Recently I've been reading more and more stories. From salespeople. Whining that their leads are weak. Whining that the prospects don't want to buy.
Most of the time, it's because they're not there. They're thinking past the sale, as if it'll happen automatically. They don't build a strong relationship with the prospect.
They try to respond to objections with logic. They get into arguments with people. They fail to communicate the benefits.
If you don't listen to what they're saying, how are you going to know what to say?
Find what they care about in what you do. Find out what would make your product/ service an amazing investment for them.
And then fit your pitch into that.
Every company that grows and prospers builds relationships.
They don't just show up at your doorstep, or in your e-mail inbox, and ask for money. People want to buy stuff from them because they trust them and feel confident that what they're getting is worth the money.
Sell on emotions, not logic.
While having a really strong foundation in proof, credentials, testimonials is necessary, that's not what gets the sale. It's the warm, fuzzy feeling they get when they realize they can get rid of a problem. Or do something nice for their kids. Or save time. Or make more money.
Whatever your benefits are, communicate them. Make it clear you care. State everything clearly.
Most importantly... never lie. Never treat your customers like idiots. They're not. We can sense the attitude, the icky sticky goop of lies from miles away.
If you don't have a modicum of respect while selling, how can I trust you to take good care of me as a client?
Best,
Phil B.
The Copytist