Selling is a normal part of business. Whether you are actually selling your goods or services, attempting to get financing or recruiting into your business, you use selling techniques and strategies. But saying or doing the wrong thing can mean a no sale and could also damage your reputation.
In today’s post, I am going to tell you 6 selling mistakes you don’t want to make. If you have any questions, feel free to ask them in the comment section at the end.
Selling Mistakes #1: Wasting Time With Non-Essentials
When the schedule says it is time to sell and you are looking at social media, checking email or taking out the trash, you are committing what could be, a fatal error.
Remember, sales are what the business needs to “feed itself” and you. If you are wasting time, both the business and you may starve.
Selling Mistakes #2: Not Practicing Active Listening
So many salespeople assume they just need to keep talking and talking until the potential customer agrees. But very seldom will they agree because they do not feel you are hearing what they have to say.
Active listening means intently absorbing what the person is saying. Lean in and acknowledge the words they say. In most cases, the person will provide you the path to get the sale. Listen for the problems they have and you can show how your product or service can solve their problem.
Remember, you were designed with 2 ears and 1 mouth for a reason. Listen more than you speak and you will have success.
Selling Mistakes #3: Not Telling Stories
Every person I have ever met loves to hear stories. So within your presentation, integrate a story or 2 and you will keep the person’s attention.
Maybe it is a story of how you drove 8 hours to meet with a prospective buyer just to discover the appointment was made with a 9 year old child who carried a mature voice. Or how a person was able to solve a major problem in their life from your product.
Just get creative and develop stories that you can tell potential customers. It works!
Selling Mistakes #4: Not Researching The Potential Customer
The more you know about a prospect before you call on them, the better.
I have noticed so many salespeople going in “blind.” They have no idea what type of business the person does, their age or culture. What are their spiritual and political beliefs?
But Eric, shouldn’t we leave spiritual and political out of the conversation?
The answer is yes and no.
The best selling method is finding common ground, and maybe you can find common ground in those areas. But it can “kill” a sale if you, early in the conversation, voice a disdain toward a political or religious system and suddenly discover they are “knee-deep” in that system. But if you know beforehand, you can stay clear of that area or use it to gain common ground.
But how do you research them?
You can find a lot of helpful information on prospects just by searching. I suggest you take some time and do so. This can get sales… Big sales.
Selling Mistakes #5: Emotion… Not Generating Emotion
While logic helps, emotion sells!
Within your presentation, you want to generate emotional images and responses in the potential buyer.
Let’s go back to #4; you see your prospect has donated a lot to organizations helping military veterans who were injured or suffer from PTSD.
So you now know where their emotional button is… Did you serve? Did a friend or family member serve? Do you know someone injured in war or suffering from PTSD? You can “slide” this into your presentation and illicit an emotional image in the prospect’s mind. And even better, if your company supports these causes too, you can share that.
Selling Mistakes #6: Not Stopping
Time and time again, I hear of how a person lost a sale because they just didn’t stop… I mean stop pitching!
Here is a scenario… You are pitching your newly developed mood paint for offices. It changes color as people enter your office showing their mood.
You are pitching Doctor Jones and after explaining the little tidbit I just told you above, the Doctor exclaims, “Wow, that is a great development. I could sure use that to know each patient’s mood before I treat them?”
But, you have a perfectly designed pitch that will entail another 20 minutes of the Doctor’s time.
The Doctor just said he wanted it!
Stop The Pitch!
Close The Sale!
“Well Doctor Jones, let’s get you knowing your patient’s. I will provide you 2 gallons for your office, but we can make it even better… Painting the hallway and Triage area will give you and your nurse’s this “uncanny” ability to use the moods of patients to your advantage. I will give you 10% off with the purchase of 10 gallons. Okay?”
As you slide the contract and price to him to sign (with an open pen).
Never keep pitching if the prospect gives open arms to buy. The only objection that could possibly come now is the price and that can be overcome easily.
Don’t make these mistakes and you WILL close more sales.
And keep in mind that if you do hear a no, it isn’t personal. If you take rejection personal, you will not last long in the world of sales.
Many people have started home based businesses in Network Marketing. Sales and recruiting are the most important aspects of that business structure.
We developed an application to help you grow your home based business with little rejection.
Many people assume that persuasion in the area of sales is similar to a “pushy” used car salesman.
Since the day you were born, you used persuasion techniques and when you were a cute little baby, those persuasion techniques probably worked. But as you grew older, your persuasion may have “hit a brick wall.”
Hopefully, you got what you needed, but without the power of persuasion, you probably did not get what you wanted as much as you would have liked.
Now, some people have a natural ability to persuade people. It has been used for both good and bad.
I am going to give you 4 tips to master the art of persuasion, but you must promise you will only use it for good.
“Persuasion is achieved by the speaker’s personal character when the speech is so spoken as to make us think him credible. We believe good men more fully and more readily than others: this is true generally whatever the question is, and absolutely true where exact certainty is impossible and opinions are divided.” Aristotle
Master The Art Of Persuasion Tip #1: Create The Dream
There are 2 small but ultra-powerful words that will create a dream in others. Those words are:
What if we could show you a way to retire 5 years from now?
