Sales for Non-Sales People
Sales for Non-Sales People
Selling need not be a mystery or a Herculean effort. In fact, it is the simplest process in the world. Here is the simple PPC selling system for non-sales people:
1) Proposition. “Hey big boy, wanna buy my service?” What is your unique proposition? Want your boss to give you a raise or increment? You need to prepare some valid reasons why you are worth more. What have you learned that makes you more valuable? What can you do that no others can do? What have you saved or made for the organization? Who is paying more (and hiring) in the industry for the same skills? If you can’t think of a valid proposition, you will never be able to make a sale to an intelligent ‘buyer’.
2. Presentation. “How do I look to you honey?” Talking too fast or too slow, emphasizing the wrong points or not emphasizing the key points can ruin a ‘sale’. If you want to sell your boss on a bigger budget, think SET: Show – Emotion – Tell. Show what you want to get across visually. Powerpoint, posters, pictures, props. ANYTHING visual. Then Tell the boss the reasons why, explaining every slide, graph, prop in detail, but not minutia. Connect the Showing and Telling with emotional stories or reasons to trigger a response. “The reason to jump on this now boss is the huge growth potential in both the India and China markets. You can easily show the MD how we DOUBLED in size in just 2 years if we can just increase our budget to…” Catch the drift on making the boss a hero and if visuals support the words, you have a pretty good chance of making the ‘sale.’
3. Close. Ask for the order. Never say, `What do you think?` That is cerebral. You want them to act. Best: `Then, with your approval, I will go forward with this so we can begin saving money; gaining profits; winning market-share; improve morale as soon as possible.` It is assumptive and sells a benefit.
Do not accept, “Let me think about it.” or “I will take it under consideration.” These are the same as NO! If someone wants to think about it, say, “Wouldn’t it be better to think about it while I am here so if you have any questions, I can share the reasons why you should…? or, from my friend Jeff Thull, `In other words, NO!` It is usually as hard for someone to say `no` as it is to say `yes`. If they say `no` always ask `why` and push for specifics. If they have a valid reason, at least you know why. If not, it gives you another reason to push again for a close.
Do not be mystified by sales. Just use the PPC formula to start selling your ideas, services or products today.
