Last video, I told you how to be likable in five seconds or less and the reason why I focus on such a small
Timeframe is because I'm unlikable in 10 seconds or more
Today I want to talk about sales
Specifically sales mistakes because people make so many of them I've written about sales
For seven years and people just make mistakes
And you know what I know I like to make fun of some people that make dumb mistakes
But you know we all make these mistakes. I've been in business for seven years running this particular socialtriggers business
I've been doing online stuff for twelve years. I still make sales mistakes, too
It's normal, but here's the deal we all know the importance of sales
We're not we're a smart Cuban about the secret of success far back sales cure-all he's 100 percent, right
Sales do cure everything more sales means more revenue
More revenue means you can do what you love and make it great living doing it now of course needs to be profitable revenue
But bottom line is more revenue usually means more profit
You know when we need to count pennies in the couch before you make a decision
The problem is people often make huge mistakes in their quest for generating more sales, and I want to talk about each of them today
I'm Derek Halpern and you're watching planet Derek the place entrepreneurs turn to get ahead in business and in life
You're here, because you heard maybe I can help you sell more at higher prices
Without ever feeling salesy, and I can especially when I show you how to eliminate each of these
Seven deadly sales mistakes, let's jump right in first sales mistake
Have you ever heard the meme by Philippe?
I'm clearly up on the memes because I'm cool
But if not I'll explain there's a viral Instagram account known as by Philippe and on it it features
Conversations between men and women not just any conversation as though apparently when some
childish
Misogynist men approach women on an online dating site and get rejected
They get hostile instead of blaming themselves for saying the wrong thing. They blame the women
It's so dumb and while we can clearly see how dumb this is
This and truth is that business owners make the same by Philippe mistake when they sell
instead of looking at how they sell their products and services they often blame the prospect for not buying and
That's the first deadly sales mistake you see they say things like well. They should really have bought, but they just don't understand
They're so dumb. It's not my product. They just lack confidence in themselves
That's why they didn't buy they need this they just don't realize that someday
They'll be smart enough to realize it and sure when we break it down all these things may be true
And it may make us feel better if it doesn't matter when people don't buy what you sell
Even when what you're selling can change their lives, it's your fault
It means you didn't make them trust you means you didn't accurately
Describe the benefits of what you're selling it means you didn't properly address all of their fears and concerns in your sales pitch and while
This may be a tough pill to swallow. It's actually kind of freeing when you blame yourself
Instead of the prospect that gives you the power to make the sale on your terms
Let's go to the next deadly sales mistake number two
using gimmicks and tricks
to make the sale
If you've seen my videos you know that I hate
Discounting leads your profits ruins your growth I once had another entrepreneur call me out for this. He said what a load of bollocks?
Do you was British do what I did?
Double the cost in your service and advertised on your website at the inflated price
Then sell it on Groupon for 50% off. We stole 800 units first. Let's talk about the big elephant in the room
I got called an idiot because another entrepreneur thinks lying to their customers is a good idea saving the main point
What happens when those 800 people realize they were lied to do you think there's any chance? They'll ever go back to your business
Horse not smart business owners know that it's never about the first sale
It's always about the first sale and the sale after that and the sale after that even if you're in a business
That's traditionally a one-and-done sale like wedding photos
You'll never generate any word-of-mouth by using these types of gimmicks, and that's why you should never use them
There are better ways to convert people into paying customers
You don't have to compromise your integrity or trick and that's why the second sales mistake is don't do it
the third sales mistake
Selling what you want?
Not what the customer wants?
When I ask business owners to tell me what they'd like to sell they almost always lead with I want to sell well
Here's a little inside information that I'm passing on to you because you're watching this when you talk about what you want to sell
You already failed?
one of the main things that will make you a better
Salesperson is that it's never about what you want to sell it's always about what they
Want to buy I first stumbled on this idea in an almost
hundred-year-old book by direct mail advertising guy named Robert Collier in this book
He told the story of the book of etiquette
And how this book did nothing but collect dust in a stockroom who wants to buy a book of etiquette?
