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- Walk into a sales meeting with your dick hanging out – if you really know what you are talking about, then you should act like you are “the shit” and be confident. If you act nervous, it makes the buyer nervous about you and the product or service you are selling. If you act like you are the shit, then the buyer may feel that your product or service is the shit.
- Understand your buyer – before you pitch a potential customer, make sure you know the basics about them. Relating your sales pitch to them or even their business will help them better understand why they need to buy whatever you are selling. A great way to do this is to give examples of how your product or service can affect them. Or better yet, find stats how the product or service helped their competition.
- Don’t over sell – hopefully whatever you are selling is isn’t crap because you want it to sell itself. Overselling shows you are desperate and can cause the buyer to start negotiating. The last thing you want is for the potential customer to seem that he or she holds the power.
- Be honest – no one likes a sales person that lies or cherry coats things. Try to tell the truth even if the potential buyer doesn’t want to hear it. This will help build trust between both parties.
- Make your product or service seem limited – even if you are selling toilet paper, you can still make it seem limited. By reducing the price for a short period of time or saying that there is only a limited quantity available (even if there isn’t) you will create the perception that you are selling something that needs to be bought now.
- Hook a buyer up – buyers like to feel that they are getting a good deal. A good way to create this perception is through pricing. For example, when I was selling $1800 dollar vacuums, no one bought one because they felt they were too expensive. So I started selling them at $1799, which lead potential customers to feel that they were getting a better deal.
Anyone else have any sales experiences or advice they want to share?
#4 and #5 are contradicting each other.
I get the point, but that is a bit like having your cake and eating it too.
Yea, they do contradict each other. With number 4, you don’t want to tell “big” lies, such as the product can do X, when in fact it can only do Y. With number 5, you can tell small lies such as we only have 2 left so that they purchase faster.
“limited time only” “once in a lifetime opportunity” etc… make the sell
Once in a lifetime opportunity is a much better phrase. Only if I thought of it while writing the post.
They key is to be confident and honest at the same time. You need to stand behind a product you truly believe in and are passionate about because if you don’t it people will read through it and you will lose confidence.
Totally agree! For this reason it is best if a sales person is actually selling a good product or service, so that it makes it easier for them to believe in it.
KISS keep it simple stupid
I’ve seen highly educated people try and explain the engineering to a potential client and they DON’T care - they want to know how the problem is solved… Show them how you can solve a problem, and making a sale is easy - don’t forget to ask for the money! #1 problem w/ sales people that have worked for me in the past… They were all afraid to ask for the sale - YOU MUST it’s the important part of the sales process 
And most importantly - Make a friend first. I don’t care what your selling - if you don’t make a friend it’s going to be hard to extract that wallet. Read some Zig Ziglar that guy is THE ultimate salesman!
.02
db
2 great points. I personally love the KISS philosophy so much, that my latest company is called “KISS Metrics”.
And as for the friend advice, my best deals have came from knowing a friend inside a company. If someone can vouch for you, the deal is more likely to go through.
Just to make this gender neutral, women can let the titties bounce while the guys rock out with their cocks out. Actually that might be #7, hire the booth babe to do the selling…
LOL, I should have also added that within the post.
Women especially work well in male dominated industries (or at least from what I can tell). If all of your potential clients are males, sometimes it is easier for a female to get through the door.
That’s too funny! LOL. I like the confidence surrounding your statement. I get the point. Choice of words is essential, striking a nerve, priceless.
If you can’t walk into the meeting with SOMETHING hanging out, then you probably shouldn’t be in sales. But there’s a fine line between being confident and being a jackass. I’ve seen plenty of sales lost by men and women who can’t see what they’ve got hanging out because their head is too far up their arse. That’s where David’s point about being the FRIEND really can make or break the sale.
Yea in many cases it can make you a bit too arrogant by letting your junk hang out. You just have to learn how to control yourself.
The best way to handle it is to appear as a knowledgeable, interested salesperson whose mission is to help the prospect achieve his objectives. Respond to objectives positively and respect the prospect’s actions as legitimate concerns.
