Updated: Aug 12, 2019
Rules of Selling
There are distinct rules of selling that I will be explaining. Which will have a huge impact on how you communicate with prospects and people in your network giving tremendous value. These rules should be used whenever you are selling a product or service. It will give clarity on how you should conduct yourself and bring desired results. Follow these rules by order when using them for complete accuracy.
1. Prospect and speak to the right people.
2. Build rapport and trust with people.
3. Ask questions and identify their needs accurately.
4. Make a presentation and show them your product.
5. Answer their objections.
6. Close the sale.
7. Get re-sales and referrals.
Discipline in sales
1. Pause and listen to what the prospect has said and take time to access what they said.
2. Question for clarification of what they really meant. Ex: How do you mean?
3. Listening builds trust. Listen intently.
4. Always ask in specifics. Ex: “Let me be sure what you’re actually saying”
Become a doctor
1. Examine - Ask the need
2. Diagnosis - Identify the problem for them
3. Prescription - What is the recommendation/solution
When you perform this way you will have more authority and valued for being more thorough. Do not skip this process it spoils the relationship with the prospect.
Analyzing the prospects psychology
This is a way of understanding what mind set and have a quick understanding of a prospect. Just in the first few minutes of having a conversation with them to build rapport easily.
Moving towards strategy
The prospect speaks about gaining something.
Moving away strategy
The prospect talks about distancing themselves from things.
Never go against the tides of these thinking behaviors because you will lose rapport.
To figure out this pattern ask.
What do you look for in a job?
What kind of life do you want to live?
People are motivated by possibility or necessity. In a sales call or in person ask questions even when you get answers. Always try and get to the need.
There is a video of Brian Tracy added that will give you more further information on selling to prospects called Sales Secrets.
Here are some things you can use to email prospects to turn them into potential clients.
Hey my names ______ I’ve seen some of the work you’ve done in the past and I’m not sure if it’s for you, but I do photography work. Would you be open minded on having a photo shoot this month?
Check out my work here
( Add social media links/portfolio)
When would be a good time for you?
[Following up] If it's been more than a week with no response.
I'm guessing you haven't got around to making a decision yet? What most people do is take a week to decide. Before you make up your mind imagine the results you are going to receive and start from there. What do you want to achieve working with me? I'm sure you'd like to make the best out of this. Unfortunately, if you don't make this decision then I won't be able to help you move any further.
Here are some locations to _____ if you need any ideas
( list past work locations)
(If They don't need your services right now)
I'm just getting back in touch with you to see if I can help you still. Just out of curiosity what type of shoot concept would you be interested in having? And when would be a good time for you to have a shoot done around this season?
Let me know in advance!
In every sale there is an objection, and you need to practice and study. You will need to be equipped with answers to those objections. I encourage you to practice and rehearse solutions to those objections, that you will have to face from every prospect. Most objections you will be able to answer through trial and error. Being well prepared will make it more easier for you to become more successful in helping the prospect make a decision. If you believe a sale is lost always strive to get a referral. This will give you new leads and eventually you will find your sale.
Now this is not a 100% sure thing but if it can increase your list of clients sure worth a shot :)
Thanks for reading!