Sell More! Now…

Sell more now. Now, there's a few ways you can go, and all of them work. I know you've heard this one: it's a numbers game. Yeah, well, duh. So you have to make 100 calls to make 5 sales, so 200 should get you 10. On and on. So what do you do? Lean in and make more calls and stop by the liquor store to help you deal with the 95% rejections, right? Which leads us to the next one: networking. Seriously, who likes to be in a room drinking cheap wine from plastic cups, noshing on stale hors d'oeuvres, with a bunch of lousy salespeople trying to sell whatever they have to one another? Actually, I have a few friends who really like that stuff, but I don't. And I can't remember the last time I made a sale or even really met a meaningful contact at a networking event, unless I was the featured speaker. So what's left? The truth is, the numbers game and networking can work— to a point. Now, to leverage these things and make the most out of any contact you make, we've got to go a bit deeper. And again, you've heard this, but damn few people actually show you how to do it. In industry speak, we're talking about relationship marketing. This means developing relationships with prospects before you go for the jugular. Now, here's the problem with that. First of all, too many of those programs are really just disguises for the ABC method, you know, Always Be Closing. It's about manipulation. It's about practicing to listen even when you're not and looking like you care even when you don't. These are the mind tricks, you know, the secrets of the FBI profiler, the secrets of NLP, the secrets of this or that or the other thing. You know, how about we forget about secrets and manipulation and focus on developing authentic relationships, building authentic trust and earning authentic loyalty. Yeah, I think you heard the word authentic in there. In fact, if you don't care, don't bother. I'm going to give you the second step. If you like it, we'll circle back and fill in the first step. Now, the reason I'm starting with the second step is because the first step, which is how you get people to pay attention, is really wasted unless you're willing to commit to step 2. Authentic sales relationships are founded on empowerment. How are you really going to help your prospect or your client? How are you helping them to help themselves? Of course, they need to know how your product or service will make their lives better or easier, but they also need to know how you fit into the process. How are you going to give them the tools to make it all work once you make the sale? Now, anyone can come in and beat you on price. Anyone can talk about features and benefits, but very few are willing to empower customers to use their products and services most effectively and efficiently. Why? Because most of the time they think that if they do, the customer won't need them. When you empower people, they trust you. Ironically, it's absolutely true that the more you empower them, the less they need you, the more they trust you and the more they want you. And that's how you take them to the next level, whether that's selling them more or establishing a relationship that lasts years and builds resistance to your competition. And that's why we're talking about leadership. Around here, a genuine sales leader isn't necessarily the person who has the numbers. I know that when you embrace these ideas, you'll get better numbers, but I only work with people who want to be genuine leaders. This means people who are willing to inspire, empower, and guide people to their very best. Do that and you'll earn respect, trust, and loyalty. And if you're focused on the long term, truly sustainable success in sales those are your greatest assets: respect, trust, and loyalty. We've got a ton of resources to help you reach your goals. Now, the first step is to join the Sensei Leader Movement. Go to SLMJoinFree.com. Then, of course, watch more of our videos. You can do that right here. And click that subscribe button so you'll know when we have more to share.