Ready for some magic?
This episode marks the monumental coming together of The Sales Evangelist and The Sales Wizard. So brace yourselves folks and learn how to use your power and magically turn every sales conversation into a closed deal.
With 45 years of sales experience, there’s no doubt why Hugh has bagged The Sales Wizard title. Nope, he wasn’t born with all the sales knowledge, but it’s something he picked up along the way (especially learning from the mistakes he made while selling).
Hugh is the founder of Red Cap Sales Coaching so listen in as he talks about the power of focusing on your prospect, the power of mindset, the power of changing your story into a positive one, and the power of having fun!
Here are the highlights of my conversation with Hugh:
How you can change your approach and philosophy in selling:
- Help them do what they want to do.
Your job is not to talk people into doing what you want them to do.
- Stop doing sales presentations.
Stop telling your prospect about how great you are or how great your company is to then induce them into buying your product/service. That is a sales presentation. (Hugh calls it “show up and throw up”)
- Have a conversation.
Ask really great questions to find out what they want and need, how they feel, what they think, and what their problems and goals are. Listen closely if they need your product/service and effectively tell them what’s in it for them if they do business with you.
How to form an attitude of confidence to help you sell better:
Sit down and do some planning. Know who you want to sell to and what it is about your product or service that’s going to positively impact the lives of your prospects. Think about the results that somebody gets when they take advantage of the product/service you offer.
- Believe in your product or service.
Believe in the result that the prospect is going to get from your product or service. Believe to the extent that there’s nobody else that can give your prospects a better result than they would get from your product or service.
- Believe in the company you represent.
You have to believe that your company is the best there is around, that you provide exemplary customer service, that your company really does care about their customers, and treat their employees well.
- Believe in yourself.
Believe that you’re pleasant, attractive, appealing, and that people would love to converse with you.
How to break free from the fear of selling:
- Have a good self image about what you’re doing.
Many of us carry the fear of what other people will think of us. Think sharing, rather than selling. Believe that you offer something of value that enriches people’s lives.
- Learn and practice.
Learn how to do it very well and practice it all the time.
- Change your story.
We all tend to tell ourselves stories, unfortunately, most of them are negative ones. So change your negative “what if’s” into positive ones. Do some self-talk and say to yourself:
- What if they buy?
- What if they think your product or service is the best thing they’ve seen in their lives?
- What if they go out and tell their friends how cool you are?
- What if their friends start to call you and buy your product?
- What if you get rich?
- Follow a sales process and have a good script.
Scripting and following a process will build your confidence level that will allow you to go out and have a conversation with anybody. Script out what you’re going to say and practice how you’re going to say it so it becomes natural. Scripting means pre-planning the conversation so you can take your prospect to where you want to go.
Where you need to focus your thinking on:
- Focus on the prospect and not on yourself.
Focus on what their challenges, needs, and goals are. Focus on the right place. Laser-focus on what’s going on with the prospect. Otherwise, they will feel that and they will not buy from you.
2 main concerns of prospects during a conversation:
- Am I going to have fun?
- Is this going to be a valuable use of my time?
Get in touch with Hugh Liddle through his website www.redcapsalescoaching.com
Hugh has a brand new, 24 module online sales training program available. It’s 24 modules of video and written lessons on effective selling, time/task management and selling to people who are different than you are. It’s awesome training for the brand new salesperson AND the seasoned veteran. You can watch the first video module at no charge and get all the details about this exciting new program at http://elitesalesacademy.com.
Be sure to go to the Elite Sales Academy site right away because they’re running a Grand Opening special, and you can save $500 if you act now.
Also, if you visit http://redcapsalescoaching.com, click on the little wizard in the upper right hand corner. You can complete a quick 5-minute survey and then have a fun, friendly 45-minute conversation with a Red Cap Sales coach about YOUR business and YOUR sales. There’s no cost and absolutely no pressure or obligation ever!
Hugh’s Major Takeaway:
“Your job is to help other people. That’s what selling is about!”
Get Hugh Liddle’s book, Take the Icky and Scary Out of Sales