“If you just keep talking long-winded without breaks trying to convince somebody with all your words, you won’t know where you lost them, you won’t know if they’re actually engaged and you both end up feeling comfortable at the end of your talk and your rant.” – Meshell Baker in today’s Tip 1234
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Monday, so here’s Meshell Baker with another great sales tip!
Meshell Baker: Hello. Here are five essential sales tips to help you thrive no matter what you’re selling.
The first one is to know yourself. Know and understand not just what makes you successful, actually what and how you operate in the midst of challenges, difficulties, setbacks. What do you do when the things don’t go as planned? How do you respond and react when you’re uncomfortable and inconvenient? Knowing yourself is vitally important to sales success because most sales don’t go as planned. Often the most successful sellers will tell you that they were able to be flexible and adaptable no matter what the situation was, so that they could continue to let their potential buyers see the value. So know yourself and know how you operate in the midst of things going well and things not going as planned.
The second tip is know how to listen. You have two ears to hear and one mouth to speak. Successful sellers do less talking and more listening. And the key to listening more is to have better questions. So be prepared with questions that will help you guide your buyers in the direction of understanding why and what you have to offer can benefit them. So that is essential to helping you listen, to practice at home, and to have follow-up questions, instead of responding. Learn yourself from the know yourself. Know how to stay still and ask another question. You’ll be amazed at how many more yeses you get, the less you speak and the more you listen.
The third tip is to know your buyer. Where does your buyer exist? Who are they? What is their name? Right? Where do they play? Where do they spend their time? What triggers them? So again, know your buyer. If you have a $50 product and you’re trying to sell to someone who has a five-dollar budget. If you have a $50,000 product and you’re trying to sell to someone who has a $10,000 budget. Again, a million-dollar product is someone who has a half a million-dollar budget. No matter what you do and say, you’re not going to convince them because they are not your buyer. You’re looking for people who want what you have and getting clear on where they are and who they are is important. So know your buyer.
Tip number four is know what motivates your buyers. So we go back to the last one. Why do they buy? Do they buy because of pain? Do they buy because they are wanting a cutting edge? Do they buy because they see everyone else has it? Are they buying because they want to advance? They want to innovate? They want to improve. Know what motivates your buyer to say yes, and it will help you to ask a better question, to listen better, and to be keyed in on whether it’s an opportunity for now or whether you’re planning a seed for the future.
And the last and final tip is know how to say it simply. So often people overshoot the sale, they talk too much, they miss the window of opportunity because they’re so busy trying to convince and conjul and to shake and shift somebody to make someone understand why what you have is what they want. Trying to convince someone to sell is very different from influencing someone to buy what they already need. So keeping it simple and bite-sized consumable pieces allow you to pause, take a breath and see if the buyer is still engaged in your conversation.
And this is especially true with your initial pitch. Keep that initial pitch or that initial introduction to 30 to 60 seconds. I really, honestly say about 30 seconds. What you’re looking for is just have some statement that’s very powerful engaging so that that person actually asks you for more. When they are asking you questions and wanting more and when you have that lean in now you know it’s a conversation that’s valuable to you both. However, if you just keep talking long-winded without breaks trying to convince somebody with all your words, you won’t know where you lost them, you won’t know if they’re actually engaged and you both end up feeling comfortable at the end of your talk and your rant.
So the five tips are know yourself, know how to listen, know who’s your buyer, know why they buy, and know how to stay accepted. Have a great day selling.
Scott Ingram: That’s 5 for the price of one today. That’s what you get with Meshell Baker. To connect with her, just click over to DailySales.Tips/1234 where we’ve got a link for you and the transcript of this tip.
Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!