Nice one! Not only does it show that you have their best interests in mind, but it also shows that you care about them.
I think that “knowing” your prospect and being a good listener are paramount to a successful sale. I say successful because not all sales are a good fit for your company. Especially if the client is “sold” something that they don’t need.
Listening is very important. I have seen way too many salesmen go into a meeting and start pitching without listening to what the client has to say. Doing that is a great way to lose a sale.
People often tell me, “I can’t do a job in sales, I can’t talk enough, I can’t convince people.” This is a common misconception of the sales profession, sales champions don’t talk their heads off in a sales situation. You have to listen to the customer carefully, more then you talk. A more effective sales professional will ask the buyer questions based on the needs the customer explained during the conversation. Buyers love to buy, but they hate to be “sold”.
Also going along with being confident, you have to know your products inside and out, otherwise the buyer will see right through you when you try to wing it. If you know your products and believe in the company and the passion is there, that positive energy can radiate onto the customer to help them feel comfortable about making a buying decision.
On the point of being honest, its better to say, “thats a great question, I am not sure at this point, I’ll find out and contact you.” then trying to bullshit an anwser when you don’t know something about your product. Many sales people try to make up stuff, which catches them at the end of the sale when they are caught.
Neil, when you dropped the price of the vacuum to $1799 did you sell any?
I sold 1 vacuum at $1799 and then they returned it a week or so later.
I believe that the most critical aspect in selling anything is your personal brand. Most people believe that you should sell on product, price, or company and I STRONGLY disagree. People buy stuff from people that they like, bottom line. If you come across as an arrogant jackass people will be turned off (think used car salesman). If you communicate a clear value proposition with your personal brand, people will be eager to deal with you.
Believe it or not, people are more concerned about the process than closing a sales, a there are many examples of just that…
James,
Yes, people do buy from people they like, although I agree you should not sell on product, price or company, you’re personal brand won’t matter if you don’t have a product that meets their needs. In my experience, by listening to the customer and understanding what they need, recommend products that can help them reach the goals they set for themselves and help them make a decision is what creates your personal brand.
This is true when meeting a prospect for the first time, you may have a great personal brand but the prospect will not realize until after they have became your customer.
I think it is a bit of both. They have to like the product, price, and the person. For example when I buy stuff, if I hate the person, I usually never buy anything from them.
Ultimately I feel it’s about knowing the customer and being willing to go the long way to develop a relationship that offers value to their immediate and long-term needs.
Great post!
I have also found that building relationships is effective. If you get to know someone on a personal level before you pitch, you are much more likely to close the deal.
Get them to commit… to anything. Even if they tell you no, get them to commit to “possibly exploring your product in the future” then get them to commit to a follow up date.
My position in my company gives me the unique opportunity to be both the seller and the buyer in many instances. The absolute #1 thing I hate in a salesperson is desperation. NEVER sound desperate for a sale, you will not get it. You can sense it on the other end of the phone. The #2 thing I hate is this phrase: “Let me ask you a question … do you want to get more business?” That is the lamest and most ineffective pitch ever. The second I hear that, I tune the salesperson out , I am done. No sale.
The best salesperson is one that says pretty much this “Hey, here is my service, here is why I think it works for you. Do you think this fits your needs?” Not cocky but just honest and helpful. The best salespeople are not ones that people walkaway saying “that was a good salesperson” but “that was just a plain good person, I want to work with them.”
Evaluate and use their needs to make them feel as if they shouldnt be living without your service.
I do agree that your approach works, but I feel that being cocky can get you more money out of the potential buyer. I could be wrong, but that is what I have experienced.
Great advice, except we’re in the year 2008 and left the 80’s way back….but very amusing though, so thanks.
Not sure what the post has to do with the 80s… are you referring to the picture?
It takes balls to be in sales. The problem with walking into a meeting with one’s “dick hanging out” is that many sales people tend to think they ARE the shit even though they just stink like one. Some are too arrogant to even notice that the buyers pointed and laughed.
Valid point. I think it only works if you really are “the shit”. If you aren’t the shit and are walking with your dick hanging out, it probably will not do much for you.
