How to Sell

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Know what you are selling (know the product or Service)

Today, I’m diving deep into the first rule of sales success: knowing your product or service inside out. But hold up—I get it. You’re busy, and ain’t nobody got time to spend hours delving into product manuals or studying like you’re prepping for a law degree. Fear not, I’m here to spill the beans on how to research and understand your offering like a pro, minus the mind-numbing drudgery. So buckle up and let’s uncover the secrets to mastering your sales game without breaking a sweat.

1. Skip the Jargon, Embrace Clarity
Forget the fancy industry jargon and technical mumbo-jumbo. Your customers want solutions, not a crash course in acronyms. Break down complex concepts into bite-sized, easy-to-understand nuggets of wisdom. Think of it as explaining your product to your grandma—simple, straightforward, and sans the techno-babble. (Tools like ChatGPT are GREAT if you need an easy-to-understand summary)

2. Harness the Power of Tools like ChatGPT
When it comes to simplifying complex information and streamlining your sales process, tools like ChatGPT are your secret weapon. By leveraging the power of artificial intelligence, ChatGPT can help summarize key points, answer customer queries, and provide valuable insights—all in real-time and with remarkable accuracy. Whether you’re crafting a pitch, responding to customer inquiries, or fine-tuning your sales strategy, ChatGPT is like having a virtual assistant by your side, ready to lend a helping hand.

3. Get Hands-On
There’s no substitute for hands-on experience. Roll up your sleeves and immerse yourself in your product or service. Test it out, play around with it, and explore its features and functionalities like a curious kid in a candy store. The more you interact with your offering, the better equipped you’ll be to showcase its benefits and address any customer queries or concerns.

4. Lean on Your Tribe
You’re not in this alone! Tap into the collective knowledge and expertise of your team, colleagues, or industry peers. Share insights, swap success stories, and brainstorm creative solutions together. Two heads are better than one, and a supportive tribe can provide invaluable support and guidance on your sales journey.

5. Keep it Real
Authenticity is your secret weapon in the sales game. Be genuine, transparent, and honest in your interactions with customers. Share real-life examples, case studies, and testimonials that illustrate the value and impact of your offering. When customers sense your sincerity and passion, they’ll be more inclined to trust and engage with you.

Know who you are selling to (know the audience)

So, we’re diving into a game-changing strategy that separates the sales elites from the amateurs: knowing your audience inside out. But hey—I know you’re not keen on spending hours dissecting customer profiles and market trends. I’m here to dish out some practical tips on how to understand your audience without feeling like you’re stuck in a snooze-fest.

1. Skip the Guesswork, Embrace Intuition Forget the outdated notion of blindly casting a wide net and hoping for the best. Instead, channel your inner Sherlock Holmes and deduce who your audience really is. Ask yourself: Who are they? What makes them tick? And most importantly, what do they need? It’s like playing detective, minus the magnifying glass and deerstalker hat.

2. Think Outside the Box – But not Outside of this Planet! Sure, it’s tempting to target everyone and their grandma, but let’s get real—would a company selling feminine hygiene products really be gunning for biker dudes in their 50s? I think not! Embrace the absurdity of mismatched audiences and use it to your advantage. Get creative with your examples and let your imagination run wild.

3. Get Personal Put yourself in your audience’s shoes and see the world through their eyes. What are their pain points? What keeps them up at night? Understanding their fears, desires, and aspirations is key to crafting a message that resonates. It’s like having a secret decoder ring to unlock the mysteries of human behavior.

4. Embrace Empathy Empathy is your superpower in the world of sales. Show genuine concern for your audience’s needs and challenges, and they’ll be more inclined to trust and engage with you. It’s like forging a deep, meaningful connection with your audience—one that transcends the transactional and leads to long-lasting relationships.

Making Key Notes in Preparation for the Sale

1. Don’t Leave Home Without Your Checklist First things first, create a checklist or bullet points of the must-have items you absolutely, positively cannot forget to mention during your sales pitch. This could include important legal disclaimers regarding the product, time-limits or deadlines for special offers, specific benefits or features you want to highlight, and any other crucial details that could make or break the sale. Think of it as your sales survival kit—don’t leave home without it!

2. Cover Your Bases with Legal Disclaimers Let’s face it—nobody likes surprises, especially when it comes to legal matters. Make sure to include any necessary legal disclaimers or disclosures regarding your product or service upfront and center in your key notes. Whether it’s warranty information, terms and conditions, or regulatory compliance, transparency is key to building trust with your customers and avoiding any potential legal pitfalls down the road.

3. Time is of the Essence In the fast-paced world of sales, time is your most valuable asset. Make sure to set clear time-limits or deadlines for any special offers or promotions you’re pitching to your customers. Highlighting the urgency and exclusivity of your offer can create a sense of FOMO (fear of missing out) and encourage prospects to take action now rather than later.

4. Highlight Your Unique Selling Points What sets your product or service apart from the competition? Make sure to highlight your unique selling points in your key notes to make a compelling case to your customers. Whether it’s superior quality, innovative features, or exceptional customer service, emphasize the benefits that make your offering stand out from the crowd.

