Part 1 in a 4 Part Series
Setting the foundation:
Most of us stepped into the entrepreneurial world because we’re super-passionate about the results we offer – not because we’re jumping over the moon excited about selling our program, product or service.
If you’re like me, I would rather skip the entire “sales” conversation and go right to delivering my results.
I loathed selling, didn’t do it well and reached the point where I was so averse to selling that my business almost failed.
Faced with that impending failure, something had to change; I had to change.
It was time to ratchet up the curiosity and creativity to find a solution for my aversion to selling. The result of responding to that challenge is a 4-step system that works for me, for my clients, and I’m confident it will work for you.
This system replaces convincing with questions.
That’s right, questions. The conversation I have with a prospect isn’t about a transaction, it’s about transformation. It isn’t about convincing them that my program is exactly what they need, rather it’s about asking questions to connect with where they are and listening to their answers….really listening.
I want you to understand that you can do this. You, too, can kick the “icky sales call” to the curb and start feeling good about getting more yes’s easier and faster.
There’s 4-steps to this system:
Connecting:
Discovering:
Presenting:
Closing:
The key, the secret in each step, is knowing the right questions to ask, when to ask them, and – are you ready – listening.
This system is grounded in my foundational belief of adding value to every client conversation; I want to have a positive impact and feel really good about the conversation. Whether they choose to purchase my program or not, there’s a positive interaction and a positive impact.
It’s that powerful.
The conversation isn’t about making the sale, rather it’s about having a positive impact on a prospective client – transformation rather than transaction. When you release the pressure of making the sale and instead, ask questions and listen, prospects will realize that you care about them, that you’re looking out for their best interest and are contributing value. That’s the secret to hearing a lot more yes’s!
When the value you provide is greater than the price of your product, service or program, you will have a new client.
Before we get to the first step, it’s important to reiterate the importance of asking the right questions AND listening. Research tells us that when 2 people are having a conversation, 45% of the time the person who is supposed be listening, is not. They’re thinking about what they want to say. The other 45% of time they’re thinking about how quickly they can start talking. So, 90% of the time, people aren’t listening to what you’re saying.
When you flip this around and listen, really listen to what your prospects are saying, they’ll be totally surprised. Since I’ve been using this system, so often prospects say, “OMG, you’re really listening to me, actually paying attention to what I’m saying.”
Step 1: Connecting
The sale begins right here in connecting with your prospect. You want to make sure the one thing you have in common is the one thing you want to focus on and that’s them! Not you. Not your program, Not your service.
It’s all about them.
The focus at all times is on the prospect, wanting to connect and discover their needs to determine if your offer is going to be something that fulfills the need they have. You’re asking the right questions and connecting with their needs, wants, desires and dreams.
Here’s the thing, your prospect has the answers you need so you want to ask questions that reveal their answers.
Let’s look at this scenario: your prospect has downloaded something for free from your website or read a blog post or watched a video you’ve posted. The next step in your sales funnel is to follow up with the opportunity to schedule a complimentary discovery call with you.
When I’m connecting with a prospect for the first time, I would say something like, “Hi, (their name) I’ve been looking forward to our call. You recently downloaded my Attract More Client’s Now! Checklist and I want to ask if you’ve had the opportunity to try one of the suggestions or are you still in the process of finding one that suits you and your ideal client?”
Note: I’m asking about where they are right now – what’s working for them, or not, in attracting their ideal client. I’m connecting with them and interested in discovering more.
The mistake most people make is to jump right into presenting the offer. Instead of connecting and discovering, they’ll make a brief connection and then boom, present their offer. You’ve probably experienced this – after a brief get acquainted exchange, “Let me tell you about my amazing… or this incredible opportunity or I have exactly what you need.”
Jumping right into presenting without finding out the needs of your prospect is the death knoll for making the sale.
Although connecting isn’t the longest part of this 4-step system, it is vital because you’re establishing that you’re interested in what they need, what they’re looking for.
Ask them what attracted them to your website or Facebook group. What inspired them to schedule a call with you now. That will help you learn their pain points, hot buttons, wants, dreams and desires – and you really listen to what they say. Listen, listen, listen and ask questions to find out how your product or service is going to improve that part of their life.
As the world moves at a faster and faster pace, people, you, me, your prospects are begging to be heard, and want to know that our opinion matters, so the more you listen and satisfy that need, the greater the connection.
To wrap up Step 1: Connecting, you want to focus on them and listen. You want to learn what they’re seeking, their needs, wants, desires and dreams. That’s how you connect with your prospect. This is a game changer, it’s so worth 2 or 3 minutes.
Action: start practicing this today…yes, practice. Reach out to a friend or colleague and invite them to role play. Mastering the skill of listening is easier than you think and will positively impact your day-to-day interactions – all you need to do is listen. Try it out and post your comments below.
In the next segment, we’ll talk about Step 2, Discovering.
Would love to hear your thoughts on this!
