Why would anyone give you their money?
Myself, and my friend Antonio Falco, would agree that selling is both an art and a science. Therefore, if you can’t get in front of prospects and transfer the enthusiasm you have for your products, with some sort of strategy, why would anyone give you their money? You can’t fluke it every time.
Antonio recently appeared on the Business Connections Live show [he was invited back a second time] and watching him speak got me thinking about the very reasons I have stayed in business since 1986. I believe it’s the fascination with what makes a person decide to buy or NOT to buy. What makes a buyer say YES to a particular buying proposition? It could be a million and one things of course.
What are you doing in business?
If you’re not even the slightest bit interested in why people buy then I’d have to ask what you are even doing in business.
As you know, everything comes down to sales and nothing happens until a sale is made. All activities in business can be traced back to sales, so don’t we owe it to ourselves to be a great as we can be at this essential activity?
Every business conversation is a sales event
Don’t you want to make a lasting impression, not just in your sales appointments, but in every business conversation you have? If you allow it to be, every conversation can be a sales event. Not if you don’t want it to be, but planting the right seed can come back to you and pay multiple dividends.
We all have stories of receiving a call from someone who saw us, met us or heard of us at a place or through someone else. Being remembered is crucial. Being talked about it also vital [for the right reasons of course]. I call is being DUDU:
- Discussable
- Unforgettable
- Disctinctive &
- Unique.
Get your USP [Utterly Seductive Proposal] in order and the rest will follow, as explained in my book.
So on to ‘Falco-isms’
I’m not going to give my thoughts on selling here, but give the floor over to the most professional and insightful sales consultant I know. His website is antoniofalco.com and yes, that IS his real name ☺.
This video was shot recently for a national SME internet TV show and Antonio speaks about the need to small business owners to take the role of selling more seriously, regardless of which marketing route to choose to take. He also gives you a killer question to ask at the beginning of the sales process that will save you a whole lot of confusion and time wasting meaning. You’ll get to know how to handle that particular prospect in the way that suits them.
Here is the video:
Good luck with your sales activities in whatever form they take. The world is your oyster in however you choose to go about it, but just be professional and give yourself, your products, your company and your future clients the respect they deserve.
If you can’t sell you might get by, but you won’t surprise yourself and/or fulfil your ambitions.
Tim Coe
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