08 Apr Who needs more Sales?
Who needs more Sales?
When you’re in Business and don’t enjoy Selling
Recently I’ve been struck by the number of entrepreneurs and business people that tell me they don’t like selling, whilst also admitting that they do need more business.
I believe it then becomes very diffcult to sell the business products and services on offer confidently if you don’t like selling and the business relies on you to do it.
So how do solo and small business entrepreneurs manage this key part of the business particularly if you are competing to sell services online in the very crowded market place and don’t have the budget for a sales person? Of course there is automation, social media and chatbots but that can’t solve the problem entirely for certain businesses that rely on human interaction.
Sales always relies heavily on effective brand led marketing and lead generation to deliver the ideal prospective customer to the person responsible for sales. In a company this person is of course a Sales Consultant or Executive, however in a small enterprise or sole entrepreneur enterprise the Sales Consultant is also often the MD. Who often doesn’t have a sales or selling background.
So the conflict occurs where the entrepreneur led business needs sales to succeed and be a business, but the person selling the services feels uncomfortable asking for the business as they don’t want to appear too pushy or I hear this all the time ‘ too salesy’
What is too salesy when you need to sell to create income and sustain the business operation? Become your best sales consultant.
Here are 5 key tips to help achieve sales in a consultative open way
1) Personal Style and approach
It is completely possible and preferable to develop a Personal Sales Style that fits with your personality and services that you offer. For example if you are a naturally empathetic person, with a consultative selling style this is great for building relationships however you need to know when to be more assertive and direct your prospect to get them to take the next step ( your CTA) as you are likely to shy away from asking for the sale.
Developing a clear customer journey, a pathway that leads to the key product and services that you or your business sells can help, and enable you to establish where the prospective customer is in their journey. Additionally this will help you be more natural in your approach, and lead to greater success.
2) Be curious and ask questions as part of your approach
Depending on how your leads come in, the phone is best for this but good email sequence and text messages can yield great information. If you don’t know how to qualify your prospective buyers make sure you learn this step of the process, as gathering the key information you need, helps make buying decisions. Ask about budget for the purchase. Most people I speak to shy away from asking these questions which are fundamental to successful consultative and transactional selling. You need to understand where someone is to be able to help them decide to purchase from you/your business. Serious potential customers won’t be put off by a question about funding or money.
3) Understand your personality and learn about buyer psychology
Think about the last time you bought a key item, that you really wanted. Had you been looking for long, did you deliberate between 2 or 3 or more brands and competitors, how much was price a factor? Did you expect to pay the price displayed or get a deal of some sort? Learn about buyer psychology. Think about the personality of your buyer and learn key buyer psychology to improve the rate at which you can convert prospective customers to purchase your business services.
4) What personality types are your potential buyers?
Colour personality profiles like Clarity 4D and Disc can help you to learn this and identify your buyer types
- Direct challenging assertive ( make quick decisions and move fast, don’t drag things out with them by talking too much and always follow up quickly)
- Empathetic, caring and supportive ( need more time to make a confident decision, don’t rush them know when to push and then pull back)
- Bubby, chatty and lively ( impulsive, in a hurry, can decide too quick and then change mind, make sure you close this off properly and check buying decision)
- Fact finder, researcher, data ( takes ages needs lots of data and facts to make a decision very slow, agree plenty of follow up and time to deal with this one)
Where are they in terms of getting to know you, from the communications you have had with them so far?. Work with their personality style and you will be more successful
5) Closing and agreeing terms – Service Selling
Let’s face it , most prospective buyers will eventually buy. You are offering a service or product that they want and having conversations and communications about this. If what you offer meets their requirements then why would they not buy from you?
If you don’t ask then you may hear they have bought a similar product or service from someone else so moral of the story Always ask for the business.
If you don’t your competitor will.
Sheree Owen is a Fellow of the Institute of Sales Management and an Accredited Business partner for Clarity 4D and Extended Disc personality profiling, which is offered though her company The Sales Leader Academy