If you’re a business owner or you’re wanting to be in business, it’s so important that you learn how to sell properly.
In this video and blog post, I share 3 important sales psychology secrets.
There are two main things that people get wrong when it comes to selling.
The first thing is that they don’t do enough of it, they don’t get in front of enough people and they don’t sell themselves. They avoid it.
The second thing that people get wrong is that they sell too much – they come across too strong.
Now there is only one reason that businesses fail and that is not enough sales.
And there’s one reason that businesses succeed. And that is because they have enough sales.
If you don’t have enough sales, if you don’t have the skill of selling genuinely, then your business isn’t going to last…
…and you’re going to be back working for someone else, potentially doing something that you don’t like and not living your dreams.
So if you want to help more people, if you want to make a bigger difference in the world, sales is one of the most important skills that you can develop.
Learning sales has helped me improve my confidence and help me improve and grow as a person.
It’s helped me to help more people because I’m able to build a genuine connection with people.
I’m assuming a few things here when I’m sharing these psychology tips is that you genuinely want to help people and you want to make a difference.
You’re only selling something that people need and want, you’re not selling trying to convince people or sell them something that they don’t want.
We’re not trying to persuade and convince people they should buy what we’re offering, we’re helping them to come to the right decision for them.
When you redefine the way the sales from sleazy cheesy, pushy, car salesman-ish, to:
* Sales is healing
* Sales is service
* Sales is match-making
* Sales is helping someone go from where they are to where they want to be
* Sales is improving the quality of people’s lives
…you have great conversations with people and help them get more of what they want, in a way that is compelling, appealing, and it’s not pushing people away.
There is so much I can teach when it comes to sales – how we can overcome objections, how to frame, how to set up the sale, how to sell on video, email through Facebook and all of that is selling – but in this video I want to talk about 3 mindsets you need to go into a sale with.
A lot of people aren’t applying these, they’re not doing a great job of that, so if you get this right, you’re going to really position yourself in the marketplace as valuable, as the authority and as the expert in your niche.
I’m sharing from the point of view of having a one-on-one conversation.
1. Questions are the answer
I was trained in sales in the Les Mills system where I worked in NZ as a Personal Trainer. They shared a script with us that converted really high and the majority of the script was powerful questions.
80% of your conversation should be questions.
When you’re selling your service, you really need to ask the person a lot of questions because you don’t want to start talking about what you’re talking about what you offer before you really understand the person.
And the biggest mistake that most people make is that they don’t get to know the person they don’t understand the person thoroughly.
They start talking about the product and what they offer rather than getting to know the person.
I want to give you some examples of really powerful questions that you can use in your sale.
1. What is most important to you? Or What is your priority?
You’re going to find that they will really open up to you.
I don’t recommend you start by asking “What’s the goal”, which is a mistake that I used to make, but not everyone has a goal.
But if you talk to them about the biggest challenge, they will know their challenge pretty intimately. They will be able to talk about it. So ask questions that are easy to answer.
The thing that most people think about is their biggest problem.
And they will easily be able to talk to you about it.
2. Describe your current situation
3. Tell me more
I keep going deeper and deeper and getting more and more information.
You don’t want to talk about all of their problems. Talk about the most important problem.
4. What are you looking for in a … (e.g. a Coach/Psychologist/Trainer/What are you looking for in a solution …)
5. Why is that important to you?
6. How would that improve the quality of your life?
7. What are the consequences if you don’t change?
e.g. what’s it going to look like in the next six or twelve months, what’s going to look like if you don’t change…
Because, if you can remind people of why it is important for them right now you put that top of mind. Then they sell themselves into it, I don’t talk them into anything because they are reminding themselves why it’s so important to get from where they are to where they want to be. And it will help them with that challenge.
There is a really simple formula that I use which is ABC.
A – Where are you now?
Tell me about it, tell me what is it costing you. How’s it affecting you in your mind? How is it affecting your family, how’s it affecting your work?
