For many years, one of the most well-known names in sales & self-improvement has been Brian Tracy. Goal-setting, time management, and sales training are some of the subjects he works on. He has published a number of best-selling books and given hundreds of speeches before sizable crowds.
Ready? So without further ado, here we go:
Prospecting is a great place to start.
obtaining more and better qualified individuals to demonstrate your goods and services. Building strong demographics is a prerequisite before you even begin (Zip Code and psychographics). You can either buy the data or use your own first-party data to do this.
Developing rapport
"Social Proof" is another name for this. Utilize all available channels to develop strong rapport, credibility, and levels of trust with your prospects.
Identifying needs
Both Marketers and Salespeople often fail because they talk too much about their product, its great features and “high quality.” Unfortunately, the prospect doesn’t care about any of that! They only care about one thing:
What can it do for me?
People buy a product when they believe their life will be better off in some way after using it. So if you’re having trouble selling a product, then focus on communicating that you understand their needs and explain how your product will reliably fulfill those needs.
The most common human needs which sell products include:
Making or saving money.
Physical and emotional security.
Being liked, respected or valued by others.
Being healthy and fit.
Having love and relationships.
Moving ahead in our careers.
Personal growth or transformation.
Promote Originality - Why should they choose your product over any other?
Sales is all about your rivals. In order to close the deal, you must demonstrate to the prospect both how your product will meet his needs and why he should select it over the alternatives.
To sum up:
Why you?
The response to this inquiry is referred to as your competitive advantage. Your product must be in some way distinct, superior, or distinctive in order to compete in the market. (In contrast to all the other possibilities your prospect has to satisfy this specific demand.)
Finding the competitive advantage of your goods will make selling considerably simpler. Otherwise, selling it would always be difficult.
The four main methods for identifying your competitive advantage are as follows:
Specialization
If you felt a strange feeling in your chest, would you rather see a general doctor or a heart specialist? Of course, the specialist. For the same reason, avoid being a generalist in your business. Specialize in solving a particular problem.
Differentiation
What makes your product different than all others? Does it have any features or improvements that solve the prospect’s problem better, faster, easier? Don’t say “quality”—that vague claim doesn’t mean anything to the prospect. Focus on utility.
Segmentation
Which market sector will you prioritize? Consider picking a highly specialized career, industry, or business type. Marketing will become more simpler as a result because you'll know where to hunt for prospects.
Concentration
This is focusing your efforts to land the big deals. In some industries, making one sale to a huge company can earn you more money than dozens of sales to individuals.
Brian Tracy says, “The basic rule in selling is to always fish for whales, not minnows.”
The Main Point Is...
How is your product better, distinctive, or different? How does it surpass all of their alternative possibilities in terms of meeting your customer's needs?
Remember! Find your competitive advantage through specializing, differentiating, segmenting, and concentrating your efforts.
I hope this brief glimpse into the world of sales was enjoyable.
The key concept is to always concentrate on what our product can achieve for people. Isn't that what business is all about? Putting others first and letting go of our own ego. is what you should do.
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