Here’s the point:
Systems are like recipes. They can help you gather all the right ingredients, but great chefs have philosophy behind their good stuff. Your sales should be backed up with the same magic!
Let’s build your sales philosophy…
Believe in Yourself
It all starts here. You gotta believe in You. Have you ever heard these wet-noodle opening lines:
- “I hate to bother you, but…”
- “This might be a stupid question, but…”
- “ I might be wrong, but…”
Ugh! These are dripping with self-loathing. I feel like I need to bring out the shrink’s couch and start the therapy session.
Instead pump yourself up. Use motivational quotes, self-talk, self affirmations, pictures of expensive cars and exotic places…whatever it takes. Pump yourself up and know you have something important that absolutely needs to get in front of your prospect, TODAY!
Then lead with some confidence, like this:
- “This is going to be the most important conversation of your day.”
- “I just had a customer cross (X) in new revenue. Here’s the story…”
- “Barbara just got promoted at ABC Corp. and I don’t mind telling you it’s because of me. Here’s how it happened.”
Who do you want to talk to for the next 15 minutes? Alright then!
You can kind of see that creeping in on the last one, can’t you. If you don’t already know this Platinum Secret of Sales, get out your pen and paper…even write it on your wall:
A sale only happens when a customer likes you (because they think you will make them look like a rock star).
There are two very important parts to that equation and neither involve your company or prospect’s company. A sale is ONLY about you selling a prospect on yourself and how high you can take them.
Be an Expert
Now that they are convinced you’re the guy or gal to take them to the next level, you’ve got to have some substance. Naturally, this again goes back to making them a rock star.
Know your product, the industry, and their business like the back of your hand. Then become the teacher. Careful, don’t apply this in a condescending or egotistical way.
When I say be the teacher I mean become their one stop for quick solutions, answers, facts, stats, and background to convince others of their value. Be able to take their challenges and break it down into understandable nuggets they can feed up the chain. Write their memos, their talking papers, or their presentations–whatever it takes to make them the expert.
This is adding value to a busy executive (or soon to be executive).
Make it Easy to Buy
Another common stumbling block. Don’t make your product or service evolve into business-as-usual. Don’t become a utility when folks want an “app.” Don’t become a consultant when folks want a creative.
Continually be delivering ideas, creativity, and upgrades. This is value. This will make it easy for them to remember what they are paying you when they go ask their boss to write you a check.
Keep it Fresh
This goes hand and hand with the last. If you haven’t talked to all of your clients or been in their office this week, you’re wrong! If you haven’t called through your database of past clients this month you are leaving opportunity on the table.
Keep contacts and relationships fresh. This will propel your sales all by itself.
What’s your sales philosophy? Writing it down helps get in solid in your mind. Share yours in the comments below.