Sell ​​to serve with Rachel Morgan – Amanda Abella


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    During the early part of her career, Rachel worked as a fine jewelry sales manager, spending hours training, hiring, and onboarding team members. She would teach them how to sell in a way that encourages repeat business and word-of-mouth recommendations.

    Rachel also taught them her sales method as using her process would meet and exceed her team’s sales goals. “When you work in fine jewelry, you often sell high-priced items. Some of the customer service, sales, and experience are important to selling high-price offers. “

    Last year Rachel decided she was ready for a new challenge. So she quit her job to start her own sales coaching company to work with others outside of the jewelry business.

    Selling is fun when you understand how to sell

    “I’ve learned that sales doesn’t have to be grubby. Selling can be fun, especially if you come from a place of serving. So I made it my business to help others in this area bring the fun back to sales and their business. ”Rachel says selling can be fun once you understand how to sell.

    “I think it’s a change in the way you think and how you see interacting with people.”

    She has a lot of fun exchanging ideas and getting to know each other, so selling is fun. To understand how you can make a difference with the products and services you offer, you need to find out who is interested in what you do, your community, and your audience. She believes that if you reach the right audience who need your product or service, you can change lives.

    How to be good at sales when you are introverted

    “If you are an extrovert, you do not have the active listening skills that you may have if you are an introvert. When you are more introverted, you are calmer, watching and watching more. That way you will listen better and get better answers. “

    There are pros and cons when it comes to selling being introverted and extroverted.

    The art of selling

    There is also an artistic element to the sale, says Rachel. “I find the art element to be as simple as being a normal person.” Although Rachel understands that sales must have a human aspect, there is a time and place for scripts. “I think scripts can be useful in giving you vocabulary and helping you see how to speak.”

    Learning how to communicate and talk to people is vital as you will experience the entire customer journey from the prospect to the start of the conversation, close and collaboration with them.

    And make sure to use their name to give them an experience they will not soon forget! Using someone’s name creates an instant connection and makes them feel VIP. Make sure you pronounce and spell their name correctly to show them that you care about them as a person.

    Selling with body language

    Body language is your body’s tone of voice. Your posture, positioning, eye contact, and smile are all key elements that will calm your interlocutor.

    For example, sitting upright shows that you have confidence in yourself when talking to someone in real life or making a video.

    Use your social platform as a storefront

    “We often forget that our social platforms are our storefronts.” When someone follows you, it’s like a customer comes to see who you are and what you are selling. When you have a smaller following, you can give them more love and attention. You can appreciate them and have better audiences.

    “If you have a smaller account, now is the time to start thinking about your social platforms.”

    You don’t want to leave money on the table. Instead, think about how you can attract consumers who want to be a part of your brand.

    Why you need to value your customers

    “I can’t tell you how many people haven’t even got a happy birthday from friends and family.”

    When you can reassure your customers that you thought of them, they will become your best customers.

    You can send general thank you cards to your customers – you don’t have to wait for their birthday!

    Onboarding and training your sales force

    Rachel loves the onboarding process for her new team members. She enjoys setting expectations with her team and modeling how to sell. She believes that as a manager, no job should be too small for you, and that includes onboarding.

    “You should be ready to do every part of your business and show people how to do it because if you’re not ready to do it, then how can you expect your team to know how to sell? “You need to have expectations of your sales team at the beginning. However, you also need to have definite expectations of your customer. If you can’t serve a prospect, refer them to another company that can meet their needs.

    Resources that are mentioned or add value to this episode:


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