Stop and think... When you answer the phone and know it is a sales call, what is your first reaction?
Do you like to be forced into buying or do you enjoy being told you are wrong?
What are the reasons that you'd be interested in a new product?
What are the reasons that you'd be willing to change your current provider of a product/service that you've grown accustomed to?
Now, if you are trying to sell a product, what do you think will get the best response from potential clients?
Although some will have you believe that it is best to try and hit up as many people as you can and hope that you find the right person that you can bully into buying your products ("Even a blind squirrel will trip over a nut sometimes."), this is NOT the best technique. You'll need to overcome more objections and it will take longer to get a sale. Also, it is less likely that you'll have a long-term and happy client by forcing them to buy from you.
There are many things that will make selling your product more difficult. Again, consider the things that frustrate you when hearing a sales call.
So now that you know what not to do, what is key to selling your product/service?
Sam Altman says that startups need a great product or they will fail. He says that the #1 way to recruit clients initially is to do this manually. He says that Ben Silverman, Creator of Pinterest would walk around coffee shops and personally ask individuals to use Pinterest and go through the Apple stores and set the browsers to the Pinterest page.*
So, let's say you know you have a great product, but how should you speak to get the sale?
For starters, people love to be heard, so when you speak with someone you can start by simply asking what your potential client needs and areas their current product/service isn't fulfilling particular needs.
Marketing your product is like trying to use Psychology to determine how your client will respond to the way you communicate with them.
Get feedback - Always ask what they like/dislike? What would you pay for this?
Now that you know what the needs are of your potential client, it is your turn to explain exactly how your product/service will benefit them. Otherwise, you may realize that you currently can't help a particular individual. At this point, don't get discouraged. You should go into this project realizing that your product/service is not for everyone. But, this could also be an area for improvement.
Now, how do you respond?
Julian Treasure says that the way people like to be spoken to can be remembered by the acronym, HAIL.*
Honesty (be clear and straight)
Authentic (be yourself)
Integrity (be your word)
Love (wish them well)
Here are the ways you can react in each situation:
1. You find that your product/service can fulfill their need
2. You find that your product/service isn't right for this individual/company
3. You find that your product/service could be improved to fulfill their needs
Now that you know what it takes to sell your product/service, let us know what you think. Feel free to give positive feedback in the comments below, as well as additional ideas that you may have found helpful. If you like this post then feel free to subscribe with your email below to learn more.
We just sent you an email. Please click the link in the email to confirm your subscription!
OKSubscriptions powered by Strikingly