Selling seems incredibly complicated and complex when you start your career in sales.
Selling can seem like a mystery even after 5, 10, 15 years of getting inconsistent results.
It can even seem impossible to get people to say Yes to you when all you hear is No for weeks on end.
And the truth is – nobody on this planet can “sell anything to anybody at anytime”! It’s impossible.
But get ready for some good news (finally)…
You can learn to sell more stuff to more people by learning the below ideas, and you can increase the amount of stuff you sell immediately!
Selling Mindset
Though this may sound hokie and like some hippie dippie guru sh*t, your mindset going into a sale makes 100% of the difference!
I’m going to give you 3 main ideas that are required to be successful in sales and business…
- People only buy things to solve a problem (real or perceived)
- The only time you actually add value is when the deal is closed
- Nobody can buy from you if they don’t know you
These ideas are meant to give you direction and intention in every interaction you have with a prospect.
Without these main ideas, you will alway resort to just trying to push a product on something that may or may not need it…
And you will feel rejection extremely hard because you will probably assume that you are the reason nobody is buying, but…
The real reason is because you don’t even know if you are presenting to people that even have a problem that you can solve!
Selling Techniques
These are the tools that can take you from zero to hero as a professional salesperson – when used in conjunction with the right Selling Mindset!
Your techniques are the words you say, how you say them, when you say them, how well you listen, the questions you ask, how you ask them, etc..
I can’t give you everything in one blog, but I can give you the main categories that you’ll need to master yourself!
- Scripts (bare-bones structure of calls)
- Objection handling formula
- Fact Finding questions
- Trial Close questions
- Email Templates
- Defense-lowering word tracks
- Upsell/Cross Sell transitions
This list could be longer, but it could also be simplified once you really understand this process!
These techniques need to be created, learned, practiced, rehearsed on your own so they flow with your personality.
As an example of that, some people preface an impact question with “Tell me…” and some people (like me) prefer “Let me ask you this…”.
Stuff like that can be more preference, so you need to use what’s comfortable for you.
In Closing
I’m writing this article because it’s critical that you master both of these categories, your Mindset and Techniques.
You can’t be successful with only one or the other, both are required.
But once you master these 2 things, all of your wildest dreams will come true in sales and life!
-Jake Martincic
JakeMartincic.com 