Do you know the 4 Laws of the Sale?

Your potential clients have shopped you on the Internet, they have asked their neighbors if they know you, and who know's what else they have done to vet you and your company. But, there is one thing that all customers are looking for and need; they need someone who solves their problems. They are looking for integrity, honesty, and, possibly a lifelong relationship; not typically things most salespeople would understand that they need. I've even seen sales people to say "they have the money, they will pay for it". Wow. None of the things above and certainly not a nurturing life long relationship.

To deal effectively with the needs and fears of current and future clients, focus on the basics: showing empathy; developing trust; selling good, better, best and so on.  Dig into your customer’s business. You need to ask lots of questions to determine their needs and fears. And I've heard sales people say; “My customers don’t have fears. What do you mean?” Well, if you think that your customers don’t have a high level of anxiety and fear about talking to salespeople (YOU), consider rethinking the situation. Mr. and Mrs. Jones are wary of all sales people, including you.

There are four basic laws of the sale that everyone who sells needs to pay attention to. Using these four steps in "smart/safe sales practice" is the ONLY way you will increase you closing ratio. Oh, did I get your attention know? 1st place is increased closing ratios, second place a set of steak knives, third place, go home and get another job. Yes I did that. Hope you enjoyed it as much as I did quoting it. But really, I'll bet these laws are not what you think. They are as follows;

1. Knowledge of your products- As a convincible sales person, you must know your products inside and out. If you don't, you won't be taken seriously and more importanly, you won't be trusted. And without that you loose. I'm not just saying you need to know your products, you need to know them inside and out. How they are made or created, how they work, inside information about them and more that no one else knows. Know your stuff or get a different job. Don't be the sales rep that everyone won't see after a few sales calls. You need to be seen as bringing value to a potential client by blowing them away with your knowledge. If you aren't there right now. Get there as fast as you can. It's worth the investment of your time.
2. Have passion about your products- Have you ever bought anything from a sales person who couldn't convince you that his product was the best for you? Along with your knowledge, your passion to apply what you know is critical to create the right environment for a sale. Passion also gives you the appearance to really know your stuff. You have passion, excitement, ideas, and knowledge. All of this applied properly by a qualified, experience human manager/ sales person of the laws of the sale will know what this looks like. Have you ever experienced this? Or seen this? If you have you know what I mean. It's when passion and experience/knowledge come together. It's usually exiting. Maybe you have experienced a sales professional like that. All of this leads to the third law of the sale.
3. Trust- OK, if you have been following me on this, trust is the next logical assumption in the 4 laws. If I don't trust you, I don't buy from you. It's really simple. This applies to you too. Dosen't matter what you are selling. Have you ever bought a car from a guy you didn't trust? See what I mean? Trust is created when you use the first two steps above. Your knowledge and passion combined with your insights and ideas, and creativity creates an excitement that no onelse has. If you and your potential client aren't exited, you aren't doing it right. Does that make any sence? I'm telling you, it's a real law of the sale. Trust then, creates an opportunity for you. The opportunity is to "Ask for the Sale" without getting shut down. Did you know that almost 80% of salespeople don't even ask for the sale? Crazy, who wouldn't? WTH. Trust creates your opening to close the deal.
4. Ask for the Sale- 80% of salespeople don't even ask for the sale? Wow! You have to ask for the sale. How else will you know if you did everything right up to there? Here is what I would say if you came to me and asked to evaluate you. Did you listen? Did you ask questions? Did you use your knowledge and passion to develope trust? Did you present face to face not by email? Did you consider developing trust? If you haven't, then you haven't done it right. Either coach yourself up or coach yourself out and get a new career. Brash? Maybe, but why waste your time or mine as a potential client of something if you can't can't me to trust you. It isn't going to happen. How good are you?

You must realize that for you to get the sale and exceed your current sales goals, clients have to not only trust you, but also have to beleive that you will solve their problems better than anyone else. "Because of your knowledge and passion". Are you there? If not, better get into the grove or closing ratios will stay low. Do you know what your closing ratio is? Most don't, statistically.

I'm telling you folks, If you don't focus on these 4 areas while selling anything, you will never realize your potential. However, if you do practice these 4 laws of the sale, I am certain that you will increase your closing ratios. It only makes sence. "People buy from who they like and trust." If you don't have the trust, you might as well hang up you sales hat and go home. So, focusing on the 1st and 2nd laws fo the sale are important to your success.

If you would like to know more how Gard Business Coaching can help you improve your net profits, just schedule and appointment with Larry online at www.larrypgard.com

314-378-6644