With this S.A.L.E.S process, I have between 85% closing rate (aka ‘Elevation Rate’) where I upsell on a program, product, or private service I have (and I have several opportunities) to help elevate business impact, influence, and income to the next level.
Just by documenting and consistently repeating this S.A.L.E.S system, I’ve seen a repeat of success in my life my business, my S.A.L.E.S process and a tremendous shift in the personal and professional world of my clients.
Here’s a hint, a successful S.A.L.E.S system or conversation involve five steps that will always help you close sales better. The following techniques can fit any type of business, and can be used for over-the-phone and live/in-person sales to help you accomplish the sales goals of your business.
The objective is to help you get to the next level of where you are to where you want to be in sales. The benefits of the following is based on a conversation I had with one of my clients, Ray who said…
“You are one of the BEST sales “closers” I know. Meaning, you didn’t let me get away from making a purchase decision but you tenaciously insisted on closing the sale. What are 5 things to remember to close better? I have the feeling that I often let sales slip out of my hands”
I’m going to share with you what I wish I would have known earlier on. Because I’ve studied the experts and took what worked for others, gave it a twist, then made it work for me.
Here are the talk points I shared with Ray, based on what has worked best for me in my business, and what you can use to make the magic happen too…
Here are my 5 Steps to a successful S.A.L.E.S system:
Step 1: Speak with the client/customer
It’s like a conversation
No pushy sales
Think of it as a conversation on the couch between friends
Know (in the back of your mind that you have something to contribute to their success)
Find out where they feel like they’re stuck
Get them alone/in private
Get them talking (helps you – as the sales person – understand where they are, and they really want to be)
One-on-one to focus on exactly what they say they need (helps to “get inside of their heads) – this allows them to “spill the beans” of the challenges/hurdles/struggles (it allows them to drop hints of what the really need)
You’re speaking the language of the customer
Keep the conversation at least 90% focused on what the customer and their needs
Tenaciously attack the problem (not the customer) you can help them solve
Don’t push the issue
Let the customer let you know how they believe you can help them best, based on what they want (and what you know)
Listen
Step 2: Assess
Assess where they are versus where they want to be
Take notes (in your head and on paper)
Recap and paraphrase what they say they want
Repeat back to them the ideal scenario of where they say they want to be
How bad they want it
Ask/assess: What they’ve done or where they’ve been in attempt to get “it”?
Ask/assess: What does that look like when they get there?
Ask/assess: What it looks like for them not to have “it”?
Ask them what it would look like for them to stay stuck there [what I hear is this…is this correct? Is this what you see? What does your life look like 365 days from now (without this?)]
Step 3: Listen and Leverage
Actively listen
Repeat their words
Mix with your words
Tell them what type of help they’re seeking
Tell them how your specific product(s) and/or service(s) can benefit them, satisfy their desire, and easily/effectively get them there (because you’ve mapped out a system based on your success with getting others there too)
Speak Up
Step Up
Say Something [by telling the people what you have to offer]
Use the 10% of the conversation to educate and empower
Share what you heard and how it affects them
Step 4: Experience. Expertise
Use what you know
Give them value
Offer more than they bargain for (in knowledge, education, resources)
Give.
Give freely
Add something to make their lives a little better (just based on what you’ve shared) that contributes to their lifestyle
Remember, they like to be listened to
Show them that you know your “stuff”
Come from an expert standpoint
Don’t push. Don’t focus on money
You put the spotlight on that person, their needs
Show them how they can avoid future pain and sticking points based on what you’ve seen
Share your experience and your expertise
Step 5: Solve. Serve. Satisfy
Offer a guarantee of service (i.e., money back guarantee, credit toward another product or service
Show them how you’ve helped others who were once where they are, and have come out because
Show them how to save them time, money, make money, relieve a current worry, etc.
Check in with their process (true customer service)
Stay in touch with them, even after the sale (offer free “touch up” and/or “where are you now” programs – to check in (and potentially upsell them on a new product or program, based on where they are)
Serve their needs on a silver platter by putting their mind at ease with what you had to offer (they leave in a state of joy, peace)
You serve each other
You make their lives better
They leave with a pep in their step
Serve to the BEST of your ability
Speak with the client to
Assess their current needs by
Listening and Leveraging your
Expertise and Experience as you
Serve. Solve and Satisfy
As a final note, allow the customer/client the freedom to decide whether they do business with you. Feel free to share with them the success stories and testimonials of present and past customers/clients to prove the value of your offer. Use your personal expertise and experience (which is not based on theory to graciously close each sale (in the words of Ray) with persistence and tenacity.
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