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22Jun, 11

If you’re an Entrepreneur, then odds are you have to be closing sales in order to keep your business running forward.

If you’re a rookie when it comes to sales, or just looking to refresh your already existing sales skills, I suggest picking up The Sales Bible.

Why?

Because I’ve read it and can recommend that every page in that book is worth its weight in gold.

7 Reasons why you’re not making sales:

1.  You’re spinning your wheels, and you’re not actually spending any time speaking to people directly.

iphone 4 white

Pick up the phone, call people on skype, do whatever it takes to have a voice to voice connection with someone.   People will buy from you when they trust you.

Want to duplicate the process?   Film some videos.  This is easier then it looks.

For example, the iphone 4 lets you make calls AND vlog too! Just don’t drop it!

2.   You’re telling the customer everything too soon.

Look you don’t ask someone to marry you on the first date.   Don’t try to sell on the first date either.   Yes you may have exceptions to this rule (such as a one call close) and you should consider those sales a hole in one.   Think about it, who do you buy from more –  telemarketers? Or someone who actually connects with you and solves a problem?  The answer is obvious; the person who solves your problem.

3. You don’t have a gateway set up for someone to create trust with you before buying the product.

Duh… start blogging.  Want to know how I know this works… you’re on my blog right now – aren’t you.  Just watch our training WordPress Bootcamp 2011 to see how this is done quickly and easily.

4.  You’re not asking for the sale.

Believe it or not… at some point you’re going to have to ask for the sale.  Not just tell people to go to the sales page.  But to literally tell your customer to go to the sales page / check out / buy now button and hit it, and then enter in their payment information… check-out-signMake it very  clear to your customer on how they actually purchase your product or service.

The stores do it with signs pointing to their checkouts… why can’t you?

5. You don’t follow up.follow through with your golf swing

“If you don’t follow through, you’re basically putting forth 70% effort or less.”

Why is “follow through” necessary when swinging a bat or golf club?

“A proper swing should be one, long arc. Focusing on the “follow through” ensures that your mechanics are correct from the beginning of the swing.”

6.   You don’t own, never tried, or don’t know the details of what you’re selling.

“You Can’t Sell from an Empty Wagon, unless you’re selling wagons.”   (Seriously who buys wagons these days??)wagons for sale

This has to be the most frustrating thing I see in sales.  People who sound like idiots trying to sell something they don’t use, and then they complain that no one buys from them.  Use the product if you want to make sales with it!

If you can’t afford the cost of your product, how do you expect to convince someone else to buy it?!

7.  You lack self confidence.

This is an easy one to solve.  Choose to be confident.   Stop listening to your ego when it tells you you’re a failure.   Trust your gut, get shit done.   Remember this:

All truth goes through three stages:

  • First it is ridiculed
  • Then it is violently opposed
  • Finally it is widely accepted as self evident

Arthur Schopenhauer
German philosopher (1788 – 1860)

If you’re being ridiculed or violently opposed right now, and you’re confident in what you’re doing, then you’re on your way to being widely accepted as a genius entrepreneur in your niche.  Just keep hacking at it.  Find people who believe you right now and want to do business with you.

What your tips for making more sales?!  Leave a comment below:

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  • This is a really great post, Cory! I see elements of two of these seven in myself. I will definitely examine them, work on them and see if I notice a difference in results. Thanks for the thought-provoking article!

  • I need to take your advice in #1 and not drop my iPhone. 

  • Why thank you Lauren!  I love your feedback!  You rock.   I’d ask which 2… but I know you won’t tell. 😉

  • 1,4, and 7 are the biggest culprits- but 6 has to be added for those folks who think MLM is the way to go.
    Great advice, Cory!

  • 1,4, and 7 are the biggest culprits- but 6 has to be added for those folks who think MLM is the way to go.
    Great advice, Cory!

  • 1,4, and 7 are the biggest culprits- but 6 has to be added for those folks who think MLM is the way to go.
    Great advice, Cory!

  • 1,4, and 7 are the biggest culprits- but 6 has to be added for those folks who think MLM is the way to go.
    Great advice, Cory!

  • 1,4, and 7 are the biggest culprits- but 6 has to be added for those folks who think MLM is the way to go.
    Great advice, Cory!

  • 1,4, and 7 are the biggest culprits- but 6 has to be added for those folks who think MLM is the way to go.
    Great advice, Cory!

  • 1,4, and 7 are the biggest culprits- but 6 has to be added for those folks who think MLM is the way to go.
    Great advice, Cory!

  • 1,4, and 7 are the biggest culprits- but 6 has to be added for those folks who think MLM is the way to go.
    Great advice, Cory!

  • Anonymous

    Thanks for the great practical advice.  I have to say that I have been guilty of all of the above in the past but being an entrepreneur you need to learn this stuff if you are going to stay in business.  Well either that or hire someone who knows it, which is always an option.  🙂  I’ve started using video and love that more than anything else for sales.  

  • Hi Corey, I agree with number 6 because of something that recently happened to me. One person was trying to sell me something the other day and when I asked what exactly it was that they were selling they kept sending me to a webinar. I said “what are you selling, can you just tell me?” I didn’t have time to watch the seminar at that moment, I asked about 5 times, and they just kept sending me the webinar link. If the person would have just told me what it was that they were selling maybe I would have watched the seminar later when I or one of my friends had the need for the item the person was selling.

  • Nice tips. All common sense really, but as I frequently tell people I work to help: – “re-visiting the lessons we have learned is the reminder”. Re-lapsing to old patterns of thinking happens frequently unless we pay attention.

  • Hi Cory,

    Good stuff & very helpful!!

    For me the issue has been focusing on a sector that is reluctant to embrace social media and broke!  OK, it took me a while to fully appreciate why I was spinning my wheels more than I needed to.

    Driving around the UK and sitting with the directors ans senior managers of mega construction companies is great and I certainly learned from the experiences but it’s no good if they can’t decide or haven’t got the resources to get involved.

    I have changed my identity to MARKETINGM8 (as seen on Twitter and Empire Avenue) and I’m loving life!!

    A very helpful post and I really agree that talking to people is essential, social media is good but you need to use traditional methods too!!

    Thanks Cory, all the very best, (I probably wouldn’t be right here, right now, if it wasn’t for you!!) your old mate from the UK, Peter  (Did all the Digg, StumbleUpon stuff too!)

  • Great article Shane – especially love the follow up, I can’t tell you how many times I have been interested in a particular item and because the original sales person doesn’t follow up, someone else gets the sale. I always keep that in mind with my potential customers. And i see  you like to cook – whats for brunch? lol

  • Christopher Daniël Vangelder

    I think this is some great information. Thanks again