There’s one question that has served me extremely well in over six years as a small business consultant. It’s the same question that heart-centered, soft sell salespeople and marketers need to ask their customers and prospective customers. The most important question is, “Why?”
I’ve had salespeople and small business owners ask me about writing a script. I have used them successfully 18 years ago when it was a required part of the job. I didn’t like them then, and I really dislike them now. Other than to memorize an opening question to get you started so you can avoid being tongue-tied, scripts are designed to control the flow of questions so as to control the prospect. That’s a hard sell approach to sales because it only cares about one thing, getting the prospect’s money. After a short stint using scripts because a job required it, I returned to talking with prospects.
Heart-centered, soft sell sales and marketing focus first on the customer’s needs and wants. While people may quickly tell you what they think they want, it’s very important to dig deeper to understand why. Look for their real motivation then help your customers buy what will do the best job you can for [...]
There’s more to life than money alone. I know that sounds shocking from someone who trains people to sell and who considers himself a businessman. Nevertheless, for most of us, it’s true. And from my experience working with small business owners, I find that most of them have a passion for what they do. Naturally, we all want to make lots of money and be able to have the freedom and possessions it brings.
In both my experience and reading, I find that most of us work to make a living to do the things that are important to us. The rare ones among us do the work out of love for the job itself. In my case, I sell for the love of it. I do sales training because it gives me even greater pleasure. So, sell for the love of it! Personally, I want the fullness of job satisfaction too. I love selling for the fun, fulfillment and mutual rewards I get from heart-centered, soft sell sales and [...]
In my meeting this afternoon with my client, we got into a discussion about experiences we’ve had with small business owners who waste time on quotes they won’t win. To most salespeople, any live request for a quote is exciting. Eventually, experience teaches us to pass on doing some.
This article presents seven situations where smart salespeople, whether soft sell salespeople or hard sell, win by walking [...]
Stop wasting your time, effort, and money trying to sell to the whole world. It takes discipline to train yourself to narrow your efforts to your best effect. I too have to discipline myself: soft sell sales and soft sell marketing appeal mostly to small business owners and people who care about developing long term relationships. Yet we find it tempting to be available to anyone and everyone who might want to buy our products. We don’t want to miss out on any sale. The whole world is our oyster. Not so.
The people who thrive are those who identify their niche and tightly focus on what they do that appeals to that specific group. That’s why I strongly encourage everyone in soft sell sales and soft sell marketing to determine your ideal customer profile. Prospects who match that have the greatest likelihood of wanting and feeling they need your products and services because such problems are common to people and companies like your best customers. Help customers buy because it works for them. You’ll find your sales more fun and the results mutually [...]
I had fun Thursday consulting with a husband and wife team, small business owners, on sales and marketing for their flow control manufacturing company. This is one of the few times, if not the first, that my CMTC (California Manufacturing Technology Consultants) client was already gathering information on the profile for their target prospects.
Soft sell sales and soft sell marketing are about developing relationships based on people who know, like, and trust you. When you identify what your best customers have in common, you can seek prospects who match those traits. When you speak to a real problem they want and need to fix, you are going to find them more open to discussing what you can do to help them. Provide information and show you sincerely care about them. You’ll be able to help customers buy. And both you and your customer will enjoy the process more and find it mutually rewarding. As one of my clients said Monday, that kind of sale is “a rush.” It’s not just about the money. It’s about the [...]
|
Invitation to Opt-in for Free Ecourse
Testimonial for Bonus “9 Steps to Finding Prospects” “These 9 Steps to Finding Prospects Who Want What You Provide are exactly what I need at this point in the startup & growth of my business. Keep them coming.
“I now see that the Sales Consultant website I suggested you look at was slanted too much toward "what he can do", even though he claims to be a Sales guru. Last time I looked at it there was "too much to read" as well.”
Dave (last name withheld at client’s request)
Business Coach & Consultant
Testimonial – CMTC Senior Consultant I have thanked you many times for the quality of reports that you provide to my clients. I truly feel you are adding value to the SMA - Program but more to my own job as a Consultant and point of contact to our clients. I really hope you will never lose your inspiration in performing outstandingly on providing the best quality you can offer to others.
Paula Bahamón
Sr. Consultant
CMTC - Los Angeles Region
Grid Controls Testimonial Dear John:
Our meeting on Thursday, April 23rd, was an uplifting experience, and you gave us hope that we can implement the marketing techniques discussed. We were especially pleased with the simple, yet effective ideas you gave us for improving our website and broadening our marketing capabilities.
Sincerely,
Gary Richards,
President
|
Recent Comments