How to Start Making Sales

“Sales is nothing other than a good product or service that people need. Again, getting back to the strategy, which is your value proposition. So, it’s a good product or service that people need, at an affordable price, communicated clearly and delivered with excellence. That is sales in a nutshell.“

“In the previous videos we spoke about people who buy emotionally and justify logically. So, when you work out your sales pitch, it’s all about working those two core aspects into your sales pitch.

The first step is to connect emotionally. Why does this person who you’re talking to need your product or service? To get that clarity, you must ask some questions in the beginning.

The second step is the personal connection. When you ask questions, you start to connect with the person on a personal level. Now they start to feel like they’re talking to someone they can trust. That’s important because people buy from people.”

“The third step is justification. Now that you’ve identified that you can assist them with their emotional need, does it make logical sense? In other words, does the amount that I’m paying weigh out the value I’m getting? And will it be delivered in my expected timeframe?

The fourth step is negotiation. If you can hear that the client is a bit hesitant, then you must ask them why. There is a model I use with my clients which is the Fogg Behavior Model. It basically comes down to removing the red tape. What is blocking the sale? Why are you hesitant? Is it too expensive? Are you not interested in this? Are you not motivated to buy this? You must ask those questions to really get down to why the person is saying no.

Then lastly, get them to commit. Once you’ve negotiated successfully, get a verbal commitment from the clients. That’s going to prompt them to be consistent and want to continue with the service. Again, people buy emotionally and justify logically. Work those core elements into your sales pitch.”