This is a multi-part series on Sales, Marketing and Persuasion. To see the blog post that inspired this series, click here. To see a list of all the blog posts on this topic: How to Sell Market and Self Promote.
I’ve decided to write a series of blog posts about sales — well really sales, marketing, persuasion, self-promotion, etc. Basically how to instill the desire in people to take the actions you want them to take — and make sure they follow through with it, while treating them with respect (ie not being a douchebag). So while I might use terms like “sell”, “buy”, “customer”, these are just placeholder
There’s a lot to cover so this will take a while. I’m going to pour everything I know into these posts – backed with examples, phrases to use, research and more. I hope it turns out to be really useful for readers. Here’s a list of the chapters I have in mind so far, with a brief description of what I aim to discuss.
- Life is sales – Achieving almost any goal in life involves getting other people to do things (for you, with you, etc). You’ve had to sell people on things your entire life – it’s time to get serious about it.
- Why smart people suck at selling – Smart people focus too much on facts and on being right. They think the force of their arguments is what will win people to their side, when that’s usually only a minor element of the process.
- People buy feelings – Human beings do things because they think it will make them feel a certain way. Figure out what that person wants to feel and show them how you can help them get it.
- Sales is a relationship – No matter what you are selling – a widget, a web app, a political candidate or worthy cause – the key factor in the sale is the relationship.
- Get inside their heads (and hearts) – A successful sale starts with questions – lots of them. You have to really understand where the other person is coming from. Never start with you.
- It’s all about how you tell the story – We are a story-driven species. The stories are the ideal vehicle for conveying information and stimulating emotion.
- Help them kick ass – The focus is not on why your thing is awesome. The focus is on how your thing can help THEM be awesome.
- The proof is social – Like throwing a party, selling becomes a lot easier when you already have some people. Sometimes it’s better to let others do the persuasion for you.
- Take away the fear of buying – People are more scared of the downside than they are enticed by upside. Allay their fears and win the sale.
- Fit the ask to the task – Make it easy to say yes and hard to say no. What you ask for and how you ask for it matters – and it varies depending on the situation.
- Followup, followup, followup – It’s never over. Remember: it’s a relationship. Stay in touch with people even after they refuse. Keep building that connection and providing value. Positive persistence = winning.
- Special Report: Self Promotion / Personal Branding – Self promotion is a special kind of sales. Here’s how to sell yourself, without looking like a douche.
What do you guys think? Is there something you want covered that I’m missing? How can I do this in a way that best serves you? Let me know in the comments.