I think this is equally important for an online shoppers too.
Not sure if you mean “seller” instead of buyer, but I don’t think all of the points work in an online world. You can’t go around walking with your dick out online, unless you want to be classified as an adult website.
This sounds interesting. I think sending an promotional offers and emails to respected buyers will help one to be in touch. And this how one can increase more sales too.
Emails and other type of follow ups works really well. You just have to provide valuable information when following up or else it may be considered spam.
Neil, I like your style! Show them your genitals! It always works. Once they see your package they will certainly know who’s boss.
Thanks! By the way, you have an interesting site. Love the concept.
Better sales person will talk less about his services and his expertise,
He must be concentrate to convinces you the benefits which you are going to have after taking his services/products.
I am not even sure if you need to convince the other party. Ideally your product should be good enough where you don’t have to convince them that there are benefits.
Neil, do you think, one can be successful businessman through just brand of a products?
I think you can. Just look at Steve Jobs of Apple.
I think your #1 piece of advice pretty much captures how to sell…and as some one who has sold everything from lawn mowers to debt to cocktails, I will add this: TELL people to buy it. Just tell them. You will be amazed at how often this works. Some people in life just need and like to be told what to do.
Never really thought about it that way. I can see where you are going because people like my dad never buy things until they are told.
I think confidence is the best thing. From landing pages in affiliate marketing that show cocky people who talk about how great everything is to the top salesmen in fortune 500 companies they are all confident in their product and make sure they tell you about how confident they are.
Yea and if you aren’t confident it is a great way to lose a sale. I had this problem when I first started selling, but luckily I learned fast.
I love confidence, provided I can tell the person has the knowledge to back it up. Don’t fake it…make sure you /are/ the shit if you’re going to act like it.
Sad part is, it is easier said than done. A lot of people aren’t confident in themselves… it takes time and practice before people feel confident in any situation.
Be friendly without being too casual. People like other people who make them feel comfortable. Comfortable people will usually put a lot more trust in you.
A good way to do that is to be honest with others. Even if it may not be what they want them to hear, it is a good way to make them comfortable around you and build some trust.
Hello everyone! I just wanted to tell all that I truly appreciate the constructive advice. It helps! If I may say something, keep it positive! Thanks
Hopefully the tips help you with your career. If you need any specific advice, feel free to post a comment and I’ll follow up with an answer.
#1 is true any way you look at it, even in real life… If you are confident, people won’t walk over you and will listen to you and think you rock.
Which brings me to say,
iRock. haha
In most cases that is true, but sometimes personalities collide. If there are too many alpha males in a room, they may all try and walk over each other.
I haven’t had this happen to me too many times, but it happens every so often during sales meetings.
Change the title to: “6 Effective Ways to score that job interview” and a few changes in the post and you’ll get the basics on how to sell ourselves well, a basic key to our own success.
Your right, the article could also be about helping yourself win a job. A lot of sales tactics and skills can be applied to almost anything.
Know your product(s). And not just the technical jargon, but how it can benefit your buyer. If they can see why it would be beneficial for them your more apt to make the sale.
I agree with “Nick”. Product knowledge is essential.
Know your product, technically and practically so that you may transfer a benefit to the proposed prospect. Educate the consumer/client. Always remain (confident) and enthusiastic. You should always aspire to lead.
Be well informed. Knowlege, is POWER. -Cheers!
Same here, Nick is right on the dot. If you can’t show the buyer why it benefits them, they would be stupid to purchase your product.
Good advice.. I think I’ll pass on the first option
but sage advice non-the-less. Scarcity I think works for some things, but the key to remember if you make it scarce (or seem scarce) then actually take it away when you say are.
Doesn’t do much good to say for a limited time only, and if they come back next year, it’s still limited time only…
It’s like driving past the Persian rug places that have “Been Going Out of Business” for the last 10 years…
The scarce route only works if you change up why it is scarce. For example you could say we only have 100 units left. Currently we are constructing more units, but they will not be ready for another 6 months.