I've been busy this week putting together some training on how to have a sales conversation. It seems to be the missing piece for so many people.
They are taught they have to build a tribe and generate leads and post on social media, but then when it gets to the point where they actually have to talk to someone about becoming a client, they don't know what to do.
There are many different elements that go into creating a high conversion on your sales calls, but today I wanted to start with my top 3 Rules that your MUST FOLLOW, if you are to have a chance of closing people into your business.
3 Rules For A Successful Sales Conversation
- Silence is your greatest weapon.
When people first start out making sales calls, they talk too much.
They are already in discomfort at the thought of having to ‘sell someone' into their program, so whenever some silence pops up, they have to fill it.
But here's the thing about silence…
It is your greatest weapon.
Firstly, silence gives the other person space to really think about their answers. If you are silent after they tell you something, rather than just jumping in and responding, you will find that the person starts to give you more details. They will be working over their answer in their own head, digging deeper, getting clarity.
And more clarity is a good thing.
The other thing that silence does is it makes them feel heard. You are there for them, listening to them, holding space for them and their pain and their frustrations.
This is a powerful thing.
Being listened to feels so alike to feeling loved that people can't tell the difference.
The final and most powerful thing that silence does is that it creates an internal pressure inside the prospect.
When you talk, you release that pressure.
SO the most powerful time to hold silent is after you have told them how much it is to work with you.
If you have done your job with the cadence of the sales call, and then you are silent after you have told them the price, you can pretty much sit there and watch them talk themselves into it. It’s an amazing and very liberating thing.
- People don’t pay for more. They pay for clarity.
What makes people reach out for help?
It's their desire to have help solving a problem. Something that they have been unable to solve themselves.
Something that they have found difficult or complex or just too difficult to work out how to do it themselves.
People are looking for a simple way to solve their problem…
They want to know how to take something that seems complicated and hard, and to do it with simplicity and ease.
People will pay a lot if you can give them clarity on how you can make that happen.
If you can give them complete clarity on how you are going to help them solve their problem then it is not about price anymore.
- Don’t coach them on the call
It can be tempting when you first start taking sales calls to give them some quick hits of coaching so that you can show them how amazing you are and how much you can help them…
But here's the thing about that.
Humans, as a race, are notoriously lazy. If we can get a quick fix for our problems we will take that and run with it.
Now you and I know that the things that they think are their obstacles are only the tip of the iceberg. Cause once those problems are solved, more will come up.
SO when you coach them on something on that call, you are doing them a total disservice because there is a very good chance they will be thinking, ‘I don't need to pay $3000 to fix this, I'll just do this one thing they just told me to do to fix my obstacle.'
And then you will never see them again.
Our job on a sales call is not to coach them, our job is to make them see how much they need our help.
It is to show them their dreams and their goals and how much they mean to them, and then to show them what is stopping them from getting there. And then it is to show up as that person who can get them to their dream life.
There is only one time that you should coach on a call…but I am going to tell you about that another time.
So lookout for an article next week called – The ONLY TIME you should coach on a sales call.
In your corner,