Today we're sharing a great article from sales trainer Rochelle Togo-Figa. Her key steps to bigger sales will help you to create more opportunities, and close them!
A client recently called me with some very good news. She had been hired by a large company to do several projects for them. She was so excited she could hardly contain herself. She had been working hard on growing her business for several years and it was beginning to pay off.
I told her this didn't happen by luck. She had created a clear and concise step-by-step sales action plan and had diligently and consistently followed each step. Let's take a look at the steps she followed that led to her business success.
1.Know your niche. Be clear about the market/industry you want to go after. Often new business owners make the mistake of being generalists because they want any business they can get. Be specific about who is your ideal client and put all your energy in that direction. Get yourself known as a specialist in one area rather than trying to be an expert in everything.
2.Ask for referrals. There's "low-hanging fruit" right under your nose. If a client is satisfied with you, they'll be happy to help you. Ask happy clients if there is anyone they know who you can call. If your client works within a large organization, figure out the department you want to call and then ask the client who they know in that department. This is the first step my client took, so do this early on!
3.Get the meeting. When calling the prospect for a meeting, introduce yourself, give the name of your referral and state the purpose of your call. If they know and respect your referral source, you've opened the door to getting the meeting. Don't wait to say who referred you. Let the prospect know immediately who referred you.
4.Visualize getting the business. Close your eyes and actually see yourself walking into the meeting with confidence, having a great meeting and then getting the business. Do the visualization a few times the day before, as well as before you go to sleep and on the way to your meeting. How you come across as soon as you walk in the door sets the tone for the whole meeting.
5.Prepare an effective presentation. Create a complete presentation of what you want to cover at the meeting. I've created a PowerPoint presentation of The Sales Breakthrough System. I also bring a marketing folder that includes a list of my programs, with descriptions of each, a bio, client list and testimonials. Whether it's a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.
6.Practice your presentation. Practice what you're going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might ask--especially asking for their business--finally, closing for next steps.
7.Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you're meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You'll find each one will pay more attention to what you say.
8.Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
9.Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.
Rochelle Togo-Figa, The Sales Breakthrough Strategist, is the creator of the Inner Game of Salesâ„¢, 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.
Showing posts with label Rochelle Togo-Figa. Show all posts
Showing posts with label Rochelle Togo-Figa. Show all posts
Friday, July 29, 2011
Tuesday, May 24, 2011
6 Ways to Increase Your Sales Now
Today sales trainer Rochelle Togo-Figa shares six ways you can start increasing your sales - starting now! Sounds good to me!
The old way of doing business has changed forever. Now is the time to become a "smart" entrepreneur about your business by "thinking outside the box." Think of innovative sales and marketing ways to attract more clients. Instead of pulling back, beat out your competitors by finding new ways to stay visible.
An economic slowdown can be a problem for your business if you allow it to be. Or, it can be an opportunity to gain new clients and boost your sales if you know and have mastered the marketing and sales methods that work best during these times.
Right now, many successful entrepreneurs are rubbing their hands together in eager anticipation of new opportunities because they know many of their competitors are pulling back. With less competition, it makes it easy for them to go after business.
Consider that although people may be more cautious in spending money, they do still need services. The person they'll do business with will be the one who provides the best value and finds creative ways to stay in front of them.
Here are 6 sales and marketing strategies to maintain and even increase sales, no matter what's going on around you.
1.Follow Up. I'm amazed to hear entrepreneurs say they only follow up one or two times and sometimes never at all. People may not be ready today to buy from you but if they expressed interest, they'll probably be ready to buy in the next several months. They say it can take 7-10 or more touches to move the client to making a buying decision. You want to come up with creative ways to stay in touch, so when they're ready to buy they'll remember you.
2.Reactivate dormant accounts. Reaching out to past clients can make customers for life. Let them know you're there for them and be generous by offering some ideas to help them in their business. One phone call can make a huge difference. Think about it. When was the last time a past vendor called you with some ideas for your business? When you go the extra mile and show them you're there to help them, they'll appreciate you and remember that when they're ready to do business.
