In this economy, everyone is facing sales challenges. Today customers demand choices, and they want cheap and good choices. If you were to invest time and money in acquiring customers, you could be in for a loss as customers are not loyal.
How to overcome the sales challenges? We need to have the right strategies. With strategies come tactics. The highest sales strategy is to sell without selling, that is, we simply create the 5 conditions and people will buy from us automatically. We shall share with you these 5 conditions in this course.
To increase sales, there are 6 effective ways that we can do so with zero cost. We can go back to old prospects, offer guarantees to remove sales, measure conversion rates, increase average sale value, get customers to come back again and use free salesmen. There are over 58 examples that we offer in this course.
Once you have created the right conditions, you are on track to implement the 7 strategies to get limitless business as follows:
Ultimately, your way to limitless business is to create a legacy for years to come
Welcome to this course 7 Strategies for Limitless Business.
Companies ave 3 challenges in sales: customers demand choices, customers want cheap and good and customers are not loyal. That's why we need strategies. The highest strategy is to sell without selling, because selling is never about selling but creating the right conditions for customers to buy by themselves.
Overview of the this course:
1. Top 3 challenges in sales
2. How to Increase Sales with zero cost
3. Five ways to create the right conditions for sales
4. Seven strategies for limitless business:
5. The ultimate of strategy: leave a legacy
Why most companies find their sales stuck? It is because they are too focused on achieving sales targets and ignore the changing market's needs. We must learn from Hua Wei Technologies: they are so focused on serving customers and that's why their sales are never stuck.
The first 2 ways to increase sales with zero cost are covered here:
The third to fifth ways to increase sales with zero cost are closely linked. They are:
3. Measure conversion rates
4. Increase Average Sale Value
5. Increase Transactions
Sales conversion is simply the conversion from prospects to customers. If we measure conversion rates, we will work on improving them and we will of course increase sales, all with zero cost.
Sales is simply this formula: Customers x Transactions x Average Sale Value = Sales
If we were to increase each of the above factor by a mere 10%, we will get at 33% increase in our sales. To double sales, just increase each factor by 25%.
By increasing Average Sale Value and Increasing Transactions, you can get increase in sales with zero cost.
The 6th way to Increase Sales with Zero Cost is to Get Free Salesmen
There are 7 ways to get free salesmen:
Human beings may not remember facts, but they sure can remember the stories that they heard since childhood times. Indeed stories are more effective ways to sell.
Stories touch peoples' hearts and the best stories are those that are not mine or yours but our stories.
As much as possible, don't tell facts, tell stories. In this lecture we teach you with 3 concrete examples on how you can convert facts into stories. The 3 examples include:
After we've told our prospects stories, if they are still not moved, we need to do pull and push.
We first pull people towards us using the law of attraction, and if they still don't take action we need to push them. But we don't push them to buy, we push them to achieve their goals.
We let people know what they can truly desire and our job is to help them achieve what they want.
Customers love customization because they want to feel that they are special. There are many ways that we can customize, including the product, pricing, location and even our presentation.
When we customize, customers will feel that we care for them, this is where we can do heart selling. Heart selling is selling that focuses on customers' interests and makes a connection. When you connect with your customers, they will buy from you automatically.
Lastly, we need to ensure that our customers enjoy the journey from before purchase do during purchase and after purchase.
If we can create the 5 conditions, namely use story telling, pull then push, customize, heart selling and let people enjoy the journey, our customers will buy from us without us doing any selling
Strategy 1: Service to Others is the Highest Purpose
To create limitless business, we need to put service above making sales.
However, many people
mistaken customer service as nicecities or procedures. Service is a feeling
thing, it is how the customer 'get it', so it is important that the service
provider must firstly feel good towards his employer before he can truly serve
customers with his heart.
How to serve people from your heart? You need to not convince people but convey your emotions to people. People must feel connected with you, It is not about content but context.
In this lecture we share 18 tactics that you can put service as the highest purpose. But whatever you do, you need to provide service that is core to what you are selling. You also need to adapt and customise your service to suit different people and situations.
All service must deliver what is promised
People Strategy is better than Product Strategy
People don't buy products and services, people buy people. Whether you are selling the same product as everyone else (as in a franchise situation) or you sell a unique service or product, people must buy You before they buy what you sell.
A good salesperson will stand in front of what he sells. He knows that people think with their heads but act with their hearts. At the end of the day, people don't buy what you sell but buy good feelings and solutions to their problems.
In this lecture we share with you 18 tactics that you can use in your business to put people strategy on top of product strategy. For example, you can respect people and get the same staff to serve the customers. 'People' could also mean animals like cats and dogs, for people love animals more than themselves.
By far the best people strategy is to give love. How can we give love in business? Continue to Lecture 10
There are 4 common ways to love people: suggest, advise, compliment and criticism.
You can also use love strategies in one or more of these four ways: Rejoice, Kindness, Compassion and Equanimity.
