Changing your mindset from hard selling to gentle sharing might just be the shift you need to start getting on the phone with confidence and hanging up with another raving fan.
Here are our 5 steps for turning a lead into a customer on your next “sales call”:
Start every conversation with open and genuine exchange. Be as real and authentic as you can possibly be. The more “YOU” you are, the more attractive you will come across.
Curious how to build rapport and genuine connection straight off the bat?
Ask questions and…..actually LISTEN! Take what you hear to find a common thread between you and your prospect. The #1 rule of The Master Connection Formula is to build the “know”, “like” and “trust” factor. Perhaps a little digging into their social media will give you some good talking points to start out with! No shame in the game! Tell them you have been following them. It’s flattering :>
2. Identify + Discover –
The next step is all about identifying with the person + understanding their needs. Your sales call should feel simple and conversational (not contrived and stressful).
Ask your prospect questions like:
What is your #1 struggle when it comes to _X_?
Why do you think you’re struggling with this?
Why does this need to change now?
These are excellent questions to give you more information and help you to recognize early in the conversation if you are a good match to work together.
3. Set The Vision –
When your prospect is telling you her/his struggles, this tells you what they DON’T want anymore. Dig deeper into the information. Ask relevant questions. Finally, ask them what their vision is and learn more about the transformation they are seeking.
4. Share The Transformation-
People are NOT buying your product/service, they’re buying the transformation you provide.
Use a very specific story/case study about how you helped someone just like them who had a similar vision. Everyone wants to know how they can receive what they’ve already given to someone else.
5. Time To Close –
When someone is really a great match, ask; “How would you like to get started?” and be prepared with 3 options to offer. Either the person is excited to jump aboard, and they become your client (WOOHOO!), or this question opens the doorway to overcoming objections.
Of course, you want everyone to be eager to get started but most times, there will be objections. People don’t like change so, this final step is essential to help confirm that what you’re selling will work for them.
Preparation is the key to feeling confident and so is repetition. The more times you can share your services with others, the more comfortable you will feel getting on the phone and the more confident you will be walking your leads into a “heck yes!”. #gogetem
Which tip rocks your world the most? Share with us in the comments below!