The best salesmen I know have selling systems in place. They use these selling systems to remove their emotions from the selling equation. They follow their systems to a T too. Just like soldiers doing rifle drills blindfolded, the best salesmen have a process they could do blindfolded.
I remember when I was a ‘good’ salesman and thought I had it going on. i could over come objections, give witty responses and close deals. Then, one day when I hired a mentor, he put me together. Meaning, he gave me a system to go with my selling instead of me just grasping at random closing techniques.
I can honestly say it changed the game for me.
Removing the emotion from the salesman side of the sales conversation is a huge advantage. Again, just like soldiers who are trained to pull the trigger without thinking, or emotion, salesmen can be armed the same way with words.
Once I learned this simple 5 step process, my closing ratios went up and my sales calls flowed way smoother. It ends up being a better experience for the prospect too. Everybody feels great about the process and everyone wins when I close. Can’t beat it.
Having a proven sales system in place will turn a good salesmen into a BAMF Closer.
I’ll share with you the 5 phases every sales conversation must go through in order to close. it’s fair to mention that there’s a million ways to spin this so I’m not going to take all of your time over elaborating on this. Remember, the simpler things are, the more likely they are to work.
Bonding is the first phase that you must enter when you start the sales process. It’s the easiest phase to complete, but it is not to be skipped or ignored. This is where you show the prospect that they are a lot like you or a lot like others you’ve helped.
People identify with three main things. Where they are from, their name and what they do for a living are usually the three most important identifying factors for a person. Asking where they live and knowing someone there or having bee. there helps. Addressing them by name is also a bonus. If you can share a story they like or get them to laugh you’re gold.
Trustis the next phase. You’ve got them to bond with you and like you, now they need to know you’re not full of sh!t. Anyone can easily tell a story and relate to someone but what about earning enough trust to get them to open their wallet? It’s as easy as social proof.
Social proof is when you show the prospect examples and testimonials of past and current clients who’ve achieved what the current prospect wants. When they see others, especially people they know, who’ve got what they want, they will let their guard down. Show them how you’ve helped others.
Interest is phase three. Now that they like you, trust you and know you, you need them interested in your product. During the previous phase, you showed them social proof examples of results they want. Now is the time you explain to them how they too can get the same results using your products.
The now see what’s possible and are most likely visualizing themselves experiencing those results. They want it, it’s just a matter of knowing the details. This is where you don’t talk numbers but you talk benefits and ONLY benefits to the prospect matter.
Desire is the next phase that comes into play. Now that they see results and have built interest in what you have, they need to have a reason to buy. That reason could be saving money, beating competition, cutting down on overhead or time efficiency. Your job is to keep asking questions and fact finding until you build that desire.
When they start asking you how much it cost or how long until they can get it, you know you got em. Those phrases are buying signs which means they have desire to purchase assuming it all works out in the numbers world.
Offer is the most important part of the process. After all, it’s the close. Sure you can use little trial closes along the way before you make the offer, but unless you’ve completed the 4 previous steps, your offer won’t be seriously considered.
Once you have built the desire and they want what you have, it’s your job to perfectly present the offer to them in a manner they can’t refuse. As soon as you make the offer, ask them “what’s next?” This keeps from there being any awkward silence after the offer, as well as keeps the momentum flowing.
Before the very next time you get on a sales call, print this shit and keep it at your desk. As you make the calls go through the 5 step check list and don’t move on until you’re SURE you’ve completed each phase. In doing this you will watch your normal emotions go out the door.
Once your emotions are gone and you have a system you can trust in place, your closing ratios will skyrocket, your prospects will treat you better and you will close more sales. I didn’t believe it either, until I just did it. Next thing you know, I’ve got people like you reading blog posts like this.
If you’re looking to step your sales game up in a major way, have a selling system in place that’s proven to work and practice at it every day, take a look at the free video at www.showupandclose.com As always if you’d like to talk about hiring me as your personal sales and marketing consultant simply fill out the form below.