Many customers say that the best way a salesperson can love them is to not over-price or under-price what they sell. Any price increase should be done gradually.
No matter what you do, touch peoples' hearts and they will feel your love. They will repay you back with limitless business.
Strategy 3: Placement Strategy better than Pricing Strategy
If people find that your price is too high, it simply means that you have place your product wrongly. We need to place our product at the right place and at the right time.
Common placement strategies include proximity to customers, eye-catching and multiple placements. In the online world, the best placements are super-apps, chat-bots and virtual assistants.
Whatever you do, place your product as what people can gain if they buy from you, and what they will lose if they don't buy from you.
By far the best placement is in the sub-conscious minds of people. People think with their conscious minds but act with their sub-conscious minds. To get limitless business you must place what you stand for in the sub-conscious minds.
That is what branding and advertising are about.
At the end of the day, people are not buying our products and services. People are buying what our products and services can do for them, i.e. what benefits they can derive from our products and services.
In this lecture you will learn the following:
SNAP Selling is one of the most effective ways to sell, it also customises the benefits of what you sell. In this lecture you will learn the following:
This lecture also provides some examples that you can ask better SNAP questions.
This lecture covers the remaining 2 letters in SNAP Selling: Answers and Payoffs. After this lecture, you will learn the following:
We also cover different situations that you can ask better SNAP questions with concrete examples.
We will also go into depths what are the exacts gains customers get from us: better cash flow, improvements in teamwork and lower stress.
This lecture also concludes with a challenge to students: how to sell a normal stylus pen for $200 by using the SNAP formula
We know telling is not selling and selling is about asking questions that make people buy from us automatically.
In this lecture we share the following:
By asking 'Yes' questions we close the sale automatically.
This lecture simply demonstrates how we can ask 'Yes' questions through a card game. In this game, I shall show students how I am able to ask various questions to get you (the audience) to name the card that you have picked earlier.
Have fun with this demonstration and make sure you apply them to your sales!
The Question Funnel is another way that we can ask questions and close the sale automatically. In this lecture you will be rewarded with the following:
We will also touch on how to ask questions on authority and budget .
By far the most important part of the Question Funnel is to remain silent after you've asked detail question. You will also learn how to execute the Question Funnel with 'Yes' questions.
After you have asked 'Yes' questions and use the Question Funnel, if you still do not get the sale, you need to wake people up by coming up with an Irresistible Offer.
In this lecture you will master what are the elements of an irresistible offer. We will offer you real life examples of how companies have used amazing irresistible offers and created limitless business.
You will also learn the 5 steps to creating irresistible offers.
To get limitless business, it is not enough that we get the sale. We need to get repeat business. In this lecture you will learn how to create loyal customers for life. Important points that you will bring back include:
This lecture ends with an example of a construction materials company and how they use the 7 strategies to sell.
We have come to the end of this course. Remember at the beginning we said that customers today are demanding more at lower price and yet customers are not loyal. By adopting the above 7 strategies, you will be able to overcome these challenges, plus obtain limitless business.
What is the ultimate of strategies? It is to leave behind a legacy and create a movement. In this lecture we will share with you the 5 steps to creating a movement in your business.
Ultimately, we need to aim for more and shoot for the stars. Thank you for attending this course. I look forward to seeing you in our next course "5 Steps to Massive Results"
Name: Andy Ng (also known as AndyTheCoach)
Number of years in full-time training and coaching: 17 (since 14 May 2001)
Business Coach, Consultant and Trainer, Andy Ng combines 30 years of professional experience, all with a passion to help people to be more successful at work and in their life.
Andy possesses a MBA from UK and has an Accountancy degree from National University of Singapore. He has, to-date, trained over 81,131 people in 15 countries including USA, Mexico, Australia, Sri Lanka, China, Thailand, Japan, Maldives, Philippines, Brunei, Indonesia, Cambodia, Malaysia and his hometown Singapore.
Prior to starting his own training and coaching business in 2001, Andy was the Director of Finance, HR and Admin at the world's then 5th largest computer networking equipment manufacturer Allied Telesis International (Asia). Andy's other experiences include Stockbroker, Financial Analyst at Chase Manhanttan Bank, Consultant at KPMG, and Auditor at Deloitte and Touche.
Since the age of 5, Andy has been selling all his life. Currently he is leading a team of 4 entrepreneurs in a global e-commerce business Saivian World.
The courses provided by Andy are very popular with the target market, and many of Andy's videos, articles and courses are featured regularly in the local media including.
At home, Andy is a happy man with 3 happy children age 14 to 19 and one, beautiful wife.
In the community, Andy is the District Chairman for Entrepreneurship at Lions Clubs International (Singapore). He is also a Committee Member at Association of Professional Trainers Singapore
The top 5 most popular topics by Andy include Sun Tzu Art of War, 36 Stratagems, Sales Closing, Service From the Heart, Leadership Power and Financial Intelligence