Clearly not me until one day this guy named Nelson doubleday
Brought it to life and sold a million copies
How as Collier put it not you may be sure any wave of culture or politeness
Sweeping over the nation
But simply the fear aroused in the readers of Doubledays letters and advertisements that some unconscious
Gostrey can't even say these words
Dow sorry
The problem with reading books from a hundred years ago is they've got words that you know the meaning of
But you don't know how to save him in this case
The bottom line people bought the book because Nelson made people feel scared and embarrassed
It was all in how double they sold the book obviously
Instead of promising people a book of etiquette and buy this book of etiquette
He tell a story with a headline like why I cried after the ceremony why they all laughed at me
why she blushed with shame and then the book flew off the shelves because they would tell a story about someone who was embarrassed and
explained how they made a social
Mistake that made people judge them and then eventually said if you want to make sure you would never make these mistakes
Here's this book you should buy here's why this works because no one wakes up and thinks
man, I sure need some etiquette in my life, but
No one thinks that
but everyone thinks about avoiding embarrassment and
Doubleday showed people how the book of etiquette accomplished that and that's the secret stop selling what you want to sell
Start selling what people want and show them how they can get it when they buy their product
Now of course there are other strategies for this. This is just one of them, but this leads me to the next mistake
Treating all your prospects the same
when you're looking to persuade someone to buy the
Reality is this they have all sorts of problems and objections that prevent them from buying from you now
You know it's up to you to persuade them after all you can't blame the prospect
But that doesn't change the facts some people do lack confidence
Some people do procrastinate, and it's your job to help them overcome these issues
Here's the deal when you're dealing with someone who lacks confidence in themselves
You would treat them differently than someone who lacks confidence in you
one questions themselves the other
Questions you and the reality is most people who start
Selling their products and services for the first time especially online don't do this
They just talk to everyone as if they're the same person and that's a huge mistake
You see you're gonna encounter people in your business who should buy good buy
But for whatever reason aren't buying because of some little hang-up. I call these people the side liners
They're on the sidelines between buying and not buying in my experience the reason why they're not buying is one of four of these reasons
First they don't care enough second. They're skeptical of you third
They're worried about themselves fourth they're procrastinating as you might expect addressing each of these concerns
Requires you talk to these people a little bit differently this is tough when you're selling online where it's a one-to-many sale scenario
But it's not impossible, and it's definitely possible in a one-to-one sale scenario
But you should be aware of these types of problems
and you should be knowing that when you're talking to people you can't treat everyone the same exact way just because it worked a
Different way for someone else you have to put yourself in their shoes
Keeping that in mind. Let's get to the fifth mistake my work speaks for itself
People actually believe this and every time I hear someone say it I want to run around and hit my head against things
Knock myself out because I've done the research the same people who say it are
Also having a hard time showing people why they should buy what they're selling here's an example
I'm a professional photographer and my work speaks for itself, but when I opened my mouth
I have a hard time closing the sale those that I have worked with however love the product and experience
This is a direct quote from a photographer someone who does good work?
But can't close deals and here. They are saying the same exact thing
It's interesting right some people buy and love it
What about the rest of the people?
Why is it so hard to encourage people to buy what you sell if what you're selling is so great well
When Ralph Waldo Emerson said build a better mousetrap and the world will beat a path to your door?
He was right, but he said that a hundred years ago the world changed now
You need to be a better mousetrap
And you need the ability to show people why it's better why it's important and of course why this just buy right?
Now if you just create a good product to offer a great service and just leave it up to your customers to decide for themselves
You may be waiting forever
There's no way you're gonna build a business so I understand why people who believe my work speaks for herself believe it
But how many bad products do you see selling well that's because having a great product is only one part of the equation
The next part of the equation is the ability to sell that product in my experience having a great product and selling it well has
A one plus one equals three effect on your business you may be confident your ability, but there are people out there. Who aren't
Let's say you're selling a fitness product everyone knows
There are people who know they should exercise more, but for whatever reason they don't do it why not?
