By jewelscarter, Nov 20 2015 12:35PM
Does the phrase selling activity bring you out in hives?
Does the idea of closing, upselling or cold calling make you tremble?
Does the idea of having sales calls, prospecting or overcoming objections have you running for the hills?
As a business owner it is understandable, but it is also counterproductive. As a business owner you need clients, paying clients and that means sales activity. It does not however have to bring you out in a cold sweat at the very mention of the words…if you rebrand your marketing activities then you bypass your brains associations with that activity, thus avoiding the dread you associate with it.
Let’s start by thinking about the sales process not as a process where you push yourself upon any one that comes by but a process designed to filter and educate. To do this you much engage in two way interaction with people. It is simply a conversation with a purpose.
So now rather than sales activity you are filtering your market, doesn’t that feel better? You don’t have to push or be salesy instead you can be interested and friendly, looking for ways you can help. When you present your products and services remember you are the expert in your niche so you are educating people on how you can help them. This surely is better than selling like those annoying calls you get for ppi?
Also think about overcoming objections – rather than talking someone into something think of it as finding the best solution for your client. This means if you know in your heart you really can help a client then you will try to ensure your client has heard and understood your proposed solution. If you are selling ethically then this is exactly what you are doing – problem-solving.
Closing – rather than think of it as a strong arm tactic in its pure form it is setting out the terms and agreeing them, setting expectations and ensuring you are in harmony with your client. That’s just good customer service. Asking what the client is thinking about your services is not pushy, it is showing concern. You are ensuring your client understands you.
Another few somantic changes could be useful for you too. Rather than sales calls I have joining conversations, which are calls where I know the person has considered using my kind of services by filtering, which is simply asking people you encounter if they have ever considered using your kind of services. This is not only a more gentle approach, but when used in a systematic, methodological approach is more effective than any of the harder sales techniques.
Now doesn’t if feel better to speak to magic clients, having selected them from filtering conversations, helping find solutions for them, ensuring you have checked they really understand what you can do for them, then harmonising your mutual expectations before working together. Who says there’s nothing in a name?