SHOW 2 – BUILDING YOUR SALES MUSCLES STEPS 1, 2 & 3 - Ravin S. Papiah

Ravin S. Papiah - "EPIC YOUR BUSINESS THROUGH SALES LEADERSHIP THE RAVIN PAPIAH WAY!"

SHOW 2 – BUILDING YOUR SALES MUSCLES STEPS 1, 2 & 3

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

Introduction
Prospects are far savvier than they used to be. Consumers have become very good at avoiding marketing and advertising. They are skipping commercials, turning a blind eye to website banners and passing right by Billboards without seeing them. They even have options to SKIP ADS on Social Media, Netflix and Youtube. Too many commercials are making prospects become immune to them.

Step 1 – Don’t Kill Your Customers

• Don’t have a HIT LIST of prospects – instead, Have a LIST of ‘FAMILIES I’M GOING TO HELP NEXT’.
• Your prospects don’t want to be your NEXT VICTIM. If you label them this way (your victim), you will think of them that way and you will then treat them that way. They know it and feel it.
• If you treat them as ‘Families you will help’, your way of treating them will be different. You will think of how you can HELP them, and when you call them with this intention, they will respond differently, positively.
• Shift your perspective and shoot up your sales.
• You will start enjoying the process.
• You will love what you are doing (Not Selling, but HELPING) and your sales commission cheques too will grow massively
• Reframe your whole IDEA of Sales
• STOP SELLING, and START HELPING!

Step 2 – Connect with people on a gut level

• Once you’ve completely reframed the notion of sales, now CHANGE your MESSAGING to match your new perspective of sales
• What do you think is the most important (Number ONE) quality of the most effective sales and marketing messages?
  • Passion? Enthusiasm? Conviction? Urgency? Desire? 
• Nope! It's EMPATHY!
• If you want your messages to CONNECT with your prospects, you need to get in their gut
• Ask yourself what do your prospects/potential customers think before they close their eyes to sleep everyday?
  • What are they thinking about?
  • What are they worried about?
  • Who are they worried about?
  • What do they fear?
  • Who do they fear?
  • What do they hope for?
  • Who do they hope to impress?
  • What are their desires, ambitions, and goals?
  • What do they think they need help with?
  • What resources, ideas or support are they looking for, to overcome their unspoken fears or accomplish their innermost desires?

 

• Don’t just ASK these questions – FEEL them
• Write down what you feel, and be as descriptive as you can, and as raw as possible
• After you wrote the answers to these questions from your prospect’s perspective, look back at what you wrote.
• Examine the specific LANGUAGE you used to describe your thoughts and feelings – this IS your best sales and marketing to use, these EXACT words you wrote!
• This language shows you know who they are, who they are trying to become, and what they are trying to do!

Step 3 – Sales is filling a customer’s perceived need

• ASK your customers what THEY need, not what you think they need
• Sales is filling a customer’s perceived need, not YOUR need to sell something
• Don’t FOCUS on what YOU are passionate about and the need YOU see
• Don’t follow the old way ‘Finding a need and filling it’, the old saying is wrong!
• Sales is NOT about finding a need and filling it, it’s about finding a PERCEIVED need and HELPING someone fulfil it
• If the customer does not perceive the need, THERE IS NO NEED!
• Pull, don’t push
• Investigate, don’t present
• Probe, don’t pitch
• Ask, don’t assume
• Talk less, LISTEN more
• ASK MORE questions
• If you want to master ONE skill to get your sales to the NEXT level, MASTER the ART of ASKING GREAT, BETTER questions, NOT how to do a better presentation!
• ASK questions, find answers that SERVE as solutions, and then, BUILD your presentation or sales message around the answers you get.

See you Next Wednesday for session 3 of our Show!

​