What if you had enough money to live wherever you wanted?
Or what if you could ensure your children never have to struggle?
It is my opinion that when recruiting, selling or anything in which you want to persuade someone to do something, start by using what if.
“The key for any speaker is to establish his own point of view for the audience, so they can see the game through his eyes.” Ronald Reagan
Master The Art Of Persuasion Tip #2: Identify And Focus On The Persuadable
I like to use the example of the teenager who wants to use the car to go out with his friends on a Saturday night. Dad is dead set against this, but the teen had heard Mom say 2 days earlier how she would like to spend a romantic night alone with Dad.
So, why try to persuade Dad?
The persuadable is Mom and the teen will approach her. She will then have the power to persuade Dad.
When we need something, we must look for those who will benefit too and are persuadable. Focus on those people.
“Advertising is fundamentally persuasion and persuasion happens to be not a science, but an art.” William Bernbach
Master The Art Of Persuasion Tip #3: Listen
The masters of persuasion have also mastered the art of active listening. You see, if you listen intently, people will tell you how to easily persuade them.
There are 3 things you need to focus on when practicing active listening to persuade:
Assess how receptive they are to your point of view;
Listen for specific objections that you will have to overcome;
and you need to listen for agreements so you can capitalize on consensus.
“The best way to persuade people is with your ears – by listening to them.” Dean Rusk
Master The Art Of Persuasion Tip #4: Try It
In the case of persuading a person to purchase something or do something they are hesitant about, the try it before you commit persuasion technique works.
That is why you will see so many free trials of software and other things on the internet.
Entrepreneurs know that when a person tries it, they will “be hooked.”
Persuasion does take practice… Practice with someone you are close to and practice in the mirror.
One other thing; if you use persuasion too much, it can defeat the purpose. It is like the little boy who cried wolf.
I believe every entrepreneur has dreams and visions of his/her brand or business carrying a 30 second marketing spot during the game of all games… The Super Bowl.
Ahh, it is fun to fantasize but the reality hits us square between the eyes… We don’t have millions of dollars to spend on a short ad and most of us cannot even consider several thousand dollars to run a marketing campaign.
We have to find ways to market our business, our brand and our wares by using effective, cost efficient marketing mediums.
In today’s post, I am going to share 6 cost efficient marketing mediums to help you grow. Use them… They work!
#1 Cost Efficient Marketing Mediums: A Blog
In most cases, you probably already have a website for your business. Adding a blog to that website is a great way to market your expertise and the cost is minimal. Actually, the greatest cost is the time to write posts. But if you do some searching, there are many freelance writers that can provide you with excellent content that is SEO friendly and will help sell your products or services.
#2 Cost Efficient Marketing Mediums: Social Media
Be it simple Tweets, posts on Facebook or Linkedin or images on Instagram, you can draw a lot of attention to your business and brand. And if you want to “up” the attention, you could also pay for advertising on some of those social sites.
Do keep in mind that people are visiting these sites to be social; not to get spammed by salespeople. So be social and share your knowledge.
As people look closer, they will want to be your customer.
Some of the best marketing in the business world is word of mouth. People tend to listen to their friends and family. If someone tells them a business is great, they will go out of their way to shop at that business even if there is a similar business next door.
You can gain more word of mouth advertising just by giving simple rewards for referrals. It could be something as simple as percentage off their next purchase or a free gift.
#4 Cost Efficient Marketing Mediums: Direct Mail
While there is some cost involved in direct mail, the Return On Investment (ROI) can be outstanding.
A simple postcard that offers the prospect a special offer if they bring that card in can gain a huge response.
Yes, there will be those who toss it in the trash, but nearly everyone reads their mail before doing so. If you use enticing words with a “sweet” offer, you will discover many people will not toss that card in the trash.
#5 Cost Efficient Marketing Mediums: Videos
Like blogging, videos are another great way to draw attention to your business. Plus, it is essentially free unless you are hiring an outside source to do them. And even doing that can be inexpensive.
Show people your manufacturing process, tell a story why you started the business or just give advice on some area that your product or service solves a problem in.
Videos do work, just be sure and link your website in the video.
#6 Cost Efficient Marketing Mediums: Partnering With Sister Businesses
Just as an example, let’s say you own a dry cleaning business. And 1 block away is a formal clothing store.
It just makes good sense to approach the owner of that business and work out a system where you each refer customers to the other.
You could even display fliers and business cards in each business promoting the other.
This is an excellent free marketing method that works great.
There is not 1 miracle marketing method. It is wise to use multiple methods. So I suggest you use as many of these as possible and any others that you find.
And measure the rate of success. Use what works and discard what doesn’t.
One last thing… Some great marketing methods and mediums do require some investment. If you budget correctly and take some of your profits to put back into marketing, you can drive more revenues.
We developed an app to help you budget your dollars and it will also help you get the biggest deductions in your taxes.