In sales and marketing, we have the incredible opportunity to create our own destiny and our own life - possibilities for ourselves that didn’t previously exist.
However, in sales, whether it be on the phone or even a video recording on a Facebook or YouTube ad, there’s a blueprint that can help you sell more of anything.
When you come from this place - which has nothing to do with scripting the words you say, by the way, you will be able to make more sales of any product or service you’re offering.
Everyone who is in the sales process with you from you is either one of two people:
No, this isn’t for me.
Maybe this is for me.
If they are a Yes, they are no longer in your initial sales process and are now a repeat customer. But for anyone who is not a yes yet, they are one of these two things.
I can’t stress this enough, Do not try to turn a No into a yes, it's a waste of your own time and energy every single time! Stop trying to convince people that your product is for them if it’s not.
Weed out the No’s as quick as possible, you don’t even want to spend time with them you want to get rid of the no’s so you know who not to talk to!
But the ones who are not a “No”, but rather aren’t a “Yes” yet either - is because of only one thing:
They aren’t a yes yet because they aren’t 100% certain and positive about You, Your Company or Your Product - that you can deliver on what you say you can.
That’s it! Anyone who is not a no, but a maybe just wants to know, are you legit or are you a scam… and will I get what you promise, or not.
In this, the process becomes simply the authentic communication that you, your company and your product are 100% legit and that it will do exactly what you say it will!
If you can show this to people, you can turn a maybe into a Yes!
How do you do this?
The first one, yourself, only has 4 seconds to prove to someone that you’re legit and have authority. In fact people are judging you when you open your mouth if they think you’re legit.
The way you present yourself, and the confidence you convey will determine if they think you are legit or not. If you are down, and somber about explaining your product or service, they are going to have a difficult time becoming a yes because you don’t believe in yourself.
You need to express confidence, even if you don’t have it, to the target customer in the first 4 seconds with your tone of voice, the inflection of your voice. Making your voice go UP, with happiness, in tone instead of down.
Then, you start to control the conversation. Whoever is asking the most questions is in control of the conversation.
Your questions are trying to find out from them where they are, and if they are 100% certain about your product, service, your company and you.
You can ask them “If you were 100% satisfied with the answers to all of your questions, would you be willing to buy XYZ product today” and most people will say Yes.
So then you want to find out what questions they have and how you can serve them.
Don’t even try to make this about sales, make this about serving another human being and helping them reach their goals.
If you can help someone else reach their goals in a sales process, you will always reach yours!
From here, you can talk about your company, accomplishments, testimonials, accolades. Talk about your product. Gauge what to answer with what they say, and control the conversation with questions.
When the customer shares with you their goals, repeat those goals back to them and say “I am 100% confident that if you buy XYZ product you will be able to….” And then repeat their goals back to them.
And if they still aren’t a yes yet, you can then circle back around.
Your job in circling back around is to increase their certainty about your product or service - increase the level of certainty they have about what it is that you are selling them.
Paint a picture of what their life will look like, and impart a vision for their lives that they might not even know is possible of how their life will be changed through buying this product, what they will experience being your customer.
Help them be able to taste and feel what it’s like to purchase your product before they ever buy it - to the point that they will not be able to help themselves but buy!
Keep circling back around with these things in mind. Helping them be 100% certain about you, your company and your product, that you and your product will deliver on 100% of what you promise and are saying you can deliver on. If the potential customer is then 100% certain, almost every time they will become a “Yes” customer - because at that point, they realize that it would actually be a negative for them to say “No” to you and what you are selling them.
They will feel the pain of what their life is like without your product, and your product becomes a “Pain Killer” that alleviates every ailment they have in this area that you are selling them!
And when they are 100% certain about you, your company and your product, they will buy!
For more about the Sales Process, converting someone from a “No, Yes or Maybe” Listen to Episode #2 of the Grow Your Life podcast, where I break this down in depth and show you the different ways that you can walk someone down this process!
If you listen to and subscribe to my podcast, read my blog posts, and follow me on social media, your life will never be the same, and you will not recognize your life a year from now! That’s my promise to you!
Another resource that I highly recommend are any of the Straight Line selling trainings that Jordan Belfort teaches (the wolf of wallstreet) as well as the book Never Split The Difference by Chris Voss (you will find his book in the sidebar of my blog).
