How to Get to Yes More Often and No More Quickly!
August 25, 2007
What you absolutely must know to make every sales presentation successful.
So you sit for hours and make a presentation and then your client gives you the ultimate brush off…. “Thanks! This is great. I will definitely think about it.”
OUCH. That just cost you two hours of billable time that you could have spent doing ANYTHING else and drained you of valuable energy that you could have given to another client - another project. My key focus over the years has been on helping small business owners and professional sales people spend less of their time delivering their heart and souls to people with no interest in buying and little interest in the value of the time of the presenter.
The first truth you must understand in freeing up your time and growing your closing ratios (That is the number of people who give you money divided by the number of people you bare your soul to about your business) - is to STOP FEARING NO. In fact, at the onset of most meetings or sales calls that I am on, I am trying to find some way to disqualify my prospective client early in the process. Why? Because if you are building a Powerful Prospecting Engine through your own Ultimate Prospecting System, then you have more than enough people to discuss your services with.
What you don’t need is to be deflated for the rest of the day by someone who never had the inclination or the authority to say YES. Also, once you have gotten over the fear of no, your genuine concern in helping your prospects begins to show and thedesperation that chased people away (and made you afraid to speak to anyone about your products) is now gone.
If you want to develop a killer sales presentation that gets you to Yes much more often and to No much more quickly - then remember this RAPID Selling System.
Develop RAPPORT Early. Bring along something that endears you to the client and sets you up as the expert. If you have written an article, a book - refer them to it if you are on the phone or bring it if you are meeting them live.
AGREE to the AGENDA for the call. Don’t be interrupted every five minutes. Plan an agenda that accommodates your prospect but allows you to control the flow of information. If you are questioning and probing in a sincere manner, they are going to be just fine with following your agenda
Probe for PAIN, PAIN, PAIN - This is the PRIMARY reason someone would buy consistently from you is to get rid of some kind of pain. The pain of not enough customers, the pain of a bad relationship, the pain of shoes that are too small, the pain of you name it. Find the true source of the pain and probe it until you understand it better thanyour prospect does. Then you can begin to present what you offer. Just remember to make it relevant to solving the issue.
INVESTIGATE the solution to the pain together. Don’t shove solutions down the customer’s throat. Let them “find” it with you. Sentences like “What if we did this” or “How would you implement that?” are powerful. Also, let them verbalize the benefit of using the solution.
DECIDE on the next course of action. This is not an open ended choice for the prospect. If you have investigated the pain and the solution correctly, the client should have very few legitimate reasons for not moving forward. If there is not sufficient pain, then you can take away the sale much earlier and not put the prospect in the position of telling you no - That is a powerful lesson all to itself.
Commit to put this Proven RoadMap into place in your Sales Calls and watch your Profits SOAR!
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