Sales is an area where we can never be good enough. Below are 3 sales and marketing tips to consider in achieving success in the coming year, as the landscape of strategies is always evolving. While the principles of getting ahead may be the same, their application is surely different.
Though it’s easy to concentrate on the day to day of your business (i.e. payment solutions, invoicing), nobody can afford for their sales processes to go neglected.
The Art of Connection & Drive
A common misconception in unseasoned salespersons is that you need to appear as a big shot. This could not be farther from the truth.
Example: If you are selling BMW’s, you don’t need to have an expensive watch and a nice car yourself. Though we can all see why one might think so, it is far from reality.
In a face to face situation, matching and mirroring the individuals personality will be much more important than appearing to be a stereotypical persona. Yes, you may have heard of the fancy names for these types of strategies (Neuro-Linguistic Programming or NLP) but in reality, this is just common sense.
Growing up, my father was a top furniture salesman. As a young kid, I idolized my father and used to pick his brain.
Most of my questions were geared to why exactly he was beating others in the sales game. He didn’t have a college degree. He didn’t have any formal sales training. I was curious to know what made him stand out. I learned two very specific lessons from his answers:
1. How To Gain Instant Rapport
He’d come home late at night and tell me about the sales he had made. He explained how if a seemingly higher class person walked in, his vocabulary matched that of his client.
On the contrary, if a potential sale came walking through the door cursing and using slang, my father would match that personality.
Our brains are wired to like something similar to ourselves. Matching voice tone, vocabulary, posture, and other mannerisms are key to establishing rapport quicker than the average salesman. He didn’t know it then but he was practicing the essence of NLP.
2. The Importance of a Morning Routine
Another golden nugget I picked up is what he credited his successful drive to.
Each morning, he would repeat motivational incantations to himself. This ritual put him into a peak state before he put himself to the test. Visualizing end results while repeating positive statements have been well documented to aid in many successful endeavors, it did so for him.
As described in the legendary text “The Magic of Thinking Big” by Dr. David Schwartz, practicing conversation generosity is another valuable tool. How many times do you get into a conversation with someone who talks solely about themselves? It’s not a pleasant experience.
Be sure to never become that person, as people enjoy talking about themselves. Ask questions and when you are done, ask some more.
It is the core of the art in connecting with people and will only help your sales.
Hope You’re Not Camera Shy
While advertising on social media is a no brainer, the current trends are all point toward one thing: LIVE VIDEO!
If you are camera shy, it’s time to get over this fear, phobia, or whatever it is. Otherwise, you WILL be leaving sales on the table. Twitter is losing steam while Snap, Instagram video, and Facebook Live are the talk of the town.
As noted in this Forbes article:
“41 percent of pay TV subscribers (cable, satellite, etc.) are planning to either cut back on or sever completely their subscriptions in the near future. Those viewers are moving from TV to social/digital. Networks and content providers will have no choice but to move to where the eyeballs are.”
Consider yourself one of those content providers. Whatever you are selling, getting behind the camera will increase your brand relevance. You don’t necessarily need to be an online seller. See the below examples:
- Real Estate agents can live broadcast their thoughts and inventory on hand.
- This time of year, Accountants can start giving some tax advice.
- Retail Managers can tout their in store sales.
The possibilities are endless, those are just a few examples.
Start a Blog or Podcast
Now that you’ve gotten comfortable with video, it’s time to post this content onto your blog. Better yet, maybe a video podcast or vlog.
Already have a blog? Starting a podcast is a good way to repurpose your content, as you have your talking points laid out for you. At the very least, it will help build your credibility.
In the application of these 3 sales tips, remember the importance of leaving your comfort zone. As said by Neale Donald Walsch, “Life begins at the end of your comfort zone.”
The same goes for your business.
