Selling 101: Assume the Sale!

It's that easy. Go into the sale as if you already have the money in your pocket. It's all about preparation and confidence. So, how do you go about getting prepared and going into the sale dripping with confidence without scaring the customer?

1. Know that the business needs what you're selling. With the resources available to us on the internet, plus using tried and true methods of scouting the customer's business to needs, there is no reason you would ever go into a sale NOT knowing if the customer needs your "stuff" or not.
2. Stick with local businesses. Get to know them and their customers. Experience their products and services. Make the connection between what they sell and do and what you sell and do.
3. Setting appointments is the best way to ensure the sale. Why? Because when you call, you aren't really setting an appointment, you're setting the stage for the sale. For example, if you wanted to sell your "stuff" to a pizza parlor, you'd call in the afternoon, when the lunch rush is over, and the dinner prep is just starting, get the owner/manager on the phone and say, "Hi Mr. SoAndSo, this is Sally Fantastic and I would like to come in tomorrow afternoon at 3 to show you how you can beat your competition by using my [product/service]."
4. If the owner/manager balks and says something like they're too busy (reference my Success blog post from last week...), then follow up with, "So you're too busy making money and beating your competition to give me 10 minutes of your time?" If they are making money and beating the competition, then they don't need you. Move on. Otherwise, they'll take you up on the 10 minute conversation.
5. Meet the owner/manager at the appointed time, dive right into the presentation, and make the sale. If they don't need what you have, then you aren't explaining it right, they really don't need it, or they really don't get it. Make the sale or move on. Never beg for a sale. That shows lack of confidence.

See, wasn't that easy? Think about your process and see if you can get it down those simple steps. If not, then you might be complicating the whole thing and missing out on a lot of opportunity! I dare you!!

Peace,

Shelly