Welcome to episode #225 of Explode Your Expert Biz Show, brought to you by http://gtex.org.uk/,
I am your host, Simone Vincenzi, The Experts Strategist, and this is the podcast for experts who want to become the ultimate authority in their niche while making an impact in the world.
Do you want to become a Master at Selling, increase your revenues and get clients?
In this episode, I talk about
- The #1 rule in sales
- How to always have the best product for your potential clients
- The questions you must ask a potential client
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The most comprehensive checklist to create a pitch that sells without being a douchebag.
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Hello, ladies and gentlemen, and welcome to another episode of Explode Your Expert Business Show. Today we are talking about selling, the number one rule of selling.
Now if you are watching the replay, then make sure you check it and you put #REPLAY in the comments so I know that you have been watching. If you are listening to the show, the podcast, thank you very much for listening to the podcast.
And if you’re watching on YouTube, thank you for watching on YouTube. I think I covered everyone. And thank you for joining live here on Facebook, on my Facebook page, Simone Vincenzi.
And as I said today we are talking about the number one rule of selling. So what’s this number one rule? Well, this is a really fascinating topic, and the reason why it’s important is because many people, they think that they want to sell and they want to sell because they want to grow their business, they want to get more clients, they want to support more people, they want to be seen as an authority in their field, and one of the ways to be seen as an authority in your field is definitely having clients and having consistent flow of clients that are telling a word how amazing you are.
You’re seeing the power of this very recently if you have been following the dispute between Tony Robbins and BuzzFeed, you’ll see how many people stood up for Tony Robbins when that was in particular in this moment of need. That’s the biggest sign that you are an authority or a huge influencer in your field.
So how do we then get to those clients and what is the number one rule in selling? Well, it’s something that not many people do, and some people do it but don’t do it well enough, and is about finding out as many information as you possibly can about the person that you want to sell to before you start the sales conversation. Now why is this important?
The reason why this is important is because if you don’t do it, you might, actually you’re very likely going to sell the wrong thing. Maybe it’s the right person but you’re gonna sell the wrong thing, or you might be selling the right thing but in the wrong way because everyone has different things that they value the most.
However if you do it in the right way and you get as many information, and I’m gonna share with you what kind of question you could ask to find out those information and the different stages of the sales process in a moment. But if you do it well, then you will be able to build a stronger relationship with that client or with that potential clients, and also you will be able to have all the information that you need to sell your product or service in a way that is relevant to the person in front of you, and that’s why this is so powerful.
So now the question is how do we find out as many information as possible? And it’s time to bring out our Sherlock Holmes hat and our magnifying glass because you need to become an investigator, you need to become curious about your client. And in particular if you are meeting someone, let’s say, on social media, you’re meeting someone on social media, you’re meeting someone through Messenger or LinkedIn, or maybe you’re meeting someone at a networking event, or you get people approaching you after a speaking engagement, the most important thing to ask is not what’s the biggest problem you want to solve?
No, not that one. Why not? Because it’s way too soon, because you have no context about where they are, what they do, what they’re interested in, what’s important right now for them. And most of the time you will not have enough relationship unless they are really qualified and maybe they have seen you before to ask that question. And actually it can break that relationship if that question comes too soon.
So how do we then find the right question? Well, the first question that you should ask to anyone before finding the most important thing for them is what are you working on? What are projects that are you working on at the moment? What are you working on at the moment? What is the most important thing you’re doing at the moment?
Now the reason why this is important is because it also creates a matter of urgency. Now we might have a lot of different problems. Let’s say you’re a business coach or a life coach, and you go and solve people’s businesses or problem, business problems or people’s problems, then the challenge becomes sometimes there can be many challenges that they need to solve. But if you ask them what are you working on and what’s the most important for you at the moment, then first of all you start a conversation, and it gives you all the information that you need to create and generate the context, so then the question what’s the biggest problem now is relevant because it becomes very very specific for them.
So it’s a way for them to start talking broad and then narrowing down the right information that you need to sell those specific products and those specific services. Now if we have for example, if we have for example, you are a business coach, you’re meeting someone that can be a potential client, you immediately ask, okay, what are you working on in your business? What is going on there? Then it gives you immediately that landscape.
Then in the next stage, then you can ask what’s the biggest problem and what’s the biggest challenge that you’re facing at the moment, what are your goals? So these are the questions that you can ask if you want to understand where they want to go. What’s your vision? And that’ll be question that you can ask to find out as many information as possible at the beginning is what do you think is the most urgent problem you need to get solved right now?
And the reason why you need those pieces of information is because if, a lot of time at the end of the sales conversation, you might have objections like, ooh but this is not the right time, or, well, I’ll do it later or I’ll do it another time, or sometimes you will have.
Hey Rohini, thank you very much for joining.
Sometimes you will have someone saying, I don’t have enough money, and you can avoid those questions happening, those objections happening if you do a great work finding out those informations upfront.
So questions like what’s the number one thing, the most urgent thing that you need to get solved in your business right now or in your life right now? That already gives you the idea of what is more urgent for them which is what more likely they’re going to invest in the short-term or they’re going to invest to get that problem solved. Asking them what is the goal, the most important goal that you want to achieve in the next three months, ’cause if you say what are your goals for the next 12 months, might be many many different goals, but if you say the one that is more relevant for you within the next three months, then you will find that they will give you something that is very very very important for them.
Therefore if then what you offer, even if it’s longer than 12 months, than three months, and even if it solves more problem than the most urgent one, you can design your sales pitch and put in more emphasis in the thing that help that person to solve first the most urgent one and achieve their short-term goal, because that’s what’s closer to them and that’s what is the most appealing solution.
