Unfortunately, despite all the success they have, some entrepreneurs are intimidated by sales. Creating good sales strategies, finding qualified leads and following up until you close a deal may take a lot of drive, but it's doable. There are many sales myths that stop smart, successful people from realizing their fullest potential. I'm here to help crush a few sales myths that may be slowing you down from taking your business further than you ever expected.
1. Sales is a Numbers Game
This is not entirely true. To be great at sales, you don't necessarily need a ton of clients, super high sales figures or a giant sales team. Just because you make more phone calls, see more people and send more emails, doesn't mean you'll have more sales. It's not about working hard, but instead working strategically. How do you convert those calls, meetings and emails into sales? Review your sales conversations and determine: Are they focused on the customer's needs or are they just pushing your product?
It's not about having tons of leads. Instead, it's about having a good quality conversation that is 100 percent focused on the needs of the customer. Once you do that, you have a better chance to convert the lead into a paying customer.
2. One Pitch Fits All
Having people skills goes a long way, and being able to adjust your pitch on a person-by-person basis is what could set you apart from competitors. Understanding how prospects and clients communicate and helping make their lives easier is the end-goal. Remember: People won't always remember you, but they'll remember how you made them feel.
Your numbers may often change, so your ability to adapt to different communication styles, prioritize customer service and build rapport is what makes a lifetime customer. For example, as I get to know a prospect or client, I try to understand their personality and determine their preference in communication. Are they usually relaxed and friendly? Or perhaps direct and strong-willed? The more you know about them, the more likely you'll know how to speak their language.
3. The First Three Minutes Determines the Success of a Sale
The first impression is definitely important, but the first three minutes is too short amount of time to determine whether you've closed a sale or not. Make the sales meeting stimulating from beginning to end by asking relevant questions and engaging your prospect. Also, be sure to talk about current happenings within their industries, make a joke, explain that you've upgraded services or products, ask about your client's recent vacation, etc. Listening to your enthusiasm, knowledge and seeing the personal side of you from start to finish can often result in a sale.
4. Talk Until You Close the Deal
Just because you can talk someone's ear off doesn't mean you'll be good at sales. There's an art to the way you communicate with a buyer. Here's a short guide to how your sales conversation should run:
1) Build trust and rapport - Introduce yourself and set the agenda. The agenda should focus on the main objectives of the meeting. Be sure to not just focus on your objectives but be sure to ask them what they'd like to get out of the meeting as well.
2) Uncover their needs - On the onset be sure to ask questions so that you and your prospects are in alignment as to what exactly they need.
3) Present a solution - Now that you have a strong understanding of their needs, present a solution based on their needs. give them new, valuable information that they wouldn't have known after visiting your website
4) Handle objections - Give them all the information they need to know and address any possible concerns. Answer any questions he or she may have.
5) Lastly, ask for the sale - Say something along the lines of: "Well Mr. Prospect, I fully understand the problem that you're facing, I've offered a solution that you and I both agree would solve the problem. With that in mind, I'd like to ask... is there any reason why we couldn't get you signed up today?"
5. Scripts Are for Rookies
This is far from the truth. Even the most experienced sales person in the world will want to build a sales plan, and that may include a script. As I said earlier, there's an art behind a sales conversation. There's no shame in creating a script or talking points to help guide your presentation.
Don't let these myths scare you. You're passionate about your business, you know the ins and outs of your industry, and you're well aware of what makes your company stand out among competitors. Bring your passion and dedication to the sales side, prepare as much as you can and ease your way into closing more and more sales.