The Formula: 4 Steps to Closing More Sales – Even If You Hate Selling
You may want to watch the video on the previous blog entitled: Turning a ‘No’ Into ‘Yes’, by Andrea Waltz who is a practical marketing expert and business lifestyle architect, before reading this post.
Now that you have watched this video in the previous post, below is Stacy Karacostas’ formula for closing more sales. I really like this formula on the 4 Steps to Closing More Sales – Even If You Hate Selling because the steps are practical and they work:
Step #1: Forget About You and Focus On Them
Get to know your prospect by asking questions and listening much more than you talk. Find out what they do, what their goals are and why they haven’t been able to reach them yet. Try to uncover their biggest problems and desires and what they think they need.
Step #2: Problems, Solutions and Benefits
Once you understand the customer’s problems, wants and needs — simply explain how you can help. Ideally give examples of how you’ve helped other customers with similar problems. Use stats and specific numbers whenever possible when discussing results (e.g., “In 3 months I was able to help so-and-so double their revenues.”).
Remember, it’s still not about you and what you do or sell…it’s about them and what they need. So focus on results and benefits more than processes. Prospects must understand what’s in it for them or they aren’t going to buy.
Step #3: Check In
Let them know what you believe you can do for them. Then ask, “If I could do ‘X’ for you, would that solve your problems or help you achieve your goals?”
If they say ‘yes’, you’re one giant step closer to making the sale. Now move on to Step #4.
If they say ‘no’, you need to find out why. Chances are you either misunderstood their wants, needs or goals, or they didn’t share a critical piece of information. So return to Step #1, ask more questions and then go through these steps again.
Step #4: Use the Assumptive Close
Once you have offered a solution they agree will help them reach their goals, it’s safe to assume they want to move forward. Who wouldn’t, right?
So don’t ask if they want to hire you or buy now. Tell them what happens next (e.g., “Great! I’m looking forward to helping you with ‘X’. I will send you a proposal or contract tomorrow and we can get started. Why don’t we go ahead and schedule our next meeting now. What days are best for you?”). Then make it happen. Voila! Sale closed.
Stacy concluded by stating: “Keep in mind; you won’t always catch a fish on the first cast, sometimes it’s going take more than one meeting or contact to make the sale – especially if what you’re selling is high priced.
So be sure you have a solid process for following up — a thank you card, phone calls, and helpful information (NOT just sales pieces) via email and in print. Then, each time you speak with them, follow this simple process until you’ve closed the deal”.
Be sure to leave me a comment and let me know what you think about The Formula: 4 Steps to Closing More Sales – Even If You Hate Selling.
© 2011 Dr. Laureen Wishom
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Turning a ‘No’ Into ‘Yes’
I recently received a call from a woman business owner who was concerned with how she could sell more products by Turning a ‘No’ into ‘Yes’. I remembered a video that I recently watched by Andrea Waltz that addressed the issue of Turning a ‘No’ Into a ‘Yes’.
Below are the top 3 problems I have identified which I feel will hinder you from Turning a ‘No’ Into ‘Yes’:
- People don’t know how to ask great questions, mainly because they would rather pretend they already know the answers. Be sure that you develop good questions to help guide your prospects in the direction you want them to go.
- Customers don’t know how your product will solve their problem. Remember, it is your job to find out what your customers need and once you know what they need, be prepared to recommend a viable solution.
- Business Owners over promise and under deliver. Business owners have good intentions, but they usually fall short of making the customer feel valued. Most business owners promise a lot, and then they deliver far less.
Why not do the opposite: under promise and over deliver. Your customers will be pleasantly surprised and they’ll tell everyone they know.
Now that you know the techniques for Turning a ‘No’ Into ‘Yes’’, are you willing to follow Andrea Waltz advice? You can leave me a comment (below) on your thoughts.
Be sure to watch for the next post entitled: The Formula: 4 Steps to Closing More Sales – Even If You Hate Selling. It will provide some additional tactics for Turning a ‘No’ Into “Yes’.
© 2011 Dr. Laureen Wishom
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Tips for Business Success in 2012
As a Positioning, Success and Business Growth Coach, I work mostly with women entrepreneurs in business from startups to seven years and counting. Inevitably they all want to know: ‘What are the Tips for Business Success in 2012?
Here is my advice for any women entrepreneur who desires business success in 2012:
1. Overhaul your business plan. Dust off your business plan and get rid of any assumptions you may have made eighteen months ago. Roll up your sleeves, do the math and zero in on the best strategies to grab market share and win new business and new clients.
Create hard benchmarks and measure results often. That’s how you improve performance, says Tim Berry, president and founder of Palo Alto Software Inc., developer of Business Plan Pro.
