SALES

STRATEGY
GUIDE TO SELLING YOUR PRODUCT
Whether selling your product in person or over the phone this guide will provide you
with the basic sales knowledge you need. Sales is not a secret magic but a skill that
can be learned with practice and effort. Great salespeople are not born as great
salespeople. They dedicate themselves to becoming great salespeople with time and
effort. There are many ways to marketing you product but remember no one way is
truly superior. You need to find what works best for you and your business. Lastly
your most powerful marketing tool is your personal story. There are many places to
buy things but only one with you and your story. The only way for people to hear your
story is if you to get it out to them. As people get to know your story they will
develop endearment you and your process. This emotional connection is more
powerful than any website, social media, or super star salesperson.

SETTING AND ACHIEVING GOALS

When goals are accomplished, no matter how small, the achievement gives you
confidence. As you complete goals, you will more self-esteem and an improve your
self-image.

1. Decide exactly what you want and write it down multiple times.

2. Write notes and place them in places around your home so you can see them
regularly.

3. Set a deadline.

4. Write down the things you must do to achieve this goal.

5. Do something everyday that moves you toward your goal.

DEVELOPING A CUSTOMER PERSONA
Defining your target customer is one of the most important step in any sales strategy.
A persona is general archetype for your target customer. Answer the following
questions to build your customer persona:

Age,?
gender?
Marital status?
Goals?
Hobbies?
What do they do during the day?
What do they value?
What are their needs?
What are their stress points that separate them from what they need?

WRITING YOUR SALES ICEBREAKER

A sales script/pitch should be simple and open ended. Open ended questions are a
natural way to extend a conversation. You need to become their friend. People buy
from people they like, and people like people who are like them. So you should get to
know them and find out what you have in common with them. Never include a yes/no
question your script/pitch, this is an invite to end the conversation early.

Many feel they need to speak as quickly as possible. This comes from the fear of being
told “no” before they catch the customer interest. The customer will associate you
with your voice tone. If you sound like a fast talking salesperson they will treat you
like a salesperson. Remember to stay calm and just talk to the customer like they are
a friend.

A sales script/pitch is the same whether you are in person or on the phone. It’s
important to start off in whichever way you feel the most comfortable. To improve
your sales script/pitch say it to as many people as possible. This will be easier and
more approachable if your feel comfortable while doing it. The goal is repetition not
perfection, its ok if you mess up just keep moving forward.
MORALE AND SELF-ESTEEM
The only reason you have a bad self-image of your abilities is because you tell
yourself that you bad at it. If you believe you can win, then you stand a fighting
chance. If you think about how you will fail, then you will almost every time.
Positively reinforce by saying to yourself that you are getting better every day.
Remember you will have bad day, but these are great day to practice personal growth
and overcome bad habits.

SALES INTRODUCTION
Speaking to a Person

Hi, I’m your name. What do you think about your products?

How do you feel your products affect someone's day to day life? I’m your
name with XYZ company.

Speaking to a Business

Hi, I’m your name. What your products are you currently offering?

How you would insert your products affect your company’s profits? I’m your
name with XYZ company.

MARKETING IN PERSON B2B

Hitting the streets and selling door to door. This type of sales can be very challenging
for many salespeople. You will need to prepare by printing flyers, preparing a script,
and planning what area or businesses you will visit. After that its just simply hitting
the streets. The more you do this type of marketing the easier it will become for you.
Remember what is your goal in marketing? Brand Awareness & Sales. Forget about
any fear, anxiety, and hesitation.
MARKETING 24 HOURS A DAY
As a single person you can only do so much and you need to sleep. The internet does
not and people are always looking for something interesting. Take advantage of
social media by creating posts, stories, polls, images, videos, articles. Your online
content can passively market for you 24 hour a day. Key to success:
- exciting instagram photos
- targeted networking on linkedin
- creating an engaging facebook group

