>If you want to turn your prospects into customers you need to love to sell. Now, hold on, don’t run away just yet, hear what I have to say. I know, for many of you the thought of selling is uncomfortable, unattractive and not something you look forward to doing. That is exactly why I am writing this blog and writing my book. I used to be that person, until I discovered the methods and the tools to make selling fun, interesting and something I am passionate about. So, don’t count yourselves out just yet. You may simply not love to sell, because you don’t really know how to sell.
Learning systems, processes and methods are important in the sales process. Those combined with skill development, accountability and support you can easily build your self-confidence and personal belief that can love and be successful at sales. Master that and the rest is easy.
What learning new methods and techniques cannot do for you – that is vital in your ability to succeed in sales – is determine whether you embody the basics. Those fundamental ground rules that determine whether sales is a good fit for you or not.
I call these the four C’s of selling. I use these to help companies choose and develop good sales people and the right sales leaders. I use these to help small business owners and entreprenuers determine if they should be the one selling their services or if they should hire someone else. If you are missing even one of the four C’s of Selling, then turning your prospects into customers is going to be a difficult process.
So let’s see how you stack up!
- Care – you have to ask yourself if you genuinely care and are interested in people. So much of your role in sales is to find out about people in detail. You have to want to listen to their stories, learn about their companies, and empathize as they share their challenges and opportunities. This is where you gain your insight and information about how your product or service can support this prospect. Without genuine care and interest, your ability to uncover opportunity and gain new business will be lacking.
- Consistency – this is not a sprint it is a marathon! You have to develop and implement a sales process. A consistent set of actions and behaviors that you work day-in and day-out. People buy when they are ready not necessarily when you are ready to sell. Without a well-organized and well-run routine, you will miss the opportunity to be top of mind when prospects are ready to take action.
- Connection – the ability to relate to and move people to action. Yes, this is more natural for some than others, but the more you increase your self awareness, the more you understand how others communicate, the better your will be above to connect with people. People connect with you because they feel you understand them, speak their language and the generally like you. That all comes from truly understanding your communication style, understanding others and adjusting yours to better relate. Truly a skill that is fun and can easily be learned.
- Commitment – ask yourself, what is my desire and drive to sell? Do I really want to be accomplished at sales? Do I want to spend my time learning about other people, their businesses and identifying ways I can help them grow and succeed? If the answer is yes, then how badly do you want it? Are you willing to work a sales process and commit to the daily actions and behaviors that need to met? Are you willing to develop your communication skills and improve your ability to relate well to others? Are you willing to learn from rejection? Be open to constantly learning new strategies and methods? Working when the prospect or client needs you, not according to your schedule? Whatever you choose to do in life, your commitment to success is key.
If you answered yes to the four C’s of Selling, then the rest is easy – not simple – but easy. If you embody the basics, if have the foundation, then the answer to turning your prospects into customers is simply a matter of learning and following the rules!