Hello! I am Julie Futcher from The Sales Manager and I would like to start with this thought ………
“Money makes the world go around, the world go around, the world go around”
“Money makes the world go around, it makes the world go round”
“Money, money, money, money, money, money, money!”
Great words from the fantastic film, Cabaret, and how true for your business? Money is the life’s blood of any business and how do we get that money in? Well, it’s by making sales and it sounds simple huh? And to some people it is, but there are an awful lot more you out there who just curl up and die at the thought of the word “sales”. If you look at the dictionary definition it reads “the exchange of a commodity for money” a very straightforward statement, however, that little 5 letter word and the emotions that sit alongside it, can make some people’s blood run cold and ultimately prevent them developing their business.
What I wanted to achieve with this blog, was to show you that “sales” and “selling” does not need to be something to fear, but can be something that you can enjoy, honestly, cross my heart and hope to die!!!
The first step is to turn the whole scenario upside down and look at this from a different angle and in order to do this, I am going to ask you a question? Who likes to buy things? Whether it be the latest gadget (Julia Doherty you know you are guilty as charged!), a new pair of shoes, the latest DVD from Disney for the kids (“do you want to build a snowman?”) we all like to buy things. It makes us feel good, it changes our mood, and can, in some instances, depending what you buy, give us a competitive edge, enable us to save money and help to eliminate mistakes. In other words, we buy things to resolve a particular problem.
When buying, how do you think the customer would like to be treated?
An interesting question and one that, when we sit and think about it, can generate a number of responses which include:-
- Tell the truth and be ethical
- Show me proof, I am more likely to buy if you can prove what you say
- Make me feel like I am getting a good deal
- Don’t pressurise me
- Deliver what you sell, when you say you will
- Help me buy and don’t sell to me
These statements all show, what I call the “WIFM” factor, or “what’s in it for me” factor! When we buy anything we want to know what it can do for us; I want to know that those lovely high heel shoes are going to make me look like Cindy Crawford, parents buying the latest Disney DVD want to know that it will keep the kids quiet for hours even if it does mean that they have “Let it go” on loop for hours on end, when we buy the latest accountancy software we want to know that it will help us manage the finances in the business more effectively, and so on!
So, keeping all of these thoughts in your head, I have one more question for you, “do you like to help people?” If a friend had a problem and asked for your help, would you give it? If your neighbour’s car broke down and they asked for a lift to work, would you help them? I am certain that you would say yes! Human beings like to help each other and whether it be family, friends or even a stranger in the street, we all like the feeling that helping gives us? That warm fuzzy feeling of being there for somebody, there is no greater feeling in the world!
Ok, so here is a proposition for you!
If I said to you that “you could earn money, by helping people to feel great, buying something that resolves a problem, in a way that they wish to be treated,” how would you feel? I bet you would say pretty good huh?
Well, here is the newsflash, this is the approach of successful salespeople! The truth is that people will buy from people that they like, who they feel have been honest with them and have their best interests at heart. We have all met salespeople who leave us feeling as though we have been pressurised, ripped off, and generally taken for a ride. These people will be successful in the very short term, but long term, their approach will turn around and bite them!
Selling = helping!
Remember what I mentioned previously when I said that “you could earn money, by helping people to feel great, buying something that resolves a problem, in a way that they wish to be treated” If you talk to somebody and understand what their problem is, you can then tell them how you can help resolve this (remember the WIFM factor!). If all you do is tell people how you can resolve their problems with your product or service, and of course ask for the business, you will see an increase in “money, money, money, money” into your business. Not so scary now is it?
Thank you for reading this, I hope that you have enjoyed the first of my blogs for Green Umbrella and I look forward to blogging again later in the year.
Ep 129 – Meerkat application
In this week's audio version of the blog, Julia talks about the latest craze, which is a Twitter live streaming app called Meerkat. Mashable are addicted and I have no idea why Google did not think of it first as they certainly have the technology. Last night I sat and watched some guy in the states shampoo a blow-dry a dog and he was giving tips as he goes! The sad thing is that I was one of 750 people… but how powerful is that? How would you use Meerkat for your business?