Just a quick snippet for today.
Value is by far the uppermost key thing in sales. We want value from the company we work for, the company wants value from the customer and the customer wants value from us. This is one big three-way of value exchange and you must remember that when selling.
Here's the thing: If you do not perform the behaviours in order to fulfil this value based threesome, then think about who suffers as a result of this.
You suffer as you do not have your commission, your company suffers through less income and your customer suffers from not having an amazing or great product or service.
You must focus on doing your job as best as possible, perform the behaviours, control all the controllable things and watch as this 3-way value exchange takes place.
Here's a big question: If you do not currently perform the behaviours needed, then how do you start doing so?
The answer is gradually!
Change management takes time and coaching, it takes awareness and conscious effort as the behaviours gradually come into place.
I am currently getting ready to promote another pre-existing product more often however the habits and behaviours are not in place at this time. I will be increasing awareness of the behaviour (marking each time I pitch on a board) and also working on rewriting my pitch optimising conversions. This is my plan:
1.) Pitch it more
2.) Pitch it better
I'll let you know how it goes right on here!
A very interesting event happened on a call recently.
My focus was in tact, my willpower and motivation was on overdrive. A customer called through and she qualified for the product.
No matter what she said, I just didn't accept the "no".
Eventually, she said down the phone in a very aggressive tone:
"I hate hardsellers, you know that!"
I was in a bit of shock as I always thought I was a soft seller. It seemed the reason she didn't go for it was because I was trying to "sell" to her instead of helping her buy it!
There is a major difference between these two options, and this is known as the soft sell!
The soft sell is when you stay consultative, listen to your customer, have their best interests in mind and do not challenge too much if you hear the words "no". This is modern day B2C selling in a nutshell.
The hard sell is more of a business to business approach where persistence pays off.
There is so much value in the soft sell on both ends though and should be your go to approach.
Don't try to sell to people, at least initially, instead help them to buy putting your customer first!
"You aren't going to convert everyone, so stop getting disheartened. If they don't want it, then don't worry."
Some advice passed to me by a sales manager for the company I work for, and in reality, he couldn't be more right! The story went as follows...
It was the summertime of 2018, and the phone rang for an inbound call. One of the many 1000's I have taken and yes, to my hearts delight, it was a lead who qualified for the product.
This lead was paying more for the service elsewhere, had no cancellation fees, had no poor history with the company and I had great rapport. Everything was set for a perfect sell to someone who genuinely needed what we have.
I pitched, and nothing
I questioned, and nothing
I persisted, repitched and reeducated and you guessed it.... Nothing!
This annoyed me as this was genuinely value to someone who really needed it. I could see she would be paying 4 times more to another company and even improved the level of service compared to the other company. However, still... nothing.
The frustration got to me, after a very awkward 10 minutes of me trying harder and harder, I gave up in the end and the call ended by both of us being annoyed at each other.
This call was then followed by frustration that I went to my sales manager with:
"I don't get it, she qualified for our product and it was cheaper and gave her more protection than her existing one. She is now paying £150 more a year to someone else for it with less coverage yet she didn't want our version! What did I do wrong?"
This became the biggest sales lesson in my life. Some people you just won't convert no matter what the situation is, but as salespeople our role is not to turn the flowing river of calls into gold (such as an alchemist would). Our role instead is to be the gold panner on the side sifting through the stream looking for those who can be converted and convert them only. Time spent selling to disinterested prospect could be spent finding the ones who are just waiting to say yes!
Balance your time, realise when a lead is dead and let it go! Don't go flogging a deadhorse when time can be spent with those just waiting to buy!
Keep on selling!
For the first article of many on the official blog of #CrushingInboundSales, we are going to discuss the number one key thing that is a foundation for being a human being on this planet!
We are all sellers!
From the age of childhood, our entire life has been dedicate to sales. Sales, in my eyes, is defined as communication between multiple parties with the goal of Value Exchange. What is meant by that is through the use of appropriate communication channels where both parties receive perceived value in return.
In real language, that is where multiple people through communication channels give and receive some form of assistance for each other.
With the above description in mind, the first time we were a child and wanted something from our parents before we had the ability to talk... what did we do? We cried. This was to encourage a desired response. We, as babies, became hard sellers relying on pain as a way to sell. We inflicted some form of pain for our parents through crying where the value exchange was the pain stopping in response to the desired outcome from us (Food, Milk, or Comfort from our primary care giver).
As we got older, we realised we can use reward instead of pain to "sell" to others. We offer to perform behaviours in response to rewards. We eventually take this to the extreme where we are sold the idea of being an employee where we exchange tasks from our employer for money and social status.
A short version, the TLDR version is regardless of your age, where you work or what your situation is in life. We live in a social world where exchange of value (products or services) are performed regularly and your ability to get what you need from society is your ability to sell. We are all salespeople and we should embrace that fact by developing our skills further in this area.
To sell is human, to sell is a need and we are all salespeople. Learn to sell, and succeed!