# Entrepreneur of the Week # Post 5 Sales Everyone who knows me knows I'm sick of sales, since I'm

# Initiated week
# Post 5

Sales

Everyone who knows me knows I'm sick of sales, ever since I can remember I loved the idea of ​​selling. I think the first physical product I sold was explosives from a Comedy Store pencil case with quotes by Jojo Halestra. However, the business closed faster than expected, when the principal, Sarit, realized that a third-grade child had opened a branch of the Pinchas Nefatzim branch from the Mahniuda market on the steps to the shelter. ????

Since selling endless products and services, I have accumulated thousands of sales hours and developed special methods that have helped me take the field of sales to another level.

It does not matter if you think you are good at sales or really bad at it. It does not matter if you hate it or love it.

In my not very long life, I have yet to meet one who does not need this skill!

You do not have to be a salesman to find yourself having to sell something. We sell ourselves every day in front of other people, we sell the children the shower in the evening or the getting ready for kindergarten or school in the morning. We sell to our boss what we deserve a raise and we sell to the seller when we want to get a good price in Kenya (did anyone say real estate?).

The essence of sales can be summed up in one sentence, whoever understands it and knows how to act in accordance with a million-dollar skill purchase!

"People make decisions because of how we make them feel, only after that do they give themselves a logical explanation for the decision"

Now everything is good and beautiful but in order to understand this sentence in depth you need to experiment.

There is no way I will be able to convey in one post or even a week of posts the approach, ideas and methods that I have developed and adopted over the years but I would love to try to distill them into six main points that must be met in every sale / persuasion process.

Let's start….

Authority - Authority

When we go to the doctor we do not bargain, we tell him what our problem is, where it hurts us. If the doctor prescribes us antibiotics in most cases, an artist is told. Is the authority in the room. We came up with a problem even if there is the solution. This is also how we should see ourselves when we sell. The client has a problem / pain and he contacted us so that we could solve the problem for him. This is the starting point from which to start the sales process, in case you need to convince the customer you have lost the sale.

- likeability

There are those who would call it a report, I personally have not yet found a word in Hebrew that will describe it accurately. Bottom line people will do business with people they love. A customer needs to feel comfortable next to us, I like to see sales people play it interested and flattered with the thought that it will make the other side like them and produce a report. Regret! Customers are not dumb and they smell it from miles away, I do not say not to compliment or take an interest in the customer, but it must be from an honest and genuine place.

So how do you do that?

easy…

Expose and share!

Tell the customer something personal and better about your weaknesses, especially if the other party has revealed and shared but does not have to wait for him. People really appreciate it, in many cases it will make them develop towards you and produce a lot of very positive emotion towards you which leads me to the next point.

trust

There is no one way to generate trust!

But combining the two previous points I mentioned, the best way is to be professional and show that we are in control of things. Show that we know all the details, we have a lot of experience and we have been doing it for a long time.

What if we do not have one?

Fake It Till You Make It ????

scarcity - scarcity / loss

One of the points I like and use the most. Do not be afraid to take the deal from the customer! Until you overcome the fear of losing your business you will not be able to break into the next step. The customer needs to understand that he has a one-time opportunity that will never be repeated! Not only will she not repeat herself, someone else is going to take her in his place!

Imagine for a second you were transposed into the karmic driven world of Earl. Imagine for a second you were transposed into the karmic driven world of Earl. I'm going and I'm not coming back, I have a cold and sweet almond magnum in the cooler and if you do not take it now you will continue to sweat here in the sand and get angry at yourself for the next hour on how not to take the magnum.

Now try to imagine the popsicle seller shouting “Last Magnum! Who wants one last magnum ?! ”

Crown chairs are starting to fly in the air!

The same thing should be on sale. We must delineate our offer in time and quantity, explain the existing opportunity and the risk of losing the offer if the customer does not make a decision.

social proof - proof / social proof

Let's continue with the popsicle seller (I'm a simple business sucker wait for us to start talking about falafel). Imagine the same popsicle seller, he's still yelling "I'm going, I'm going!" But walla we are strong, we are on a diet, we are not willing to pay an exorbitant price for a magnum or any other reason we currently have and prevents us from taking out the wallet and raising our hand.

But imagine for a moment that the couple sitting next to us called Mr. Friend and took 2 almond magnums? And right after that a family from the other side bought some more cold and sweet popsicles. You are already beginning to feel the taste of the magnum. Suddenly it is much harder to resist the temptation to raise your hand a moment before the friend goes to us and we never see him.

Same thing in the sale process. Not just any service provider takes care to give us videos of satisfied customers. Heroic stories and recommendations.

