How to Sell Anything

You don’t have to like selling or marketing, but when you own a business you at least have to get comfortable with selling and marketing. It can be uncomfortable learning new things, but embrace the hard!

Because selling is not about you.

You have to sell something in order to serve the people you know you are meant to serve.

People buying from you, is not for you, it’s for them.

Read that again.

It’s not about you.

Why so many people get squirrely when it comes to selling their product, program or service boils down to one simple thing- they are thinking about themselves more than their prospect.

A good way to think about it is this…

The last time you bought a new phone, were you embarrassed or offended because the sales person took your money? No!

You were grateful they did, because now you have a dope new phone that you can’t wait to show your friends.

People like to buy, but they don’t like to be sold… Unless of course you are a salesperson who literally evaluates every single sales conversation you have to hone and refine your own skills. In which case you are crazy and I love you!

There are a several different schools of thought when it comes to selling, but most of them can agree on a few things.

1. Create Need

2. Give Value

3. Ask Permission

4. Offer

5. Shut Up and wait

Last but not least, don’t let your desperation come out like a teenage girl waiting for her crush to ask her to the school dance. It wasn’t sexy then, and it’s not sexy now.

I gave you the briefest overview possible, but I find that some people like do go in the weed on details, to speed up the process you can get my High Value Sales Script here or read on.

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1. Create Need

   Creating a need with your prospect starts with understanding what your prospect actually needs, and determining if your product, program or service can actually help them. Bottom line, pick your head up from your phone and start asking pointed questions. Take and honest interest in the person in from of you or on the phone with you.

   Rant: The simplicity of buying online has taken the conversation piece out of selling, which means most people are just guessing what the prospect really wants and is making assumptions. One of the best parts of selling- is establishing the need, and getting to know the person in front of you.

2. Give Value

   Once you know what your prospect needs it’s time to provide them value, and to riff on what their problems are and how your product, program or service can solve it for them. Typically this is a 3-4 prong approach where you explain the benefits of working with you.

   I was recently on a sales call- where the gal I who was trying to sell me, was attempting to give value, and ended up insulting and belittling me, she actually had the audacity to laugh at my pain and tell me I was stupid- but not to worry- she could help educate me and make me less dumb…. For the love of all sales people, never and I mean NEVER belittle, demean or devalue your prospect. Not only will they not buy from you, but they will have nothing nice to say about you to any of their friends… and some people may actually storm the internet and leave a bad review, telling the world about what you did.

3. Ask permission

   I know it sounds odd and perhaps silly but inserting this simple question, “Thank you so much for sharing that with me, do you mind if I tell you about what this (program) can do for you?”

   People will actually beg you to, and say something along the lines of, “I thought you would never ask.”

   Then ask them, if they have any questions, before moving on to make your offer.

4. Make your offer.

   This is the part where you talk about price, duration, all the house keeping details.

   Present your offer then…

5. Shut up

   Shut up and wait for their response- so many sales are lost on the field of jibber jabber. Stop talking and actually let your prospect think. Some will say “yes, sign me up!” others will toss out their favorite objections- money, spouse, time, religion, think about it, you name it- you will hear it.

   Then the game becomes throwing down objections like a ninja or collecting their payment information.

I remember back in the day day, when I was working in the pawnshop, I would lead with flirting- it worked as a persuasive technique, but only on a small customer base. I suppose flirting with people is a way of establishing need, and creating value albeit the lowest form of it, but it was a place to start.

Sales are one of those things, that is a skill and with any skill you can’t expect to nail it the first time or everytime. Sales are a practice in serving but not giving unsolicited advice, and in human communication and at times persuasion.

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Greed & Selfishness are Good

Growing up, I was raised in the Catholic church. I attended Catholic School.

On the mornings my mom would bring us to school, she would take my brothers and I to 6a morning mass and prayers. Typically my brothers and I would fall asleep in the the car, then again in the pews during mass, then be starving and rambunctious by the time mass was over and it was time to go to prayers.

Then off to school we would go, where every Thursday we would get a second dose of church when the entire school was ushered 2 blocks to Saint Mary’s Cathredral.

Religion, rituals, judgement, shame, and guilt were stuffed down my throat from a very early age.

As I grew up, I decided to unintentionally break mothers and a majority of my families hearts when I decided not to get confirmed in the Catholic church.

At 16 I became pregnant, and was swiftly introduced to the standard protocol for a young catholic pregnant girl. I was sent away to stay with my aunt, who had also been an young pregnant woman. I guess she was supposed to talk me into putting my child up for adoption, or educate me on what it was like to be an unwed mother.

When I got home from my aunts, I was handed pamphlets for “Girls Homes for Unwed Mothers," and shuffled around to more relatives, then taken to adoption agency where I was told to put my child up for adoption.

I wouldn’t.

Then it was decided I was an out of control teenager, and I was told by my parents, “If you are going to make adult decisions, then go be an adult.”

At 16 I was thrown out, and left to figure life out on my own. I was ok with it- mostly.

I was free.

What I didn’t realize would control much of my life, and my thinking over the next several years what everything I had been taught and told about myself.

The shame was still there.

The guilt was still there.

The feelings of never being enough.

