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!      

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