Sales. It’s such a loaded word for many coaches and consultants. They cringe at the thought of contacting strangers to convince them to buy. And to a large extent I can’t blame them.
Let’s face it. Sales has got a bad rap. Thoughts of sleazy used car salesmen come to mind.
But that’s not what sales is about.
Transcript
Sales. It’s such a loaded word for many coaches and consultants. They cringe at the thought of contacting strangers to convince them to buy. And to a large extent I can’t blame them.
My name’s Rashid Kotwal.
Let’s face it. Sales has got a bad rap. Thoughts of sleazy used car salesmen come to mind.
But that’s not what sales is about.
I equate sales to serving.
Start with the deep conviction you are helping your prospects versus wanting to sell something. If you have a solution that improves your prospects situation you have an obligation to offer it to them.
Then it’s up to them to decide to buy or not.
Which is a completely different mindset on your part.
So if you’re in the I hate selling camp, here’s what I recommend you do.
First become very clear who your ideal targets are. Who you serve best.
The first sale is always to yourself. Be very clear on the unique value you bring to your market.
Then when speaking with suitable prospects, diagnose and only then prescribe.
Realise that unless someone wants to move from where they are to somewhere better there’s no reason for them to take action. And they must believe you can help them do so.
So delve into what’s happening in your prospect’s world. Dig deep. Ask questions about their past – what’s led to the current situation. Their present, what’s really going on. Their future. What they want to achieve and most importantly, why. And then the obstacles in the way.
Your job is to find out if there’s a real opportunity or not.
Then if you genuinely believe you can help, prescribe a solution and detail the next steps.
Now I should mention here’s where many consultants come unstuck.
When your prospect asks you how you recommend moving forward, you need to present a couple of alternatives.
Start with a high end offer which sets the bar. If you get resistance, you can offer a lower priced package which obviously provides less value.
This gives prospects a choice which is easier than a yes/no answer. More often than not, they’ll go for the higher package, but only if you offer it.
Now obviously there’s far more to an effective sales process so if you’d like our personal help in growing your business, reach out.
Over 20 years we’ve trained and coached hundreds of consultants, coaches and professional sales teams in the art of effective selling.
Contact me at revealedresources.com for more information.
Till next time, this is Rashid Kotwal.