And get a really good picture of their situation from loads of questions, like “Describe it to me, paint a picture for me… Tell me, once you solve this problem, what will it be like for you when you achieve it…”
B – Where do you want to be?
C – What’s the challenge, what is in the way?
What is that mountain that they have to climb?
Think – how can I support them to climb that mountain?
2. You are the prize
Write it down and say it – I’m the prize.
Remember there are thousands of people that you could potentially help. But there’s only one of you. Your time is limited.
If you’re working with people one on one, you’ve only got a certain amount of appointments in your calendar.
You don’t want to get in there people who muck you around, people aren’t going to take you seriously, people who aren’t committed.
You don’t want your calendar filled with what I call ‘no’ clients.
You only want to fill your calendar with the people who really love to work with you, who respect you and trust you.
Money is a commodity, money you can get from any ATM in the world.
But no one can get you anywhere – except from you.
So, I want you to remember that you are the prize. You’re the prize.
If you’re coming in with the energy of chasing them, then as the prey they’re going to run away.
But if you come in totally neutral, and you’re not chasing, you’re the magnet.
And they are attracted to you, because you’re not pushing.
The biggest thing people say to me about sales is that they don’t want to come across as pushy. So don’t be pushy. Please don’t be pushy.
But you want to think “I’m the prize”.
Be a cat, not a dog.
Cats know they’re the prize.
They don’t bound up over-enthusiastically as dogs do.
(unless they’re slightly crazy!)
So stay grounded and remember that the goal is not to try and convince people, but meet them where they’re at.
You want to find people who are already convinced, and that you’re just helping them move through any kind of fears or limiting beliefs that are stopping them from improving their life.
3. Sales is match-making
The goal is matchmaking, the goal isn’t to try and sign everyone, your ideal client is not everyone you know, or take on people just for the money.
You want to take people who you know you can really help, people you can actually get a transformation with.
So this is why it is SO important that you know who your ideal client is.
I don’t mean women in Sydney from 30 to 40. That’s not an ideal client.
Your ideal client you know intimately – you know their fears and frustrations that dreams and desires. You know their problems well – better than they do, you can describe it to them better than they can.
The person who understands their ideal clients the best, wins.
If you can understand your ideal client, better than your competitors, you will win – hands down.
If you can show them and communicate that you understand them, you win.
So the goal is matchmaking.
Your goal is to see if you are a match made in heaven.
Remember, if they are your ideal client, they need you. There is only one of you.
So to recap the 3 Important Sales Psychology Secrets…
- Questions are the answer
- You are the prize
- Sales is match-making
Sales is about you getting to present to people the opportunity to improve the quality of their life.
If you’re not improving the quality of their life, you should be selling to them.
So, selling can be fun. It doesn’t need to be stressful.
I used to really stress about sales. Now I love sales.
I love any opportunity that I get to help change people’s lives.
And some people that I talk to, I don’t make them offers, because I can sense that they’re not my ideal client.
I know that there’s a certain amount of one-on-one clients that fit the criteria I have in order to be offered space in my calendar.
They have to be committed. They have to be willing to learn and change. They have to be open-minded.
And I’m going to give everything I can to people if it’s a match.
Coming into a sales conversation with this mindset will help you be more relaxed, more comfortable, more yourself, more genuine and you’ll find that sales can actually be really fun.
Would you like to know how to attract and sign up new clients?
Join us at my upcoming 1-Day Workshop in Sydney, Saturday 17th August
This event is for people who are ready to roll up their sleeves and grow their business.
ALL the enthusiastic, positive, grateful clients imaginable are out there right now, ready and waiting for you.
All you need is the right system to attract them into your business.
You’ll learn the best marketing tools and a proven system to attract them.
If you’re unhappy with the money you’re earning, you HAVEN’T applied the right system yet. At this workshop, I’m sharing a rarely-utilised strategy that will be your new secret client-getting advantage.
Earlybird offer available until Sunday, 11th August
So if you are building a business or wanting to build a business – check it out.