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The Simplest ‘5 Steps Sales Guide’ For Any Sales Representative — Or, How Not To Do It

What may seem so simple is not always that simple for all.

With no time to waste, let’s dive straight into it.

1. Don’t talk all the time even if you have a lot to say

It discourages the potential customer if all they’re getting from you since the beginning is a big piece of information and overwhelming content —

about how amazing you and your business are.

Regardless of whether you’re making an introduction by email, chat messages, or it’s your first phone call or a meeting. It doesn’t matter. And they don’t care.

You may have a great business and the service, and a lot to say about it, no one is taking that away. But think about the customer first, think about what they actually want and need to hear. Let them digest some information first — before overwhelming them with more and decide whether you’re that great. In fact.

2. Listen and let your customer talk

Let them ask you questions — because trust me, they have some and if you allow them to speak, you will hear them yourself. Ask them questions yourself as well. You’ll learn so much more!

Try to learn from the customer about where they are and what they’re looking for. And then see whether your product and service is any fit to them anyway.

Because if it’s not fit and they don’t need you, there’s no way they’ll buy from you and so no need to pitch like crazy.

3. Don’t offer solutions that no one asked for

Don’t oversell. Just don’t. You don’t need to and it goes against you every time. It demotivates the customer instantly.

Whatever the service is that you want to give off cheap or for free — a masterclass, podcast, e-book, webinar, free class — if the customer has not even suggested an interest, or asked for more information, just stop offering!

It, unfortunately, feels very desperate. If you do have a service that is of value, then you should be the first one to value who it’s being given to, when, and how.

You really don’t have to pitch and offer freebies to everyone. Imagine you’re just walking on the street and a boy comes to you with a bike wheel to sell. When you’re not chasing a bike wheel. Would you want to even consider taking one? And if you were the boy — would you start super pitching to the random customer or be careful in the way you approach them?

Overselling doesn’t do good.

4. Know who you’re approaching

Do your research properly. Be prepared for your prospect before making an introduction to them. That means — you should know them even if you’re selling a service directly to an individual. And if it’s a business, you need to do your homework first and learn what that business is about before you get in touch with them.

Doing this research and knowing your customer is more important than selling itself. Because it defines your sales!

As well as, it allows you to get personal with them. And being present and personal is a way to do the business.

Nowadays and for the days to come.

The more personal you get, the easier selling gets. It even stops feeling like selling eventually. It gets so much more pleasant and relaxed.

I used to hate selling before because I was doing it wrong. Following wrong advice and spoiling it. Now, I’ve got years of experience with this so can’t stretch it enough

5. Concentrate on them and why they need you

The focus should always be on the customer— in a sense that you should give them the spotlight, not keep it for yourself.

This is an obvious thing for me, but I see that it doesn’t come naturally to many. If you don’t focus on who your customer is, how they are, how they think, and what they need. You won’t be able to sell to them.

You need to know your customer well to know what they need and why they need it from you.

As an example, if you don’t know that your potential or existing customer is now facing an issue affecting their whole software testing lifecycle, you won’t be able to offer a service that is an exact fit for what they need.

You won’t know if you don’t take the time to get to know them and if you don’t ask. If you don’t focus on them and investigate what it is that is bothering them, what is not working, and what they do need.

Here’s my latest experience with this approach

My recent coaching client came naturally to me. We ended up speaking on the phone as I designed a bulk program she wanted to learn more about and was sort of interested to take. However, there were uncertainties and questions on both sides. I needed to make sure she was actually interested and committed to this as the program is intense — 2,5 months requiring a person’s full attention, dedication, and a hell lot of energy. It’s self-development in the end! And there’s no way to stop in the mid of the program once you start with it.

I needed someone who’s really in. She was equally looking for something very specific. As we spoke, we realized that my program wasn’t really a fit for her. So, I asked her what does she battle with now and what it is she needs and would really benefit from?

She told me. I listened, understood, and knew exactly what I can do for her. It allowed me to design a custom program just for her that was exactly what she needed. And we actually just finished our 5 weeks of coaching last week. It worked for both of us. (And was incredible — she really progressed.)

Thanks to my focusing on her, and her needs, and investing time to learn more.

So this is where most people go wrong and as a consequence, customers always say no. At the same time, doing it right — mindfully and with awareness — always worked for me. Hopefully, it helps you as well.

The Best,

Lucy

This is what I do when I talk about my business. I also do something beyond it— supporting software testing projects for businesses — here.

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