Unlock the Five Process to Achieve Sales Target

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this is that even made you sketching their topic of the tonight's video it was actually the five steps of sales now if you're running a small business and you're out there and about trying to sell your products but you're not really sure exactly how to do it this is for you so let's start up kick it off and go through the five steps so number one first thing you're gonna need to do when you're talking to people face-to-face is he going to need to introduce yourself now there's a couple of key important things here when you're doing your intro and that is you need to have enthusiasm you need to have my contact and you need a smaller people okay so if you're doing that you've got to see principal down fat smile icontact's and enthusiasm the more enthusiastic you are with people the more they're going to like you okay so this is going to make people want to buy your products it's a good way to introduce yourself and it takes away the barriers to entry for people walking up and approaching the enthusiasm in the eye contact is going to give you the ability to really join in on people grab their attention and prepare them for the red rescue pitch okay the second part of the five steps I'm gonna probably be quick but you can write this stuff down later and take a screenshot of it is the short story okay now any time you're selling there's always going to be a bit of resistance to yourself okay so you know you need to start off with a short story it jus demises why you're there why people would buy a few and it gives them a sense of okay this guy's not just selling to me but they're actually trying to give me some value give me something that I can take away so like let's say for example you're selling you know raffle ticket or you're selling you know some paintball you might say look we're in the area because X Y Zed we're here to give you a good value discount because we find that the demographic comes from this area and I will just let people say there's a legitimate reason that you're in this area so a short story is something you can always use but the key is to keep it simple and keep it short so the principle for short story is kiss keep it simple stupid okay keep it short and simple that will just let people go okay yeah that makes sense and we'll move on into the presentation okay so the third step is presentation all right so for the present now in Vienna we really want to create value for people but we also want to impulse them to purchase so we're trying to go through all the benefits you know product features and benefits something unique about your product you may or may not want to mention the competitors I tend not to want to mention the competitors or if you do or if they bring up the competitors don't mention them in a negative light say oh they're really great but we find that people like our product more because it is better because of our features and benefits so there's a few things you can do in presentation this is really the key to selling is that you use some of the impulse factors because you want to impulse people and purchase okay and those impulse factors can be summarized as yes because you're giving a bit of a gift to your client yet by creating value for them okay so the first one is great now everybody's greedy we all want to get something better out of life and it can be used as an impulse because you know for most people if you're buying a product you're using it to get some value to get something for yourself so make sure you're making sure that they know that they could get something so I could raffle tickets a perfect example everybody wants to win so the ability to win and the ability to show that feature and benefit of your raffle that you're gonna win thousands of dollars off you know if you're if you're saving the money the great ability to save cash is you know help you as well okay as far as in different searches a second in force factor yes we want to be enthusiastic and yes we want to show people that we're came for them to purchase but we don't want them to think that when needy for the sale a lot of salesmen make this mistake I bought a car recently and you could really see that the salesman needed that purchase and I can see that technically he was doing indifference in a way to make it seem like anyone could buy that car and would be me that would miss out okay so this sort of leads into one of the other recourse factors but the problem was I could see the neediness in the sale so you using difference like look I've sold a hundred of these today this is a great product I know it's good for you but if you don't purchase you know it's not gonna worry it's too much I mean you wouldn't want to say that exactly but if you show a level of indifference to the purchase that will be more inclined to think I will this doesn't need the sale it's more about how good it is for me that's what he's pitching for the effing gifts fear of loss everybody fears losing out and this is a huge one for small business sales I remember going to a show and there was a lady saying you know I've only got ten of these bags left and my wife at the time really wanted one and she was like oh thought I'd come back later if I come back later I'm not gonna get it okay so everybody who wants to keep up with the Joneses now you know that expressions been around for a long time but what it really means is that we all want to have what other people have is having the new iPhone we want to buy it if everybody wants to buy the latest TVD or the latest products we all want to get them and the reason for that is because people want social conformity so if we know that other people are purchasing a product the sense of the drones theory here is going to help us convey that you know this is for you everybody else has done it legitimizes your product a little bit and it really impulsive people to purchase if they know that everybody else has purchased a show bag or raffle ticket or they're helping out their community or whatever it might be that you're saying the giant siri is going to help you just legitimize your that purchase and make them feel like okay Wally I've purchased it I'm probably not going to have any you know toast by remorse because other people have made the same purchase so the final impulse factor that we have is the sense of urgency now all of these impulse factors together combined will help you create a sense of urgency but you don't want people to walk away feeling like they can come back and you know they've got time to think about it you will get these excuses when you're trying to sell face-to-face people will