The 5 Basics
To win new business consistently you must develop sales skills. If I had no experience in sales or selling but had to start to learn, here are the 5 skills that I would look to learn straight away.
3 Sales Skills to use with Buyers
Building a good first impression with new buyers is vital if you want to turn them into customers.
Get inside your buyers mind – Show me the evidence!
If a buyer doesn’t feel sure (or assured) that the service they are purchasing will work or achieve what they want, they say no.
Get inside your buyers mind – Be proud of your history and your story
I’ve recently been thinking a lot about one of the biggest problems that so many small business owners and salespeople have, and that is a lack of confidence in their own history and story.
Get inside your buyers mind – understanding RISK
Our job when we are selling anything is simple.
Get inside their head.
The ONLY 2 Reasons why a Buyer Buys Something
There are only 2 reasons why a buyer will buy something.
As sellers, the sooner we understand this the better. But buyers will not make it easy for us.
Buyer Credits and Debits
When it’s time to make a decision (if they do that is!) the buyer will decide based upon a series of factors.
Factors that have evolved during the course of their interactions with you.
Prisoner of Hope
When you have limited amounts of deals in your pipeline, you become reliant on them happening and as in the case of my friend, when they don’t, your world (if only for that short time period) falls apart.
My name is … and I …
If you are not a natural people-person, then meeting new people at events can be incredibly daunting and it becomes even more challenging if you have to stand up and say something.
Buyers LOVE Consistency
The best way to build credibility and trust with potential buyers is to do what you say you will.
It works. Even when they don’t want to engage with you.
It’s not words that build trust but actions!