stages of development - International Business Growth Radio Network

BUILDING YOUR SALES MUSCLES STEPS 7,8 & 9 - Ravin S. Papiah

9/12/2020

Welcome to the fourth show on Epic Your Business ….the Ravin Papiah Way !

Introduction
Sales is all about connection – but sometimes, OFTEN, you have to be a bit ‘aggressive’ (in the good way) with prospects, because they themselves are so confused about what is in their own best interests!

Step 7 – Sell to the MOST DIFFICULT ones!

What do you most fear in the prospects you connect with? YES! That they have had a bad experience with another guy from your own company or a competition selling the same line of products but different brand!
I was a bit weird, kind of, in terms of being a salesperson – everyone would evade the grumpy prospect/customer, NOT ME!
Why would you say, right? Well, the grumpy customer HAS A NEED! Normally you would have to CREATE a need when you meet a prospect for a first time – a grumpy prospect, having had a bad (or many!) previous experience ALREADY has a NEED!
I would be looking for that type of prospect, and BE READY to LISTEN to them! To their complaints, to her story of helplessness, even if that meant taking all their frustration on the face.
It sometimes needs you to be ‘aggressive’ to be able to get that ‘entrance’ in the prospects’ home/business, but it was not aggressiveness for aggressiveness’ sake! It was for the BENEFITS of the prospect BECAUSE I knew I would give them a very good service , and could turn their sour frustration into an awe and extreme happiness!
What aggressiveness would I do? In fact, when I meet with these potential customers first, They would be AGGRESSIVE, really aggressive in terms of welcome and words usage – AND I will just be SILENT and SMILING – YES!!! And listen to their aggressive language and watch their body language too, UNTIL they’ve thrown it all out! That PATIENCE to be listening to their qualms, would eventually pay dividends of the highest value.
After listening to them – I would AGREE with them, and apologise on behalf of the previous Consultant (who, most of the time I did not know personally), but I would give a sincere and deep apology. I will take my time to apologise and explain how our company’s policy and ethics were all so against that kind of behaviour! And eventually will gain the attention and EARS of the prospect, which will ultimately land onto an opportunity of showing my products to them – and ultimately land in the SALE! 4 out of 5, most of the time!
Are you DARING enough? Are you AWE_INSPIRING ENOUGH? IF not, its time to STOP being SCARED of frustrated clients, they are in fact WAITING for redemption from the Salesperson who frustrated/betrayed them with false promises (this is the ROLE you take, and it pays BIG for taking the act of redemption for something you didn’t do, a SIN you did not COMMIT!)

Step 8 – Sell to the BEST, and Forget the REST

Going after frustrated prospects/clients can be very draining and it can use up all of your resources as it takes time and energy to go through the process
TO maximise your efforts, you need to FOCUS and go AFTER the ‘BEST BUYERS’
Best Buyers are about 10% of your Clients’ database. What are their characteristics:
- They love your product or service
- They buy your best products
- They buy frequently
- They buy in BIGGER quantities
- They are a joy to work with (even the grumpy ones, once you show them some love!)
- They love to tell their friends and relatives about YOU!
These 10% generate 90% of all your profits (or COMMISSION!) and the REST , they generate 100% of the headaches!
Thus, ONE BEST BUYER can be worth a 100 times an average client
EUREKA: Spend 90% of your time FOCUSED on the 10% client type
Once you have identified them (and many are in the category of the grumpy ones, as they were so enthusiastic about the products that they bought in BULK, but the promises to them were so UNDER-DELIVERED, and the salesperson/consultant disappeared AFTER the sale was materialised), these 10% are:
- Easy – they are very easy to reach, thus accessible, costing you little or no money in terms of advertising, marketing or sales effort
- Fast – They have the most obvious perceived need, thus when presented with your offer, they see the VALUE and are VERY QUICK to reach a decision to buy
- Profitable – Their life time VALUE is very HIGH, once they are converted – they buy repeatedly, frequently and REFER like MAGIC (my story of the GOLD MINE CUSTomer! Choonee)
The KEY to greater profits/Commissions is rarely capturing MORE clients
The KEY to greater profits is capturing MORE VALUABLE ones!

Step 9 – Find the ‘BEST of the BEST’ Customers

If one best buyer is worth 100 times an average one, what is the VALUE of the best of the best? A LOT!
You remember we talked about INFLUENCERS? Those with large networks?
If you could build a DREAM LIST for your products/services, B2B or B2C, who would be on that list?
Most of the time, your DREAM LIST (let’s say, your DREAM 100) will consist of people you don’t even have on your prospect list right now
You may have not been courageous enough to write their names down – Why?
Write them down NOW! And approach them – you will be surprised at how eager they are to HELP! You remember HELP (in place of SELL?)
Believe me – these Influencers – one or two of them converted to clients, could change your world and the future of your family – DARE!
SO, I believe there should be no doubt in your mind right now! – One word that can change the ENTIRE direction of your life – SALES! Your entire business starts, is sustained by and ends with SALES!