Seal the Deal in 5 Minutes! A Solution to Closing those Sales…

How frustrating is it when you put in lots of hard work for little or no reward?

Perhaps you’ve been working on a tender for a big contract only to see it cancelled, or awarded to a competitor? Or you’ve given a fabulous sales presentation, only for the meeting to grind towards its end with no sign of a sale?

Maybe you’ve quoted and you just can’t get an answer no matter how often you contact them? What about when you think you’ve been fobbed off - they probably don’t want your products but they won’t tell you outright so you keep contacting them ‘just in case’?

We’ve all been there - it’s frustrating and time consuming. The dilemma - do you chase old ‘maybe’ business or spend more time generating new enquiries?

Closing a Sale in 5 Minutes…

The Issue
The meeting’s gone well. You’ve got a fabulous connection with your prospect. Rapport levels are high. They seem attentive. They seem interested. You’ve impressively answered some minor objections that came your way. Yet there’s something that’s holding you back from asking outright for the business.

What to do next? 

The Solution
Three Killer Questions. Before you embark on the first question, make sure you have good levels of rapport with your prospect. If there is any ‘edge’ present, these questions won’t work. With fabulous rapport, they always deliver.

So, back to your meeting. It’s coming to an end and you need to close the sale.

Question Number 1
At the end of your conversation, ask:

On a scale from 1 to 10 – 1 meaning “it’s over…don’t darken our door again” and 10 meaning “we want you to start straight away”…where would you say we are?

THEN…SHUT UP! This is critical to ensure you give the silence that allows your contact to think.

Give them time. Allow your prospect to respond. They will give you a number. Don’t be too attached to the number. The golden nugget is their response to the next question.

Question Number 2
Ask… What would need to happen to get us to a 10?

SHUT UP! Again…this is critical. Give them more time to think.

Allow your prospect to respond.

You have now identified the gap between what you’re offering and what your client needs from you before they can say ‘yes’. You now know how close you are to securing the deal.

If you are able to resolve the gap immediately you’ll be able to close the deal there and then.

Some answers will alert you that these prospects are unlikely to ever buy. Disappointing yes but good to know there and then not several weeks and many follow ups later.

Question Number 3
Open question.

What would you like me to do next?

Their answer is usually like all the jigsaw pieces falling into place. They are explaining exactly what the next course of action is - talking as if you’re already on board.

Agree on the next course of action and be sure to maintain your control by agreeing when you will get back to them.

Asking these questions will change your sales results! They identify how close you are to a sale, they identify how big the gap is - and exactly what you need to do to bridge the gap. And you both decide whether or not you have the means to bridge the gap. All usually in a few minutes.

By slightly tweaking these questions you can use the ‘out of ten’ technique in other situations - for example staff appraisals and job satisfaction surveys come to mind.

Hope this technique brings you lots of sales success.

All the best…

Leigh

www.sales-consultancy.com
020 7903 5426
leigh@sales-consultancy.com

For previous ‘Tricks of the Trade’ go here

Decreasing Marketing; Increasing Sales

Most companies I help receive incoming enquiries - via the telephone line, emails, exhibitions, the list goes on. 

None of these companies convert 100% of those enquiries into a sale. Of course, 100% conversion is pushing it a bit! However – there’s no doubt that all of these companies had potential to increase their conversion rate, in many cases by a considerable amount.
A company in particular comes to mind. They took enquiries mainly by phone and converted 25% of these enquiries into an individual average order value of £997 – we’ll round this up to £1000 for ease of telling the story. 

Sales in volume were slightly over 10,000 a year so we’re talking about a £10m company here.
Having been called in to help, my first thoughts were what a crying shame that a massive 75% of sales enquiries were coming to nothing. Even sadder was that many of the 75% non-buyers were deemed ‘time wasters’ by the staff. I cringe at those words – in my book there’s no such thing as a time waster in sales and terming them as such reflects more on the seller than the potential buyer.

Within six weeks we’d got the conversion rate up to 27%. Now you might think that’s not much of an increase – and you’d be right. BUT – just this 2% increase in conversion rates equated to an annual increase in turnover of £800,000. Needless to say the training was deemed a big success.

The moral of the story? Don’t spend massive amounts of money on marketing when all you have to do is make better use of the leads that you’re already getting - sales success will follow.

How to increase conversion rates?
 
Here are a few pointers.

1. Ban the use of the words ‘time wasters’! I’m serious. Using this word in a sales environment engenders an underlying unconscious disrespect for potential buyers. I firmly believe that no one has got time these days to be a time waster – there must have been SOME level of interest for them to pick up the phone – check out a website etc.

2. Get technology in that can track enquiries and respond to them. This could be web analytics, a more sophisticated CRM, whatever it takes to know exactly who’s showing an interest – and which enables you to have a low cost follow up.

