If you're not both leaving the sales call feeling inspired and motivated about talking the next step, you don't have your sales game down. So, if you feel like you're leaving a lot of money on the table, and that you and your sales team aren't closing enough deals (or wasting too much time on too many sales calls), listen up because this article is what you need. Step 1: Illuminate your customers' pain. Your first step is to help your prospect appreciate their current pain, so the beginning of every sales call needs to focus on them, their story and their business -- so you can establish common ground. Takes notes and take it all in, and then flip their focus onto their current situation by asking, "How's your month been?" Pain alone isn't enough to sell someone a solution. (The pain) "You want to scale to seven figures so you can finally build a team to do most the work for you, and spend more time with your family and to travel." Good listening leads to good understanding, meaning your role isn't to do most of the talking (or to sell much at all), but rather point out what they already know. Allow them to highlight their own gap, because this way they create their own solution -- meaning all you have to do is tailor your offer around their needs. Asking them this brings them back to their pain and their current situation.
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Sales has a bad a reputation, and rightly so because so many people go about sales all wrong.
But, good sales is like having a good relationship: Both of you should get something positive out of it.
If you’re not both leaving the sales call feeling inspired and motivated about talking the next step, you don’t have your sales game down.
So, if you feel like you’re leaving a lot of money on the table, and that you and your sales team aren’t closing enough deals (or wasting too much time on too many sales calls), listen up because this article is what you need.
My friend Jesse Elder taught me this four-step sales process, and it’s helped me and my team generate $5 million-plus in sales over the last 18 months (and we’re growing month-on-month). It’s changed how we approach our entire sales engine, and if you generate most of your revenue through sales calls and one-to-one meetings, it will change your entire approach, too.
Step 1: Illuminate your customers’ pain.
Your first step is to help your prospect appreciate their current pain, so the beginning of every sales call needs to focus on them, their story and their business — so you can establish common ground.
You have to understand their situation, and where they currently are on their journey. Listen to them. Ask them about their business and life, and sit back as they tell you their story. Takes notes and take it all in, and then flip their focus onto their current situation by asking, “How’s your month been?”
This simple question is one of the most powerful you can ask, as it gets them to think about where they are now: the good and the bad. It’s rare you’ll come across entrepreneurs who are completely content with where they are. They’ll likely share some good news with you, but also focus on what they’re unhappy with.
Take notes as they tell you about their pain, problems and challenges. You don’t need to illuminate their pain, because with that simple question they’ll do it on their own.
Step 2: Visualize their vision.
Once you have an understanding of where they are — and they’ve reflected on their current pain — flip the script and ask them to share their plans for the future. Ask them to describe their goals, vision and what motivates them.
You want them to dive deep into where they want to go, and talk…
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