At one point or another, we are all challenged to sell ourselves, our ideas, products or services. Whether it’s pitching your start-up to investors, selling your technology software application or applying for a job selling yourself does not need to be scary or difficult. Let’s jump into how I, and many people just like you, have been able to make sales fun and profitable.
1. Pricing for the Win #FTW
If you think what you charge is expensive, so will your prospects. Do not set your prices based solely on what your competition charges, what you could personally afford to pay, or give massive discounts. Relatively speaking, your products or services may cost a lot but that is not the issue. When the value of what you provide is more than what you are charging than that is the definition of “cheap” or inexpensive. Believe it or not, sometimes the more you charge the easier it is to sell because people perceive money as value. If you charge too little, people may struggle to see the value. For your clients to benefit from your services they need to commit financially. Your time is invaluable. Think of whatever you charge as a token of appreciation from your clients for your commitment and expertise.
2. Practise like a Professional Athlete
Entrepreneurs and professional athletes have a lot in common. When you think of your favourite athlete in the world do you think they go into competition and try new techniques for the very first time? Of course not. Professional athletes spend hours upon hours practicing their skills so that when it really counts they can count on themselves to execute with precision and confidence. Go into every meeting prepared and not only will your results be much better, you will have more fun because you feel more confident.
3. If They Say NO, You Say NEXT
For most people rejection is the least fun part of sales. When people say no to you, do not take it personally. They are not saying you are not good enough as a person but just that for whatever reason they won’t buy today. Also, the reason they give you for not buying is seldom the truth. Do not let yourself play the pity game if you get a NO because it just does not matter. Take inventory of the meeting. Assess yourself based on performance, not whether the prospect said yes or no. Shift your focus to the NOW as you may be moments away from your next big sale.
4. Schedule Your Time
Business, like life, is a journey not a destination. It’s the little things we do every day that determine our success. Decide and commit to exactly what time each day you are going to dedicate to your sales and marketing efforts. Use this time wisely. No excuses. Use a CRM (contact relationship management) application to keep organized and efficient. Every time you take action, write it down so you can keep track of exactly where your prospect is in the sales cycle. Make this part systematic and work from a check list. Create a list of steps you will take from the time of first contact, to the close and to the follow up. You will love yourself for having this all written down when it is time to start training your team how to be successful selling for you.
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