Jennifer Hoffman’s Post

Sales Challenge 101. Sales person: Soo this is what service I offer Customer: Give me your business card and I will call you. Sales person: Can I also get your card? Customer: NO, I will call you. At this point different Sales person see different results from this situation. 1. One , this was a great day and an investment in the future. 2. No Customer calls back a Sales person so this is a loss. 3. Nothing happened. What about you,What would you conclude?

✅️ For sales people ✅️ " Sympathy " and " Empathy " 📢 A lesson from an experience that i wanted to share with you 📢 Understand your customer without influencing yourself and don't follow them according to their feelings and emotions. Sympathy and Empathy are two words which are very close,but we mustn't confuse them. I have noticed cases where a sales sympathizes so much with the customer that he feels the same emotions,so the biggest problem because at that moment, sales and customer are on the same level emotional,so the risk that customer can attract sales to his side against the company. Example 1 : the customer is angry because the company didn't keep its promise,so the role of the sales is to understand customer's anger not get angry like him. Example 2 : the customer is afraid to close the deal with new products,the role of the sales is to understand his fear and reassure him,not to be next to him and be afraid like him. ==> To recap, a sales must show empathy not sympathy. The majority of customers make decisions based on their emotions so the main role of a sales is to rationally control emotions without being attracted to them.

SALES CLOSING TIPS EVEN IF YOU SELL PREMIUM PRODUCT. One of the ways to close sales is to focus and communicate the value of the product or services and not the price. Communicate what they stand to gain when they purchase. Let me share with how I closed a deal on personalized session over the weekend and did not come down on my price. Client chatted and we went on a call, I named my price and she negotiated it 50% of my price. I politely declined. What I did to close the deal on my price. I listed what I will do for her, the value she will gain after my sessions. The worth of every single thing I will do and what I am charging her for the overall value is far less the price worth the value she will be getting. That is how the deal was sealed, sales closed with the original price I offered. I felt satisfied she was also satisfied. We had our first session yesterday. I hope this helps. FORTUNATE OBOT SME CUSTOMER SERVICE / BRAND GROWTH PROFESSIONAL.

Now Look, The most important thing in sales is to understand a customer's needs and Motivation. Let's say someone is thinking about losing weight. It is important to understand “WHY” the person wants to lose weight. Everything we learn about the customer should stem from the question "WHY"? We shouldn't be too hung up on “WHAT”. As in ➡️What the customer is looking for. ➡️What their price range is. As much as these⬆️ are good, You Don't wanna start there. Rather, we should ask "WHY" they want to take that action. When it comes to understanding customers' motivation, it's not about what the customer is moving "TO". It's more about what the customer is moving "FROM". This helps us to understand our customer's needs. Losing weight might be a difficult thing to do. But people still do it because they feel there's something wrong in their life that needs fixing. This is what fuels⛽ the customer's motivation. Most customers would not tell you their Motivation at first, but You need to go deep on that, using your questioning skills & figure out what is going on. The motivation question has to get to the core of why they want to lose weight. For example: "Tell me why you want to lose weight" Simple and conversational, right?😊 But it does not end there. The first response you'd get is not what motivates them to decide to lose weight. You'll have to dive deeper with questions like; Tell me more, How so …… Understanding the depth of customers' needs is the core of serving them. P.S. You do not understand the customer's motivation until you understand it on an emotional Level. Until you hear the customer share some of their frustration. P.S.S Hope your day is going fine😊.. Stay strong 💪. Mayowa.

Today I have learnt a very important lesson of Sales, " People don't care about your offer, but they are intrested in what your offer can do for them". People say we lost a deal because of price and when we go in depth we realise that there was no sales made, it is important to understand the customer, it's not about product, price, service etc a sales is made when a Customer realise what can our offer do to solve any problem they are facing today. People even buy at high price if they find product is useful for solving a problem they are facing in day to day life. So always remember a offer is only successful when it help your customer to understand how this can help them in day to day business. If what you sell is confusing nobody will buy, thus a sales pitch should be clear, problem solving and should be clear in mind of customer. Also remember if you don't think you can help the prospect Be Honest..... It is always easy to sell to sell a offer that solves pain than one fulfilling a desire....

How fear and greed will push your sales. Ever considered that fear and greed aren’t just emotions, but powerful sales drivers? Usually, sales strategies are all about figuring out what people need and giving them solutions. So far, so good. And so right. But what if we explore the deeper, more primal forces behind every sale? Fear. Greed. These aren’t just feelings. They’re THE basic motivators that can drive customers to make a move. Fear, the worry of missing out or facing a loss, can make a product seem like a necessity, rather than a luxury. We gotta protect what’s important to us. Greed, on the other side, is the desire for more; it pushes individuals to aim for a better status, more convenience, or enhanced pleasure. And here’s the catch. Successful sales strategies don’t exploit these emotions; they understand and empathise with them. The key is to present your product as the solution to a problem or a step towards a better future. Even when attempting to trigger fear or greed in your customer. So, how do we handle this the right way? Selling ein an ethical way means using these motivators responsibly, making sure we’re not manipulating, but actually meeting genuine needs and desires. It’s about being real, honest, and actually making a difference for our customers.

"Sell me this pen."   In my opinion, this is the most ridiculous sales exercise to ever exist....   It perpetuates the notion that sales' role is to convince everyone to buy *anything* it sells....   The phrase..."they could sell ice to an eskimo".... is another example of this attitude....   Is that eskimo happy about her purchase 30 minutes later??......Probably not once they realize there is plenty of ice and cold to go around in their arctic tundra haha!   I believe that the correct goal in sales should be to solve problems for our ideal customers.....in other words, becoming customer obsessed....   Instead of spending our time convincing people to buy something they don't need or want......We should be obsessed with understanding our ideal customer....we should know them inside out.....we should know attributes that clearly demonstrate their need for us....we should understand their business, their markets, their problems as well, or even better, than they do.....   Solving customer's problems creates... -Longevity with the client -Better customer experiences and therefore a better reputation -More employee satisfaction and therefore improved retention -A long-lasting business   If this is our sales/revenue teams motivation....we will be far better at our jobs....and the revenue we bring will grow because it sticks....it will be more profitable because its more scalable....it will create a better culture because we win more....it will create better employee retention because their jobs become more strategic and meaningful, not purely money motivated......   Customer obsession on a sales team adds purpose to an already passionate group of individuals.

Sales is a discipline like no other. Buyers motivation changes and indeed sellers motivation changes daily. A disciplined sale’s professional will always “seek first to understand before they can be understood”. If we don’t listen to our customers needs, how can we provide an adequate solution.

This is hilarious. If you are in sales you can learn a lot from this prank: 1. How to make a potential customer to not hang-up on you while you are trying to sell them a product, even if they do want to just hang up on you. 2. Always know that each person has some sense of humour. Only good sales people can sense humour from their potential customer, which can buy you more time on the call. The list is endless, but the most important thing is to know your product, to know what you are talking about and most importantly to be honest with your potential customer. Accept that resistance comes with your role as a sales person, your emotions cannot overcrowd your judgement or even spoil your mood for the next call. "Customers": 1. Where did you get my numbers from? 2. Do you know that what you are doing is in violation of the POPI act? 3. How can I help you? This question would put off 60%, if not more, of sales people? Again, the list is endless.