The anger about being told I was the most selfish person alive, by many family members.

The frustration with my fathers obsession with money, and the expense of things.

I was free… but I wasn’t.

On my own, I set about a course of trying to right my life, and do what I thought was in the best interest of my child. So I married my son’s biological father, we went to Georgia (one of the few states in the country, where at the time you could get married underage if you are pregnant without parental consent.) The marriage was short lived.

I dropped out of school, got my GED, started classes at the local community college, got a job, and started saving money.

Within a year, my parents and I had reconciled- and I went to work for my Dad at his chain of pawnshops, once again doing what I was supposed to do, learn the family business.

………..

I know what you are thinking, Sara are you going to get the point?

Yes, but i wanted you first to understand where I have come from, in order to understand where the remainder of this is going, especially with such a confrontational title of Greed & Selfishness are Good.

I know the bleeding heart will argue with me, and many will make valid points.

Onward.

……

Greed and selfishness are good- though that is not how I was raised to think.

I was taught to take care of others first, do what’s best for others first, don’t worry about your own needs.

Society uses phrases like,"you are all about the money,” “you are so selfish” “you are so greedy” as insults, and put downs.

If you believe selfishness is a bad thing, when someone insults you by telling you are selfish- it cuts deep, and makes you feel like a terrible person

If you believe greed is a bad thing, when someone tells you that you are “all about the money” it makes you not want to pursue money or wealth.

Here’s the thing though, if you are not willing to take care of yourself, and do what’s in your best interest, you can’t effectively take care of others or do what’s in their best interest without inserting your own expectations for how your good deeds with serve you.

Same with greed and money. Wanting to make, save, protect and keep what is yours what you have earned is not a bad thing- it’s responsible. With money that has been hard fought for, and hard won, and hard kept you can change and transform the legacy of your family and of course yourself.

Everyone is greedy and selfish- and the people who sling selfishness and greed around like they are insults and the greediest and most selfish of them all, because somehow they feel like you owe them something. A cut of your hard earned money, or a piece of your soul.

It’s nutty when you stop to think about it.

Greed can appear in many forms, and it’s not something that only appears in the wealthiest of our society. I would argue- that the wealthiest among us are the least greedy- because with their money they can and most do effect more change by starting foundations, donating gobs of money to charities that mean something to them. If you have been to charity function- they are the ones writing checks that are larger than most peoples paychecks for a year. Tell me how that is greedy.

Greed appears when people think that they are entitled to what is yours.

Think of when someone wins the lottery, a lawsuit, or inherits a fair amount of money- it’s typically gone very quickly because- when you have money, or you have stuff, people will feel like you own them something which is true greed.

Then the beneficiary of the funds gives the money and things away, because they don’t want to be viewed as greedy or selfish.

Because as most people rationalize it- greed is bad.

If you have money you are greedy.

If you are greedy you are a bad person.

Money makes you a bad person.

Which must mean if you are broke- you are a good person, and you are selfless.

People who are selfless, care more about others than they care about themselves- somehow martyring themselves in the process.

If you are selfless you are a good person.

If you are selfless you will go to heaven

If you are selfless abundant blessings are waiting for you.

My friends, if you are selfless, you are probably a doormat, and depressed. You likely don’t know who you are, what matters to you, or what you have to offer the world. You seek to serve others because you will get some kind of karmic pay off.

Selfishness is one of those things that people throw out as an insult to somehow give themselves a moral high ground.

What if being selfish and owning that shit was actually self responsible?

What if being selfish, doing what’s best for you and your family was the most responsible and least damaging things you could do for society and yourself?

Any kind of desire to make money, provide for your family, take care of yourself were actually good.

What if greed was good.

What if selfishness was actually the better option?

What if the person spewing insults, was actually just another hurt person- trying to place their own hurts and sufferings onto you?

I know the negative hurtful thought processes of greed and selfishness and the pain associated with the insults of others and even the things we tell ourself about selfishness and greed- because I have worked relentlessly hard to understand the hook that these words have on me based off how I was raised.

I think the guilt and shame that comes with the impleccations of being told you are greedy, or being told you are selfish are far more damaging that the meanings of the words themselves.

They are words that are tossed around to people back in “their place” and to lower you to another level, that you were never meant to live and exist at.

If people want to accuse you of being greedy or selfish- note that they are the ones who are the most selfish and greedy - because they are angry about the fact that you can’t and won’t be controlled by the communal thinking.

It’s ok to exist on the fringes of creating, receiving, contributing and caring. At the end of the day- if you are not ok, your family is not ok, your business is not ok, chances are you are not ok.

The world need you to be ok, because you are here for big things, big contributions- so be selfish, be greedy and know it’s self responsible- and not actually a bad thing!

God didn’t create you to broke. God didn’t create you to be pathetic. God didn’t create you for any less that pursuing your greatest work in the world. It’s time to stop holding back because you are afraid of what people might think or say, because that is truly the greatest definition of greed and selfishness.

You weren’t meant to be contained or kept bottled up.

If you are ready to make a bigger difference to the world around and those you serve and you want to serve more people at your highest level, get my FREE High Ticket Sales Script Here.

If you are want to explore working with me on a private one on one capacity, click here to book a call.