Get People to Buy From You Over and Over Again In 3 Easy Steps, Even When They Say No The First Time!

sales techniques

Sales Techniques that Work in Real Life!

So you are probably thinking, you need to be persistent, pesty, pushy and get across salesy in order to come away with what the title of this post implies.

But it’s actually the opposite… By the way an important distinction I’d like to make in relation to this topic before we get into it is the following:

In “Sales Techniques That Work!, Not getting a response and getting a “No” or “Not Interested” are two totally different reactions from prospects or existing clients.

The thing is that many times we interpret “not getting a response” as a “No”. Don’t do that!

There could me many reasons why someone is not responsive to you for example, they lack time, they might be assuming you are way above their budget, they haven’t seen your ad or email invite, they are too busy to engage with you at the moment or maybe you haven’t communicated your offer effectively, who knows!

Whatever the reason, don’t assume their answer is no, until you hear it. But even if No is their answer, well that’s what this post is all about …Here we go!

Here’s Step #1

Understand these sales techniques first and save yourself a lot of anguish and self-doubt:

Most everyone says NO the first time, and if they don’t say it they think it!

No one likes to be sold, but almost everyone loves to buy stuff they feel they need!

[Warning] – We are assuming that what you have to offer ACTUALLY solves a problem and helps people Ok!

Start by genuinely having a conversation about the things giving them the most headaches and challenges, then IF and only IF you can help then position your solution naturally and without pressure.

Don’t try to sell an aspirin to someone who doesn’t have a headache -if you can’t help then offer support and point them to someone in your network of friends and associates who can.

Remember these easy sales techniques when you hear “No” or “Not Interested” 

  • Don’t take No(s) personally
  • Find out what they are really saying NO to!
  • Reposition your offer, idea or hook in mid-flight if you have to
  • Don’t go for the sale, go for the 15 min presentation!
  • Scale the process and get micro-commitments

Here’s Step #2

Once is never enough… you need to show genuine and unwavering consistency!

You MUST have a strategic and consistent value-based follow up…

What does that mean? Most sales professionals and service oriented entrepreneurs do not have a follow up strategy or specific sales techniques. Your follow up needs to have 3 essential elements: 

  • Follow up with genuine concern – “last time we spoke you were wrestling with the issue of [ blank], is that still the case?”
  • Have a value-based offer/solution – “…thinking about our conversation recently it occurred to me this might help, Are you familiar with [blank]?
  • Have a calendar mindset – “…on that topic I’m hosting a webinar on this day [blank]” or “I have some ideas that I think might help you, do you have 10 minutes for a Skype chat tomorrow at 1 pm?

You can word these anyway it fits you but follow up the essence of each point and watch the results!

And finally Step #3

In Sales Success this one is a total mind shift in terms of approach, it might take you a while, but once you get it you are at a whole different level than your peers!

You don’t make a sale to get a client, you get a client in order to make a sale!

Most sales professionals actually think and want to make money on their first encounter. This is a big mistake!  

When it comes to building serious loyalty and goodwill and in essence build a strong customer or client base you need to give away your best stuff at cost!

Listen to me! –YOUR BEST AT COST!

This achieves success in 3 critical areas of your business: 

  • Authority – you establish yourself as an expert
  • Build trust – an essential virtue in long term business relationships
  • Grow you list – a critical component of the longevity and strength of your business is how large your list is and your relationship with it!

Those that are willing to spend the most on acquiring and building their list will come out on top every time! Hope you can put this to work right away! It’s simple, make a list of pending follow ups, new contacts and sleepy referrals and craft your approach following these 3 easy steps!

Take care and stay focused!      

Download This Post In PDF Format!

 

Please follow and like us:

My Top 10 Reads for 2013 – “Reading for Profits”

As you know I’m big on  Reading for Profits, which means I like to read books, take one or two ideas from them and implementreading for profits on the street right away.

Why else would we read business books for?

That’s right, to get smarter and better at what we do!

I read a total of 35 books this year, but I’m going to share with you my “Reading for Profits –Top 10”

Every single one of these books will help re-shape the way you think about Money – Business – and People.

