Based on a recent conversation I had with one of my business coaching clients, regarding sales and the sales follow-up process, I wanted to share my 5-part s.a.l.e.s secret with you!
Our conversation started like this,
“Sales slip away from me. You’re the BEST closer I know. You didn’t let me get away. Please share 5 tips for a better close.”
The following are 5 quick {and easy} tips that you can instantly implement and increase your impact, influence, and income in your business today IF…
You too {are like so many entrepreneurs I coach} want to make more money in your business, but…selling just isn’t “your thing”, or you “feel weird” about asking for the sale, money, or business.
The OLD way of selling is NOT working [i.e., the icky car salesman approach to “just putting the customer in SOMEthing”], and it often leads topurchasing regret {aka, ‘buyer’s remorse’} and a high dissatisfaction/return/complaint/no-results rate on the back end of things.
The following tips are based on what has worked BEST for my business {I’ll be sharing tips #2-5 on future posts!}
This post focuses on today’s tip #1 in what I call the S.A.L.E.S process and each letter in the word “SALES” each play a vital role in creating a successful sales system that repeats positive results and great outcomes time and time again.
Let’s start with the letter “S” in the S.A.L.E.S process…
“S” is step 1 and stands for ‘Speak with’. I like to think of this as the beginning of a conversation between friends {no pushy/sticky icky “sales” tactics or schemes required!}.
When you allow yourself to think of this process as a private conversation on the couch between friends, it also makes it easier to keep in the back of your mind that you have something to contribute to the other person’s overall success! — Like a real friend always does :).
As you listen and find out where your friend {aka, ‘customer or client’} feels like they’re stuck. It helps to allow them to open up more, which helps you – as the friend {aka, ‘s.a.l.e.s person’} – understand where they are and they reallywant to be.
Think about the jewelry store Tiffany’s. They have private booths and rooms in a reserved part of their stores to have the S.A.L.E.S conversation between the jewelry buyer and the seller!
This has multiple advantages. It gives the buyer the chance to DREAM about what it would look like to finally make that purchase, and how different their life/happiness/mood/status will be afterwards.
Plus, it allows the seller the chance to give one-on-one time to focus on exactly what their friend {the customer or client} says they want. It’s an opportunity to get inside the minds of the buyer, allows them to “spill the beans” of the challenges/hurdles/struggles they’re facing as they also drop hints of what they really need from you {as the s.a.l.e.s friend!}.
This is where you’ll begin to understand how to:
- Speak the language of your customer(s) all while
- Keeping the conversation at least 90% focused on what the customer/client and their needs then…
- Tenaciously solving their problem, but
- Not PUSHING the issue. Instead, you listen and
- Allow the customer to let YOU know how they believe you can help them best, based on what they want (and what you know you have to offer)–
When you keep these key things in mind mind from the very beginning of your s.a.l.e.s process when you first speak with a future client or customer,the process is off to a great start, and the momentum can only increase as you assess the needs of the client {which is the “A” in the S.A.L.E.S process that I’ll share with you in a future post!…}
What I know for sure…
As an award-winning Business Coach for women small business owners, I’m often asked how entrepreneurs can strengthen their message, get more clients, and make more money in their business.
As a result, I empower women small business owners to confidently connect via conversations that convert to clients, cash, checks, and credit cards!
This conversation with one of my business coaching clients {and similar ones like it with entrepreneurs worldwide} has inspired me to share what I know, along with my own personal experience of how this system has worked for me in a ‘S.A.L.E.S Success Secrets‘ workshop.
If this {first of five} tip has been helpful to you, this free workshop is the place to be to get the help you need for your next level of the S.A.L.E.Sconversation-to-conversion process in your business!
Together, we walk through the process of how to…
- Discover the secret to successful selling
- Attract more clients and customers to your business
- Uncover tips to systemize your sales success
- Get helpful tools for your next sales conversation
- Plus, you’ll get a sales follow-up formula that guarantees repeat sales!
Thanks for reading. Feel free to post your comment below on your ‘aha’from this post and what the “S” in sales means to {and for} you, your customers/clients, and the future s.a.l.e.s process in your business.
I’ll see you in the NEXT post, as we discuss the “A” in S.A.L.E.S, and how to “Assess” the the needs, wants, and desires or our customers and clients!
P.S. – Shouts out to Yar, my coaching client for getting this conversation going, and allowing me to share what started out as a private 1:1 coaching conversation {a part of the “s” in the process!} with the world in order to help coach other business leaders and entrepreneurs both now and for generations to come!
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thebossof.me 