3. Connect! Yes I know some of this is very basic but…! It works. We found out at the company in question that their company was on average one of three that the potential customer contacted before making a decision. There were about 5 major players in their market at the time – and not much to choose between them in terms of product and price. So who do you think was going to get the business? YES – the one to whom the prospect felt most connected.

4. Connection is made through general rapport building and lots of curiosity – in sales terms known as good old fashioned open questions.

5. Structure. I’ll never be an advocate of scripts on telephone calls – I hate them – but a little structure can help considerably. So make sure you give the staff the guidance they need to succeed on the call.

6. Follow up when you’ve quoted. I can’t believe how many companies quote for business and then never follow up with at least a courtesy phone call. This is not hounding people – as a certain company’s ‘sales’ staff once suggested. This is called customer service, which, if we’re lucky, might catch on! If you don’t fancy following up quotes, you might want to consider an alternative career. Referring to suggestion 3, if you’re one of three companies that have quoted for a sale and you’re the only one that follows up, doesn’t that indicate a level of interest on your part that others haven’t matched?

There are of course another hundred+ tips on increasing sales and following up enquiries – but if you do these and do them well enough, your selling skills and your sales conversions will increase.

Converted yet?

Leigh
www.sales-consultancy.com
020 7903 5426
results@sales-consultancy.com

Some NEWS!

-->

At Last!

You can now get my “Essential Sales System for Small Business” as a download – Details here 

 

I would say that this programme will really benefit you if you can say yes to one or more of these questions...

• Do you love what you do but you dislike the selling bit?
• You just don’t believe you’re all that good at selling?
• Learning new sales skills is on your list but you haven’t got round to it yet?
• You think selling is a necessary evil?
• You haven’t the time, or money to attend expensive workshops?
• You’ve ‘tried everything’ and yet you’re still not getting the level of sales you need? 

If these ring any bells with you then I suggest you click here and find out more.

 

You could be on your way to sales success in less than 5 minutes from now!

 

More details here  

 

All the best

 

Leigh    

PS: Don’t just take my word...

 “My perception of selling was a poor one…and I would put off the dreaded sales activity with a lame excuse. I’ve put into practice the positive ways to turn situations around that would previously have been a huge challenge to me. Leigh is the “John Lewis” of the sales world! She delivers what she promises and I trust her!!”

Lynn Batham - Alan Batham Digital Photography.

Click here for more comments...

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com

"You don't get what you want in life; you get what you expect"‏

Some questions for you... 

  

Do you know where you’re heading? In work? Away from work? In Life? Where is it all leading to? Does it have to lead anywhere anyway?   

 

A bit deep for a Wednesday? Maybe. Let’s drill it down to your business, even your sales, especially your sales... What actions are you taking to get you to where you want to go?  

 

That's assuming you know where you want to go!  

 

How much of a plan have you got? So many sales professionals I meet have lack-lustre goals, if they have any at all; "I want to reach budget", "I want to achieve the annual bonus", "I want to progress", "I want more money" and so on. Often not specific. Often just so so.   

 

How about sprucing things up a little? 

 

You can have mere wishes...   

...or you can have dynamic expectations that really motivate you to reach for the stars. When you have mediocre goals - and let's face it, "I want to reach target" is fairly mediocre, you're setting yourself up to be ordinary.   

Shouldn’t you really be aiming for outstanding?  

 

It's wonderful to experience the curiosity and confidence of young children. They believe that everything is possible. But what happens between the age of children and teenage years? And beyond? Something comes up that gets in the way of those early dreams.  

 

It's all about expectations  

I’m not sure who said this but I wholeheartedly agree with it... “You don't get what you want in life; you get what you expect”. There’s a massive difference. Most people expect ordinary. In fact many sales people expect ordinary. Many business owners expect ordinary. That’s fine if you want ordinary - because that’s exactly what will show up... 'better to aim low and not be disappointed' and all that.   

 

But what if you’ve had enough of ordinary? What if you want more? To start with, how about expecting more? What if you decide that instead of settling for mid table in your sales league you expected to be in the top three? Instead of growing your business at 5% next year, what if you decided to expect 10% growth? And instead of converting your leads at the same 25% as the last few years, how would expecting a conversion rate of 35% sound?   

 

Goals  

I don't know where you are right now on your journey but what I do know is that most people who don't achieve the things they want in life usually have pretty mediocre goals and mediocre expectations to start with.   

 

How often do you start work with clear outcomes to achieve that day? How often do you set really aspirational objectives for the month? How engaged are you with the goals of your team?  

Challenge yourself... 

How could you increase your expectations tomorrow? Or today! What would your new expectations be for Friday 20^th June 2014? What does real sales success mean for you? Maybe in terms of units sold, revenue, profit, lead conversion? What should you really be expecting in your career between now and three years from now? Where do you expect to be? What are you expecting to be doing? And who with?  

Play with this. Imagine. You already know that tomorrow’s realities start with today’s thoughts – so get thinking! Put some meat on the bones. Really raise those expectations. Get used to wearing them. Be comfortable with them. That’s where you’re heading after all.  

