If our goal is to make more money this year, then one of the things you need to learn is when to stop chasing a prospect that just isn't going to buy. This advice from sales trainer Rochelle Togo-Figa will put you on the path to success!
A client was disappointed she hadn't brought in any new clients in several months. She was frustrated she had set up 8 appointments and hadn't closed one. She had set high expectations and was upset with the results. We've all been there, so we know how it feels to anticipate closing business and then it doesn't happen.
As she and I discussed the situation, several things started to open up. Although she had scheduled 8 appointments, early on 2 of the people had canceled and 2 didn't want to spend the money. These 4 people were non-serious buyers. The good news was the other 4 were definitely interested.
In fact, one of the people she met liked her authentic sales style so much that she was invited to attend a party where she could network with many more potential clients. She may not have closed the sale in the time frame she had hoped to, however, she gained much more. She still had the possibility of closing this sale and now has the potential of meeting many more potential clients.
It's unlikely you will meet with a prospect and quickly close the sale. There is an emotional process that people go through before making a buying decision. They have to get to know, like and trust you. You have to be patient and willing to nurture the business relationship.
To guide the prospect through the sales process and create a long-lasting business relationship, begin by being genuinely interested in the other person, authentically communicate by listening and asking them questions, and give up any attachment you have to the outcome.
As we reviewed her appointments, we looked to see what was missing that could be put in for the next time. She thought the problem was she didn't know how to close the sale. That wasn't the problem. What was missing was doing the preparation work before the sales meeting to eliminate non-serious buyers. If she had done the preparation work, those 4 non-serious buyers would have been eliminated early on.
If you want to be well prepared for your sales meeting and close sales faster, I have 8 steps to follow that will move the sales meeting along and help you close sales in less time.
1. Set specific and realistic goals of what you want to accomplish.
2. Go into the meeting with the intention of closing the sale, but let go of any attachment to the outcome. Your focus is learning about the prospects, uncovering their pain, and showing them a solution.
3. Show them you're professional and prepared by sending a letter or email before the meeting outlining what will be covered at the meeting.
4. Call to confirm the meeting. At that time ask qualifying questions to uncover their budget and to make sure you're meeting with the decision maker.
5. Make a list for yourself of anticipated questions and responses.
6. Make a list for yourself of anticipated objections and responses.
7. Practice your presentation out loud.
8. Practice your responses to the questions and objections.
Golden opportunities are all around us. Sometimes they're hidden from our view because we think things should look a certain way and when they don't, we're disappointed. I invite you to let go of how it should look and turn every challenge into a golden opportunity.
Rochelle Togo-Figa, The Sales Breakthrough Strategist, is the creator of the Inner Game of Sales, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.
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