Sell More Easily When You Share Your Truth

Selling is always about the customer. Your job is to help them get to know you, to see if they can trust you, and understand how you can help solve their problem or enhance their life by using your product or service.

One way to turn on the rocket boosters and increase your sales is to infuse your story and expertise into the sales conversation.

The first step is to identify your ideal customer. Pick one of your favorites and make a short list of their characteristics. Example: my customer is well-educated, upwardly mobile, has a great start to her business, but she is unable to grow it.

The second step is to list their complaints or pain points. Answer the question about where they are struggling. Example: Her results are not matching her efforts. Running her business has become a struggle and she is exhausted and unhappy.

The third step is to know what end-result or desired outcome your product/service produces. There is a heart-felt reason why you created your business and chances are good you solved your own problem.

As a result of solving that problem for yourself, you were able to create some specific and measurable results. What were those? Example: What I know to be true is that when someone uses my product/service, they are able to find the freedom to move forward, make more money, and do it more easily.

The fourth step is put this list together and create a conversation out of it. Example of what I might say to my customer:

“You are obviously smart and well educated so working this hard with little to no gain must be painful for you, right?(empathise with them) Well I know from my own experience you cannot do it all alone and we don’t come into this world pre-programmed with all of the answers. (demonstrate leadership) That is where I come in and with my system, we create a results-oriented plan that works efficiently and effectively while also maintaining your work-life balance. (state the end-result/payoff) If you knew how to do this on your own, which I didn’t – which is why I created this system – then you would have already done it. (establish trust) So what do you think, have you had enough of this and ready to get help?” (ask them for the opportunity to serve)

I hope this was helpful for you. I would love to hear your feedback or answer any questions.

If you want more tips, please join Kerianne Mellott and myself in our break-out session at Women Entrepreneurs Rock the World. http://www.rocktheworldnyc.com/day-2/