The Three Step Sale

If your best leads aren’t converting, all the marketing in the world won’t help you grow.

One of the keys to boosting your conversion rate is fine-tuning your sales script to better understand what your prospect is really looking for.

What are some frustrations or concerns they’ve already experienced from your industry? What problem are they (really, actually) trying to solve, and in what time frame? How do they typically make buying decisions? What are their expectations (and how can you beat them?)

When it comes to making a sale, if you can’t answer those questions, you’re not in a great position to pitch a solution!

Know the Problem

Before you start trying to solve their problem, you’ve got to understand it. Asking smart questions is a great way to establish a relationship, gain credibility and trust, and make sure the solution fits the real problem.

But you need to do more than build rapport – you’ve got to make the sale. So while an interview has two parts (question, answer, repeat), a sales conversation has three: 

1. Question:

At a minimum, create a script in advance with 5-7 questions for each prospect that will help them reach a decision. Questions like: What have you already tried? Why is it important to address this now? What are the potential risks and obstacles if you do make a purchase – and if you don’t? How does your organization typically budget for this type of purchase?

2. Answer:

Most people use this time to think of the next thing they want to say. In sales, listening is a superpower. People want to be heard – so make sure you’re really, truly paying attention. 

3. Positive Stroke:

Here’s where you paint yourself into the picture. Give them a little gold nugget – a relevant piece of information they can take away and use, or talk about another time you faced something similar and how it was resolved. Or, simply take the opportunity to say something complimentary about their response – so they walk out of the conversation feeling 10 feet tall.

Repeat:

Repeat these steps until they’re ready to make a decision.

This simple three step process, when applied consistently, lets you systemize sales conversations without sounding like a robot. Remember, no one wants to be sold to – but people love to buy!

Digging deep into a client's thought process lets them buy from you with confidence, and updating a tired sales script or process can have an immediate impact on your business. 

If your sales process deserves a little extra focus this year, check out my 12-week Sales Training Masterclass starting Oct 3!

Free Webinar: Clients By Christmas - Sales Secrets

On September 19, 12:00pm EST, I'm hosting a free webinar where we will delve into tried and tested ActionCOACH strategies employed by sales professionals – those who guide prospects to buying decisions without sounding pushy or sleazy.

Gain insight on:

• Closing new leads
• Harnessing your existing database
• Effectively asking for referrals and reviews.

Goals: by Zig Ziglar

"A goal properly set is halfway reached."

This month, we are looking ahead to the end of the year. Q4 is just around the corner, and its time to get moving to hit our targets before 2024. 

Do you ever find yourself confusing activity with accomplishment? Zig Zaglar shares the reasons people don’t set goals, the major steps of setting goals, variables in the formula to reach them, then gives you ways to take action.