say I need to talk to my wife or my husband or my cat or my neighbour or whatever it is okay so you don't want them to feel like there's no sense of urgency you want them to feel like well you could go away but you know we've only got a left that's why when you look at say eBay or booking.com any other websites I'll say oh there's seven people looking at this and there's only two rooms left and there's two products left or you have a time limit that creates a sense of it in people's mind and it's a strong impulse factor to get them to purchase okay so if you can if you can use some of these impulse factors in your presentation you now have to use all of them every time but when I used to sell raffle tickets this was one of my early sales jobs we would actually go through one up for another we would have a little line on each one of the impulse factors and you could just see people's eyes light up when they keep the everybody else's bought one okay yeah well I buy one one are you've only got a few left and actually one of the interesting things about it was every time we made a sale say we would sell you know we were selling books of 10 raffle tickets so we would sell three to someone and they're like okay I'm gonna buy three raffle tickets I'd pull out a book which would have that one extra in the end so I might might have four left in it and I'd rip off the three tickets oh yeah either I do want that lucky last one and every single person would purchase them now that's a 25% increase in yourselves if you selling for and getting out yourself so it just shows that these little impulses you know they can draw in a salmon and it's different for different people some people will want to keep up with the Joneses I hope you got to another power good some people will have a fear of loss I've heard by now I might miss out you know I sort of like that you know you've imposed me already with it with some of the features and benefits of the product or some people are greedy they want to win they want you know they want to have that good deal that you've presented so well to them so if you've given them really good features and benefits that will want that benefit and that they'll want to take it to themselves so all these have their their place now the fourth part and this is key to any sale you have to close so many salesmen don't do it in sales women now closing is one of those things where you can't walk into a close and say so yeah you'd like the product you want to buy do you think you'd like it or would you like to buy it no you have to say the people how many or would you like to sign up today not even would you like to sign up today you need to not ask you need to basically be asking them how they want to pay for it or how they want to buy it or how many okay and to do that your clothes needs to be the triple see he needs to be clear it needs to be concise and it needs to be confident so if you're selling a product where you can sell multiple items you might want to say okay did you want to take the full package most people go for or the three pack you know it gives them a clear choice it's very clear it's gonna be the four of the strain they'll go mmm yeah I'll take the three pack they might go down okay and that will lead into the next you know the next step of sales in a second but the key there is that it's an option of which one to buy and not whether to buy okay so that is key and it needs to be clear people need to be able to hear exactly what you're saying okay they're asking better purchase or okay they're asking me which one I want to purchase it needs to be confident an on confident clothes is the kiss of death finger legitimacy okay and it needs to be concise you don't want to take forever asking people haven't want to do things having gonna pay you know is it gonna take this long live do they have the cash you know how much they and all this stuff and you don't to go into that it needs to be bang wood ready to purchase would you like that one that that one that okay cool I can swipe that now okay that's going to speed up your clothes it's gonna make people's impulse roll right out onto the table and it will allow you to make a lot more money that way now the final bit and you think what would be the final bit if you've already closed the sale and that sir is you want to really much people you do want to sell them more okay and often you can if you're selling a product where you can sell multiples this is where your real profit margin can come in you know a lot of businesses are only making 10 or 15% profit if on a good day okay so if you can increase sales by double or by 25% by selling multiples of products of course that's going to be a massive difference to your business so the last part is the rehash and the rehash unlike any other steps is actually in itself the the principle so remember that every cell has a cue that everyone has a hidden sale okay now every single person that comes and purchases would love to have that extra feature and benefit of your product I know when I purchased my car I was in a bit of a stay where I needed to get another car because I had no car and I was running out of time on my insurance on my rental car so I just needed to close that sale now the salesman was really good we had given me a sense of urgency so I was ready to sign on the line son bought the car then of course there was other things I needed to add on I needed to get floor mats I needed to get a boot liner for my youth tray or this cupboard now at the end of the day that business failed to rehash me they failed to lock in those final pieces of sailors and file final bits a profit margin now you know if you're not doing that your business is gonna have that little bit less that they can work with you know you don't with your extra 20% your extra 10% that you might be making out of those sales for the next time you start up an event or whatever and so that's really going to help not just you in your individual sales numbers but it's going to help your business grow overall so in summary you know if you that doing all these things if you're even pulsing well if you're keeping things simple and if you're closing concisely you're gonna have much better sales volume you're gonna be increasing your business if you go online you'll have a look at these you can look at more these are tried and tested techniques if you don't trust me go on like have a look and there's a lot of people that will add in other steps it depends on what type of sales you're doing this is for the basic face-to-face sales for small businesses okay so I hope you guys got some value out of that talk and don't forget to Like and subscribe and I'll see you next time