subject: The Ez To Follow 4-stage Formula To Close The Deal Pt.1/2 [print this page] So, when I launched this website I said that I would make a concerted effort to educate/inform people about Sales. In some way or another we are all involved in sales. I know that I started at a very early age, selling way through School, on the Radio and then into TV. I frankly cannot remember a time that I was NOT selling! I have tried to impart my experiences to people that I have had the pleasure of working with all over the country. I am very fortunateor shall I say blessed that I have had some fantastic teachers along the way. So in my next two posts I will sharing the 4 stage formula to closing a deal. I hope you find this information helpful.
The EZ To Follow 4-Stage Formula to Close the Deal
Your Guide to Selling More.
How many times has this happened to you?
You get a call from a prospect. You have a great conversation. Theres a connection! Theyre interested in what you offer so you schedule that first, get-to-know you meeting a no-charge consultation. The meeting goes great! You like each other, and it seems you have something they need. Now youre on a roll and excited about the client and youre pretty sure youve landed the business.
Then thats it. Even though they seem to like you and want what you offer, it goes nowherenothing but the sound of crickets! No future meetings are scheduled. Somehow the fish slipped off your hook (again), and youre not sure why.
To be honest, there are a myriad of reasons why you lost the sale.
But rather than focus on the negatives, here is an EZ to Follow 4-stage Formula that will close deals for you.
Step #1: Put them in the Limelight!
Learn about the person by asking questions; try doing more listening than talking. Find out what they do, their goals, and why they havent reached them yet. From the proper questions uncover their problems and desires, and what they think they need.
This isnt about trying to sell at all. Its about getting to know your prospects wants, needs and problems, connecting with the person, and explaining how you can help. My father always taught me to listen to people. Give people an opportunity to talk about themselves. It is amazing what you will learn. This simple act has served me well over the years; whether its from buying real estate to selling TV time, production projects, or SEO services. In every aspect of my life I apply this technique.
Step #2: Problems, Solutions and Benefits
Once you understand their problems, wants and needs, take the time to explain how you can help. Use specific examples of how youve assisted with similar problems. It is always helpful to use statistics and tangible numbers when discussing results (e.g., In about 90 days I was able to help XYZ Co double their revenues.). SIDENOTE: Many people think salesmanship is all puffery, so make sure these facts are verifiable either with a client letter of through a reference call to the client you did the magic for.
Remember, its still not about you or what you sellits about them and what they need. So focus on results and benefits more than processes. Prospects must understand whats in it for them or they arent going to buy.
Please look for my next post where I will continue with steps 3 and 4 of my EZ To Follow 4-Stage Formula to Close the Deal.
