Selling Well; What You’re Doing Wrong and How to Fix it
Sell them what they want, and not what they need. You’ve heard it, right? Breaking down what that actually means and doing it in a way that works is the key to the sales game.
This means understanding what your ideal client’s deepest desires are, creating something that solves the problem getting in the way of them having it, and then marketing and presenting the solution in a way they are very clear you’re going to get them where they want to go.
This is an important skill to master if you have a business. And master it you will!
Over the years I’ve found that most people have a belief about what they need that isn’t truly what they need to achieve their deepest desire. As a corporate sales trainer I was often called on to do cold call training. I always came through with that training, but it was never what those individuals needed.
They needed the right mindset and to be taught how to adopt it. Mindset is always the answer. If you help them fix their thoughts about selling, the rest will come with experience.
What you’re doing wrong in your own sales game is you’re assuming your clients will want what you know they need. And you’re and you’re trying to sell that to them before they know, like and trust you.
But that’s not what they want. They want what they want.
And you’re going to have to find out what your ideal client wants, right down to the actual words they use to describe it. That’s tricky sometimes.
The sales game gets interesting when you know your ideal client very well. So well they email you one day and say, “Are you in my head?” Because you know their deepest desires, their dreams, what keeps them awake at night, and the struggles they are having. And you speak to those things in a way that makes them know you know.
Getting your mindset right around selling to those people is the first step to selling anything well.
Here are some ways to up-level your mindset about selling well so that you can develop powerful relationships, and build and scale that business to the next level of a badass you’re dreaming about.
- Don’t try to sell people as a first step. Get to know them instead. Your sales game is about people getting to know who you are and what you do in a way they can refer you to others. Who you’re talking to may not be your ideal client. You have to have a conversation to find that out.
- Always ask questions. Stay open and curious. The more questions you ask and the more the other person talks, the better. The more you know about them, the better. You want to know the person you’re talking to well enough that you can describe what they do to someone else with ease and passion.
- Get to something emotional for them. The closer you are to understanding the emotion behind that person’s life or business, the closer you are to understanding the key to helping them.
- Be yourself. If you’re trying to be anyone else, that inauthentic energy will be felt a mile away and you’ll lose any chance you had to develop that relationship.
- Detach from any outcome. Sales is a conversation with an outcome. That’s it. Don’t attach to any particular outcome occurring from your efforts. It’s about how many relationships you can build and not about the particular outcome of a particular conversation.
What’s your biggest struggle when it comes to selling in your business? Let me help you sort out the challenges so this can be your biggest year ever!