The Money Podcast Dramatically Increasing Sales, Leads And a Formula For Wealth
Jan 10, 2019
33:30
Sales are the lifeblood of any business, if you don't sell, you won’t make any money and if you hate selling, you can't run a business. In this episode, Rob dives into the art of sales and shares with you how you can dramatically increase sales, generate more leads and create a formula for wealth, in business and in life.
KEY TAKEAWAYS
- Selling. Sales are the lifeblood of any business. You don't sell, you don't make any money. If you hate selling, you can't run a business.
- Three ways to increase sales.
- Number one is to generate more leads. Generating more leads is not selling directly, it’s actually marketing. If you double the leads, you will be doing double the sales hence more money coming in your way. Marketing and generating leads can actually supersede sales, automate the selling but always monitor.
- The second way to dramatically increase sales is the better conversion of sales. The second way in terms of conversion is based on your selling ability. Are you good at selling? are your online assets such as your website, your checkout pages, your landing pages, your sales pages, your sales team or online engines and apps set up and optimised? All the areas of the conversion environment, your OPT in pages, your ability to sell when you're selling one too many, maybe as a public speaker, or on a webinar or doing podcasts or selling one to one in a consultative environment. Are you increasing your selling ability?
- The third way to increase sales is to improve your product your service your offer, the irresistible nature of your offer or the bespoke nature of your offer? Is it really what people want? Is it for modern times? Does it solve a problem? Does it make people's lives easier, faster or better? Have you revolutionized it, have you created a version two of it? Continually evolve and improve your product.
- Sales and marketing and how they interact. Marketing is getting people in the shop and sales are when they're in the shop selling them the products and services you have in the shop.
- The formula for wealth. Wealth equals value plus fair exchange times leverage. Value is, if your product or service has high value, it should sell well. Fair exchange is, is there a good price which is a client deems to be good value, but not too cheap, it can actually not sell well if it has good value, if it’s over or underpriced. Leverage is how many customers, clients, followers, fans, how many referrals you're making, how much volume of sales you're doing, and what countries you are in.
- Stages of selling.
- Stage one is to connect and that is to find the client, to get the attention that is to engage with them whether it's online or on the phone, it is an introduction.
- Stage two is the building of the rapport and forming that connection. That's the common ground. That's the rapport. That's, we're starting to like each other.’ We like the look of you, as a business person, or as a salesperson.
- Stage three is establishing the need. What’s the problem they have, what’s the pain they have, what’s the desire that they have, what do they want solving?
- Stage four is clarifying and restating that need. You confirm the need that they've said, the problem that they've got, the solution that they desire, and you restate it for clarity.
- Stage five then is to create the value. Create a product or solution tailored to your customers.
- Stage six then is to close. You've got to make the sales and you've got to ask for the money.
- Stage seven then is to deliver the product or service.
- Stage eight is asking for referrals.
BEST MOMENTS
- “Sales are the lifeblood of any business.”
- “You don't sell, you don't make any money.”
- “If you hate selling, you can't run a business.”
- “Marketing is getting people in the shop and sales are when they're in the shop selling them the products and services you have in the shop.”
- “If you don't like selling which a lot of people don't, then leverage or outsource it to someone else.”
- “The product sells itself, it doesn't, you've got to sell it but the better the product is, the easier it is to sell.”
- “Wealth equals value plus fair exchange times leverage.”
- “Objections are there to give you feedback to tell you that something is misaligned between you and the client and the offer and the need.”
- “If you don't risk anything, you risk everything.”
VALUABLE RESOURCES
ABOUT THE HOST
Rob Moore is the host of the UK’s no. 1 business podcast “The Disruptive Entrepreneur,” as well as an entrepreneur, property investor, property educator, and holder of 3 world records for public speaking. He is also the author of 9 business books, 5 UK bestsellers, and the global bestseller, Life Leverage.
“If you don't risk anything, you risk everything”
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