The Three Secrets to Sales Success
“Sure, I’ve had some cancellations, but I’m really busy right now coming up with new ideas, new plans and putting in new orders.” Wait, new orders? Now? Yes, Bill shared with us that despite the crisis, his focus has been the same – what’s best for his clients, and that’s leading him and his clients to find new opportunities.
Source: Jeff Schmidt, RAB
Bill is a living example of the three secrets to selling success:
1. You have to know what you’re doing
2. You have to know that you know what you’re doing
3. You have to be known for what you know
Legendary sales trainer Chris Lytle says: “When you’re known for what you know, people come to you for help and advice and not your lowest price.” That’s exactly what Bill has been experiencing, even since the COVID-19 crisis began.
Knowing what you’re doing is a combination of training, experience and a curiosity to always get better. Knowing that you know what you’re doing is a question of confidence. If you carry yourself confidently, and demonstrate confidence to clients and prospects, they will feel more comfortable working with you. You’ve likely seen those commercials where the doctor walks in the room and says, “who’s nervous about his procedure? It’s okay, me too.” The look on the patient’s face is panic. Then the product tag line is “when just okay is not okay.”
Being known for what you know is when prospects call you because someone told them you were the expert in marketing/advertising/crisis help – whatever the subject.
Bill’s focus has always been what’s best for his clients. That means he brings them ideas, information and helpful resources to help their businesses grow – or in this case, survive and deal with a new crisis. Being a source of information, a source for help and a source for ideas for your clients will help you quickly become known for what you know. Your clients are trying to figure this out too. What research, information or idea can you bring them today to help them?
Helpful hint for RAB members: Check out the Business Unusual resources page on RAB.com it’s being constantly updated with information that is shareable, and helpful for clients.