Kevin Boyle

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The 5 Universal Truths about Selling!

I believe that selling like all “skill sets” can be learned. Like any other skill set you must begin with the fundamental building blocks and build from there. As you progress the different nuances and intangibles that go into being really good at something get more and more complex. That’s why sales is so easy to get into but for many very difficult to master.

Are there certain people who are naturally better at selling than others? Yes, talent is always something that must be accounted for when looking at why one person may perform a certain skill set or task better than someone else.

 

 

 

Knowing that sales is the lifeblood of our business and what we do, where should we start if we are looking to improve our sales ability?

 

 

The first principle in attaining sales mastery is to “Always sell yourself first.” I am strongly of the opinion that the customer really does buy into the salesperson first, and this has been proved to me time and time again in my career. The first sale becomes a part of who you are. It manifests itself in your relationships with others, and at it’s zenith it locks out your competition completely. “Never stop making the first sale” is one of the keys to your success in your life and in sales. At the end of this article there will be link where you will be able to learn the 5 elements of selling yourself more effectively.

 

 

The second principle in attaining sales mastery is that sales is a contact sport. You must reach out and touch your potential new customers. If you are not making a sales presentation to a client, you should be prospecting for new clients. Those are the only two things you should be doing during the day–presenting and prospecting. Everything else is a distant priority. Sales indeed is the lifeblood of your business and for most of us – it means hard work and persistence!

 

 

The third principle in attaining sales mastery is that most of your future clients are using someone else right now. Whether you are a coach or someone that sells photo copiers or cars. Know this universal rule of sales; Your best clients are already using a supplier in your industry right now. If you sell cars – you generally don’t want to market to people who don’t have a license. The sobering news for most people in business or who are new to sales is those people who do have a license most likely already own a car.

 

 

If you are a coach, the same principle applies your best clients are known purchasers of your product or service already – the best place to find them? People known to attend self help seminars and courses. Go to where your best customers are, and market to them in their environment!  

 

 

The fourth principle in attaining sales mastery is that you must appeal to your customer’s emotions. You must compel people to do business with them based on how they “feel” about purchasing your product or service. How many times have you purchased something based on a certain expectation of what you “thought” that product or service would or could do for you? It’s our expectation of what something will do for us that compels us to make the decision to buy a product or service, and it’s the salesperson who sets that level of expectation.

 

 

The final and perhaps most important principle in attaining sales mastery is that the objections that give you the greatest difficulty are generally your own.

 

 My first sales job was in a retail store selling TVs and stereos. I remember quite vividly this one portable stereo introduced by a major electronics manufacturer that I thought was butt ugly! I “hated” it and didn’t want to sell it. After the first day I noticed there were six boxes missing from the pile where the stereo was stored. Hmmm, I wondered, who was selling that piece of junk? Well, the answer was that another salesperson thought the stereo was “radical” in design and that it sounded “awesome.” That day I learned a very valuable lesson about selling.

 

Sales Mastery is based on how you feel–about yourself, your product, your company, and your job. You must sell you on you and your belief in your product.

 

 

If you have trouble seeing the value in your product or service, your customer will have trouble seeing it as well. In fact, it will manifest itself in your presentation as an objection, and most likely you will not make the sale because of your lack of belief in the product, not your prospect’s. You must be honest with yourself when you are struggling with sales.

Truth be told there are many “secrets” to sales mastery still waiting to be discovered. And that’s what makes the journey so wonderful and awe-inspiring, as students we can always learn a new technique, a new skill set or gain a new perspective.

Experience really is its own best reward. I hope you enjoy the journey as much as I do!

Kevin Boyle

Author / Public Speaker / Sales Trainer and Coach

“The Secrets to Sales Mastery”

 

ps – Did you enjoy this post? Do you have any tricks or tips on how you use the choice close? Please feel free to add your comments!

Other Blog Articles on Sales Mastery Techniques and Principles;

Sales Mastery Principle Number One

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