Anna Scheller shares her Top Tips to sell with Confidence
We had a fantastic Twitter Q & A with Anna last Wednesday when Anna shared with us her Top Sales Tips. To help us Sell with more confidence Anna knowledge and understanding of sales will probably surpass what you think you know. She’s a Corporate Sales Trainer and Coach. And, helps entrepreneurs understand selling better, allowing business owners to close their Sales with confidence.
Q1: Sales can be scary. What is foundational to good sales?
Everything starts with our thinking. Many of us associate sales with a negative mindset–lying, fast talking, used car salesman.
We have to reconfigure our thought process to see sales as helping our clients find solutions they couldn’t find on their own. We are there to help solve their problems, especially about the biggest moment of their lives–their wedding! #IrishWeddingChat #salestips
Q2: There are so many choices when it comes to weddings. What can I do to stand out?
First determine your ideal client. Is there a specific niche that you specialize in? That is your first step. The riches are in the niches!
Then reach out to folks who fit your avatar, and ask them about their biggest challenges? What is their biggest frustration with vendors in your industry? Take those answers, and build your business around that!
Q3: I am afraid of sounding salesy. How do we approach people without being salesy?
Great question! A lot of people are uncomfortable with sales, so you are in good company! Most people feel they have to do all the talking. Not So! Ask questions to get the customer talking!
Use good listening skills to make sure you are understanding what they are telling you. Good sales come from good listening. Have a process you follow. Most people jump to asking for the order because they don’t lead people gradually to a decision. Like asking someone to marry you on the first date! That feels forced and icky! The people I’ve helped create a sales process close more sales confidently!
Q4: Asking people to pay is uncomfortable. How do we approach the cost issue?
I can’t emphasize the importance of having a process to learn more about the client before asking for payment. Build rapport, ask questions to discover what their ideal wedding would look like. Help them explore ways to get what they want.
After helping them see how you can help them build that fairytale nuptial, then say something like, “And now, I’d like to let you know what that will look like.” Giving them that wedding they’ve always dreamed of is what you are there for
Q5: When talking to a couple about their wedding, what tips can I do to demonstrate my confidence?
Realize you have the answers the engaged couple needs. You are the expert whether you’re the planner, the florist or the photographer. Remind yourself of a success you’ve had, and that will carry into your conversation.
Practice your script with a friend. Get feedback, and practice again. Feedback gives us the information we need to improve. Get a good coach to help you improve. If top athletes need a coach, you need one, too.
That was an amazing Q & A with Anna. It was our best one yet! Now onto our follow up interview.
Connect with Anna on her social media channels.
Planning a wedding or event?
Then please do join us me and our wonderful community of wedding and event service providers, suppliers and venues Wednesday’s at 8pm on Twitter when we show off our gifts, gowns, services, cars, cakes, flowers and so much more. It’s a virtual wedding fair. Hosted by wonderful Deirdre of 2D Graphic Design. And, check out our Instagram – the lovely Sarah of SVS Concierge looks after you.
Next week: our Featured Business is the wonderful Catriona McCormack joining us from Yoga Ireland.