“Whether you think you can, or you think you can’t–you’re right.” Henry Ford.
I love that saying because it is so apt for how people think about sales. Most of the current or prospective business owners I talk to tell me they can’t sell, and because of their sales mindset, they are right.
I am sure you have had a-ha moments in your life where you shift your mindset and are then able to do what you thought you couldn’t. Well I am here to tell you that sales is no different.
Walk with me through this article, change your sales mindset and grow your business.
Your Sales Mindset
When I dig into what business people’s sales mindset I often find their thoughts are based around the fear that people will see them as pushy, manipulative and just out to make money. They conjure up an image of that awful stereotype of a used-car-salesman. I get it, I have had awful sales experiences too. And yes, there are times when those sales tactics work. Being pushy, manipulative and self-serving is only one version of selling, and one that honestly isn’t that effective. I am here to tell you that great sales people just aren’t like that! Great selling is about helping people buy. It is that simple. They have a problem or a need, you can help them achieve what they want which means you both have a transaction that adds value to them and value to you.
Change Your Sales Mindset
Sales Mindset > Great selling is helping people buy. The best way to think about this is to imagine that you are your customer, walk through your business as if you have a problem or need some help. What would help you buy?
1. Greet
People like to feel welcome and important to you and your business.
2. Listen
Listen to what people say (and don’t say). Very often there are aspects to what they want which aren’t expressed in words. As an example: If they look like they are in a hurry, don’t expect them to sit down for 20 minutes to talk through all your products and services. Don’t forget that good listening involves your ears (to hear), your eyes (to see body language), your brain (to interpret) and your mouth (to ask questions).
3. Understand
Your client want to know that you understand their problem. Show them you do by summarising what you have heard and asking any further questions.
4. Co-create a solution
Now you can start talking about what you do and how you can help. But remember, the creation of the solution involves the client ~ it’s a team sport! The solution will only ‘work’ if your client perceives that it will, so start with where they are at and move forward from there.
5. Ask for the business
I know a lot of you are now shaking in your boots… but let’s just recap. You have made them feel welcome, listened to and understood. You have co-created a solution with them, one that they believe in. The logical next step is to ask them to buy from you. Two things to remember. One: It’s your job to ask! Two: They are expecting you to. Here are some ways to do that.
“Is there anything else you would like to discuss before you go ahead with this?” “It’s been great talking to you today, normally when clients want to start working with us the next step is to fill in an application ~ are you ready to do that?”
If you have led them successfully to this point, they will either say yes … or tell you why and what they need to do next. Go on … get out there and wow some clients to grow your business. For the love of selling, Fran.
