This article is written for those who are at the word «sale» shudders. A lump appears in the throat, and thoughts begin to get confused in the head. For beginner psychologists, coaches and consultants.
We live in a world where everyone is selling something. Whether you like it or not, you do it every day. Yourself, your idea, your product, your training, or advice.
You can seriously sell. Selling can be fun. The last game approach will be discussed in this article.
The author is well aware that the principles and ideas outlined below are not universal. And that is why he recommends checking each of them in practice. And see what comes of it.
From the abundance of dishes on the buffet, everyone chooses something of their own. And good.
1. Think of sales as an interesting game!
If you are just starting your private practice, then you hardly perceive sales (negotiations, presentation of yourself and your product) as something simple and easy. Like what you get at the snap of your fingers. Rather the opposite.
There is still not enough confidence that you can give the client the desired result. You may not have all the necessary skills. Plus prohibitively high importance of each individual client.
I offer you a slightly different way to look at what is happening.
Imagine that the next conversation with a potential client is a game called “You and I will have a cool and interesting conversation. And along the way, I will tell you about what fascinates me and what interests me. This, of course, is about your magical coaching or inspiring training.
And in this game it is important to get joy and pleasure. And you will do everything to make both of you happy and well. The result, by and large, is not very important. Not this client, then the next one. There are always options.
You offer another person an opportunity. The product or service that you personally like and inspire. And if you know that it is cool, if you sold it to yourself, then everything will work out for you!
The most important thing in such a game is your condition. Your positive emotions that overwhelm you and fill the interlocutor. Be the «Sun» and people will reach out to you!
Moreover, with each such conversation, your presentation and sales skills will become better. You start to listen better, it is better to notice changes in the client’s mood. It’s better to ask questions. You start to select exactly those words that are the most selling for this particular client.
And at some point you start to succeed, and you realize that you have already become a first-class master of emotional sales.
Sounds tempting, right?
And in order for this picture to become a reality, you will definitely need to
2. Set communication goals
A super-useful skill that allows you to keep the direction of the conversation in the right direction for you, return to the main topic of your interlocutor and interrupt boring useless conversations.
The basic idea of the NLP Practitioner course comes to mind: “Big and better results in communication and in life are achieved by those who constantly, constantly, constantly remember their goals.”
The goal must be. It is useful to put it before the start of communication.
Do you want to leave a good first impression of yourself?
Do you want to sell the idea that coaching is a modern technology that suits your interlocutor?
Is it important for you to better understand the needs of your target audience?
Even if the goal of communication is the process itself, pleasant and joyful, it is also important to realize this.
សំណួរសុវត្ថិភាព: “What should the interlocutor do after he talks to me? Or how to start thinking?
So the goal is set. In order for it to be achieved, you will need specific skills.
3. The ability to talk «by the way-turnovers»
A very simple way to link one to the other, bypassing formal logic. Since you are reading these lines, it is good for you to start practicing this exercise right now. At the same time, you can feel how easy it is for you to jump from one topic to another.
Because I wanted to tell you for a long time that there is such a wonderful social hustle dance, and the holy duty of every decent person is to learn how to dance it.
By the way, this skill greatly increases your attractiveness to the opposite sex! You will not only have a great time in training, but at the same time you will meet new interesting people.
Is the idea clear?
4. The ability to actively listen to the interlocutor
How nice to be heard. What a wonderful relationship of trust arises with a person who knows how to listen. Happiness is when you are understood.
What can be quickly put into practice?
— positive words of support «Great!», «Excellent!», «Super!», «Well done!» etc,
— nodding head: «Yeah», «Yes», «Okay»,
— mental repetition of the interlocutor’s words to oneself,
— asking clarifying questions: “Did I hear you correctly, what…?”, “That is…?”, “Do I understand correctly what you are talking about…?”
The skill is well practiced with the help of synton-approach exercises: “Listening ability”, “Repeat, agree, add” and “Repeat verbatim”.
5. Smiling and using the other person’s name in a conversation
The easiest way to fit in and make a good impression.
Constantly smiling (not necessarily at 33 teeth, half a smile is often enough), being in a slightly relaxed state, calling a person by name, you give him a hidden compliment! You hint: «I’m interested in you, I’m ready to continue to enjoy communicating with such a smart and interesting interlocutor.»
Another thought from the side: a real sincere smile is reflected in the eyes! This is something that is not always realized, but very powerful! Light a candle of joy within yourself and just share it with those who are right next to you right now!
By doing this simple technique, you will stand out from the crowd very much! In order to understand what is at stake, it is enough to carefully look at other people for one day. Especially in the subway.
6. Ability to show the benefit of the client
Any product has a list of properties or characteristics.
For example, a magic broom:
– mileage 2 years,
— eucalyptus tree
— total length — 3 meters,
– 4 speeds.
And for your buyer all this does not matter! It is important for him to know (and even more important to feel!) what benefits this can bring him! This is done simply.
1. You take any feature of the product and start thinking about what benefits it can bring to the client.
2. Write on paper (mandatory!)
You use turnovers:
– “our product will allow you to…,”
“With this, you will be able to…”
“It is traditionally believed that…”
— «Most people…»
3. Use these blanks in your presentation
7. Using inspirational pictures (“transferring to a positive future”)
A simple technique that will be the last on the list. It boils down to you detailing the customer’s benefit. You associate the fact of purchasing a product (service) with the advantages that he will receive after a while.
If you managed to trigger the imagination (or memory!) of the client, then practically he has already bought, it remains only to unobtrusively complete the transaction.
You can imagine that very little time will pass. As many as you need and need. And you will start using those simple ideas that were discussed in this article.
And you will receive your first money for the consultation or training.
You will see how the lives of the people you work with change for the better.
You will hear words of gratitude from the client who got exactly what he wanted.
You will feel some very pleasant sensations inside. Opportunity, it will be a joy. Or love. Or gratitude. Or just pleasant warmth.
You will realize that you really have already become a master of your craft. You succeed. Easy and simple, playful. And you make this world a better place.
And then, when this happens, you will remember yourself reading these lines for the first time, and you will understand that everything will work out. And maybe smile.
And you will understand that the key to your success is in action. A journey of a thousand miles begins with the first step.
Moreover, you have every opportunity to achieve those goals that are important and significant for you.
And now you can return to reality, write down everything that turned out to be valuable and useful for you in this article.
And start using all the ideas that were discussed. What are you thinking of starting with?