If you ask 100 ‘What is the biggest secret in selling?”…you’ll get 100 different answers.
But I really know the answer, I promise.
And here it is;
The secret to high profit sales is getting in front of the right people.
Have you ever heard this:
“It isn’t what you say…it’s how you say it”?
No. The real secret is, “Who are you saying it to?”
If you find a salesperson that is closing over 80% or their presentation, that’s the secret.
So, how do you find the right people to talk to? You find people who are highly likely to buy from you. And these people tnt to fall into several groups.
People who have bought from you before, and they like you and trust you.
People who have bought from your company before, and they like and trust your company and brand.
People who have proven that they will buy in the media you sell in.
If you sell through direct mail, a list of people who bought something through direct mail, is going to be a better list of prospects for you. If you sell over the phone, a list of people that have bought something over the phone, is a good list. If you sell by giving seminars, a list of people who bought something at a seminar is a good list.
Referrals from happy clients…that personally introduce you to the referral…are incredibly likely to buy from you.
People who think of you as a celebrity will buy from you. Imagine if Brad Pitt opened a pizza shop in your town. there would be a long line…every day. Assuming the pizza was good.
If you prospect for sales, and want to know the very most profitable ways to do it….may I suggest my new book Sales Prospecting; The Ultimate Guide To Finding Highly Likely Prospects You Can Close In One Call.