Are you ready to learn how to increase sales in a competitive market? We're going to finish out our 5-part series on the top ways to craft your perfect sales pitch to make more sales.
Learn how to be a sales expert with my five simple tips. Once you learn how to have a business mindset, you'll learn how to get better in sales.
These five steps will help you learn how to secure a sale.
Captivate your audience
We all know that there's a know like, and trust factor in sales, and depending on someone's behavior, or communication style, that's going to take a different amount of time.
But before you can actually even get to that point, you have to be able to captivate, or grab someone's attention, because this is the beginning of the relationship-building process.
People buy for emotional reasons. They justify with their heads, but if they are emotionally involved in your brand, product, service, or your story, then you can actually give them a solution to their major pain points.
They're going to be customers for life, but the first step is you have to captivate their attention.
When you're putting out your message, you have to captivate them.
You have to captivate them with the pictures, with the colors that your brand's on point, but more importantly, you have to captivate them with your actual messaging.
Understand how to communicate
Did you know that there are different communication styles? There are basically four communication styles and this is so important with your messaging that you communicate to all four.
There's a dominant behavior style, some people call it controller, dominant, assertive. With that person, you've got to grab their attention very quickly, and you have to command and captivate their attention.
Because you have about, I don't know, 2.5 seconds to grab their attention.
Then you have the complete opposite of that of what I like to call, the softer side of sales meaning they want to hear the message completely.
They want to take their time, they want to know that you care about them, they want to feel good about the message, and they want you to have a different kind of energy.
When you're communicating that if you're too loud, or too forward, they're going to shut down, so this is the dance when it comes to sales.
Then you have the high-energy communicator. They like them to know that there is going to be something that's super exciting.
When you're communicating your sales pitch, remember that you also have to be excited, and energetic, enthusiastic, because you want to make sure that you don't bore those people.
Lastly, you have the analyzers of the world of personality styles. They'd like to analyze information, and they need a little bit of time to analyze it.
They're never going to be a one-call close or one email close.
Connecting with your clients
Relationships trump everything in sales. So at some point, you've got to connect with another human being.
Remember, people buy for emotional reasons. They want to feel like they can communicate, and tell you everything, the good, the bad, the ugly, everything in between, what they're struggling with.
They want to feel like you're a trusted friend and then they'll start opening up!
Be real, be you, whatever that is for you. Don't do it my way, don't do it someone else's way, do it your way!
Converting the sale
You can't convert somebody into becoming a buyer, if they don't know, like, and trust you.
You want to make sure that whoever you're talking to can actually make the decision because that's the person that you want to create the relationship with.
But if they have any objection, celebrate that.
Still be courageous and confident, but don't change what you're doing, or don't change your personality, or don't change your pitch, because they have an objection, celebrate it.
And you know what? When you do that head-on, it's going to establish confidence that you believe in your brand, product, or service.
Just that in and of itself could actually cause somebody to say “yes.”
Closing the sale
How do you close? Would you be shocked to know that like, eighty-five percent of the time, people don't actually ask for the close?
Don't be shy, ask for the business. They're actually expecting it.
Nobody wants to be sold but everybody wants to buy, especially from someone that they know, like, and trust, and especially from someone that has the solution to their major problem.
If you follow these five steps correctly, they'll be in one of three places.
They'll either be “Forget about it, they're not your client.” or “I'm loving this, but I need more information.” or “But hey, ready to rock and roll.”
And each one of those three things, tells you where you need to go next.
If it's, forget about it, you've done your best job. Not everybody is my client, not everybody is your client, and if you feel like you've followed all those steps, then it might just be what it is.
The second part is, I'm loving it. Then you have to address the objections, you have to make sure you've communicated your value, you have to make sure that you've connected, that you've created a relationship with that person, and they have to know that it's not about the money.
For those people that are young, and ready to rock and roll, you just want to say, “Okay, great, here's what you need to do…” You want to give them instructions, and that's it. You don't want to ask any more questions when someone's ready to go, because whoever talks the most, loses.
After that, you want to ask some trial closing questions.
What do you think about my solution?
Is there anything that you'd like to add to the contract?
Do you have any additional questions?
When are you looking to get started?
So you want to keep them in. So what is it that they need to tip the scale to say, “Yes.” Sometimes it's just asking some additional questions. So you want to come up with maybe I'd say your top ten trial closing questions, you're taking the temperature of that person, you want to find out where they're at, and then you know whether you need to go back again, and address that objection. Because remember, somewhere in between the converting, and the closing process, if that customer is not ready to go, you're going to have to address maybe the real objection, because sometimes, when you're, I mean, I've never, ever, in my twenty-six years of, specifically in the sales, coaching, training industry, I've never had anybody sit down, and say, “Okay, so I've thought about this, I have all the money that I need, all the time that I need, and I just need you to give me the proposal to sign up.” Said no one ever! So time and money is something that if they find the solution that you have, is going to solve their major problem, guess what happens to time and money?
Wrapping up the sale
You're basically just bringing it all together and wrapping it up in a pretty bow.
Whether it's follow-up email, voicemail, text message, whatever works, just do it.
Don't be shy, keep making the phone call.
That follow up and wrap up just might be the tipping point in taking your sales conversation rate through the roof.