Ask Question to Close

Call to Action

January 1, 2022 by Drisana

Have you ever seen Glengarry Glen Ross?

You might remember what the sales manager, played by Alec Baldwin said in the movie:

“ABC – Always Be Closing.”

Business owners usually struggle with closing the deal. When it’s time for this part of the sales cycle, many of them don’t know the best way forward.

If this is the case with you, I’m here to help.

I’d like to talk about a particular mistake that I often come across:

Forgetting to include a call to action.

When you present your offer, how do you finish the presentation?

It doesn’t matter whether you’re presenting live, via chat, or through your website. All sales presentations must end with a clear call to action.

Why?

Let’s say you got everything right to this point. You’ve researched your audience, found their problems, and shown them what you can do to fix them.

You’re talking about your program and ending it with how much it costs.

What do you expect to happen in this situation?

In most cases, you’ll hear crickets.

If someone decides to buy, it would be because they’re already warmed up enough. However, this wouldn’t be the case for the majority of your prospects.

What they need is a nudge in the right direction.

And your call to action is that nudge.

You must tell people to sign up, contact you, or do whatever else it takes to start working with you.

It makes no sense to invest so much time and effort in sales if you don’t tell people exactly what the next step should be.

If you remember my past messages, you know I mentioned that you need to connect all the dots for the prospect. And a clear call to action is among the most important in this regard.

Make sure that yours is clear and effective enough to motivate people to buy.

Be Awesome,

Blair

If you’d like to master the presenting your call to action which will catapult your business sales, click here>>

Asking the Right Questions

December 25, 2021 by Drisana

Many people don’t know this but selling is more about listening than talking.

Bombarding your prospect with how amazing your offer is won’t turn a “no” into “yes.”

On the other hand, you’ll have a much better shot at it by listening closely.

Like I explained, the way to handle objections is to acknowledge and ask questions. After you’ve confirmed that a prospect dislikes your offer for some reason, the first thing you need to do is to find out why.

If someone tells you that your offer is too expensive, ask why they think so. Do they genuinely not have enough money for it? Or, are they comparing it to something else that seems to offer more value for the price? Maybe it’s neither and the prospect just wants to negotiate a lower price.

In any case, there’s no way to find out what’s wrong unless you ask.

Remember that the answer is “no” by default if you don’t ask.

In my experience, a big reason why people can’t sell is that they don’t ask enough of these questions. And it’s because they freeze as soon as the prospect declines.

You’ll fix this problem by acknowledging the objection and asking questions. It will also make you feel calmer and more rational during a sales meeting or presentation, which is vital to closing the deal.

The more emotional you get, the less intelligent you become.

This is true for just about anything in life, including sales. The prospect will have all the power if you allow emotions to overwhelm you.

To prevent this, ask the right questions and listen closely to the answer. You’re bound to find something that you can use to change a prospect’s mind at some point.

Best of all, this is something that gets better with practice. Even if you have no idea how to handle objections the right way, it shouldn’t take you a lot of time to learn.

Be Awesome,

Blair

If you want know the secrets to asking the right questions, online or offline so they trust, love, and respect you within minutes, I’d like to invite you to click here >>

How to Get the Money You need when I Close?

May 25, 2021 by sycreed

I’ve been on countless stages and one question I hear a lot is:

Blair, how do I get the money I need when I close?

The answer is simple if you’ve followed my techniques so far.

You got through the basic elements to close a deal. Now it’s time to deliver.

If you asked trial close questions throughout your conversations, your client may already be on board. But, now you need to arrange the delivery and payment part.

First, you’re going to talk about pricing. Especially if you haven’t worked out a deal beforehand.

Your business or product costs money. And, this is where a lot of salespeople get hung up.

I always bring up two prices when closing a deal. The first price is your competitor’s pricing or pricing that’s not yours. Choose a price that’s more expensive than yours and bring it up first.

For example, I did a deal with an airline company a few years back for some team development training and a little bit of sales training. I knew that they used a very big global consulting firm at the time.

The firm was very good and very professional. And they were also very expensive.

So, when I got around to pricing, I broached the $100,000 per month they were paying for the firm’s consulting service. I also brought up the value of my training, but I wasn’t charging $100,000 per month.

When I mentioned my pricing, it looked cheaper in comparison.

What happens if you just throw a number out there without the comparison?

Many people don’t understand the value of what you have in a monetary sense. So, it’s a good idea to offer a comparison price before you tell them what your prices are. Otherwise, your pricing looks expensive without the comparison.

Sometimes you may have a third price or discounted price. If you have the ability to give a discounted price, offer it last. Don’t say it upfront, though.

Talk about the discounted price at the very end once they’re already sold on the whole deal.

Also, give a limitation on the deal by quantity or by time. If you don’t put limitations on it, the deal has no validity. Plus, it sounds like you’re just trying to schmooze people.

Remember, it’s all about how you frame it.

#blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

Ask Questions to Close

May 21, 2021 by sycreed

I used to be in your shoes. A long time ago, I struggled with closing. I had a little voice telling me all the reasons why I couldn’t do it.

But you know what?

I found that if you lay down the proper foundation, closing is a natural end to a conversation.

Let me tell you what I mean by that…

There are certain basic elements that must be in place in order to close a deal. If you have these basics down, closing is more like arranging to deliver goods than closing.

Why is that?

Because if you’re laying down the basics correctly, you’re priming your customer for closing.

Here’s a breakdown of what it should look like:

Assess Needs Accurately

First, you need to show an understanding of where they’re at in their world. You do this by restating their problem.

Why is this step necessary if the client told you their problems?

Restating the problem helps both you and the client to focus.

The person you’re talking to has a million other things going on in their life. But when you articulate the problem you bring the focus back to you. It also helps you focus as well.

Ask Question to Close

All of your conversations with the prospect should set you up for closing. And that includes the questions you ask.

So, it’s not enough to state a problem. Follow it up with a question like, “Do you recognize this as being a problem in your business?”

The prospect’s response may be something along the lines of, “Yeah, Of course.”

You can also ask questions like:

Is there anything you’d like to say about that?

Does this make sense to you?

These are trial close questions. They get the person to start saying yes and agreeing with you. But, that’s not all.

The questions also allow you to see if you’re on track.

Solution or WIIFM (What Is In If For Me)

After all that, it’s time for the solution you have configured for them. But don’t stop there.

Try framing the solution in two parts: feature and benefit.

The feature may include creating metrics and understanding where the numbers come from. But the value or benefit comes from maximizing the areas they’re already good at and coaching them in the weak areas.

Take these basic, but necessary steps and closing is just a matter of delivering the goods. With your trial close questions, they’re already saying yes.

#blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

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