5. Practice Makes Perfect Once you’ve crafted your key notes, don’t just set them aside and forget about them. Practice delivering your pitch with your key notes in hand until you feel confident and comfortable with the material. Role-play with a colleague or mentor to fine-tune your delivery and ensure you’re hitting all the key points effectively.

– Pro Tip: If you DO forget to mention something important during the sale DO NOT let it slide and hope nothing comes of it. It is not only acceptable but very appreciated to send through a post-pitch message or email. Any missed info can be mentioned causally but professionally there. 

Gathering Pitch Material

Essential Material Examples:

• Price Lists: Start with up-to-date price lists for your products or services. Transparency is key, so ensure your pricing information is clear and readily available.
• Brochures: Elevate your pitch with informative brochures that showcase your offerings in style. Whether digital or print, these visuals are your silent salespeople.
• Product Samples: Let your products do the talking! Bring along samples for hands-on demonstrations that leave a lasting impression on your prospects.
• Images: A picture is worth a thousand words. Collect high-quality images to complement your pitch and engage your audience visually.
• Booking/Purchase Pages: For online sales, ensure your booking or purchase pages are primed for action. A seamless online experience can be the difference between a sale and a missed opportunity.

– Pro Tip: While having all the bells and whistles is nice, remember that your material is just the icing on the cake. At the end of the day, it’s your ability to connect with your prospect and address their needs that will seal the deal. So don’t stress if you forget a brochure or a product sample—focus on building rapport and solving problems, and the rest will fall into place. Your material is simply there to support your pitch, not steal the show.

A sale only needs a willing buyer that has a problem that the persistant yet authentic seller is solving.

Post-Pitch Prep: Following Up

Whether your pitch ends in a triumphant victory or a humbling defeat, what you do next can make all the difference in your sales journey. We’re diving into the art of crafting a follow-up plan for both successful and unsuccessful sales pitches. So grab your pen and paper, and let’s map out your roadmap to post-pitch success.

First things first, take a moment to bask in the glory of a successful sale or nurse your wounds after an unsuccessful pitch. Whether you’re popping champagne or drowning your sorrows in ice cream, give yourself permission to feel whatever emotions come up. Acknowledge your wins and learn from your losses—both are valuable experiences that will shape your growth as a salesperson.

a. The Successful Sale Follow-Up: If your pitch ends in a resounding victory, it’s time to capitalize on your momentum. Follow up with your customer promptly to express gratitude for their business and reinforce their decision to choose you. Provide any necessary post-sale support or resources to ensure their satisfaction and foster a long-term relationship. Remember, a happy customer is your best advocate for future sales and referrals.

b. The Unsuccessful Sale Follow-Up: On the flip side, if your pitch doesn’t quite hit the mark, don’t throw in the towel just yet. Follow up with your prospect to thank them for their time and feedback, and to express your continued interest in serving their needs. Take this opportunity to learn from the experience and identify areas for improvement in your pitch or sales approach. Sometimes, a thoughtful follow-up can turn a “no” into a “not yet” and pave the way for future opportunities.

Keep the Lines of Communication Open. Regardless of the outcome, it’s crucial to keep the lines of communication open with your prospects and customers. Stay engaged with them through regular check-ins, updates, and valuable content that adds value to their lives. Building rapport and trust over time can lead to future sales opportunities and referrals, even if the initial pitch didn’t go as planned.

Learn, Adapt, and Grow. Finally, remember that every pitch—successful or not—is an opportunity to learn, adapt, and grow. Take stock of what worked well and what didn’t, and use that feedback to refine your approach for future pitches. With each experience, you’ll become a stronger, more resilient salesperson capable of navigating the ups and downs of the sales journey with confidence and grace.

How to Sell
Step 1: Pitch Prep

1. Know Your Product or Service:

   • Simplify complex information for customers.
   • Leverage tools like ChatGPT to help you simply and understand products and industries better.
   • Get hands-on experience with your offering – like getting a sample and using it yourself.
   • Seek insights and support from your team or peers.
   • Maintain authenticity and sincerity in your interactions.

2. Know Your Audience:

   • Tailor your approach to match your audience’s needs.
   • Avoid targeting mismatched demographics.
   • Develop empathy and understanding for your audience.
   • Forge genuine connections to build trust and rapport.

3. Key Notes Preparation:

   • Create a checklist of essential points for your sales pitch.
   • Include legal disclaimers and time-sensitive offers.
   • Highlight your unique selling points.
   • Practice delivering your pitch until you feel confident.
   • Don’t hesitate to follow up with any missed information post-pitch.

4. Gathering Pitch Material:

   • Essential materials include price lists, brochures, product samples, images, and online booking/purchase pages.
   • Remember that materials support your pitch but aren’t the sole determinant of success.
   • Focus on connecting with your prospect and addressing their needs authentically.

5. Post-Pitch Preparation: Following Up:

   • Celebrate or reflect on the outcome of your pitch.
   • Capitalize on successful sales with prompt follow-up and gratitude.
   • Learn from unsuccessful pitches and use follow-up as an opportunity to improve.
   • Keep communication open with prospects and customers for future opportunities.
   • Embrace each pitch as a learning experience to grow and adapt as a salesperson.