Recently, Petra Coach presented a webinar, Successful Selling for People Who Hate to Sell with Don Williams.
You can find the full recording below.
For additional information on Don Williams and Don Williams Global, visit https://donwilliamsglobal.com.
Top Takeaways
WOW Concept
- On a scale of 1-10, 10 being the best, WOW starts at 11 and goes on to infinity
- Weather you sell a product or service, your customers aren’t just judging you on those products and services, but their experience with buying the product or service
Mindset
- “You are far better, far smarter, and far stronger than you think.”
- You actually make a sale when your feet hit the floor in the morning, not when you get in front of a prospect – it’s all about your mindset.
- Build a set of affirmations you write or say every single day
Mechanics of Selling
Who?
- First thing you have to do, is know who your ideal prospects are
- Work with ideal prospects, not those who are less than ideal
- If you have not identified your perfect customer, look at 2-3 of your current customers that are the best for your business
- Then, look at what demographically makes them similar
- Take that ideal customer and find how many people like that are in the world
- Google list brokers and go type in your geographic preferences (resource like Acculist) to find out
- Then you have a very clear understanding of who your ideal prospect is
What?
- If you want people to buy from you, you have to talk to people from their perspective
- What is important to them?
- When explaining your product or service, relate to your customers on the benefit side with a little bit of discussion on features
How?
- How are you going to communicate to your prospects?
- Social media
- Social media post will not make sales, but they build trust
- No trust = no sales
- Don believes – The bare minimum for social media appearance, is that you have to be on Facebook, Instagram, and LinkedIn
- Post business on personal and personal on business
- People in companies have relationships with people in companies
- Prospects will look at your LinkedIn in their decision-making process
- How will you market and reach out to these prospects?
- Whatever everyone else is doing (competitors), do something else to stand out from the crowd
Improve Your Customer Journey
- Take every step to your sales process as granule as you can
- Analyze each step from the customers perspective
- Did we accomplish that at the WOW level?
Let People Buy
- Approach people from their perspective and in a position of service – How can I help you solve your problem?
- Most salespeople when they think about selling come up with – I don’t know how to make people buy?
- People want, love, and NEED to buy.
- People aren’t in love with the concept of having money, but the concept of what money will get them.
Hack 1:
- Secret to improvement: Learn something new and put it into action
- It doesn’t work if you don’t put it into action
Hack 2:
- Having a LinkedIn QR code is a quick and easy way to connect with prospects
Hack 3:
- You have to see things from the customers point of view
- Take your phone and put it into selfie or video mode, pointing it at your face, say “Hi I am ____, what’s your name?”
- Watch this later and maybe for the first time in a while you will see the way other people see you
- You see you a certain way, other people see you differently
Resources
DIY Outbound Contact Center Tool Box Book
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