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Dear ,
Ok, listen.
I've been selling for 30 years... I've taught sales (as adjunct professor on an MBA level)... I've been in many selling situations... and I've coached literally 1,000's of business owners on sales.
And you know what?
No matter where I go or what I do, there's always ONE sales formula that I always come back to that works in every single situation.
It's very simple. So simple you might not believe it.
Ready? It's...
Here's What I'm Offering... and...
Here's How It Will Help You...
That's basically all you need to say.
In its most basic form, that's what sales is: You offer a product or service that promises to make someone's life better.
If you can simply communicate this message (both parts -- the offer and the benefit) -- trust me, you're ahead of about 90% of your competition.
The reason business owners (novice AND seasoned) fumble this so often is because:
A). We were never taught this super simple formula;
B) We know about it but forget to use it;
C) We know about it and try use it, but we over-complicate it.
But, like I said, this formula...
Works for ANY Product or Service!
1. What you're offering - This is where you discuss the product or service itself (it can be face-to-face or in writing) -- the features, how long you've been in business, why it's better than others in the market, solid manufacturing, great warranty, excellent reputation, etc.
2. How it will help -- Here is where the BENEFITS come in... the emotion, the excitement... how it will make them happier, smarter, healthier, wiser, cut down on hassles or drive time, etc... give them freedom, independence, -- whatever the benefits are, this is where you really play them up.
Of course, you have to ask for the sale at the end -- and, to be honest, there are some slight variations and advanced techniques you can add. But there's really not much more to it.
Try it.
Practice it with your business and see how easy (and successful) it can be for you. Good luck!
Until next time...
If you have any comments, ideas or suggestions, please email me at: nader@copticchamber.com.
