Many people believe they cannot sell, but it could be a misunderstanding of what selling really is. I often ask people who tell me they cannot sell if they are married or in a relationship. If they are then they can sell, and if they are not then they may have been, and the problem might not be selling but rather the understanding of how to keep a customer. Yes life is all about selling and I hope that this article will help you understand what real selling is all about.
“I can’t sell, I feel bad asking people for money” – this could be the reason you are underpaid, when last did you ask for an increase or do you feel you are not worthy of what you are earning? If you are committed to doing a good job then you should not feel guilty about the money you are being paid. When you offer people a service, if your service is going to be valuable to them, then they are glad to pay your asking price. When you discount your service you are conveying the following messages: Either you were charging them too much from the beginning or you fear that they will not see the value of your service. When you discount you are actually telling them that your service is not really worth it and they will think twice before using you.
Think about what you offer. The only items that get discounted or go on sale are the items that were not popular in the first place. Quality products are never discounted and never go on sale.
Sometimes all you need to do is ask and you may need to learn to deal with a few objections along the way.
“I can’t sell, I don’t want to deal with objections” – objections are part of life and remember they are not saying no to you, they are asking you to clarify why your product or service could benefit them. This is part of life – we would like to know that someone would actually like to help us and show us why the service or product could be valuable to them. Objections, just like selling, are part of life and the sooner you can understand that objections are not rejections, the sooner you will become successful in life. Interestingly the average entrepreneur does not fail because he does not have a good idea, they actually fail because they have never learnt to deal with objections.
Don’t be embarrassed about what you do, tell people exactly what you do when people ask you. I have often found myself being vague about what I do and then I can be almost certain no one will even be interested. However, when I tell people exactly what I do, they become interested. What we need to realise is that people do not buy your product or service, they actually buy your belief in the product or service you are offering. If they cannot see the belief they won’t waste their time looking for it.
“I can’t sell, I have no idea where to find customers” – this is a valid concern because most people think that you need to be selling the whole day. The reality is that you are looking for people who are looking for you. So the more people you meet the more people thete are who have a chance of finding you. We often wonder how we are going to meet people, but think about meeting people rather than looking for customers. People have built in detectors that will spot a salesperson immediately, so don’t be predictable – be friendly and find out about the other person, rather than finding the opportunity to sell to them.
Reaching out to meet new people can be done in many ways – traditional and online methods are all effective, you just need to find the most effective way for you. Be consistent in whatever you do, don’t just try something once. The most effective ways will show results over time, so don’t give up.
“I can’t sell, I am not persuasive” – the idea that you need to be a typical salesperson is far from the truth. Learn to listen and show empathy for others. Make things simple for people to understand, and remember that 85% of people are not interested in jargon. Give people the facts they want and share stories when appropriate.
Prepare well and understand your product or service, be convinced that you have the service they need. More often than not I meet people who are still trying to sell their own product or service to themselves, and they do not have the belief in their own product that will convince me to buy.
In short, selling is part of life, and if you are not selling, you are not growing.