Selling is a simple process: Discover a Problem Offer a Solution When the Pain matches The Price you got a sale. The more someone trusts you, the more he or she shares their pain points, the more they need you. We spend so much time focusing on our business, that we can overlook the things that can help our business grow. Sales are the lifeblood of any business. To increase the growth of your business, you need to be able to more effectively sell your products or services. Today, the old world sales id
Succeeding In the Ever Changing World of Sales and Marketing.
The face of sales is continuing to evolve. Sales Professionals pouring over advanced data analytics moves the numbers to create more confusion. Today Sales Pros start the sales conversation online and transcend into a more Know, Like and Trust relationship for selling.
Trying to stay relevant or even being seen online is becoming increasingly difficult in the digital world.
Your Success in this ever-changing landscape is simple and straightforward.
Be a Sensitive Human
Feeling, we have all got them. True human feelings and caring work better than some LinkedIn followed message outlining what I am doing wrong in my business and how I will not survive another day if I don’t buy their product.
Would you respond to this offer? Why would your customers respond to this?
What I find amazing is that someone thought this message would work- with anyone!
Selling online is not that much different than selling offline. Sales people that “show up and throw up” don’t make many sales or friends. If you wouldn’t do it in the “real world”, don’t do it in the virtual one.
Waterboarding Sales Pitch
Waterboarding your Sales Pitch is what happens to your prospect when you use the same message and type of communication portal over and over and over. Be unique, mix it up and bring value to the interaction most of all.
Make the best use of everyone’s time- do your research. Learn all you can before reaching out. What’s in it for them? If there is not a compelling reason for them to meet with you most likely, they won’t.
Ways to Reach Out
There are many different ways to start a conversation. Here are a few of these to get started.
- Send them valuable content about a project they are working on
- Offer free products or services- not directly related to your offering
- End with a question
- Ask for a recommendation from – product/service/vendor
- Share a common interest- research
- Analyze their product/service/company compared to industry
- Ask them for their opinion
- Ask them for advice
- Conduct a Survey- ask them to participate (make it short/relevant)
- Share their content, compliment them
- Send them relevant industry content
- Congratulate them for awards, news mentions, etc
- Ask them to contribute to an article
- Ask them for a quote in an article
- Ask for an introduction from one of your shared connections
- Reach out to the salesperson in the company
- Reach out and connect with other people in the business
- Thank them for sharing their insight
- Pay them a compliment- be creative!
Add value to every interaction, treat your online conversations like your offline ones. Get to know your prospects. If you learn to communicate effectively in the online world, the transition from online to offline will be smoother and generate more sales.
Craft Fairs Sales Success Tips
You’re selling your handmade products at your local craft fairs but aren’t sure what will sell. It’s not a matter of what you think will sell but about what has sold in the past.
How do you find out? Follow these 10 tips to produce hot sellers for your next event.
Keep Production Costs Low
Craft fairs are not the time to bring out your artistic creations. The best way to make a profit is to keep costs low. This means that you need to sell your item for more than it costs to make.
Example: One baby sweater costs $25 to make. To earn a profit you must mark it up to get your costs back plus make a profit. This is not something to sell at a fair.
Example: A set of 3 face cleaners cost $1.75 to make. It is easy to mark this item up and to make a profit. This makes a good choice.
Cater to the Largest Demographic
Before you produce the goods for your show you need to know who will be attending. Will they be retired? Is it a family oriented show? Is there an entrance fee or is it a no-cost event?
These are important to know because this is how you decide what products to sell.
Keep Prices Below $25.00
Most local craft fairs are run by churches or non-profit clubs. They make their money by selling the booth space not by you selling your product.
You want to have varying prices from $1 – $25 so everyone, including children, can have fun shopping.
Stick with Everyday Gifts
Gifts that are simple and appeal to certain groups are best. Think children, girlfriends, boyfriends, teachers, coaches, grandparents, parents, holidays, bosses and other common relationships and events.
Make Quick Items
The items you make should not take more than 1-hour. You want to stick with products that you can make in under 30-minutes. This way your profit margin will be high.
Package to Sell
You want to have quick sets that are easy for customers to purchase. Think about how you shop during Christmas or Easter. You like the pre-made gift sets because the choice has already been done for you.
Shoppers are busy people so make it easy for them to choose a gift.
