In Sales Training

Take Action, Hurricane Matthew, Podcast, Donald KellyToday, I’m going to share with you some insights that I’ve gleaned from the recent hurricane that has hit us in South Florida this past week. These are simple yet powerful strategies to help you increase sales by tapping into opportunities presented to you.

Problem:

The last time a hurricane has seriously threatened south Florida was 10 years ago which caused huge devastation and that prompted the need for hurricane shutters. Unfortunately, no one has used their shutters since then. Who’s going to use them anyway when it’s all nice and sunny, right? Fast forward to last week… A hurricane was imminent and people didn’t know how to put up or use their shutters.

Eyeing an opportunity:

So there was so much “pain” around that somebody needed to solve. Apparently, some smart individuals saw this as an opportunity for putting up hurricane shutters. They then started offering this service and charging people.

My point: Find people who are doing it already and have them do it.

These people have taken advantage of this opportunity instead of worrying about whether something’s going to work or not.

My next point: People CAN do it but they don’t necessarily WANT to do it.

Personally, I did it myself. I was on the ladder and was putting the shutters up and it was scary. But why the heck was I doing this when instead I could have taken advantage of the opportunity which others have done (this is what I’m going to do next time for sure).

So here are some key takeaways that you can apply to your own selling:

  1. Don’t think like yourself. Think like your customers.

Quite often, we neglect opportunities thinking that it’s not going to work. Don’t think like you would for your prospects. Don’t talk yourself out of it either. Instead, think about your prospects and their business.

  1. Do not sell on price. Sell on value.

Don’t lower price based on thinking people are not buying because of price. Instead, express value a little bit more and people would be willing to pay for it.

  1. Look for triggers in your clients.

Look for things that trigger the customer’s “state of emergency.” What could trigger challenges that you can solve uniquely for your clients? Write down possible trigger opportunities which you may use effectively for your product/service. Have them internalize these trigger opportunities.

Episode Resources:

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