Because they might have a psychological block they might think I'm not the type of person who can exercise I'm just
Unhealthy, and there's nothing I can do about it deep down. You know they're wrong
You know exercising could potentially help them
You could tell them that until you're blue in the face, but it's not gonna make that happen for them
you have to see the reason why they're not buying and
Speak to that reason and solve it now this doesn't mean you have to be one of those snake oil salesmen
There's a great way to sell without being sound Z
And it turns out all you have to do is put yourself in their shoes and speak to them directly that in mind
Let's get to the next mistake. This is typically an online marketing mistake
I call it the surprise product launch we paint a picture for you
You work on putting together a new course or a new service
And you want to sell it to your people you make all the finishing touches and you're proud of your work
So you fire off for an email to your email list or your post about it on social media. Hey everyone
I'm so excited. I just put together this new product you should buy right here
Now I know you probably won't write those exact words
But the point is that you work on a product
And then when it's time to announce it you announce it be honest you ever done this
You finished the product you get so excited the next day
It's here it's a big mistake
You should never do that the reason why is because selling successfully is about building anticipation?
As much as it's about delivering a great product you have to make people want what you're selling
Before you start selling it you have to let them know
It's coming many people don't know how to do it
So what they do is they just announce it to the world they don't put a date?
They don't let them know that something bigs coming up. They don't even send an email say hey on February 1st
I've got a big thing to share with you
You should check your inbox you can't do that you want to maximize the exposure of your new product or service
So you should spend some time leading up to that sale to let people know something is coming
For me. I like to often give away a bunch of free content. That is
Linked to the eventual offer that I'm gonna sell as a way to kind of set the stage and then inside that content
I'll mention that I have something big to announce on a specific date the goal
I've something big to announce at a specific date
The goal again is to let people know that I have this thing that I might be selling the near future
Even here, I'm talking about sales yi5 courses on how to sell better
I'm not selling the course today, not selling the course tomorrow
But here you are watching this video getting some great sales advice, and now you know I have a sales course
Maybe you know about it enough that you're gonna send me an email and say hey Derek
What's up with your sales course, and I'm gonna tell you it's not for sale
But the point is is that you now know about it
And in six months or eight months when I eventually launched the sales course you even you now know what I'm talking about
It's how it works many people don't do this. They just surprise people with an offer and wonder
Why people are or dismayed hey you're selling something you spent two years setting me free content you spent two years
Posting a great picture on Instagram every day you spent two years
Sending me all these tweets now you want money for me. Is this a scam
That's what happens, but if you set people up and let people know what's coming
it's a much better reaction people are more open to the sales pitch no one feels tricked and
That leads me to the final thing the seventh mistake people bury their heads in the ground. This is a big mistake
Ignoring it is not gonna fix the problem, but building businesses online for
Ten twelve twelve years and over time I've seen people start businesses get successful then they fade away
Why some people get early success and they stop learning?
They think they don't need to consistently invest in themselves or their businesses, and they use their current success as justification
But what they don't realize is that they're starting on a path towards disaster?
Today the people and companies that do well and keep doing well focus on creating great products and services
And they have great salesmanship to match that's how you get the one plus one equals three scenario effect on your business
Reality is this no matter what stage of business
You're in you must learn how to sell it's an urgent need as I started this video Mark Cuban said that sales
Cure-all and he's right. You can't ignore it to make it better. You need to focus on it
You need to stop making these seven deadly sales mistakes now. Here's what I want from you
Leave a comment below and tell me about a time when you may have made one of these mistakes, and how you plan to stop?
Making it. It's important. I want to see the types of mistakes that you've made then if you want to learn how to sell better
faster end
to almost anyone click the lip
This link I have an 84 minute video about how I made five hundred thousand dollars from one blog post and you should watch that
video it's a great video
there's nothing for sale in it you will love it in the meantime if you like this video like the video if
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See you tomorrow
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