Do you consider yourself to be an expert salesperson? Are you turning over a sale every time you approach someone?
If you’re not, then it’s time to learn how to start turning those NO’s into YES’s!
Selling is a form of art. You know you need to do it, and you’ve seen others do it with a ton of success, but you haven’t yet mastered the best way to sell YOUR product or service. You may approach people and offer the pros and cons, but the response is sometimes lukewarm.
If you hear the NO, have no fear! It doesn’t mean that you’re going to be hearing NO for the rest of your selling life.
We chatted with Percy Knox on Success Unfiltered and he provided us with an incredible amount of tips when it comes to selling, and I’m sharing them all with you!
Percy is in the business of creating and selling suits for pro-athletes and high-end businessman, so when it comes to selling, he REALLY knows his stuff!
Be YOU-nique
It doesn’t matter what marketplace you are in, you’re going to come up against competition, but that isn’t a bad thing. All it means is that you need to take the time to decipher what makes you and your product / service unique.
Percy’s company has their own factory that can create a custom made suit in 6 to 7 hours. There are loads of other manufacturers that may be offering free stuff to these pro-athletes, but none of them can guarantee a perfect fit and completion within that short of a time.
This helps Percy’s company STAND OUT amongst the competitors.
It also helps when you have a new athlete who is heading to the draft who had originally decided to go with another company. These athletes count on their suits looking impeccable, and if the suit doesn’t fit the way they want it to, Percy’s team is able to swoop in and either create a new suit that does fit them, or they can help them get the suit altered so that they can look great in what they have.
They’re literally the only ones who can rescue athletes in these types of situations. I call it “your uniqueness factor”. You can turn someone’s entire experience with another company into a future sale for yourself.
Believe and Trust in Your Product or Service
I’ve said it before and I’ll say it again, you’re going to hear NO’s as an entrepreneur, there’s just no way around it. How you look at those NO’s is what matters.
When I asked Percy how he described what NO meant to him, this was his response, “NO means to me that right now, right at this moment, this relationship isn’t gonna work, but within an instant, it could even be 30 minutes later, we could be in a YES situation. It just all depends on that person’s path and what exactly it is that they need at that moment.”
Do a quick self-check… Is that how you look at the NO’s you receive? If not, it’s time to reshape your mindset.
You have to be patient with the process, and believe in yourself and what you have to offer. The YES’s will come, whether they’re from new clients or ones you’ve approached and told you NO in the past, just trust the process.
Have a Crystal Clear Message
If you haven’t taken the time to dial down into a specific niche, now’s the time. If you want to start making those big sales, your message MUST be crystal clear.
These days we are inundated with banner ads through commercials, on Facebook, and on Instagram. Everything is being pumped at us much more than ever before. In the past we’d just run into ads on TV, the movie theatre or possibly the newspaper, now it seems as though it is a 24/7 type of thing.
Your message has to be crystal clear, and it has to be presented in a way that creates trust for your audience. When your audience trusts you, it creates an opportunity for you to sell to them.
Provide Value
If you’ve drilled into your niche, and your message is perfectly clear, it’s time to start adding value to everything you sell and do.
Percy made it very clear (and I agree), that you never ever want your product (or service) to be seen as a commodity. If that happens, you run the risk of someone coming in and swooping your clients away because you offer no value. If you come across as a commodity, someone who wants to sell it for cheaper, could push you right out.
You want to create value through relationships, through service, through helping others in difficult situations, and by being willing to pick up the pieces of a potential client who chose to go with another company. Being able to get them out of a tricky situation can change everything! And, you’ll likely have a customer for life (who will often refer others to you and your extreme value).
Percy says, “If I lose a client, then I lose all opportunities for future revenue.”
Think about that! If you’re able to help someone, even if they didn’t choose your product or service originally, if you take a hit now are you going to be able to do business in the future? Will you be able to have a future revenue stream from this person?
Trust me, provide value to your customers!
In Conclusion
Beyond following the tips I’ve laid out above, the best thing you can do for yourself is buy the book, Strategic Selling and learn the four quadrants. This will help you know and understand where someone is in the buying process.
It will change the entire way you approach a customer or client and will almost definitely help you close the sale!
Go! Buy it now! And, report back on your results in the comments below.
