017: The Science of Selling: 5 Nuts and Bolts of Sales
Listen Here and Now for 5 Nuts & Bolts of the Science of Selling
Five essentials to improve your sales no matter what stage of business you’re in. Includes how to never make a cold call ever again.
Quotable of the Week
“He who has a thing to sell and goes and whispers in a well, is not so apt to get the dollars as he who climbs a tree and hollers.” -Author Unknown
We thought we’d use a whimsical fun quote for a more technical episode. Plus, can’t you imagine these two people whispering or hollering and the results they would see?!?
Highlights from the Episode
- Be sure to check out last week’s episode about 5 mindset shifts regarding the heart and art of selling.
- We are not natural or the best salespeople. These essentials are what we’ve picked up along the way.
#1 – Niche down. [3 min 40 sec]
- (A) You don’t need to reach everyone. Create a detailed profile of your ideal customer and talk directly to him or her.
- (B) Be excellent with a few first. Then build from there as you’re ready. It’ll amplify what you’re doing over time.
#2 – “Rack the shotgun.” [5 min 53 sec]
- We admit this analogy is hard… we’re pacifists and don’t like guns.
- This idea comes from Perry Marshall’s book 80/20 Sales and Marketing. It’s available for 1 penny plus shipping on his website. The story about the shotgun is in Chapter 2.
- The basic idea is to get people who match your ideal profile to raise their hands and show they are interested in what you’re doing.
- There are a lot of different ways to do this: ethical bribes, prize giveaways, talking to people, and more.
- Selling to the right people is the most important thing to focus on and shortcut the sales process.
#3 – Set your price so that it represents the value you bring. [9 min 30 sec]
- There’s a big difference between what you do in the early stages and staying there.
- Free is bad for business.
- This is different than having an opt-in or lead magnet. They are giving an email address (of great value) for what you’re offering.
- Know what you’re worth and the value you provide.
- Create win-win scenarios.
#4 – Determine your key criteria that need to match. [12 min 35 sec]
- This is similar to #1 niche down.
- If you’ve ever created a ideal customer profile, you know there are aspects of your ideal customer that you’re willing to budge on and other you’re not.
- Be specific about your most important criteria and stick to those criteria no matter what. You will be tempted to cater to variations from your ideal customer. That’s good but still stick to what you do best.
#5 – Get out there and do it. [15 min 45 sec]
- The best way to learn is to practice.
- As you do this your confidence will grow and you will know how to communicate what you are doing without sounding like you don’t understand your own product.
- You will also be able to learn about any objections that the potential customer may have and be able to implement it into your whole strategy.
Bonus Tip: You can do more sales calls than you think you can. It’s all about mindset. [17 min 44 sec]
- Check out these videos about Limited Mindset and Growth Mindset from Carol Dweck’s Mindset.
- In one word, it’s all about effort.
So, how can you never make cold calls ever again? Listen for the answer at 21 minutes, 58 seconds.
If you want to know more about how to improve the sales side of your business, we invite you to check out Business Activist Academy. In January, we’re talking about validating your idea through sales. In February, we’re going to do a deep dive into the basics of selling. This is the perfect time to join the Academy if you know what you’re passionate about and you’re clear on your strengths but you haven’t figured out how to make money or how to make lots of money creating the change you wish to see in the world. We would love to welcome you into the tribe that’s forming. All the details are at businessactivistentrepreneur.com/academy.