Whether you are an employee or business owner, your role involves selling either your vision or your values in order to achieve an outcome. Every job interview is a sales process, every successful transaction with your client, if you are a therapist, is a sales process, as is every internal or external client meeting. We are all in the business of sales. Sales is about building relationships.
There are two common misconceptions about sales that can damage the long term life of a business:
Cardinal misconception 1: The thing you sell is a product or service
Nothing can be further from the truth. The product and service you are offering is only the final result of what your client really bought. They bought into you; they bought the value you offer, the purpose of your business or product and the feeling they get when meeting you.
Unless they buy “you” they will not buy from you, no matter how amazing your product or service is.
Cardinal misconception 2: The sale happens in the moment of transaction.
Again, the sales transaction is only a result of the client having bought “you”. Unless there is a pre-transaction relationship, there will be no transaction. If you want to develop your client loyalty, you must create a post transaction continuity. Maintain the relationship with your client. Get reputation for offering value for free and for offering value beyond what they paid for.
Here are the eight essential steps to successful sales:
These essential steps can be used whether you want to sell yourself for a promotion, to sell an idea internally or to sell to prospective clients via marketing or direct sales.
Most importantly you must believe in your product or service. When you have faith in what you are offering, your clients will buy your passion and enthusiasm.
When sales is a meeting of your ideal client with a solution that serves them, then sales is a joyous process. Sales becomes a relationship building, an adventure and an opportunity to make a difference in someone’s life.