If you’re having challenges with your attitude toward sales, making the presentation, asking for the money or keeping the sale, keep reading. I’m going to share with you just a simple step by step way to create a powerful, persuasive presence. It will also help you build a massive bank account you can maintain it with no additional marketing cost.
The benefits of putting this method into place are not difficult to achieve or far in the future. You can implement pieces as soon as you read this and enjoy instant benefits today.
Let me share a case study of one woman who was able to double her closing percentage in 90 days after only a 1-day session.
Carol lives in a rural resort area with not a lot of job opportunities for a mother who wants to spend time with her toddler. She had been working part time as a salesperson and was about to be fired. Their reason-she was too timid. Carol was giving a canned presentation without knowing why she was saying what she said. All she knew was the script didn’t fit her personality and made her very uncomfortable.
Uncomfortable always leads to unsuccessful.
When I met Carol she was a quiet, well-mannered southern woman. And before we go any further, let me assure you that politically correct or not, where you were raised and how you were raised influences the way you speak and the rate of speed you speak at.
When Carol looked at some of the more successful salespeople she decided that she could never be a good closer because she wasn’t loud and pushy. Her impression from observing other people in her workplace was that you bullied people into buying.
Imagine how happy she was when she learned that couldn’t be farther from the truth. After taking a little time to learn the psychology of the sale Carol felt empowered to take the script and put it into language that matched her personality. Now she understood why she was saying what she was saying and how to accomplish the same thing with words that were more comfortable for her to say.
Then when she learned 4 simple questions for taking a prospect’s buying temperature, her closing percentage climbed to more than double the average of the rest of the sales crew in only 90 days.
4 questions for taking a prospect’s buying temperature:
1. “You can see how this will save you money, can’t you?”
2. “This would really save you a lot of time, wouldn’t it?”
3. “How do you like what you’ve heard so far?”
4. “Does this make sense as a solution for you?”
You don’t use all four with the same prospect. This gives you choices. But you do need to find out exactly where the prospect is at before you go any further in your presentation. Not doing this step is one of the biggest mistakes you can make. It will be scary the first few times you ask, but you don’t get to yes by ignoring it, so start doing this today. You’ll get crucial information that will guide the remainder of your presentation.
This may look simple to you, but remember that real conversations are not convoluted like most sales presentations. Having an authentic, and structured, conversation is the best way you can help your clients get their desired end result. And if you do what you do well, let’s assume the best way for them to achieve that is to work with you. Isn’t it up to you to develop the communication skills needed to get to yes more often and more easily?
Until next week, I’d love to hear your thoughts. Just comment here. Today’s article is based on the program “Getting to Yes Without Selling Quick Start Formula 2.0”.
If you would like personal mentoring, send me an email detailing what you would like help with. As your mentor I hold a bigger vision for you than you hold for yourself. When you have faith and a team that believes in you, it gives you courage. When you don’t have to do it all yourself, all things are possible for you. Commit today to go for your dream 100%.
With 32 years in sales and marketing, along with 38 years studying human behavior, Lynn Pierce, “The Success Architect,” mentors entrepreneurs and information marketers to reach the pinnacle of success. Tell Lynn what the life of your dreams looks like, and she’ll create the blueprints to get you there, along with the sales system to fund it. Author of, “Breakthrough to Success; 19 Keys to Mastering Every Area of Your Life”, Lynn Pierce’s personal growth and business acceleration systems help her clients get three times the results in half the time with one tenth of the effort. Claim your free special report, “What Do You Stand For; A No B.S. Guide to Creating Your Own Personal Manifesto” at http://LynnPierce.com
No comments yet.