3.Make special offers. Offer a product or service at a special low fee for a limited time. Give catchy names to these special offers. Some examples are: Close-out Sale, Scratch and Dent Sale, Half Price Sale, Birthday Sale, My Dog Maxx's Birthday Sale, Xmas Sale, Coupon Sale, Free 30-Day Trial. You'll need to put a time limit on the offer to encourage people to buy now and not later. Also, it helps to explain why you're having the sale, so they know you don't just drop prices whenever you feel like it.
4.Up sell to generate additional revenue. When a client purchases your product, you can offer other services at a nominal fee that will compliment the product they've just purchased. This is done in many places. For example, at many hotels they now charge you a 'resort fee' of $20 a day. And for that fee, they list a series of amenities you receive. Although this is a small fee, with the volume of customers, this fee adds up.
5.Add value to your existing service. During times when your customers may be concerned about pricing, another way to win them over is offering the best value for their dollar. You can do this by enhancing your service with "extras." An extra might be faster delivery than your competitors, a larger selection, easier payment options, or a better guarantee.
6.Be positive. I'm a big believer in staying positive. Now is the time to surround yourself with positive people, say positive affirmations daily, read books that make you feel good, listen to people who share their secrets for achieving success, take time to nurture yourself, and most of all believe in yourself and stay in action!
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.
The old way of doing business has changed forever. Now is the time to become a "smart" entrepreneur about your business by "thinking outside the box." Think of innovative sales and marketing ways to attract more clients. Instead of pulling back, beat out your competitors by finding new ways to stay visible.
An economic slowdown can be a problem for your business if you allow it to be. Or, it can be an opportunity to gain new clients and boost your sales if you know and have mastered the marketing and sales methods that work best during these times.
Right now, many successful entrepreneurs are rubbing their hands together in eager anticipation of new opportunities because they know many of their competitors are pulling back. With less competition, it makes it easy for them to go after business.
Consider that although people may be more cautious in spending money, they do still need services. The person they'll do business with will be the one who provides the best value and finds creative ways to stay in front of them.
Here are 6 sales and marketing strategies to maintain and even increase sales, no matter what's going on around you.
1.Follow Up. I'm amazed to hear entrepreneurs say they only follow up one or two times and sometimes never at all. People may not be ready today to buy from you but if they expressed interest, they'll probably be ready to buy in the next several months. They say it can take 7-10 or more touches to move the client to making a buying decision. You want to come up with creative ways to stay in touch, so when they're ready to buy they'll remember you.
2.Reactivate dormant accounts. Reaching out to past clients can make customers for life. Let them know you're there for them and be generous by offering some ideas to help them in their business. One phone call can make a huge difference. Think about it. When was the last time a past vendor called you with some ideas for your business? When you go the extra mile and show them you're there to help them, they'll appreciate you and remember that when they're ready to do business.
3.Make special offers. Offer a product or service at a special low fee for a limited time. Give catchy names to these special offers. Some examples are: Close-out Sale, Scratch and Dent Sale, Half Price Sale, Birthday Sale, My Dog Maxx's Birthday Sale, Xmas Sale, Coupon Sale, Free 30-Day Trial. You'll need to put a time limit on the offer to encourage people to buy now and not later. Also, it helps to explain why you're having the sale, so they know you don't just drop prices whenever you feel like it.
4.Up sell to generate additional revenue. When a client purchases your product, you can offer other services at a nominal fee that will compliment the product they've just purchased. This is done in many places. For example, at many hotels they now charge you a 'resort fee' of $20 a day. And for that fee, they list a series of amenities you receive. Although this is a small fee, with the volume of customers, this fee adds up.
5.Add value to your existing service. During times when your customers may be concerned about pricing, another way to win them over is offering the best value for their dollar. You can do this by enhancing your service with "extras." An extra might be faster delivery than your competitors, a larger selection, easier payment options, or a better guarantee.
6.Be positive. I'm a big believer in staying positive. Now is the time to surround yourself with positive people, say positive affirmations daily, read books that make you feel good, listen to people who share their secrets for achieving success, take time to nurture yourself, and most of all believe in yourself and stay in action!
