Episode# 015: 12 Steps to Selling Anything!
Click the links below to listen!
It can be intimidating to sell, right? We don’t want to come off salesy, pushy, aggressive…
And what if they think it’s too expensive? Or they don’t like what you have to offer? Or maybe you haven’t even taken the leap into business because of this fear…
In this episode, we’re debunking the myths of selling and I’m giving you my formula to be able to sell anything!
Because the truth is that you can’t grow a successful business or monetize what you have if you aren’t ready and EXCITED to sell!!
Before I tell you my 12 steps, I want to walk you through the myths and fears surrounding the concept of selling…
Sales is no longer a dirty word. You have to get to this place where you believe in yourself and what you have to offer enough that not only is there not a fear around putting it out there, you have a passion behind selling it. You have this extreme sense of ownership around what you're sharing with the world and you feel morally obligated to put it out there to more people because you know it will serve them.
Until you get to that place where you own what you sell and you feel confident around giving it and getting it into the hands of the right people, you're going to struggle with this forever.
What you believe to be true IS TRUE so if you’re going to talk to a prospect about purchasing your product or service and your thought process going into that conversation is, oh, they're to think it's too expensive. You have to look at what emotion is striking you when it makes you think that way and either reprice your product. Because if you think that maybe it's not priced correctly or more likely, you have to develop a confidence and an energy that allows you to both value yourself and what you have to offer. Because if you're going into these conversations, thinking, even if it's subconscious, they're going to, they're not going to want it. They're gonna think it's too expensive. There are already other things like this out on the market that they could get. They don't need mine. That's going to dictate the end result for you. Those subliminal messages going through your head will translate in how you speak, what you say, how you come across when you're sharing these products and services. So you have to get to a place where you don't even think that way and you know that what you have to offer is of such value that they will be blessed to get their hands on it because it's going to make an impact on them.
Think about what it could do for other people because people connect to story, so it's you don't want to be salesy. You don't want to be pushy, great. Don't be because no one wants you to be either. You have control over how you share your products, how you sell your services, and how you get it into the hands of the right people.
It's time to rewrite the narrative, know how to value yourself and know how to value what you have to offer an until you master this confidence piece in this belief in yourself and these guests that you have and the products that you sell and the services you sell and the courses you run in, the books that you write, until you truly believe that you can make that impact and you can until you believe that it's always going to feel like selling. It's always going to feel like pulling teeth and dirty and frustrating and you're going to have this negative vibe around it versus when you believe in what you're doing and you are so fired up about it because of the it's making and you know with your whole heart that you're in the right place doing the right thing. You could triple your price and still feel good about putting it out there because people need it and it will make a difference.
My 12 Steps to Sell Anything!
1. Why is this for them? Get them to keep reading or watching
This is where you really capture their attention and give them a reason to keep watching, listening or reading. Know who you’re talking to. Ask a question your ideal person will relate to. Say something (true) that will catch them off guard, shock them, reel them in or connect with them and then let them know what’s to come.
“I was trying everything to lose weight, but still had fifty pounds to lose after having my son. Have you ever felt like you just don’t feel comfortable in your own skin but feel hopeless to do anything about it?”
OR
“This is the number one mistake people make when they are trying to get fit after having a baby…”
Why they should keep watching…
“I’m going to help you change your life by revealing the system that I used to lose all of the post-baby weight without having to sacrifice all of the little time I have to do it.”
2. Who are you to speak on this? Are your an expert? Did you live through something that gave you perspective?
Speak to your experience here. It can be an accolade, an accreditation, letters after your name or just that you’ve walked this road and helped other people walk it, too!
“I’m not a nutritionist or a fitness guru – I’m a busy mom who has dedicated her life to helping other busy moms find a real, long-term solution to weight loss so they can regain their confidence and health. I know what works and have helped hundreds of other moms do the same as me!”
OR
“I’m a certified fitness and nutrition Coach who has created a revolutionary new way for postpartum women to see long term success in weight loss.”
3. Tell your story as you present the pain point and tie in emotion (external versus internal)
People sell based on the external all the time. Do this, lose weight. Use this, get rid of wrinkles. Watch this, learn how to market your business. But those who figure out how to focus on the internal problem - the emotion - they get loyal customers for life!
