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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