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.
Friday, April 29, 2011
Stop Sabotaging Yourself and Get Into Action!
Today sales trainer Rochelle Togo-Figa shares how you can overcome fear and start making sales. She shares a story that will inspire you to get going!
Whenever we step into something new or take on something we've never done before, it's not uncommon to experience fear. It could be the fear of failure, fear of rejection, or fear of success. The fear can manifest itself in different ways that we're not always aware of. Some signs of hidden fear are: Procrastination, distraction, excuses, feeling stuck, feeling overwhelm, negative beliefs, worried, and anxious.
Let me share a story of a client and how she dealt with her fear. Maybe you'll see yourself in this story.
Christina came to me because she had started a new business, and was not taking the steps to get it off the ground. She's extremely talented and had huge success in her corporate position. She had enough of the corporate world and was eager to start her own business. She had no problem creating new ideas for her boss and presenting to vendors, but when it came to promoting herself and her business to others, suddenly she was stuck.
Christina had made a list of people to contact. These were people she knew and could possibly help her. When I asked her why she wasn't following up with these people, her response was, "Well, they told me they would call me and since they never returned my calls, I assumed they're not interested." I asked her, "Did they tell you they're not interested?" She responded "No, I just assumed they weren't interested since they didn't call back."
In reality, she didn't know why they weren't calling her back. She had made up a story and was stopped because she believed her story was true. Christina was transferring her own thoughts, beliefs and perceptions onto these people. And, the more she listened to her own thoughts, the more she believed they were true.
I suggested to Christina there might be others reasons they're not calling her back. They could be either busy or away.
She realized these excuses and reasons for not calling these people were also covering up her fear of rejection. What if they don't want to help me? What if they're not interested? As long as she believed these thoughts to be true, nothing would change and her business would suffer.
Once she distinguished her fear of failing was a self-imposed negative belief and not the truth, she began to feel freed up. The fear no longer had to keep her stopped. She knew she had created these self-limiting thoughts and they were not true. We took the negative thoughts and reframed them into positive thoughts. And every time the fear would come up, Christina would shift her thinking to a powerful, positive thought. This took practice but over time it became a new habit and easy to do. We then created a step-by-step plan and she got into action. What followed was amazing!
Christine was re-energized and ready to go forward. She contacted all the people on her list, completed her website, and started sending out letters introducing her services. The positive responses she received from people she had reached out to helped her to feel more confident and gave her more clarity on the direction of her business. And, the best news is two companies she had contacted have expressed interest in hiring her. These results happened when Christina identified the fear that had been holding her back, realized she had created the negative thoughts and changed her thoughts, created an action plan, and then got into action.
Your Assignment:
•When you feel stopped, step away from your office and spend quiet time with yourself.
•Write down all the thoughts you're having at this time.
•Then ask yourself, "Did I make up these thoughts?"
•Write down the answer next to each thought. You'll see that many of these thoughts are made up by you.
•Write down the steps you can take NOW to get you into action.
•Visualize yourself being in action and how it feels.
•Write down the date you will take action and the outcome you want to achieve. (Example: I will call Jim on Monday and he will be happy to hear from me, or he'll have someone to refer me to.)
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.
Whenever we step into something new or take on something we've never done before, it's not uncommon to experience fear. It could be the fear of failure, fear of rejection, or fear of success. The fear can manifest itself in different ways that we're not always aware of. Some signs of hidden fear are: Procrastination, distraction, excuses, feeling stuck, feeling overwhelm, negative beliefs, worried, and anxious.
Let me share a story of a client and how she dealt with her fear. Maybe you'll see yourself in this story.
Christina came to me because she had started a new business, and was not taking the steps to get it off the ground. She's extremely talented and had huge success in her corporate position. She had enough of the corporate world and was eager to start her own business. She had no problem creating new ideas for her boss and presenting to vendors, but when it came to promoting herself and her business to others, suddenly she was stuck.
