Toolbox

A plan

You need a plan. Selling is like taking your buyer on a trip. How will you get them from their position – point A – to your position – point B? Start at your destination and work backwards. Why would they want to go? What sights do they want or need to see? How long is it; a short jaunt or a lengthy tour? Big sales need big plans, small sales need small plans.

Your story

Every buyer wants to hear your story. Your story is unique. It should be informative, entertaining, maybe even inspirational. Your buyer needs to know: who are you, what are you selling, when can they have it, where can they get it, why is it better than the competition, how does it solve their problem, and how much does it cost?

The proof

A story without proof is just a story. A story with proof becomes a convincing arguement. How do you prove what you said is true? You can use facts and numbers to substantiate your claims. You can let others testify how your product, service, or point-of-view has helped them. You could also use a demonstration; seeing is believing!

An experience

If seeing is believing, trying is buying. To really convince your buyer, engage them with an unforgetable experience. A great experience uses the power of emotion to create memories that last long after the details and facts of a story are forgotten. Deciding is logical, buying is emotional. Would you buy a car without a test drive?

Your guarantee

A happy buyer is your best salesperson. An unhappy buyer is your worst nightmare. If you have a strong story and believable proof, a “completely satisfied” guarantee can “completely convince” your buyer. Your guarantee can also satisfy an unhappy buyer. Remember, your goal is a long-term relationship with your buyers. Short-sighted sellers sell short.