Video 3/5 of The 5 Minute Consult Series! Enjoy!

— Transcript —

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Today for our five minute consult, I’m going to be talking to you guys about how to properly sell your products and services.

When I first began my business about six years ago, I really wanted to stay far away from the sales process. I thought selling was kind of just always these weird tactics where you had to be like sleazy and a liar and stretch the truth, and I just didn’t wanna do that. But eventually I realized I had to learn how to properly sell if I wanted to earn money in my business.

[Tweet “You can’t make money if you don’t know how to sell what you offer.”]

When I finally decided that I needed to sit down and learn how to properly sell, I realized that it has nothing to do with me, and I didn’t have to worry about trying to necessarily sell myself. 

1. Listen to what your audience is saying. 

Sales has everything to do with your client or customer, and because a lot of us feel that it’s so much about selling ourselves, we don’t listen to what our customers and clients are telling us. What is the problem they’re facing, and why are they specifically coming to you? Once you can discover the problem, you will be able to sell to that person if you can offer them a solution. So a lot of times people will say something like, a good salesmen can sell salt to a snail, or ice to an Eskimo. That’s not a good salesman at all — that’s a really sleazy and lying salesman. A good salesman is going to sell a coat to an Eskimo, not ice. And the thing is you don’t wanna sell ice to an Eskimo because that’s something they already have.

They don’t need more ice, what they need is to be nice and warm and cozy. So what you would sell to an Eskimo is a jacket.

2. Learn how to speak in value instead of price.

The thing is you’re not going to say, “hey I have these great variety of jackets, why don’t you buy one.” You’re going to say, in a manner that makes them feel good about themselves, something like “hey I know that you’re really freezing since you’ve been with this ice for the past 2 decades but you know what, I can offer you warmth and comfort.” And you’re not being sleazy, you can actually offer them those things if you sell jackets, and that’s what I learned about sales.  You have to completely remove yourself and remove your ego out of it with genuine intent to help you client.

3. Understand your audience’s end goal.

What is your client or customer’s end goal? As soon as you can figure that out, you can figure out the best way to offer a solution and you can comfortably sell your products or services. So, what I want you to do is, really understand your target audience. And this is important because, once you figure out your target audience, there is going to be a common issue with all of those people. Like I’ve stated in my previous videos, a lot of my client are new entrepreneurs that don’t know how to make more money in their business, or if they have a really good product or service, they’re not earning the money that they feel that they deserve, because they don’t have an outlet through their websites or through their social media. So, I design website in order to help them bring in more money.

So I’ll give you an example again of how to properly sell. There are web designers that are capable of doing what I do, maybe even a little bit better as far as the back end part with the coding, but they’re only selling websites for maybe five, 600 dollars. I can sell a website for 2,500 dollars, because when I design a website, I design it in order to solve a problem. When those other guys design websites for five, 600 dollars they’re trying to sell the technical things that their customers don’t care about, like, oh I can make unlimited pages or I can make custom forms. Those are things that the client does not care about. Your customer cares about, can you provide me a solution to my problem?

Can you help me reach my end goal of earning more money? Or whatever the value is. And the value isn’t always going to be monetary, as in my case, my clients wanna earn more money, but for example, like I said the Eskimo they find value in being warm, it has nothing to do with money. So you need to find what’s valuable to your customer or client and offer that value, offer a solution, solve the problem. And that’s how you properly sell your products or services. So what I want you guys to do is work on how you can make a sales pitch to your clients or customer, and completely remove yourself out of it study what their problem is, and I think that will help you guys sell more of your products and services in 2015.