Christina had made a list of people to contact. These were people she knew and could possibly help her. When I asked her why she wasn't following up with these people, her response was, "Well, they told me they would call me and since they never returned my calls, I assumed they're not interested." I asked her, "Did they tell you they're not interested?" She responded "No, I just assumed they weren't interested since they didn't call back."
In reality, she didn't know why they weren't calling her back. She had made up a story and was stopped because she believed her story was true. Christina was transferring her own thoughts, beliefs and perceptions onto these people. And, the more she listened to her own thoughts, the more she believed they were true.
I suggested to Christina there might be others reasons they're not calling her back. They could be either busy or away.
She realized these excuses and reasons for not calling these people were also covering up her fear of rejection. What if they don't want to help me? What if they're not interested? As long as she believed these thoughts to be true, nothing would change and her business would suffer.
Once she distinguished her fear of failing was a self-imposed negative belief and not the truth, she began to feel freed up. The fear no longer had to keep her stopped. She knew she had created these self-limiting thoughts and they were not true. We took the negative thoughts and reframed them into positive thoughts. And every time the fear would come up, Christina would shift her thinking to a powerful, positive thought. This took practice but over time it became a new habit and easy to do. We then created a step-by-step plan and she got into action. What followed was amazing!
Christine was re-energized and ready to go forward. She contacted all the people on her list, completed her website, and started sending out letters introducing her services. The positive responses she received from people she had reached out to helped her to feel more confident and gave her more clarity on the direction of her business. And, the best news is two companies she had contacted have expressed interest in hiring her. These results happened when Christina identified the fear that had been holding her back, realized she had created the negative thoughts and changed her thoughts, created an action plan, and then got into action.
Your Assignment:
•When you feel stopped, step away from your office and spend quiet time with yourself.
•Write down all the thoughts you're having at this time.
•Then ask yourself, "Did I make up these thoughts?"
•Write down the answer next to each thought. You'll see that many of these thoughts are made up by you.
•Write down the steps you can take NOW to get you into action.
•Visualize yourself being in action and how it feels.
•Write down the date you will take action and the outcome you want to achieve. (Example: I will call Jim on Monday and he will be happy to hear from me, or he'll have someone to refer me to.)
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.
Friday, March 25, 2011
5 Steps to Believing YOU Can
I think this article is perfect for a Friday, especially if it's been a long, hard week and you're in need of a pick-me-up to power through the day. Today sales trainer Rochelle Togo-Figa shares the steps to believing in yourself - no matter what life throws your way. Be strong, believe in yourself, and have a great Friday!
A key step to creating success in your life starts with believing in yourself and believing you can do it. When you have a powerful positive belief system, nothing can shake your foundation. It is the core of who you are.
Do you believe in yourself? The best way to answer this question is to look at where your life is right now. Do you have all the things you really want in your life? Are you satisfied with what you've accomplished? Do you believe your wishes/dreams will come true?
We may want to believe we can have anything we want, yet something gets in the way of that happening. And that "something" can be limiting thoughts. Those nasty little thoughts sneak in and keep us from feeling good about who we are.
It's not unusual after you take on something big in your life, like starting your own business or doing something you've never done before, to have all your doubts and fears come up. Some familiar thoughts you may have are, "Can I do this?" "What if I fail?" "Am I good enough?"
I can remember when I decided I wanted to take my business to the next level; I was so excited. I knew it was time to play a bigger game but then those nasty thoughts started to creep in. There was always this little voice in my head saying, "You don't have what it takes. You're not smart enough. What if you fail?" I knew if things were going to change, it was up to me to make those changes. I then took the steps to shifting my thinking forever.
Here are 5 steps I created to help you to believe you can:
1. Love yourself for who you are. Before you can let love in, you must first learn to love who you are. We are all whole and complete just as we are. We all came into this world as magnificent human beings fully expressed. Sadly, many people walk around feeling there is something wrong with them and with the world. And, they're never satisfied with what they have or who they are. They never appreciate what they've accomplished because they're always thinking "what's next?"
The good news is nothing's wrong, there's nothing to fix, there is no where to get to because you're already there. There is nothing you need to do to make yourself better because you're perfect just as you are.
