Do You Need a Formula for Sales Success?
Studies show that there are two basic psychological reasons for people to make buying decisions:
- The fear of loss
- The hope of gain
My sales success formula will help you achieve more sales now that you now why buying decisions are made.
Whether your background is in sales or not, as a new business owner, you must sell. Even if you have never sold before, you have sales experience whether you realize it or not. How can I say this?
Simple: Every day we all sell
We sell our spouse, significant other, parents, children, employer and employees on what a valuable person we are in their lives. This is selling and it occurs on a daily basis.
How can we all become better at selling in our own business given today’s competitive environment?
After more than a dozen years in business to business corporate sales, I have slowly learned and further developed a formula for successful selling. This sales success formula has become my mantra.
Whether building a team, making a sale or developing relationships, remember that trust (T), respect (R), need (N) and asking (A) are all required to achieve sales success ($). My equation is this:
T + R + N + A = $
How can we use this formula in all areas of our lives to achieve even higher levels of success (including making more sales for our businesses)?
The answer is that people always love talking about themselves. The best salespeople in the world have figured this out and they try not to ever dominate conversations. The goal is to:
- Ask lots of questions
- Uncover customers’ needs
- Briefly explain how your business products and services will meet their needs.
Then it is absolutely necessary for you to shut up and let your prospects talk themselves into buying from you – while you are listening.
Listening is one of the most powerful tools in business, but unfortunately it is rarely used to its fullest potential. You can’t learn when you are talking.
The bottom line is this:
Friends buy from friends – people buy from those they like.
If you want more sales, make more friends. It is that simple. The best way to do this is to talk less and listen more.
Ask thoughtful questions to get to know your prospects better. As you do this, your prospects will grant you a deeper level of trust and respect. Then, if you can fill a need for them, you will earn their business in almost every occasion, if you ask for their business.
We need to speak 10% of the time and let our prospects talk 90% of the time. If you put my sales success formula to use in both your personal life as well as your business life, you will be amazed at how quickly you will attain a new level of wealth in both your relationships and your finances.
As a result, you will get more money and more love in your life.
This is an excerpt taken from my book “Creating Your Own Destiny”.
If you are an event or meeting planner, this is one of the many topics I can speak on, or I will be happy to customize the topic to relate to the needs and interests of the audience I will be speaking to.