2. Keep what works. Whatever paid off in 2011 is worth investing more time, money and resources in 2012 especially if the target audience still exists. Ask yourself: What was your top-selling product or service, and how can you get your clients and customers to buy more? What money-saving strategies went straight to the bottom line? What are your clients raving about?
3. Experiment and Reinvent. What is the best time to try something new? — When the old isn’t working. It may feel safer to stay in your comfort zone, but sticking with the same old product, service or marketing strategy might actually be riskier. Be open to reinventing your business and personal brand if it will impact the bottom line. In this economy, it’s more important than ever to avoid becoming a “me, too” brand.
Need some inspiration? Check out Seth Godin’s bestselling book Purple Cow about how to make your company remarkable.
4. Expand your network. Facebook and LinkedIn have their uses, but they’ll never replace face-to-face meetings and networking events, especially to win new business and get referrals.
5.Team up. Working with “channel partners”–companies that target the same market but with products or services different from yours–can be an ultra-efficient marketing strategy. They’ve already spent the time and money to attract the customers you want, and you can piggyback on those efforts.
So in 2012 be sure to make the right choices. Review this list as if your business depended on it and start to work on each of the Tips for Business Success in 2012.
Now that you know the Tips for Business Success in 2012 what is your plan of action.
© 2011 Dr. Laureen Wishom
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Top 10 Tips to Success at Work – Part 2
In the previous blog, Top 10 Tips to Success at Work – Part 1, I shared Mark Gallagher first five Top 10 Tips to Success at Work. This post covers his next five tips for success at work.
6. Coach management in how to use or fix their personal computers.
Some senior types in your organization may have weak computer skills and they may be reluctant to call the Help Desk to get help.
Find any way you can to be the personal help desk person to your boss or senior management. Doesn’t matter if it’s not your job, it creates an opportunity to bond with senior level people.
7. Actively re-direct credit and thanks to others.
When a project is done, send an e-mail to all involved (including all management above) announcing the project was completed successfully and particular thanks is owed to ______. This is a powerful strategy to get management to see you as a leader.
For example, here’s a short voice mail message to a manager:
“Mary, I just wanted to say what an outstanding job Jim did on the re-design project. He had the key idea on…..”
At the end of the year when everyone is doing performance reviews, think of people outside your immediate group that helped you on a project in the past year. Send that person’s manager and the manager one more level up, a note that recognizes the work of that employee. For example write this:
“Jim and Lori: At our staff meeting today we discussed our performance reviews for 2003. I asked my team for names of people outside our group that made big contributions to our projects. Jack Fleming was at the top of list for troubleshooting the server problem when we launched the new enhancements. That was huge.
Just a quick note in recognition of Jack’s work in the past year, and we look forward to working with your team in on the next project.”
8. Use face-to-face meetings or the phone to communicate bad news or to disarm people that are blocking your projects.
Never communicate negative opinions or bad news using e-mail, chat or voicemail. Pick up the phone or setup a face-to-face meeting.
If you receive an e-mail with negative opinions or if you are copied on an e-mail debate where negative opinions are shared, do not “reply to all” to continue the debate. Call the person directly and say:
“Tom, I’m reading this good e-mail debate on the project, I wanted to call you directly to understand your view on this…. You will be amazed at how quickly people calm down when you call them or meet with them face to face. If you are not getting the collaboration you need on a project, call the key person and say: “Hey Paul, I know you guys are very busy, but your group has all the talent on this project, we need your help to …..”
E-mail is an excellent channel to communicate positive news because it can be easily forwarded to others.
9. Avoid long meetings by taking the initiative to organize short meetings and respond quickly to any e-mails and phone calls.
Nothing will sap your energy and productivity more than long conference calls or half day meetings. If you do not respond quickly to e-mails or phone calls, problems can grow and you will be invited to long meetings to discuss the problem.
Try to be proactive by quickly responding to all communications channels and take the initiative to organize the meetings so you can keep them short and productive.
10. Dress one level – up that of your co-workers
This is a subtle thing. You don’t want to look clearly more casual or less casual than your co-workers……..just better. Do it this way. Go to an upscale store like Nordstrom wearing the clothes you typically wear at work. Find a salesperson and tell him/her: ”this is the types pf clothes I wear every day, I want to look better. Not less casual, just better.” Now let them take if from there. It will cost you, but you will make it back in career advancement.
Also don’t forget to invest in perfecting your skills and gaining more knowledge – YOU are always be your best investment.
Now that you know all the Top 10 Tips to Success at Work –Part 1 are you willing to do the Top 10 Tips to Success at Work – Part 2 to obtain more success at work?
© 2011 Dr. Laureen Wishom
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