Old school selling tactics is a thing of the past.
After spending over 2 decades in the direct sales industry, which is the toughest sales environment to be in, I learned that to close more sales, I had to do things differently.
That’s when I went to work on refining and improving my communication skills until I developed my connection sales strategy that has literally helped me close millions and millions of dollars in sales.
Now, when we’re in business, the objective is simple. We want to close more deals, don’t we?
Absolutely.
But there’s two ways you can do that.
You can either sell to someone, or you can understand them as a buyer and then work with them as a buyer to help create the outcome that they’re looking for them.
So, when I am prospecting, the first thing that I look for in the opening few seconds (actually we really only have three seconds), is to learn how to build a subconscious rapport with that individual.
It takes a lifetime of communication work to learn and master this. But when you understand how to do that within that first 3, 4, 5 seconds, what we are doing is we’re speaking to that person, in their language and that’s creating within them the trust for them to open up more to us, to share information with us, to trust us.
Remember, telling is not selling.
Yet, unfortunately most business owners and most salespeople work from needing to tell you more, to get a sale.
It’s not that way at all.
If we listen more, we can communicate better. When we learn how to communicate better, our customers want to buy from us.
So, the first step is to create an unconscious rapport with the individual. This is the beginning of relationship selling.
When we have that rapport, our customers are more comfortable to share with us the information that we need to help solve their problem.
Remember, the aim of the game is to solve problems, to provide a solution. Not to create a problem that people didn’t think that they had, and then miraculously have the solution.
Once we’ve built that unconscious rapport, we then move into step two.
Asking the intelligent questions for the prospects to be able to give us the information that we need to best serve them.
Once we start receiving the information, step number three is to repeat back to the end user the information that we’ve gathered, for them to truly know that we have understood their problem.
When you’ve been able to articulately that problem back to them in the language they understand, your trust levels go through the roof.
How do you do that?
Simple. Share the question back to them. All you then need to say is, if I can help do that for you, is that going solve the problem that you’ve got?
When they say yes, your relationship gets stronger, and they begin to give you permission to work with them.
If you can honestly help them, the next step (which really is all you are selling) is to demonstrate we you will do that for them.
Spell it out. Step one, step two, step three, whatever it might be… etc.
Have a guess what step 4 is?
Closing the sale!
Now you don’t need to learn objection handling. You don’t need to learn spin selling techniques. You don’t need to learn trial closes. You don’t need to learn any of that crap.
All you need to do is get their feedback and then simply ask them, great when would you like to get started on that?
The icing on the cake is, you know when you’ve done this process exceptionally, because they ask you, “When can we get started on that”?
So, that is the simple step system that I have used for years that has made me a lot of sales and a lot of money, because all I’m doing is building a relationship with them!
Go out there and try it for yourself, start to map it out for yourself and, plan it out so that you can follow that process for the next few clients that you’re dealing with.
And then once you get the, the hang of it, I know that you’ll be able to master that ongoingly.
I hope you found value in that. If you’d like to learn more about how you can employ that into your business. Right now, you can book a free 15-minute discovery call into my diary, where you can share with me your top three problems that you are facing with the connection with your clients and I will offer advice on how you can improve that.
Make a time here: https://calendly.com/tasta-coaching-call/15-minute-discovery-call
Remember, be the difference that you want to see in business. When we can operate from that space, we’re going to make a difference to the lives that we serve.