 

Raise your expectations and you’ll have started a journey. A journey that will encourage your brain to deliver new, better and imaginative ideas to achieve those expectations and goals.  

 

Think Big: Expect Big: Plan Big: Act Big 

 

Until next time.

 

Leigh

PS: Check out my recent article for O2's "The Business" - Click Here to access "Losing Sales? Here's Why" 

 

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com

For previous 'Tricks of the Trade' go here

"Optimise Your Business!" Very Special One-Day Event.

"Optimise Your Business!"

 
Hello!

There’s a very special one-day event going on June 13th in London that I recommend you take a look at to help your business.

It’s being run by two very good friends of mine, Shaa Wasmund and Mark Attwood and I will be making a guest appearance!

Shaa, as you probably already know, is the founder of Smarta.com and the best-selling author of “Stop Talking, Start Doing”.

Shaa is a truly inspirational entrepreneur and speaker and knows exactly what businesses need, from start ups to companies like Dyson!

Mark has generated nearly £40 million for his own business, PAL Hire, using his own internet marketing techniques.

He’s been working online since 1996, and really knows his onions.

But, the best thing about Mark is his ability to explain something technical in a really down to earth way that cuts through all the bull.

Shaa and Mark did a webinar recently called “Top 6 Tips to Optimise Your Business”, which is available for a short time to listen to here:

www.shaa.com/optimise-your-business

I highly recommend you take a listen to the webinar and consider attending the event on the 13th – it’s a one-off, a great chance to network and I know the knowledge and insights you will gain will benefit your business including sales success!

As my gift to you, enter the discount code 'leigh' and you will receive your tickets for £67 instead of £197!

For more details about the event click here

I look forward to seeing you there!

 

Leigh

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com

Steve Peters, the England World Cup Squad - and You‏

The World Cup is looming. That thought will fill you with massive anticipation...or complete dread!  

 

This time round there’s a new member of the England Team...who won’t kick a ball for the whole of the tournament. His name is Steve Peters and he will be going to Brazil as the England team psychologist – you can read more in this recent article.  

 

The England management team have identified just how important it is for the players to have the right mindset if they are to achieve their potential in the tournament.  

What about your mindset?  

How often do you focus on YOU? You too should be ensuring you’ve got the mindset you need to get success in your role.  

Imagine you or your team being able to quickly and easily conjure up the necessary elements for success - confidence, determination, calmness, or anything else that's needed, at will...whenever it's needed. 

 

You can! 

It's with a technique called 'anchoring'. Anchoring allows you to take those success traits you feel and experience when you're at your best - and resurrect them when you're not!  

My preferred anchoring technique is the 'Circle of Excellence'. It's easy, fun and works with everyone. Try it out, go with it - and let me know how you get on.  

Here we go...  

The Circle of Excellence   

First, find a quiet area where you won't be disturbed.  

Think of a resource you would like to have immediate access to in the future. This could be confidence, calmness, determination...anything.  

 

Think back to a time when you demonstrated this very resource in the past. Relive that experience in detail. Then associate a colour with that state.  

Now imagine an invisible circle on the floor in front of you. Paint it the colour you just chose. Make it about 3 feet in diameter and 2 feet in front of you. Now add whatever you'd like into the circle that represents or supports that wonderful state you want to replicate. Do whatever you need to do, add whatever you need to add, so that your circle is as perfect as it can be.

 

Think of situations...
...in the past where you have possessed, and used, huge amounts of the very resource you now want to access. Think of at least 3 past events where you displayed the very traits that you want to bring into your circle of excellence. Really associate into the experiences. What were you doing? What were you saying? How were you feeling? What were you seeing? See yourself in the circle being magnificent and exhibiting these qualities.  

 

When you have built up your circle, step into it and experience the multiple effect of having those resources again here and now. Feel your power! Really enjoy yourself.   

 

Step out of the circle.

 

Check with yourself...  

...do you need to add anything to your circle? Add whatever you want to further build up those resources that you need.    

 

Step back into the circle and notice how you feel again. Really ramp up the feeling. Imagine you have a dial that increases the intensity and turn it up as much as you can stand!  

 

Then...pick up your circle and put it somewhere that you can access...maybe an imaginary pocket. You can call it your resource pocket...and know that you have access to it whenever you need it. When you do need it, roll out the circle in front of you, step into it, and feel your power and resources increase straight away as you conjure up the necessary elements for your sales success! 

 

You don’t need to be a member of the England World Cup Squad to experience the magic of the mindset.

 

It's all about the psychology of selling.

 

Until next time.  

Leigh

PS: Check out my recent article for O2's "The Business" - Click Here to access "Losing Sales? Here's Why"

 

results@sales-consultancy.com

020 7903 5426

www.sales-consultancy.com 

For previous 'Tricks of the Trade' go here