to sell. These young people don't have business mentors and financial mentors. Some of these young people think small because no one has taught them how to think big.... I know that was a long spiel, but I just want people to come to understand how their income does not have to be capped from working at only one or two jobs. You cannot get rich by working for someone else your whole life. If you can sell something or some things well, and you know how to present yourself to people you can make it, and become financially free.
But if you are selling products, and services check these tips out:
- When you engage in the act of selling a product, service, idea, or even an opportunity, you've got to believe in yourself and believe in the product. If you are totally sold on it yourself, don't expect others to buy in.
- Go all in. Be 100% committed to whatever your goals are. No real commitment = no results.
- People will look to your guidance when trying to sell something and they want to see that you have faith in your own abilities. So exude an aura of trustworthiness.
- Be enthusiastic, positive and pleasant to be around, so that your customers and clients feel comfortable buying what your selling.
- Relax and be cheerful. People will respond well to a relaxed and cheerful mood.
- Be knowledgeable. Know what your products are and do plenty of research into the products' backgrounds. When you know what you are talking about, you can speak with a cool confidence and authority about your products and services.
- Never give off that you could be easily frustrated.
- Start a conversation, ask smart questions, and then listen to the client. ... Don't try to talk over the client. That's a BIG no no!
- Be your customer's friend, not a salesperson.
- Just as people respond to confidence, people are put at ease when you treat them politely and with an open, friendly attitude.
- Convey to your customer that you are trying to help them, not make money off of them. This helpful attitude goes a long way.
- Present your product or services wisely. Show your customers how what you are offering can add a sense of value to their lives.
- Not every product/service is for everyone, so be careful to not take rejection personally.
- Remember to mind your manners! Even in 2015, "Yes sir/no sir," "yes ma'am/no ma'am, "please," and "thank you" still go a long way.
I hope these tips help you along your sales journey!
