What does it take to be successful at sales? The obvious answer: selling a great deal of products or services, have repeat customers and exceed your sales quotas.
But the answer to that question is much simpler than that.
To be successful at sales, you need to have customers buy what you are selling. And for that to happen, it’s essential to understand how they make purchase decisions (emotional, rational, logical) and their natural progression through the buying cycle.
Photo by Ramiro Mendes on Unsplash and a version of this article was originally published through Forbes Coaches Council.
Let’s think about it for a minute. For you to succeed, you need to have customers willing and able to buy what you are selling. If you can meet or exceed their needs and expectations, they will buy from you, they will tell their friends to buy from you, and they will come back and buy from you again.
Let’s say you need to buy a pair of black shoes. Maybe you have special requirements, such as width or arch support or heel height. Or maybe you need a specific style. You walk into a shoe store and tell the clerk you need a pair of black shoes in size 8. He immediately starts pulling any black shoe of any style. Or worse, he waves a hand toward a shelf with various shoes and walks away. You might find the shoes you need, but more than likely, you’ll feel ignored.
Now imagine if the clerk takes the time to find out why you need the black shoes, what style you need, what you need them for, what width and height you desire, then pulls a couple of pairs that are exactly what you’re looking for. You spend just a couple minutes choosing, and you buy the shoes.
Which clerk leaves you with the best experience?
The clerk who took the time to understand your “why,” listened to your needs and met them knew that it was about you, the buyer, not him the seller.
It’s about the buyer
I’m going to say that again: Sales isn’t about the seller. It’s about the buyer. Focus on the buyer’s behaviours and needs, and you will succeed.
There are five steps to follow to understand your prospective client and where they are in the buying cycle. Match their position to the right step in your sales process. Think of it as a dance you both take together.
Here are the five steps buyers take:
1. Identify a problem or need
2. Research and investigate
3. Evaluate alternatives
4. Make a buying decision
5. Exhibit post-purchase behaviour, like satisfaction or doubt
Remember, sales isn’t about you. It’s about the buyer and how you can meet their need or solve their problem.
Meet Coach Christine
Christine coaches with ROI top-of-mind and clients have seen upward of 200% ROI. Many companies who leverage her coaching produce quick and long-lasting results transforming people, processes and culture, impacting their bottom line.
Her time with clients generates powerful results in:
- Business and Personal Development
- Communication and Relationships
- Sales and Sales Leadership
Watching and learning at the feet of titans of Canada’s Wall Street and other business leaders, Coach Christine was influenced by their success and built a corporate career and coaching business founded on proven business practices.
She is an award-winning business woman and contributor to Forbes publications; is an accredited coach with the ICF; a practitioner of Conscious Business practices; is certified by the IMPACT: Coaching with ROI program; holds her First and Second Degree Reiki and has studied Aboriginal healing for over 20 years. Christine loves the adventure of travel and has a knock-out collection of snazzy women’s shoes.
When you want more, are ready to bust obstacles and build your juicy, big life, contact me, Coach Christine Culbertson.