Why and how do clients decide to “BUY” from one person or
company vs. another? Below are what non-savvy
sales professionals do:
- Pressure
people into buying the program with hard-sell tactics,
- Act
like their program is the greatest thing in the world, or
- Overpromise
and under-deliver or provide the WORST client experience
All three of these approaches are guaranteed to turn off a
huge number of potential customers, and send your sales down the commode.
That’s no way to run an enterprise.
What you want for your business is to have created a Sales
Professional that differentiates themselves – in other words, that makes your clients
say “Holy ****, I want that Sales Professional and whatever they have because
they are unique, have strategies and bring something DIFFERENT.”
You need something different, something that nobody else can
provide. Just start with this.
Are you ready?
There are a lot of things you can do to create programs or
solutions that people are eager to buy, but focus on these first, and you’ll be
well on your way to bigger sales.
1. Link your program benefits to outcomes that ideal
customers are itching for
2. Create your program to match the experience your
ideal customers want
3. Show potential clients how your program
overcomes their objections and differentiates themselves from their competition
with a sleek, attractive, and edgy strategy
Your customers don’t want to buy your program; they want to
create an outcome in their life or their business. They want to see themselves thriving with
your program that leads them to financial success.
They are in the market for the shortest path to their
desired solution, and they couldn’t care less what your product is because
everybody else out there probably has the same thing in one way or another. All they care about is “Will this program give
me the outcome that I need to have?”
Outcomes come first, product comes last. I can’t stress this enough. I see too many smart people positioning their
products instead of positioning the program outcomes (and experiences) the
customer desires to have or subjectively don’t realize they have the need to switch
because they might perceive themselves as being “loyal”.
We all have objections when we’re considering buying
something. Think of the last thing you
had to think about before you bought it, whether it was a digital product or a
physical item in a store.
You had objections that you were going through in your mind,
and you had to justify the purchase to yourself before you made it. Eventually, something pushed you over the
fence and you whipped out your wallet. I
bet it was something that was a “differentiator” that persuaded you to choose.
If you don’t know what your customers’ objections are, you
won’t be able to address them in your sales material (and in the product
itself).
Whatever it is that’s bugging them, fix it in your program
and make sure “they” can see the path to solving this by being “different”. Explain how it’s designed to take as little
time as possible, or to fit into a busy schedule. Talk about how you’ve made a complicated subject
dead-easy to understand and drives results.
Whatever the objections are, defuse them by answering and
solving for the inevitable before you go see your client. How might you ask? Just look at what the competition is doing,
identify from a “consumer” and a “business” point of view how your program
brings a “different” solution to the market that addresses the needs and wants
people are looking for. Again, bring
something “different”! Nobody wants
status quo or something that is easy to copy or mass duplicate. They want something unique that builds a
BRAND!
And then they buy. Your
sales funnel explodes exponentially. And
then they tell their friends.
What have you read thus far that can change your Sales
World, be “DIFFERENT”…that’s all!
It’s not as easy as it sounds but hey…that is what separates
MONEY MAKERS and MONEY BREAKERS.
