This post is part five of a video training series on sales. To watch part one, Sales is NOT a Dirty Word, click here. To watch part two, 3 Reasons Your Sales Suck, click here. To watch part three, The Truth About Your Relationship with Money, click here. To watch part four, The #1 Thing Business Owners Forget About Sales, click here.
Check out this week’s video:
Over the last 5 weeks, I’ve been talking a lot about sales. And, it’s likely that even though I’ve shared some great insight, you’re still a little apprehensive about positioning yourself to serve clients who don’t hesitate to invest in themselves through you.
As I shared in last week’s video, it starts with Confidence. And there are three more C’s I shared with you in this video.
Confusion – If you are confused about who you are, what you offer and the value you bring to the table for the problem you solve, your potential clients will be confused as well. And a confused mind does NOTHING. To avoid confusion, take the time to answer key questions about what you do. Here are a few of my favorites:
- What is the Top of Mind SPICE Problem™ you solve?
- How do you know that you solve this problem?
- Who do you solve this problem for?
Convinced in Clarity – If you don’t see yourself as the best thing since pockets, your prospects won’t see you that way either. That means you have to be crystal clear that you add value at every turn for every client you serve. If you aren’t convinced that you are that good, it will hinder your ability to attract clients who see you as the solution. For example, I have closed many clients because as I listened to them share their challenge, I was convinced that I was the best person to help them solve it. I was able to show up confidently and articulate their challenge so that they too became convinced of my value. Side bar: Convincing a client is about nothing more than demonstrating how you add value. Here are a few of my favorite ways to convince your prospects:
- Testimonials
- Case Studies
- Success Stories
Each of these generate social proof, which is essentially proof enough to convince others that you can solve their problem like you solved the problem for others.
Consistent – This is where the rubber hits the road. If you are not consistent with your marketing message, your marketing strategies and even the way you deliver a sales conversation, you will not sell anything to anybody. Humans are creatures of habit and as long as your clients are humans they are going to add a lot of validity to the consistency you demonstrate in the market. As you’ve heard me share, brand messaging is how you become known. You’ll only get known through the consistent introduction of your key messages to those you desire to serve. Here are a few ways to show up consistently:
- Share the same messages on social media each day.
- Pick a day of the week to communicate updates to your community.
- Focus on solving one problem at a time (no matter how many you can actually solve)
So, how will you master these three C’s?
Your Assignment: Take the time to dissect the 3 C’s I shared and answer the questions, compile the social proof and choose how you’ll demonstrate your consistency.
Loving the Video Series? Share it with your social media network and visit www.SelltheIncredible.com to learn more about my two day intensive where I will be working with a small group of focused business owners to help them Tighten Their Sales Game this November.
©2016 by Darnyelle A. Jervey. All Rights Reserved. Darnyelle A. Jervey, MBA, The Incredible Factor Business Optimization Coach and Mentor, is the founder of Incredible One Enterprises®, Incredible Factor University® and the Leverage Your Incredible Factor System®, a proven step-by-step program so you experience financial and spiritual abundance in your life because of your business. For more information and a FREE audio CD “7 Critical Mistakes Even Smart Entrepreneurs Must Avoid for Clients, Connection and Cash Flow!” just fill out the form below.
