I hated sales with the whole of my heart, I dreaded it and in fact my heart skipped when it is mentioned. I carefully avoided scenarios and discussions that solicit my participation in engaging on sales. Guess what? It was a twisted mindset based on educational and other lexical definition of sales and totally devoid of basic understanding that the world we live revolves around sales. The truth is, we sell every day, it mustn’t be physical products, it can be a service, opinion, political or religious ideologies, in fact our communication to buy someone else’s interest is SALES. So, we sell everyday of our life.
But looking at sales in relation to trade (exchange of goods and services) according to Jack Ma, the richest man in china “when trade stops, war starts”, he also says trade is an exchange of culture. So, this implies that we need sales to create more social bond and communicate the value to one another. I always wanted to be wealthy, growing up in an average middle-class home bridging the cap between the super-rich and the poor was enough motivation not to remain on that fence forever. As I admired the wealthy side, I totally abhor the other side. I went on knowledge hunt on how to become wealthy, I finally discovered that there was no wealthy person that ever existed without actually selling something (Time, Idea, Knowledge, Product or Service etc..).
Then like a flash of light, it came to me that for any man to become wealthy there must be an exchange and the best is through sales. The larger the volume of returns the better and over time one can amass more returns and become wealthy! I was so excited! Jumped off from my reading desk, telling myself I am going to be wealthy, amassing more returns over the years. Flash back to my first sales before the twisted mentality I had about sales. The year was 1988, living in government quarters, I had planted and nourished 1 square meter garden of well-groomed waterleaf, so a big lady passing by admired my garden and offer to pay for N5 Oh! that was my first sale.
With motivations to start selling again, using the executive sales program my wife got involved with, I met a lot of frustrations getting many no’s from prospects I decided to seek knowledge and passed it on to my sales team of over 18,000 people across U.S, U.K, Nigeria, Malawi, Kenya and Cameroun. Your educational qualification may not give you the job that can make you wealthy but a negotiation or sales skills can certainly land you a deal that can leapfrog your current status to a wealthy position over time. Another thing about sales, is if know how to sell, you can’t be hungry or broke. So I am inviting you to become a top sales guru of our time, come and unlock that skills that can grow your wealth vault.
I will share 4 skills I used in increasing my sales volume and I believe if you engage it, it might increase yours.
Skill1: The “Visualization” Close
Visualizing success has a proven impact on everything from self-confidence to sports performance including sales. With this close, you turn the full power of this practice on your prospects by encouraging them to imagine the full impact of purchasing your product or service.
Leverage whatever pain points they’ve shared with you when you where creating rapport while talking with them make the visualization as effective as possible. Once they can see themselves enjoying the benefits of your offering, closing becomes much easier.
Skills 2: The “Value Wedge” Close
According to Tim Riesterer of Corporate Visions, most Business to Business salespeople admit that there’s as much as 70% overlap between their solutions and their competitors.
So rather than trying to sell your solution from the ground up, focus instead on the 30% of your offering that’s different from others you’re going up against – aka, your “value wedge.” Focusing there, helps your pitch stand out from others who are pitching generic benefits for relatively similar products or services.
Skills 3: The Scarcity close
Think of this, we all hard-wired to want to act in the face of perceived scarcity. Leverage this instinct in the case of closing by increasing urgency with a limited-time offer or special promotion.
Just be genuine, if you’re going to use this one. You’ll lose credibility with your lead – and potentially damage your relationship with future prospects if word gets out about your business practices – if you lie about an offer being truly scarce, so please be sure before using it and use it when it’s absolutely necessary.
Skill 4: The “Hard” Close
This one is exactly what it sounds like: the high-pressure, high-intensity “hard” close that’s long been associated with salespeople.
It’s not always appropriate, but it’s often effective when a situation calls for clarity over ambiguity (like when a lead shows signs of life for months, but never actually pulls the trigger). Use it sensitively, but always keep it in your sales arsenal.
Testing My Skills
First understand that you don’t have to go all-in on a close right away. You can test pieces of this skills to see if you’re on the right track.
Rather than doubling down on a scarcity close, for example, you could see how a prospect responds to your request for an urgent meeting. If they won’t make the time for you, that could be a sign that they either a) don’t really understand your value yet, or b) aren’t likely to be receptive to a high-pressure scarcity technique.
Closing isn’t all-or-nothing, and it doesn’t have to use a defined skill to be successful. Experiment. Test. Transform these skills into your own models to see what works and what doesn’t. The data you gain throughout this process will be invaluable to your overall sales performance. With constant closure you will certainly become a professional as I am right now and may later build a sale group as large as mine.
I will like you to share how this was helpful on the comment box below. Do you still hate sales? Because I don’t any longer, I am currently building a fortune through sales. I love sales!
There are born sales closers and there are trained sales closers. We pick the dumbest and drill the person to become a top sale closer. We understand how crucial after sales people have work hard to prospect, overcome all objections only to miss the sale. We have proof over and over again that, our “Sales X” triggers sales performance and closure.
In our drilling program, we tell you the expected outcome and often out perform these outcomes.
“Sales X” is tailored to fit the needs of your product and service output expectations.
As an individual you can participate in our “Sales X” special training programs to improve your sales output by 35% in the next 6 month or you can join our executive representative program to improve your sales while working directly with us and our other 20,000 partners across the globe.