Trendy Can Be Viral
What’s happening around you during your event? What’s viral on social media or in your town? Capitalize on that. Don’t use copyrighted characters or images but use similar colors or wacky sayings.
Example: Local sports colors make good products. In other words ribbons, hats, bracelets, etc.
Invite Friends to The Show
This might be a little sneaky but it helps to invite friends to the craft fair. Have them wear your product around.
Think of the last time you were at an amusement park or concert. Certain items were hot sellers. Why? People saw others wearing the item (mouse ears) and wanted them too.
Price Your Items to Sell
This is different from pricing under $25. Group products together. Some common groupings are:
- buy one get one free
- buy one get one half off
- 2 for the price of one
- 50% off two
- Buy this get that
Colors Make the World a Better Place
Psychology has proven that color affects the way we feel. In fact, we place a big value on how visually pleasing something is. Use this to your advantage.
- Red – urgency, sale, and energy
- Yellow – youthful, optimistic, attention-grabbing
- Blue – trust, and security
- Green – wealth and relaxation
- Orange – buy, sell, now
- Pink – romantic and feminine
- Purple – soothing and calming
Knowing what sells well will help increase your sales at your next craft fair.
Here’s an action step for you to take:
Go to your local store.
- What are they selling?
- How are they marketing it?
- Pay close attention to how they use color and pricing in their displays.
Best of Luck.
Objections and Excuses
What is the difference?
Objections have to do with real questions, problems, misunderstandings, the point of views and perceptions of the product or service we are selling, from the prospect. Once you have those objections from the customer, then YOU KNOW that there is a real chance to have a potential client or that there is NOT an opportunity, if the objection that the customer has reflects a reality that your products or solution cannot satisfy.
Let me tell you a real-life example from my own experience.
When I was selling Telephone Cards on the Greek Islands, I heard all kind of different objections. By doing this job every day for years, I got the experience to be able to distinguish the real objections from the false ones.
Once I was on a Minimarket on the island of iOS, a well-located spot where tons of tourists passed by every day. The owner of this business, a smart young entrepreneur, although he understood the benefits of my product, said this: “I understand the USP (Unique Selling Point) of your product, however, I am not going to buy it because, the Mini Market opposite is owned by my brother-in-law, and he sells similar products, and I don’t want to compete him.” This statement of his was as honest as it could be and I think there is no point trying to convince him anymore because his argument is a real argument.
Furthermore, another thing that often happened to me was that the guy I was talking to, didn’t admit his lack of authority on the business. So often when I saw a 21-year-old, behind the cash machine claiming he was the business owner and saying no to the product, I suspected he was lying, so I paid a visit during the rush time to meet and talk to the real manager.
On the other hand, False Objections (Excuses) are said for several reasons and have nothing to do with your product or service but hide other reasons behind. Those reasons might be, politeness, lack of trust, financial reasons, authority reasons, and even timing reasons.
Maybe the prospect likes your product or service but does not have the money to buy it and is ashamed to tell you so.
Maybe the prospect is not the decision maker.
Maybe the prospect did a research and found the same or a similar product that is cheaper and does not tell you that for reasons of politeness.
Maybe the prospect is prejudiced of your ethnic background or because he had a bad experience from people of the same background as you in the past.
Maybe although he likes your product or solution, his social environment doesn’t.
Maybe it’s not the right timing for the prospect.
What can you do?
Let’s take the above examples and try to find a solution that is going to clear the situation, address the matter and try to close the sale.
If you think that the prospect does not have the money to buy the product that you are selling, ask him if now is the right time to purchase it or if maybe in the future when it’s going to be more mature. In that way, you keep the door open and do not push for an answer the prospect does not want to give you anyway.
Always find out if the prospect is the decision maker. If you are selling B2B, ask directly, “Are you the decision maker?” Now if you are selling B2C, often the decision maker might not be the person that you are talking to. When I was selling time-sharing, we always invited couples and made them the presentation of our service. The salespeople that achieved having a good rapport with the couple and not individually with the husband or the wife were the ones that made the sale. The mistake that many colleagues made was that they gave all their effort to the husband by thinking he was the decision-maker and ignored the wife. So when the decision time came, and he said yes, guess what the wife said…
Do you think that is the case? Then address it directly because maybe the prospect is assuming by comparing oranges to apples. Or even better prevent the prospect from coming to this assumption by explaining in advance that your product or service is different from that of your competitors based on specific reasons that you know.
