The Guide To Selling Confidently
Last weekend we spent time in Napa and Sonoma Valley tasting divine wines.
The highlight of the trip was meeting a fellow blogger , Adrienne Shubin,who basically showed us some of the best wineries in Sonoma.
I was blown away by the size of the wineries not to mention the mass of people visiting Napa.
This place puts Puglia to shame and I started to see clearly how rich my own Italian haven could be if they’d just get down to selling their brilliant wines more confidently.
The interesting thing with Napa is that everyone is selling the same product, on the same stratch of land, so I assumed the competition was big.
Yet each winery was packed with visitors tasting and buying wines and one winery even told us that last year was their greatest sales year yet.
I asked them why that was and they wholeheartedly gave all credit to their “excellent sales team”.
So we see selling is key.
Puglia, where we currently live ,is really no different to Sonoma and Napa in terms of landscape and good wine, what it lacks is strong sales and structured marketing and support in developing both.
And because it won’t get comfortable or take a risk to invest in these two areas ,Tuscan wine growers cheaply buy Puglian wines and put their Tuscan labels on it selling it as their own at triple the price .
So what we learned in Napa (with reflections on Puglia) is that it doesn’t matter how much competition there is , you can sell the same product, in your own style, the key is to actually get confident selling it ,otherwise you’re left with a very expensive hobby and even worse some big shot robbing you of your hard work and labelling or monetizing it as it’s own!
The Guide To Selling Confidently
1) Be clear on your value.
You need to know exactly what you can offer in order to sell, seems logical right ? Yet so many people are not monetizing their value, so first get clear on exactly what you’re offering that people will pay for and connect this to what sets you apart in the market place that will have people pay you over hundreds of others.
2) Listen carefully.
Now you’re ready to sell.
So selling is 90% listening , listen to what desires and obstacles your potential client is facing as as you conduct your sales calls, tune into whether or not you can genuinely help this person and remember results are not dependent on you but demonstrating value and closing the sale is.
It’s essential you reflect the language of the potential client during calls , otherwise they get lost in translation, so be sure to let them know how your service can help them, in their language. Consider how what you offer them will meet their desires or overcome their obstacles, always according to what they need.
When it’s time to share your offer and the price always use : “Based on what you’ve told me I recommend my (insert programme)”, then share the structure of how you work and tell them the price then pause. Give your client a chance to take in the info and raise further questions is he or she needs to. If you’ve done your work properly they should be ready to invest.
5) Get over yourself
You’re not some Wolf of Wall Street (we hope) so stop over thinking the sales game and remember that as a coach or service based professional you’re offering and selling an opportunity for expansion.Your prospects might come to you to work on their health or marketing or to have or create your wealth of connections but essentially their investing in permission to expand in just about every other area of life too. This is NOT about YOU.
When in doubt remember this: No one cares how good you are they care how good their going to be when they’re done working with you! A.Weiss.
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Grace Kelly is a success coach who specialises in helping women confidently create businesses and careers more in line with their true purpose and personal style.
Grace is mostly known for helping women feel great and earn more doing work they love. Formally a French Teacher in London, Grace left her salary behind and started an international coaching business.
Today CityGirl Confidence is a multiple 6-Figure business that has Grace traveling the world, working with clients, and sharing her message on the connection between living your purpose and experiencing a stylish life you love.