Learn how to change your sales game through “soulful selling,” which is something our guest today, Dr. Stephanie Burroughs, has done to reach the level of success that she has attained right now.
Stephanie is the President of Stephanie Speaking. She is an inspirational speaker, trainer, and she does a number of digital programs, whether live or webinars. She also is a business navigator who specializes in helping business owners and marketers sell to the government. They take advantage of the various procurement programs for the government as well as for corporations and public agencies. Stephanie is author of the book, Dating Your Business Prospect: Practical Strategies for Successful Business Matchmaking Meetings.
Here are the highlights of my conversation with Stephanie:
Stephanie’s major challenge in her business:
Building business relationships
How Stephanie overcame this challenge:
- Underline the benefits.
Stephanie provided her prospects with documents, statistics, metrics, and most importantly, the benefits.
- Be patient and hone in on the emotions.
A sale doesn’t mean it’s going to happen immediately. Hone in on the emotion of the customer since people buy things based on emotions.
- Provide value.
Share how your products or services can help them overcome their challenge. This will leave them feeling that they can do this and it really wasn’t that big of a deal. Someone just needs to navigate them. Their confidence will increase.
How to build value even though your prospects are not ready to buy just yet:
- Continue to stay in touch.
They may not be ready right now but eventually, they will be ready to buy. Stay visible to people whether you go to events or you give free gifts.
- Learn the GRIT Factor.
Be Grounded, Resilient, Intentional, and Tenacious.
- Always over-deliver.
Stephanie coins this as “soulful selling.” Provide your prospect with all the information they need to help them make the right buying decision. People will be more inspired to take the time out to learn more about your business. Bring value to customers and keep them updated in what you’re doing.
- Practice social networking.
Do not shy away from social media. Don’t just be on social media but practice social networking.
Get a free gift from Stephanie by texting GRIT to 908-223-8616 and receive an awesome 7-day video series about tips for small business owners.
Connect with Stephanie on her website www.stephaniespeaking.com and check out her various programs.
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