TSE 340: TSE Hustler’s League-“Soft Selling”

Soft Selling, Podcast, Donald Kelly, The Sales EvangelistToday’s episode is another excerpt from our mastermind group over at TSE Hustlers League where we talked about soft selling, a selling strategy where the whole concept is that you’re leading your prospects with value and you’re not trying to force them. As what Jeffrey Gitomer said, people love to buy but they don’t want to be sold.

Here are the highlights of today’s episode:

Three steps in soft selling;

  1. Find the ideal customer.
  2. Build value and trust.
  3. Propose.

Soft Selling Strategies to Make People Want to Buy from You:

  • Utilize different social media platforms.

Do not limit yourself to using just LinkedIn. Think about utilizing Twitter to find people and easily connect with them. Twitter is so easy to connect with people.

  • Utilize the power of Twitter

Once you’re able to connect with them on Twitter, then you can invite them to connect on LinkedIn to continue your conversation and have a deeper relationship. Then you’re ready to propose. Twitter allows you to follow some hashtags and get connected with people that you can invite to join your community.

  • Provide education to your ideal customers

Understand the best way that you can educate your customers. Find an education platform that you’re most comfortable with (blog, webinar, podcast, social media, book, white paper, YouTube video). The core of this is to create value in order to excite your prospects.

  • Treat people the way they want to be treated.

As you sit down with the customer and start connecting with them, let them talk the most. It’s like the 70/30 rule. The point is to let them do most of the talking. The more information they tell you, the more you know about their pain points, you can then educate them on possible solutions.

  • The discovery process

Your value as a sales professional and the size of your commission check is determined by the amount of information you obtained rather than the amount of information you present. Find out more so you can speak more to them. Don’t just talk about you but give them stuff that’s going to benefit them.

Episode Resources:

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Want to say hi?

I would love to hear from you and learn how you got started in sales. Drop me a note here.

Not readable? Change text.