As you probably know, no good fortune will ever come to you unless you change the way you think… These books will help you do precisely that!

…but don’t take my word for it.

Here we go:

The 100 Startup: Reinvent the Way You Make a Living, Do What You Love, and Create a New Future – Chris Guilleabeau takes us through real life examples of regular people who are not only making money doing what they love, but have attained financial independence and personal freedom in the process. Great read if you still have doubts about getting something going and finally getting off your butt and start doing what you were meant to do… which believe me, it’s probably not what you are doing right now for someone else!

The Monk and the Riddle: The Art of Creating a Life While Making a Living – Randy Komisar is one of those guys I just need to meet one day. This book took me into the mind of a business genius in a story telling format rare for VC guys like him. Not only did I learn about the way Venture Capitalists think about business opportunities but I also had fun reading it! Highly recommended.

My Life in Advertising and Scientific Advertising (Advertising Age Classics Library) – by Claude Hopkins. If you are in sales, marketing and advertising, this book is a must read. I read it once a year, together with The Magic of Thinking Big and How To Win Friends and Influence People.

Screw Business As Usual – by Sir Richard Branson. All aspiring entrepreneurs, business people and leadership pundits should read this one. It’s full of practical anecdotes, real life examples and people stories. The main message I got from it whether you run a small business or a fortune-500 one is: Be different and don’t lose your way! Remember why you did it in the first place and search for that passion.

Words That Work: It’s Not What You Say, It’s What People Hear – Rarely is a book so necessary as this one. Frank Luntz makes and inarguable case for how important and indispensable words and overall language are to get your message across. It’s an essential read because its value crosses genres and impacts so many different areas of our culture.

Abundance: The Future Is Better Than You Think – Finally a book were optimism, abundance and hope are the main message regarding the outcome of our species. Written by Peter Diamandis and Steven Kotler. I’m so tired of reading about wicked problems and the problems found in solutions that when reading this book I just felt instantly better, optimistic and with a renewed vigor and strength to fight for the things that are truly important in life.  These guys really do a good job of addressing some of the major challenges that we face as a people, but with a witty, insightful and problem solving mindset. Top 3 read for me this year!

Ten Powerful Phrases for Positive People – By Rich DeVos. The greatness of this book lies in the simplicity of its message! How can Ten simple phrases be so powerful? – Probably has something to do with how much meaning is behind them. I’m not going to spoil it for you. Pick this one up, it truly is a game changer! Top 3 read for me this year!

How to Win at the Sport of Business: If I Can Do It, You Can Do It – Mark Cuban doesn’t pull any punches on this one. This book is written for all kinds of entrepreneurs and business people that are still not digging deep enough. I won’t hold it against him that he owns the Mavericks, me being a die-hard Heat fan and so on… but, he does get my respect and admiration for being a bad-ass business man! Definitely a guy I’d want to meet and play some golf with one day!

The New Wellness Revolution: How to Make a Fortune in the Next Trillion Dollar Industry – The wellness industry is now a Trillion dollar industry. Paul Zane Pilzner makes an incredible case and backs it with more than enough data pointing to only one conclusion: If you are looking to start a business, your chances of success in this industry are drastically higher than in any other in the next 15 years… Make a move now!

Getting Everything You Can Out of All You’ve Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition – Jay Abraham is the Godfather of Business Strategy! This read not only shaped but completely rearranged how I look at strategy in small, medium and large businesses. Top 3 read for me this year!

If you are looking to make a move from Cubicle nation on to the entrepreneurial arena -Or maybe not a complete move but you are starting a business on the side, every single one of these books will be not only inspirational but practical in that endeavor.

As a business man or woman, reading is an essential part of your education, your growth and evolution as a person. Largely because new ideas in combination with your own mojo shape your mind and instigate action. If you don’t read, you don’t learn about options, outcomes, ideas, people, research, money and mostly… “yourself”

This wraps the 2013 “Reading for Profits” updates my friends… I’ll be sharing my monthly reads weekly from now on, so stay close!

