Click the pic to debunk the myth.

Tags:monday morning myth

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Selling today is not what it used to be.

Our image of a salesperson has become an object of humor and stereotype. A more contemporary image of the cell-phone-slinging-urban-cowboy also lends itself to stereotype and is quickly becoming dated. In fact, in this age of the minipreneur, selling is a skill many “non-sales types” are learning.

Many of us do so some kind of work on the side; something at night or on the weekends to bring in a little extra cash or even just for the joy of it.

More and more, many of us sell our own homes, cars, collectibles or… whatever people will buy… to make a little profit or have some fun. But what many of us fail to do is capitalize on the finer points of selling and that can prevent us from making even more extra cash – or pursuing a passion full time.

So here it is; a process that can help the “minipreneur,” the top sales executive, the person who decides to sell their own house, or your cousin who’s trying to sell his guitar amp on ebay. It’s a process that’s easy to follow and drastically improves your chance for success.

1: Learn about your intended buyer.

This isn’t about developing a selling strategy. It’s about learning what it’ll take to do business with a prospective buyer.

Consider these questions:

• What problems are they having?
• What’s the difference between where they are now, and where they want you’re offering to take them?
• What will it take for them to buy from you?
• How much resistance can you expect?

These are questions that can help you do determine the best way to approach a business opportunity.

(Yes, even your cousin should answer these questions before writing his ebay ad).

2. Make your prospective customer comfortable with you.

The name of the game is trust. They don’t have to like you, but they do have to trust you. Tell them where you’re coming from, what you hope to help them accomplish. Whether they buy from you or you steer them in the right direction, you’re there to help them get what they want.

3. Ask them questions.

Go deeper than, “When do you want it done?” Instead, interview your prospective buyer so that they identify, feel and verbalize their needs and wants.

Whatever happens, never confuse what you want to have happen (sell your home for top dollar) with what the buyer wants to have happen (live in your home and your neighborhood). Honestly, staying focused on them and their goals will help you reach yours.

4. Recommend what you’re offering.

Now that you’ve uncovered what they buyer is after, summarize everything they told you to make sure you’re all on the same page.

Then recommend your offering based on those things they told you were most important to them.
(“This amp goes to 11!”)

5. Show the buyer why you’re offering is the best solution.

This is where you want to let your prospective buyer experience your offering.

If you were selling your car, for example, you would say, “Let’s go for a drive.”

(For your cousin selling his amp on ebay – this is where his reputation will really come into play).

6. Finish it up.

At this point, you want to ask your prospective buyer to buy. It’s not a big deal. There may be a little negotiating or ironing out some final details, but once you’ve gone through this process, you want to invite the buyer to give you their money so you can provide them with your offering.

Don’t believe the myth that this is what it’s all about. This should be a natural outcome of everything else that came before.

There you have it. Six steps to increasing the amount of business you do on the side.

I think many people who take on secondary jobs to make a little extra – or to nurture a passion – would do more on their own if there was a safety net. I really think that trying some of these things could put that net in place.

Tags:for sale by owner minipreneur

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Click the pic to debunk the myth.

Tags:monday morning myth

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In sales we talk about controlling our impulse to keep talking in order fill the void. The truth is, there is no void. Instead there is processing; time for a prospect to consider what you’re saying and time for you to digest what a prospect is telling you.

How many times has a prospect interrupted you to say, “I’ll buy”?

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Asking your prospect questions about their use of your product or service is maybe one of the most important parts of the sales process.

Even when you’ve got cool, innovative, time saving advances in technology, you need to know how the customer is – or even will – use them.

Whirlpool’s smart appliances sound like a sure thing but the company is smart enough to test (read: question) the marketplace about using them before they go off and launch a full line of products no one wants.

That would be like a salesperson going into a sales call touting their product’s benefits that don’t apply to the prospect’s needs. And that happens far too often. It’s a mistake that is entirely avoidable if you just ask questions.

Too often salespeople tell prospects about the benefits and features they think are important or that other customers like – the risk is glossing over the single most important benefit to the prospect that’s in front of you.

Tags:asking questions sales process

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