In case you haven’t noticed, January has been all about YOU and bring out your INNER AWESOME.  This week, we are getting attention for your business.  Yesterday, Laura Cassidy gave us her 10 Tips to Get Magazine Editorial.  On Tuesday, Julianne Smith gave us 10 Tips for Public Relations.  Today, we are going to sell our little butts off with the help of Saundra Hadley!

Knowing how to sell is a way of gaining the client’s attention at the most critical juncture.  Ever notice how that super suave salesperson at Banana Republic makes you feel?  Do you notice how they can service and sell to you and it feel natural?  You definitely notice them.  They know how to sell.  You spend money there and feel good about it.

Saundra Hadley is owner of Planning Forever Events and Sales Coach to the Events Industry.  I visit her blog all the time to learn how to sell better.  I’m a relationship-builder, but make a very poor salesperson.  When she sent me her top 10 list I instantly found 6 points that I could be doing better.  I’m adding this to my list of intentions for the year: become a better salesperson.  Ahhh… how I love thee, Saundra, and your wise-selling ways!

10 Tips for Making the Sale
by Saundra Hadley, Sales Coach

1. Love to Sell: A true salesperson will experience an exhilaration and a thrill when a deal is closed. It’s like a drug; like laughter to a comedian. You want to have that feeling again and again. Perhaps most business owners don’t feel that way about selling, but you have to truly love to meet people and go through the selling process. It will reflect in your capabilities and how you handle yourself.

2. No Fear of Rejection: You cannot be afraid of the word “no” in sales, because it’s a guarantee you will hear it, many times. You know that this potential client is not rejecting “you”, but simply choosing not to buy your products or services. Cut ’em loose and move on to your next sale. Use this feeling as a motivator to do a better job at your next sales consult.

3. Listening is Key: I cannot emphasize enough on how important it is to really, really listen to your potential client and the people they bring with you to your consult. You’ve heard this a dozen times, but I’d bet that a lot of you are thinking about what you are going to say next when your client is talking. You’re missing really important information. During a sales consult, 98% of the time the client will tell you:

1. Why they came to you
2. Why they need your product/service
3. What is their motivation to purchase
4. What they can afford and
5. What their hot button issue is. Find out these things and you will close the deal.

4. Be Positive: As a consumer, have you ever encountered a sales person that was apathetic, lack less and detached from your needs? Did that make you want to spend your money with that business? Upbeat, excited, encouraging, honest integrity and a positive attitude will beat out less experience or poor negotiation skills.

5. Do Not Prejudge: Be careful of making prejudgments about potential clients, AFTER you have delivered your proposal or price. Do not mistake silence after sending out a proposal that they don’t like it or think it is too high. Give them a deadline and be patient. Ask questions and don’t jump to negotiate prematurely. Or you may be shooting yourself in the foot.

6. Relationship Selling: You have to first prove yourself to a potential client and build a bridge of trust before you can display your products or ask for their business. You do this by listening, understanding, bringing up good ideas or concepts that might help them. You will cease to be the “stranger that wants to sell them” and be a friend. Or in the very least, someone that is on their side.

7. Referral Selling: The best sales leads are referrals. Previous clients have probably already pre-sold your services by gushing how wonderful you are. Remember though, referrals can come from anyone, at anytime. Perhaps a proposal that you gave out was turned down because the client couldn’t afford your services but really liked you. That person may have a cousin getting married that can afford you. Everyone is a potential referral.

8. Be Motivated: You must be motivated to close the deal. Have a sales plan and work it. What is your process after a client lead emails or calls you? Do you track the process and your close ratio? What plan do you have to go out and network and market yourself for more sales leads? Motivation and goal setting is paramount in having a positive sales track record.

9. Prepare: Give yourself the edge against your competition and prepare for each sales consult. Add something extra to the consult that will bond you with that potential client. You can do this by asking the right questions at the pre-qualifying conversation or email. It can be as simple as bringing photos of a previous event that you did at their reception venue. Or color swatches, because it caught your eye and you thought of them.

10. Ask for the Sale: Forget points 1-9 and just remember this: you will never get the sale if you don’t ask for it. Phrases like, “When would you like to get started?” or “I know you want to get your invitations out quickly, let’s order these by xyz date and I’ll get the proof to you.” Positive and confirming statements are ways of asking for the sale. Leaving a sales consult with an open ending is like leaving a bag of potato chips open. They taste good at first, but quickly get stale. Create an urgency (not a gimmick) and work your plan.