It works!
We want to know that we are not alone. There are other people who have had the same problem and it has been resolved, and most of all we want to see evidence.

Sixth, last point and in my opinion the most important and effective. Ha will take you to the next level but requires a mindset change from the root.

Ready?

commitment

People are terribly afraid to accept no!

I really like to get no!

I would just love it to be at the beginning…

Most of the sales people I know give lectures, answer questions, provide materials, presentations and brochures. They accept with understanding that the client will think about it, only so that the next day he disappears into a witness protection program at worst or at best he will be polite enough to say thank you very much for our time but he decided to go another way.

Wouldn't it be a shame for the effort? No pity for the frustration?

Sales is one of the most lucrative areas that exists.

But also one of the most difficult areas for success to exist.

We have to deal with the word not on a daily basis.

There are those who believe in the law of large numbers… You knocked on 100 poor and told you no? Go knock on another 100 doors! ????

How long do you think it is possible to continue like this?

Hint…

Not much, which is why so many salespeople break down.

What do you do?

easy!

Ask for a commitment at the beginning (how come they didn't think of it before?).

Now I'm sure whoever really invested and read so far is saying:
"Amir, everything is good and beautiful, but it is impossible to make a person give a commitment right from the start when he does not even know what he is committing to."

So this is indeed possible!

Wondering why the weird guy in the picture of this week's entrepreneur has an hourglass in his hand?

So it's a 3 minute hourglass⌛️, and it's the time it takes me to figure out who's in front of me, understand what his level of seriousness is, and get a commitment from him. Alternatively I will find out the real reason why we are not going to do business together and what needs to happen for it to be done.

Example:

Client: Hi Amir I heard that you are making a great investment in Ohio and that you are dealing with Brent to On, I have been looking for an investment for a long time and I really liked what you wrote this week's entrepreneur.

Regular salesman: Yes thanks for the reference…. I have been in the field for years…. Do this and that… Invest in this and that, give all the services… 360 degrees…. One Stop Shop… from .. to…. Yada Yada Yada I will be happy to answer any questions you may have so that you may agree to do business with me whenever it is convenient for you. (Hocus Pocus an hour later…)

Me: Thank you very much for turning… very pleasant…. So I understand that you have been looking for an investment for a long time and have not invested yet?

Customer: No.

Me: You sound like a serious person who cares about his future, what's stopping you? (Not much simpler to ask?)

Client: My wife does not allow me / I am afraid to pull the trigger / Everyone is a fraud, a liar and a thief…

Me: And you'm looking for something specific? what's the point?

Client: Single טי Multi… Love… Want to make money!

Now in less than 2 minutes call we understand what the problem is and why the customer has not yet bought / invested without specifying anything.

Me: So just so I can understand, in case we find what you're looking for (he already told us exactly what) can we make a deal today !?

Customer: Ahhh I do not sign a deal today, I do not know you yet I want to check know… smell… try….

Me: I totally understand you and I probably would have behaved the same way if I were in your shoes. What things do you need to check in order to decide if the deal is right for you or not?

Client: I need to check A… B… C…

I'm great. I must you understand why I ask, the good deals that come to me are snatched away immediately and there is not too much time to decide (which is completely true, I sell a good deal within 24-48 hours). So I ask again, if I present to you a deal that meets all the requirements we have talked about, and after you check AB and C and verify that everything is correct and proper.
Can you sign me a contract and transfer money to the title company?

Client: Yes, but I will only be released with a study fund in May next year. (Now we know what the real reason is why he has not invested until now)

Me: So why are we talking today?

Client: Just checking an investigator passing a schedule.

Me: So let's close I'm picking you up for May next year to see if we can make money together. In the meantime let me send you a small gift, what's your email? (Follow up)

Customer: We closed

As you understand it is an imaginary but completely real conversation. No one sells a product / service that does not experience such cases on a regular basis. If I was like everyone else, I probably would have already told him about me and the business and how good I am and how much I can help him and how much he can earn with me and what a professional I am and why he should only work with me.

But because I am not like everyone else, I am not afraid to ask questions, sometimes difficult and unpleasant questions (I have already received quite a few curses and disconnections from customers). Time is our most precious resource so it is important that we know how to use it wisely. I'm not saying not to be nice to people who approach you even if they are irrelevant. On the contrary, give them even a small gift just before you send them on their way and move on to a relevant customer.

Let's see how we make money today! And not in May next year…. Maybe…

All the points we have talked about are universal and anyone can customize them according to their business.

Good luck to everyone

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