Sales. For our darling Doves and softer personalities out there, this is not easy. Selling often feels sleazy, like you’re ‘pushing’ something on someone – convincing them to do it. But it doesn’t have to be this way. It requires a mindset shift.
Let’s bring it back to basics. Like business, sales are really about relationships. Whether you’re leading a room of 200 people or having one-on-one coffee with a new business prospect, both are sales.
Sales = good relationships.
As for you, sweet Dove, you’re great at fostering relationships. It’s your thing!
If you want to sell more, make good relationships your key business strategy and number one focus. Be attentive, interested and open to people and they’re more likely to become a customer (and recommend you). As this develops, those customers come back – as repeat (and loyal) customers. Take consistent actions to build upon that trust, even once it’s there. Don’t let it fade. All relationships, even in business, take constant attention.
Always follow up. It doesn’t need to be pushy. It can be as small as sending a quick “how are you?” to check in. It’s also really important to understand the value of what you’re offering. What problems can it solve? Who is struggling with those issues? Know the benefits of your service or product from your customer’s aspect. This will take away that sleazy part of sales because you’re talking to people who actually need what you’re offering.
Write your product or service mission. It should be something like this:
(Your service) was designed to help (your audience) who are struggling with (‘pain point’ that your service addresses). This will help you clarify who you’ll benefit the most. Hello sleaze-free selling.
Don’t follow scripts. Adapt it to what feels right for you. While your inner Dove may never be comfortable pitching to a group of 20… you’ll be much happier having lunch with a key decision maker.
Know what you’re good at and create strategies around that. Do your homework on them, so you can have conversations with these people about the issues they’re facing, what they actually need from you and how you can deliver. Don’t make assumptions. This happens all too often and is what loses business. Simply listening to them builds that trust, and it helps you.
Step back from closing sales and connect yourself to the big picture goals. Focus on developing the right client relationship and the sales process won’t be cringe-inducing. List the attributes of your ideal client. Selling should be about servicing. It’s simply matching a problem (theirs) to a solution (yours). Remember this, and you might even fall in love with ‘sales.’
In teams and group environments, it’s important to know who are your Doves, Eagles, Peacocks and Owls – so you can match the sales and marketing task to the right person.
Our dominant Peacocks do well pioneering the stage. They thrive off that applause and can command a crowd. Eagles are also great in these positions, too.
Get to know which of your people should be doing what, with Tick’s online personality profiling tools. Pop your details in the red form and we’ll send you free samples.