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The TOP SECRET Sales Knowledge NOBODY Wants You To Know

An area a lot of people struggle with, debate over, and complicate is really a basic topic. That topic is sales. Everyone wants to know how to make more sales, how to have a higher conversion rate in their cold calls, how to convert more of their inbound calls.

Sales are how businesses can exist. I guess in Silicon Valley they exist with some other metrics but eventually sales are the life of a business.

The Secret To Increasing Your Sales

Alright guys, we see a lot of different things out there, a lot of different books about selling, the best opening, reverse selling, selling benefits, not being a commodity, differentiating, and countless other methods.

We see sales trainers, and gurus talking about their hidden formula that converts leads, like McDonalds converts skinny people into obese.

We see people over-complicating their entire sales process into oblivion.

Enough.

So what is this secret that will astronomically improve your conversions?

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Sorry, there is no secret. There is no hidden method or unheard of technique that you can use to take you from a loser to a winner, from a $10/hr telemarketer to a CEO. The techniques have existing for years, it is the trainers and gurus that have changed the way they package and sell the information so people like you continue to buy.

I did it, with my “Ultimate Blueprint To Create Your Own Web Agency“. While I did my best to make sure it is top notch value, and there certainly is a lot of information inside it that most people will not find on their own unless they knew exactly what to look for, the info is still out there somewhere.

We’re in the age of information. Very rarely will there be something groundbreaking that hasn’t ever been done before. When it comes to sales, you can rest assured that it’s already been done thousands and millions of times before. We are a human race that has been selling since the beginning of time and will continue selling until nuclear warfare melts us away.

We sell services, products, goods… we sell ourselves when interviewing, dating, or family reunions. Selling is a part of our nature.

Conversation: What Sales Are All About

Just because there is no true secret, that doesn’t mean there aren’t tips available to you and the biggest tip I can give you that nobody really focuses on is the power of conversation.

The more conversations you have, the more you will sell. Period. The more chances you will have at uncovering the lead’s needs. The more chances you will have to solve a problem.

Related Post: Why Selling “SEO” Is DEAD.

That’s really what it all boils down to and if you have purchased products in the past to help you with sales, they usually focus on “getting the conversation”, finding the decision maker, etc.

There are two common problems I’ve seen with a lot of sales people.

1.) They talk too much.

or

2.) They are too timid and unmotivated to sell. They think selling is intrusive.

If you’re in the first boat, the ones that talk too much you’re missing out on a lot of things.

You miss out on:

  • Opportunity
  • Discovering Needs
  • Solving a Problem
  • Building Trust

If you’re in the second boat, then you’re also missing out on the above list and you will never get to be where you want to be in your career or business. You think that you can just outsource the selling? The greatest CEO’s on the planet, are masters when it comes to sales. They sell to their board of directors, they sell to shareholders, they sell to employees, and they sell to the world. If you can’t do sales, what makes you qualified to hire someone to do sales?

Have no fear fellow income bullies.

Here are some tips to improve your sales.

Tip 1: Generating Conversations

I already stated my opinion and for me it is personal fact that conversations are the core of sales. Techniques you learn to get past the gatekeeper/secretary are in order to generate a conversation with the decision maker, right?

When you’re able to generate conversations with prospects or leads, you’re taking the pressure off of selling. If you’re a timid person and you don’t think you’re really a sales person, that’s okay! Anyone can learn how to get sales, it is just a matter of having conversations.

When you have a conversation with someone that may be in need of your product or service, you’re discovering what they want, what they expect, what they go through. They’re basically giving you all the information YOU need in order to sell them your product or service, assuming it helps them in some way.

Instead of approaching your leads in a way that your focus is to just sell to them, and trying to script out a magical formula to get them to say yes and pay you; focus on having a conversation about what their experience has been with products or services like yours. If negative, ask them what they think should have been different… if positive, ask them what would make their experience even better?

Ask open ended questions. Don’t ask yes or no questions, you want the person on the other end to talk more than you, the more they talk the more they trust you, this isn’t just in sales but in life, friends, dating, etc.

Tip 2: Don’t Ignore The Power of Follow Up

You have a lead, or at least had a lead at one point but never heard back from them. Shame isn’t it? It amazes me how many people let these leads go without a fight.

You can implement a lead nurturing strategy, and you can personally follow up by phone or a face to face visit.

Not everybody is ready to buy right now and if they’re not ready it doesn’t mean that you let the relationship funnel down the drain. Instead you want this lead to be in YOUR funnel.

There have been countless times that someone was interested but “it wasn’t in the budget” right now, and it was the same story every time I followed up, but one day they’re ready to go! Some people have bought from me 3 years after the initial contact.

You work hard to generate conversations, why let that work go to waste when you have a relationship built and all you have to do is simply call them and ask how things are going?

Careful though, don’t call too much. One common mistake is that salespeople overwhelm the lead with follow up calls in a short period of time.

Tip 3: Be Willing To Get Creative

Sometimes businesses have people working there whose job is to make sure you don’t get through to the decision maker. The almighty gatekeeper that instantly shuts you down. It’s almost as if the caller ID says “SALES PERSON” before you even open your mouth.

This forces us to get creative in how we sell, especially in a B2B arena.

We know how important it is to get the conversation…

One thing I commonly do if I don’t know the owner of the company’s name, is that I will put their URL into who.is to look at the domain registry information. Sometimes this information will be the business owner. I normally will cross reference the who.is information with linkedin as well as manta to see if there is supporting evidence that person is the owner of the company.

Another example of creativity is actually from a reader of this blog. Andrea, from Italy has been using video screenshares to analyze his leads website. He’s currently experiencing a 30% conversion rate with this method.

The reason it’s working for him is that it is allowing him to create, or manufacture a conversation with a lead that may or may not have been interested if it were simply a cold call trying to sell them on the spot. He built credibility, trust, and created an opportunity to have a genuine conversation.

Summary

Sales aren’t tricky. You don’t have to be super outgoing and you don’t need to have a complex strategy. In fact, the simpler it is the better off you will be. K.I.S.S. = Keep it simple stupid.

A simple approach to sales will almost always work best. Having a conversation isn’t too difficult is it? There is no secret to success in sales, just some effort involved in having conversations.

What are some of the best tips you’ve received when it comes to sales?

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