Top 3 sales tips to sell anything in your home business
Many home business owners who are just getting started struggle with sales, because they haven’t done it before. They get the idea that sales is trying to convince people who aren’t interested that they need to buy. Unfortunately this idea is way off, so in this post you’ll learn the top 3 sales tips to sell anything in your home business.
Sales Tips: People Buy on Benefits and Emotions, not Features and Logic
When it comes to sales, many people just getting started get things backwards. Most people unfamiliar with the art of sales think that people buy because of all the great features of the products.
Unfortunately, people don’t buy on logic and amazing features, that’s actually how they justify their purchases. In reality people buy because of the benefits they get from what is being sold, and the emotions they feel from it.
For example is your nutrition product you sell going to make someone feel like they have the energy from high-school, and giving them the excitement and emotion of feeling youthful? That is a better way to sell vs telling them about the secret ingredient in your product found in the Amazon jungle.
Focus on how your product makes someone feel and the emotions it brings up vs the facts about your products. There is certainly a time for facts and features, but those again are to justify and solidify the purchase.
You need to hook your potential customer through emotions first.
Sales tips: People buy on the end result your product, business, or service does for them
Along the lines of selling on emotions and benefits, you always need to focus on what’s in it for your prospect while selling. Too many times new home business owners talk about how great the features and facts about their products are.
Most people think that those things are what sold them on the business or products, but again, that’s just how they justified their purchases.
So when it comes to selling your products and promoting your business to your potential customers, focus on their end goals. What is your home business going to provide to them?
Is it the financial freedom to not send their kids to daycare? What about retiring early? Is it leaving a job they hate?
There are many options for your individual business and offers, but speak to the end result, not the features. Think of it like the old story of someone buying a drill at the hardware store.
Do they need a drill, or do they need a hole? Asking about the features of the drill they want is the focus, you should be focused on how big of a hole they need, and why they need a hole. That’s why they are buying the drill.
So find out what your potential customer or business partner’s goals are, and then cater your product offering to how you can help them reach their goals.
Facts tell and stories sell: Use stories to sell your products, business
The third of the top sales tips to grow your home business is that facts tell and stories sell. Most people who struggle in sales focus on features and facts, vs benefits and stories.
Facts are great, to back up your stories, but facts alone won’t do the job. Ever since we were little kids we have been conditioned to enjoy and pay attention to stories.
Stories hit you emotionally, which is what people buy on, while facts hit us logically. You can use stories in a variety of ways while selling in your business. You can use them to describe the benefits someone could receive after using your products or joining your home business.
Story telling can also be used to help your prospect breakthrough their limiting beliefs, or handle objections they may have with getting started in your home business or buying your offer.
Sales tips: How to tell stories to overcome sales objections
Let’s say someone was interested in your business but felt they didn’t have the money. Well one of the best sales tips you can use is the feel, felt, found method.
You can use this as an effective way for telling stories. This format allows you to use your personal stories or even other people’s stories to help overcome sales objections.
The first step is focused on understanding your potential customer. You would say in response to their objection something like, “I know how you feel.” or “I can understand how you may feel that way.” or “My friend Tom, was feeling the exact same when he saw it.” or “Most people in your situation feel that way.”
Again there are lot’s of options of how to frame this first section, but the overall principle is that you understand where they are coming from. The next step is using felt as a transition.
Sales tips: Using Felt as a transition and found for the close
It would sound something like, “I felt the same way when I saw it.” or “People I work with have certainly felt that way before they started working with me.” or “My friend Jane felt the same way when she first heard about it.”
This step establishes a “me too” feeling and that you’ve been in their shoes before. Doing this will make your potential customers feel you know where they are coming from. Finally you end with a found statement.
This would sound something like, “But, what I found was that if I didn’t figure out the money to get started, I was always going to have to send my kids to daycare, so I decided to figure out a way to get started and now life’s different…” or “What my friend Sally found, was that even though she was nervous if she could do it. However, when she did get started and followed our system, she got amazing results!”
Using this strategy will get your potential customers emotionally involved. Using the stories you are telling and can help them overcome sales objections. Implement these top sales tips and your home business will start to grow!
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