Prejudiced is a human reality, and although it’s obviously wrong, it has a logic. Coming from the most corrupt country of the European Union, I know exactly how it feels for your integrity to be questioned because of the faults of others. You can do 2 things. First be yourself as you are and be as honest as you can be, not only with your prospects but with yourself as well. Do not tolerate for whatever reason (politeness, fear… ) your integrity being questioned. If you do so, then you give ground to their accusations. Secondly, address the matter directly for example: “Sir, I understand that you had a bad experience with XXXXX in the past, but I am insisting because I know I can offer value to you. It’s your call to use this opportunity and take this decision now. ”
If his Social Environment does not like the product while he does, find reasons to explain to him why he should buy it anyways. Address the matter directly, explain to him why it is not going to have the effect on him that he thinks it’s going to have, explain to him why it is going to increase his prestige or how he can hide the product if it is not the case, you know… that’s why you are a salesperson.
This is a very common reason why people say no. See if the situation is the right situation, that it’s easy, however for many people is not as self to understand as we think.
For example, if you are cold calling and he is at the airport to catch the plane, do not start your pitch, ask him when you can call him back. If you are visiting him at his business place and you see he is having a complex conversation with someone else, return later… Simple things like these need to be taken into consideration. (I was trying to find the source but unfortunately, I couldn’t. There was a research that was conducted by an Israeli Institute some years ago that showed the probability of sales to happen before lunch and after lunch and the difference was amazing. Potential customers with an empty stomach were far more possible to decline to buy the product or service than customers that already had lunch. So… if you are on a lunch invite or double martini invite kind of business, be social before lunch and pitch your prospect afterward.)
How To Sell If You Hate Sales
Do you hate sales? What if you want to be a successful business person? Whether it is a business venture, a job interview or to convince your boss to give you a raise, you need to be good at sales. If you hate sales but want to build successful relationships you need to be able to sell yourself. Even with people of the opposite sex, or in many other situations in life, you must free yourself from your preconceptions about the world of sales, it is worth your survival.
Why People Hate Sales
Most people have huge preconceptions about sales, often related to negative experiences with pushy telemarketers or shady car salespeople (By the way I have been a car salesman and a telemarketer myself and the majority of these people act with enormous integrity but unfortunately there are always the bad apples like in any other profession that negatively impact everybody else).
When people think about sales, they often tend to imagine the typical car salesman wearing gold bracelets with his hairs slicked back, but successful salespeople are anything but this: In fact, when I think about successful salespeople I usually have in mind politicians, famous lawyers, TV personalities or doctors.
Anyone who has achieved success in any area of life has often managed (consciously or unconsciously) to master the ability to influence other people, to achieve ambitious goals, to compete and to win in life.
Change Your Mindset Towards Sales Today
So many people don’t feel comfortable about sales, mainly due to insecurity or for fear of being rejected.
The top salespeople learn to master an “iron” mentality, a mindset that allows them to knock down any obstacle and to get what they want.
Do you think that this type of attitude might be useful in other areas of your life? You bet.
If you think about it, everything you see around you exists because you bought it, somebody sold it to you.
The same house you live in belongs to a sale, or even if you pay rent you had to sign a contract, everything inside is “born” from a sale, the chair or the sofa on which you are resting your ass in this instant comes from a sale, so have respect for salespeople if you don’t want to end up with your ass on the ground.
The greatest inventors or scientists had to “sell” their idea, they have managed to overcome many objections from people who did not approve their ideas before they became famous, otherwise nobody would have known them today.
Historical geniuses like Steve Jobs or Bill Gates are people who have mastered the art of sales.
In the society we live today, mastering the art of sales is no longer an option, it is mandatory for your survival in this world because everything revolves around sales.
The only way to get what you want in life, the only way to achieve your dearest dreams is to master the secrets of sales.
Successful salespeople are geniuses in creating solutions
People want to find solutions to their problems, whether it is about choosing a vacuum cleaner, to buy a vacation to the Caribbean or to choose the right political party, anyone needs to be able to make the right choices, the real salesperson is a problem solver, someone that can help you to think better, to analyze the right options and ultimately to live a better life.
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