7 Sales Secret Tips

Every once in awhile, it’s good to take a look at what has helped you become successful and today is one of those days.

In 2009 I wrote and published an article on 7 Sales Secrets that generated some national attention.

I was 6 years into my position as an advertising sales person with a group of radio stations and saw that there were lots of reasons why people were not successful and I wanted to do what I could to help them succeed.

These 7 Sales Secret Tips apply to you if you work for someone else or are running your own business and they are timeless, not matter what the technology changes that have taken place or will occur in the future.

I’ve updated these tips for 2019:

The 7 Secrets are neither original, nor secret.

1. People don’t want to buy what you are trying to sell them.They want to buy a solution to their problem/need/want. The classic example is people don’t buy a drill because of the shiny black handle. They buy a drill because they need to create a hole. What is the other persons real problem/need/want?

2. Price is not important. Value is all that matters. While there are limits to what someone is willing or able to spend, if your customer sees no value in what you are offering, there is no price cheap enough to overcome a lack of value. You can discount yourself out of business and you can also train your customers to only buy from you when you offer a discount.  The companies and people that having staying power go beyond price and offer value, Do you?

3. Objections can lead to a yes. An easy “yes” means you either know your client very well, or you’re just being an order taker. I know it sounds harsh, but objections are conversation starters, and these conversations can lead to customizing a solution to their problem/need/want.  I rarely have a package or program that I “pitch”. Instead I know why options I can offer.  Do you know the difference? Which leads us to…

4. You have to listen and learn, more than smile and sell. I do my homework and am prepared with research about my customers and their business. I also look at their competition and we talk about them. We talk about their goals for the future, their past history, what they have done that was successful and what didn’t work too. Too often salespeople are only focused on what they have to sell instead of seeing how they can help their customers. If you are focused too much on what you want, it will show and you can actually repel people from buying from you.

5. Your customer knows more than you give them credit for. We live in an information age with easy access via the internet. Your customer has done their research. However…

6. Your customer knows less than they think they do. Just because the information is available, doesn’t mean they know how to use interpret it and use it to their advantage. That’s where you come in as the expert. Which means that you better know your stuff inside and out. You are personally responsible for your own education, not your boss. Be your very best. You need to also talk with your customers in such a manner that they understand.  Don’t limit yourself to insider jargon.

7. Relationships are forever. Apply the Golden Rule. Treat others with the same honesty and respect that you would like to be treated with. Keep relationships alive with your customers, potential customers and even those that may never become your customers. After a few years  I had developed relationships that began paying off in ways I would have never imagined. Now that I have more than 16 years in the media and marketing world in Fort Wayne including working for WOWO radio since 2013, I am enjoying the fruits of my years of cultivating my own brand and reputation.  How about you?

That’s it. A half dozen plus one Sales Secrets, that shouldn’t be secret. Your comments are always welcome.  Reach me at Scott@WOWO.com if you would like my help or have more to add.

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