“It wasn’t just about the weight… I realized that my health, my weight, and the rest of my life was all interconnected. As I went up in pants size I could see my confidence starting to dwindle. That affected my mood and how I treated my family. It affected my marriage. I found myself hiding behind other people in photos and shrinking in who I was. And the hardest part for me was that I felt like NOTHING was working. I would diet to lose weight only to gain it all back! I would workout and not see my body change. So I wanted to give up on myself in more ways than one.”
4. What did you do about it? Present how that product, service, etc made an impact.
This is where you take them from that emotional, connected, feeling moment to a moment of hope and excitement for what’s possible - because if you did it, THEY can do it, too!
“I remember going to the gym and dieting after my son was born and I kept getting so frustrated that nothing seemed to be working. I assumed it was me. I assumed that the people who told me my body wouldn’t ever change because I was a mom now were right. And then I went home and decided to stop depriving myself of food and spending hours at the gym with no result. I created a program that I knew would work for me. Within 30 days, I hadn’t just broken my plateau, I had lost all the baby weight and felt amazing!”
5. Why do they need to take this journey with YOU?
Have you been there? Do you offer something special? Do you have a perspective someone else doesn’t have?
“Each month I have the gift of working with other women who have been in my shoes – feeling hopeless and needing a plan that would actually work for them. This was the first thing for me that worked because it was SO different! I work directly with you to help you pinpoint what you really what to get out of this and how to help you get there.”
6. Break it down? What is this and who is it for? What is this NOT and who is this NOT for?
In episode 9 we talked about repel marketing. This part will have the people who this isn’t for move on, and those who it is for trust you even more!
“If you’re looking for a quick fix or a short term solution, this probably isn’t the right thing for you. But if you want to find something that works for your life for the long-term, gives you energy again and something you enjoy being a part of I’m so confident that this is the right thing for you!”
7. Present the VALUE through price flanking it up against something else
There is an important way to present the price, no matter what it is. People shut down when they hear a # - it will never be the right #.
“I used to be a gym rat. It would cost me about $500 a month to get three sessions a week with a trainer plus the cost of the membership, and I still wasn’t seeing the results I wanted.”
8. Present the price with confidence
This is where you strut your stuff. This is what you’ve worked for. This is your gift being given. This is THEIR gain. This is your chance to make your impact.
“Typically this package would cost $480, but I’m running a special for my followers this month where they can get it for $350!”
“This is by far my best selling package and the one designed to help you lose the baby weight and keep it off! It’s $300 this month - total steal!”
9. Testimonials
People can relate to other people’s stories. They want to see who has come before them and how it’s worked for them. Testimonials are often what put buyers over the edge to purchase because they see themselves in someone else’s story and experience.
“You have to see this video! This is one of the moms I helped. She hadn’t worked out in three years because she didn’t think she could lose the weight after having her kids. After two months in my program she’s lost all the weight and some!”
10. Kick in the butt - create a sense of urgency
People need a deadline or they will never click buy.
“You have great timing because that special is only for this month!”
“Next month this pricing won’t be available. I still have a two spots left in my program for this month. Would you like to get started and take one of those spots at the discount, or should I pass it along?”
11. Give them assurance - money back guarantee, etc
People need to feel assured.
“I know it can be scary to start, but you are so worth the investment in YOU! But the good news is that there’s no risk – if it’s not for you you can get your money back.”
12. Ask for the sale
Ask and you shall receive… but ask nicely!
“You can’t pour from an empty cup! This is going to be so perfect for you, you won’t believe how incredible you will feel! Let’s get you started. I just sent you the email to put the order through. If you put that through I can send you the rest of the info you need. Sound good?”
“I’m so excited for you! This is going to be one of the best things you’ve done for yourself and I’m grateful to get to be a part of the journey with you. Ready for me to set you up?”
This is something I teach in depth to my one-on-one clients and once they mastered this step their confidence and their sales went through the roof!
Remember, you have so much value to offer, and until you believe that, no one else will!
If you aren’t serving someone with your gift, they will buy something from someone else who is willing to.