Gain Clients WITHOUT SELLING! 4 Steps

The ultimate four letter, dirty word is - "SELL".

Do you hate to sell?

NO worries.  You're still a good person. :)

It’s OK to hate sales if selling means pushing clients into purchasing items or services they do not want or need. We all hate that. Great sales people are building a business, not just trying to make a sale. When you think beyond a sale, when your focus is on building the relationship and helping clients solve a need,  you’re going to get  people’s attention much more easily. They’re going to be more interested in what you have to say.

Selling is not the problem. Individuals and companies need things. Discover how to become more comfortable and sell without 'selling' using this simple approach.

Step 1: Do your Homework

Start with learning about the company or individual you will be approaching. What do they do? What are the possible problems they are facing? What solutions might they be looking for? Even a surface level knowledge of the company will help you answer these questions. If this is a warm contact, you may be able to ask the person giving you the introduction for what they know about the contact and the company. Much of thins information is available on sites such as LinkedIn, Twitter, and the company website. All this gathered knowledge will help you in step 2.

Step 2: Create a Unique Value Proposition (or two)

Your prospective client is not interested in what you do. They are looking for solutions to specific problems or needs. Use the information from step 1 to create a unique value proposition tailored for the company or individual with whom you will be speaking. Value propositions include the benefits, results and solutions you or your product provides. What does your target market really want? The product you provide may be BMW automobiles, and the features of that car might be leather interior, but the benefits/solutions you provide are increased prestige and brand recognition.

People are less interested in the actual thing you provide. They want to know what it will do for them. In the 21st century people purchase benefits, results and solutions.Discover how to create captivating value propositions with our simple template.

It's FREE - Get it here.

3. Listen, Listen, Listen 

Ask questions and listen to the answers. Those who are good in sales listen more than they speak. They focus on getting an understanding of the customer’s needs and then finding a solution. Great sales people always ask their clients why they want something done. In listening more than talking, you can better accommodate what they are looking for.

Step 4: Bridge the Behavioral Gap to Build Rapport

According to a recent study by Pew Research, bad leads, (and they define a bad lead as someone who does not need or have the money to pay for your product or service), WILL PURCHASE FROM YOU WITHIN 24 MONTHS IF YOU BUILD RAPPORT.

Remember people only do business with individuals they know, like and trust. This is called rapport and building rapport requires time and effort. Understanding, recognizing and adapting to different behavior styles is critical for developing rapport. Become the go to person; the individual they know, like, and trust. Rapport is the stage at which long term, repeat business and sales can take place. Would you rather do business with an individual you just met and are unsure about or an individual you have seen in action and know you can trust? This is even more important in today’s global business and economic environment. No one has the time and money to risk on an unknown.

You don’t have to “love” sales. Just learn to enjoy people, build relationships,  and gain satisfaction in finding solutions and results that will meet your clients needs.

Discover how to connect with all behavioral types. Learn how to recognize and relate for building rapport in our FREE eCourse “3 Simple Keys for Building Rapport”.

Download HERE

Dawn Pici specializes in tactical sales training with a focus on LIVE PHONE COACHING. Pici & Pici can help you gain an 80-90% success rate for booking appointments on the phone.  Contact them at 407-947-2590.

www.PiciandPici.com