TELEMARKETING
There are primarily two types of telemarketing mass and targeted. Mass involves
making as many phone calls as you can as fast as you can. Its very scripted and meant
to produce volume brand awareness. By contrast targeted telemarketing is very
personal and thought out. Think about who you want to speak with and what you are
trying to accomplish in that phone call. For example:
- start with picking a store you want to call
- research online (facebook, linkedin, & etc.) find out who is the owner & manager
- ask people in your network what they know about the business & it's owner
- write down what you accomplish in the conversation
- plan who you will call first the owner, manger, or just cold call
- call the business and work your way into a meeting with the owner

BRANDING
Whether it is as simple as your logo printed on card stock by home printer, hole
punched, and tied with ribbon to a bar of soap. Or your logo, media, and slogan
wrapped on a fleet of vehicles. Maintaining brand identity is key to your growth and
success. Remember the following:
- Simple is best, your brand need to be easy to remember
- Use the same colors, logo, typography, and slogan on all forms of marketing
- Good planing will save you time correcting mistakes
FEAR OF COMMUNICATION
Fear of communication is the most common and crippling thing that most salespeople
and business owners face. The only way to overcome it is with practice. If your feel
fear about speaking with people about your business then start off by setting small
goals. Such as send 5 messages on facebook, call two businesses a day, or hand out 10
flyers a day.

NETWORKING
Approach someone confidently, stick out your hand, and introduce yourself. This is
one of the most important things you can do to help grow your sales. But it can be
very challenging to accomplish and cause large amounts of anxiety. Start off simple
getting in touch with old friends and co-worker on social media. Spend time building a
relationship before asking to demo your product, see who they, or asking for
introductions

Identify who you would like to speak with as a customer or re-seller. Ask yourself who
do you know that may know them. Speak with your friend and build a strong
relationship. Explain to your friend what you are doing and ask if they know the
person you want as a customer or re-seller. If they do asked to be introduced, before
doing it is critical that you relationship with your friend is very strong. The last thing
you want to do is ruin a friendship by moving to quickly. Approach the potential
customer/re-seller with an attitude of "How can my products help this person?" Stay
genuine and start off as you did before by building a relationship first before asking
for something.

Maintaining your network is critical because no one want to be forgotten. Be sure to

give attention to all the members of your network. A spreadsheet stating who your
contact is, how you know them, their birthday, and contact information will be key to
maintaining your network. As you become comfortable with the basic expand your
opportunities by attending local events like chamber of commerce meeting, better
business bureau events, your local economic development board events, hosting a
party, connect on social media, and local community events. The more you repeat this
process the stronger and larger your network will go.
HOSTING A NETWORKING PARTY
Product selection with price list
Party host- yourself, friends, co-workers, neighbors, etc.
Table covering and any other display props- Items for your display table/area with
any additional props
Business or Post cards with your company name and your contact info (phone
number, e-mail, and website)
If selling products - Receipt book, change, square credit card reader, or cash app.
If taking orders - Order/Invoice forms

PARTY PREP TIMELINE

6 weeks out - Come up with a catchy name for your party
4 weeks out - Create a schedule & list of invites
2 weeks out - Send out invites
2 days out - As the seller you are responsible for providing drinks and food for the
party. Collect the supplies you need for food, drinks, and entertainment. Email out
a remind to invites about the party.

SELLING PARTY SAMPLE SCHEDULE

Total Party Time - 1 hour

6:00 PM - Guest arrive and serve drinks & appetizers

6:15 PM - Welcome/ Icebreaker
6:20 PM - Talk about background of your company and/or why you started creating
your own products
6:25 PM - FREE sample giveaways and enter guests into a raffle for gift basket of
products
6:30 PM - Discuss specials, free shipping, and/or product bundles
6:35 PM - Product overview and pricing lists
6:50 PM - Draw and announce raffle winner
6: 55 PM - Present product gift to your host and begin taking orders or selling
products
!!!!!!!!!!
There are many ways to marketing you product but remember no one way is truly
superior. You need to find what works best for you and your business. Lastly your
most powerful marketing tool is your personal story. There are many places to buy
things but only one with you and your story. The only way for people to hear your
story is if you to get it out to them. As people get to know your story they will
develop endearment you and your process. This emotional connection is more
powerful than any website, social media, or super star salesperson.