So that’s why finding out as many information as possible about your client is important. If you have any other suggestion or any other question that you think that can be relevant, just put them in the comment, I will love to hear from you as well. Or if you have any other question, just let me know. Now other question that are important, really really important to know is their financial situation. If you’re working with businesses, what’s their current financial situation right now and their desired financial situation. If you are working with individuals, what’s their current financial situation right now and as well their desired financial situation.
Why do you want to know that? Well, a lot of time people will make an investment in you as an expert because they want a return on investment, and the return can come in quality of life, in money earned or money saved, or time which is saved. So if you ask them in particular the question about money, and you say what is your current financial situation, first of all, you understand what, how much they might be able to afford.
Now this is not the rule of thumb, like it doesn’t mean that if they say I’m not earning much doesn’t mean that they don’t have access to money. So never make that assumption. But at least you might preempt that there might be a conversation to be had about money if your coaching programme or expert programme or speaking fees are in the thousands and their budget is in the hundreds. Someone says, well, I’m earning 1,000 pound a month, and I’m pitching something which is 20,000 a year, then that’s already almost double the amount of money they earn. So the chances they’re going to do that, unless they have some previous capital before, are going to be very slim.
So I need to find a way then to understand if they have, they don’t have that much money available right now that they’re earning, do they have other financial resources?
So I will ask what other financial resources do you have available to grow your business or to become better as a person? And the reason why this is important is because some people, a lot of people, during that particular part of the conversation, they will shy away from it.
No, we don’t want to talk about money. People don’t want to talk about money. And a lot of time when they say, oh what’s your current financial situation? They would tell you all the story that they have without giving you the number.
It’s like oh yeah, well, before I tell you the number, I need you to know that this this this this happened. Sometimes it’s frustrating but we’re gonna listen, and then say, okay, so then what’s the number? I understand the background, thank you very much for the story.
But it’s important because I need to know if they have the money to invest or otherwise I don’t want to be at the end pitching a programme that might be right for them for everything else, but then it’s way too outside their budget, and then I’m losing that client.
So then I can see what else I can sell to them which is going to be closer or getting them closer to a yes, then getting them started, and maybe they will upgrade to the next one in the future. But it doesn’t mean, remember, someone that doesn’t earn much money doesn’t mean that they don’t have much money or they are not willing to sell something, to put things on a credit card.
I mean I’ve seen people selling their houses, selling their cars to go on programme. I think it’s sometimes a bit crazy but I can see why if the programme and that result which is promised is more important than the house that you have, then fine. I made financial situation where I’m putting myself at risk to join courses because I knew that I was going to get a higher return and I was confident in that person to deliver that result. And so sometimes it happens, sometimes it didn’t happen. But I don’t regret having made those choices.
So remember the number one secret we talked about already is finding out as many information as possible about them, find out what’s urgent, find out what’s important, find out about their financial situation, find out as well about what’s most important for them in their business in general.
Now you want to have also an overview, understanding them about their values and their beliefs, ’cause once you understand what’s important in their heart and what’s important in their mind as well, then you know that for example, if for someone, community is incredibly important, and they tell you, well, I love being part of a community, then when I’m selling that programme, I’m going to stress the fact that there is going to be an amazing community, of course if the programme has a community already, otherwise I’m now lying, right?
But if for someone for example says, well, I want more individual attention, I will stress more importance in individual attention that they will get and less on the community. So it’s important to understand what is valuable for them the most, so then you can align what you sell and stress more, stress more the part that is more relevant for them.
It’s not that the other part will not be relevant, it’s important to then give them an overview of everything, but you put more emphasis in what’s more relevant for them.
So let me check with Rohini, she said, “I find it helps to get them to understand “what the value of the benefit they receive “rather than focus on the price.” Absolutely.
What is the value, what would be the benefit if you achieve this in your life or in your business? A great question.
So you get them to focus on the benefit. So it’s about finding as many information as possible. By the way big shout-out to Rohini Rathour. She’s incredible in helping you building your confidence and also creating a great career for yourself. So make sure you connect with Rohini. She’s one of our GTeX member and is an incredible person to be connected with.
So now it’s time for me to wrap up. We are going to be talking for the entire, for probably about a good two weeks about selling and sales. This is what we are going to be talking about because it’s crucial for yourself, it’s crucial for your business, it’s crucial for getting new clients, and cash is the oxygen of a business. And today we talked about the number one rule in selling, which is understand your client before you pitch anything.
Make sure you really really invest that time particularly when you’re selling one-to-one to understand them, ’cause then that allows you, having those information will allow you to also sell one-to-many, because when you’re selling one-to-many, you kinda have to be a mind reader, you need to tell, you need already to show people that you understand them, you understand what they think, you understand how they feel, you understand what they want, you understand their fears.
And those things will not come to you if you don’t spend time with real people, spending the time understanding them, spending their time knowing them, spending their time understanding what’s important for them.
Big shout-out to the one and only Mr. Hollywood, Marcus in the house. Thank you very much for joining. A really good friend all the way from Daytona Beach.
As well we’ve been talking with Marcus as well. While we were in a holiday together in Miami, we were talking about selling. He’s been involved in sales for a large part of his life. And we talked about the importance of understanding that customer. Now that Marcus joined the call as well, I gotta say I was in the car while I was having a sales call, and what he did the whole time was asking questions and asking those question to understand what the person on the other side of the phone wanted.
And that’s the basic of sales and at the same time the number one rule and the most important thing you can do. It allows you to build rapport, it allows you to build a relationship, and it allows you to have all the information that you need to make your product or service relevant to them.
All right guys, thank you very much for watching. It is time for me to go. If you’re watching live on Facebook, whoop whoop! Thank you very much for joining.
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