If You Sell Through The Phone or You Have a Sales Team Who Does That...
The Following WAKE-UP CALL is For You!
3-minute read
Let's talk about the single most important piece of the puzzle.
Sales!
You need to make 2 successful sales and 2 important realizations before you even talk to your customer on the phone.
Let’s see them…
1) Sell the product to yourself first! You need to believe that what you offer will benefit your customer the most. If you don't believe it, I can sense it in your voice!
2) Sell the product to your team so THEY believe it’s the best thing they can offer to the customer.
3) Realize that by selling, you are helping people and you are not JUST taking them money.
4) Realize that, if you don't sell, your customer will buy something similar from a competitor which might be worse than you.
Now, take out the phone from your right pocket, and...
Wait! Don't dial yet.
It's time to realize what we really sell.
99.999% we sell 2 things.
1) Certainty to an uncertain world.
2) Significance. Because, well, we care what others think of us.
Certainty is the most important factor of all I could say.
People will happily pay for "this is going to work" even if it won't.
But, they will never pay for "this might work" even if it will.
Hmmm............ Interesting!
Let's see how we can produce certainty on a phone call.
We will use the second most important communication tool, and that is our tonality.
This is how people truly communicate:
55% of communication comes from body language.
38% of communication comes from tone of voice.
7% of communication comes from the words we use.
When I feel certain about the product I sell you, you can feel it in my voice. The secret word here is "feel".
You can feel my enthusiasm and for a magic reason, you can (also) feel my smile behind the phone even if we are a 12-hour flight away.
When you ask me a question and I reply with a downward tonality, you can sense the certainty. It's a feeling it can't be explained with words.
People take every single decision based on emotions and then justify it with logic.
It's how you felt from my tonality, NOT how sophisticated my presentation was.
Practice your tonality!
Sit down for a minute and think of yourself how you talked and acted when you were 100% certain about something in the past.
Bring that memory back and analyze your voice. It’s a good tip to bring the best version of you back!
Now...
Let's go to significance!
Hmm...
People "die" for significance.
This is why you allow the Lamborghini in front of you to pass the road knowing that YOU have priority (we all do the same).
This is why you never pay attention to the time itself when you wear a Patek Philippe or an Audemars Piguet luxury watch.
This is why Plastic Surgeons have doubled their business once social media came to life. The new generation had 1 PC, 2 laptops, and 3 mobile phones before they were even born.
Significance drives people.
To influence it, things are simple.
(I am your customer.) Tell me how your product or service is going to help me be better, smarter, prettier, healthier, sexier than my peers.
If you convince me, I buy!
Now, you can dial the number and make that phone call!
.........
This was our quick conversation in sales.
To your success,
Alex.
We sell 2 things.
1) Certainty to an uncertain world.
2) Significance. Because, well, we care what others think of us.