Also, Subscribe Right Now to our Lifestyle Design and Marketing Strategies that Work Updates on the TOP RIGHT of this Page!

 

Please follow and like us:

Make Yourself Irresistibly Wanted and Shamefully Well Paid for It!

Regardless of what your chosen profession, business or employment is. You can make yourself ultra-influential any time you wish it!!Claudio Alegre - Marketing Style

Developing a Profitable Marketing style simply means becoming influential.

With influence comes opportunity, money, relationships that last, plus a lifestyle of abundance.

This topic got me thinking about all the big names in business and marketing  I’ve learned from over the years.

Not only the famous ones, but also guys that you may not have even heard of unless you are a marketing geek like me.

But even household names like Steve Jobs, Donald Trump, Robert Kiyosaki, Oprah Winfrey, Warren Buffet, Bill Gates… etc

What do these ultra-successful business people and entrepreneurs, whom by the way, the best of them excel in marketing…What makes them so successful at being irresistible?

How can you achieve the same level of irresistibility?

I believe it comes down to idea sharing (being genuine), personal experience and service (leadership) and conscious style building (modest self promotion).

There are a million Realtors, Financial Planners, Attorneys, Consultants and Fitness Professionals out there…  right?

Are not all of them at the end of the day selling the same thing in the same area from the same supply and to the same demand pool?

Name me one product or service out there where there’s only one supplier for it… Not likely!

Your style is the way you do things … the proverbial secret sauce, is in essence “YOU”, Your Ideas, and the way you communicate and execute them!

But how do you develop your style if you lack mojo? 

Good news!

You’ve always had it!!

You were born with a unique personality and character signature.

“In every block of marble I see a statue as plain as though it stood before me, shaped and perfect in attitude and in action.  I have only to hew away the rough walls that imprison the lovely apparition to reveal it to the other eyes as mine see it.”

-Michelangelo

Chisel away the rough edges and your true self and awesomeness will reveal itself… You’ll be irresistible in your own unique way!

All you need to do then is to enhance and develop that unique signature and style in your business or profession.

I always laugh when young people (gen Y’ers) tell me, –“but Claudio I don’t know how to sell anything”

Well, You date don’t you?

What do you think dating or the process of getting someone to go out with you is?

That’s the biggest sales job ever…!

Follow these simple steps and start making yourself irresistible to your friends, clients and prospects:

Have a “renaissance approach” to your marketing style process – In other words forget “always be closing” that’s archaic old thinking and doesn’t apply to today’s market place. Instead,“always be learning… and doing”. Be interested in people first!

You can only develop a style by being yourself. Stop wanting to be someone else – Remember being different doesn’t necessarily mean being first, at least initially. You have to work hard regardless, but it’s how you work that makes the difference. Your ideas and how you execute them is what makes you “YOU”.

Read a 2 books a month, and Listen to 1-3 podcast from someone successful in your industry – You have to reprogram your way of thinking often. So Yes! Brainwash yourself as often as you can… Challenge your theories, put them to the test. The best way of doing this is to learn from others that have something worthwhile to offer and that have results. Join a mastermind group, get a couple of mentors, take time to work on your personal growth.

Make a list right now of the things you do that you think make you unique from your peers – be honest with yourself and when in doubt ask your friends and clients for feedback. I like this approach:  “…what worked, and in your view what can I do differently?” If nothing stands out, then that’s your first clue!

Play to your strengths – focus on the things you excel at. Keep your weaknesses going to the gym yes, but your focus should always be on that which already makes you not only good, but great. That is what’s going to make you influential and incredibly productive!

Your style will evolve naturally and unbeknownst to you at first. Others may notice before you do. Then as you become aware of how you are perceived by others, you start to have an active and conscious input into the process.

By this time you have a clear picture of Who you are, and What degree of influence you can exert in your business network.

Does this help?

Do you think developing an irresistible and influential leadership style could catapult your personal brand onto a global stage?

Also, Subscribe Right Now to our Lifestyle Design and Marketing Strategies that Work Updates on the TOP RIGHT of this Page!

Please follow and like us: