How To Sell Like A Girl By Shannon Ward
Posted on November 17, 2013
It’s too bad that sales has a negative connotation for most people. Women don’t want to identify with being a “hunter” or sleazy. But Shannon Ward (@pretirementlife) LOVES sales and tells us why at mSummit Conference on November 16, 2013. Shannon also shares tips on how to be a great salesperson and how to have a new perspective on sales.
Why love sales?
- It’s about helping people – Providing value that they want
- You get immediate results, which is very satisfying
- ROI is huge – Brings in the money!
- You get lots of credit as the face of the brand
Goal of the session:
Own the fact that you’re a salesperson. It’s a positive experience, it just takes a shift in perspective.
What’s the reality of sales?
It’s not bad thing to be salesperson but it’s hard. There are two types of salespeople: new and rich. As an entrepreneur, you cannot avoid it. Without revenue, there’s no business.
What is sales?
Communicating value before the buyer experiences it. It’s an act of love because if it’s the right target market, you’ll have positive impact in their life.
Why you’re a wonderful salesperson:
You’re not an asshole. And as women, you have a natural ability to take care of people (clients).
Then why does sales feel so gross?
- You’re banging your head against the wall trying to sell someone that doesn’t believe or want it. If this is true, then you’re targeting the wrong people.
- Target Market: People who have the capacity to care deeply about what you’re selling.
- You’re using up all your confidence trying to convince the wrong person. We all have a limited amount of confidence so you need to ration it. Stop wasting it and keep it for people who are actually worth of it.
- You’re talking to the right person but selling the wrong thing to them. You have to understand what they value and what they’re looking for. All businesses should do one of two things: alleviating pain or delivering delight.
3 keys to executing sales:
- Consistency – Do what you say you’re going to do, when you said you’d do it. Under promise, over deliver.
- Communication – Be able to communicate the value in what you’re selling
- Clarity – Say it clearly and consistently
Break down your sales cycle, what steps do you need to go through to get customers to make a sale? What tools or assets are required? Be efficient. Try to keep the process the same, follow the steps as closely as possible. Don’t re-write history every single time. Use lots of templates and scripts. Shannon has 25 scripts just for emails!
If you’re looking for a CRM (customer relationship management) system, she recommends Salesforce.ca. It’s been around the longest and is the most robust so you can still use it if your business grows in the future.
Additional sales tips:
- Every sales engagement is not about you, it’s about them.
- Drop the expectation that every meeting has to lead to a sale. Listen, and let the meeting flow based on their questions. Follow up with a decision maker, send more info, take the pressure off to close.
- Have a character and always be communicating that character.
- If you’re in consulting, hourly rates only gives clients a small focus of what you can provide. Get away from it.
- Everyone is overworked and overtired, so your job is to communicate clearly and effectively how this product or service will help. D0n’t waste their time.
- Do extensive research about them before you ever talk to them. There is no truly cold call anymore.
- Give people proof. Don’t expect them to just sit there, listen and believe.
Sales people are not born. Stick with it because anyone can become good at it. Invest in learning sales and stay in front of the right clients. If you want to be a successful entrepreneur, you have to master sales and women are the best salespeople!
Check out my other session recaps:
- Insights For Networking With Intention By Cathy Kuzel
- Organization Tools To Improve Productivity By Linda Chu
- How To Ask For And Get The Career You Want By Carrie Gallant
- Connecting Businesses, Brands and Writers: PR Panel