2. Trust. So often, we walk through life with an expectation that things "should be" a certain way. And, when that doesn't happen, we're upset, frustrated, and angry. We then make ourselves and others wrong. We start walking around complaining and blaming others.
There were many times when I was frustrated about my business. I had limiting thoughts like, "Why don't I have more clients? I'm never going to make the money I want to make."
I then took on practicing a new way of thinking. I consciously changed my thoughts and focused on trusting it would turn out. And each morning, I would think of what I wanted in my life and business and say, "I trust it will come to me." When I did that, the door of abundance opened up and new opportunities flowed in.
3. Appreciate your accomplishments. If you want to attract more abundance into your life, slow down and allow yourself to be present to your accomplishments. When we take the time to do this, we're opening up a space of more of the same to come to us.
Think about it this way. If you spend most of your time thinking about what you don't have, what do you think you'll attract the most? That's right! You attract that which you focus on the most. Most times we rush through life thinking about the next thing rather than appreciating what have right now.
When you take the time to appreciate your accomplishments, you are allowing yourself to bask in the victory of what you have achieved.
4. Be Grateful. Quite often, people dwell on what they don't have and complain why they don't have what they want. And the more they do that, the more they perpetuate the same. Remember, like attracts like. They focus on the future and that some day they'll have more money or more clients.
It's just as important to your happiness to take time to be grateful for the things you have right now and have already accomplished. When you do that, you're immersing yourself in the positive energetic forces of life that are around you. And, what you focus your attention on most is what comes to you. The more you are grateful for, the more you open yourself up to attracting more of the same.
Here's a brief statement taken from Joe Vitale's book, The Attractor Factor. "Feel thankful for your life, your lungs, your home, it doesn't matter. Once you feel gratefu l, you are in an energy that can create miracles."
5. Choices. You are where you are because of choices you made. The choices we make in our lives help to make us who we are today. If you don't like what you have, you can change it. When you decided to start your business that was a choice you made.
Each day we have thousands and thousands of thoughts. We may not think we can choose our thoughts but that's because we think we have no say in how we think. However, the truth is, if we don't like the thoughts we have, we can change them and choose more positive thoughts.
Every day you get to choose how the day is going to go. So why not make it a great one! It's a conscious choice you make to believe in yourself and you can start today.
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.
A key step to creating success in your life starts with believing in yourself and believing you can do it. When you have a powerful positive belief system, nothing can shake your foundation. It is the core of who you are.
Do you believe in yourself? The best way to answer this question is to look at where your life is right now. Do you have all the things you really want in your life? Are you satisfied with what you've accomplished? Do you believe your wishes/dreams will come true?
We may want to believe we can have anything we want, yet something gets in the way of that happening. And that "something" can be limiting thoughts. Those nasty little thoughts sneak in and keep us from feeling good about who we are.
It's not unusual after you take on something big in your life, like starting your own business or doing something you've never done before, to have all your doubts and fears come up. Some familiar thoughts you may have are, "Can I do this?" "What if I fail?" "Am I good enough?"
I can remember when I decided I wanted to take my business to the next level; I was so excited. I knew it was time to play a bigger game but then those nasty thoughts started to creep in. There was always this little voice in my head saying, "You don't have what it takes. You're not smart enough. What if you fail?" I knew if things were going to change, it was up to me to make those changes. I then took the steps to shifting my thinking forever.
Here are 5 steps I created to help you to believe you can:
1. Love yourself for who you are. Before you can let love in, you must first learn to love who you are. We are all whole and complete just as we are. We all came into this world as magnificent human beings fully expressed. Sadly, many people walk around feeling there is something wrong with them and with the world. And, they're never satisfied with what they have or who they are. They never appreciate what they've accomplished because they're always thinking "what's next?"
The good news is nothing's wrong, there's nothing to fix, there is no where to get to because you're already there. There is nothing you need to do to make yourself better because you're perfect just as you are.
2. Trust. So often, we walk through life with an expectation that things "should be" a certain way. And, when that doesn't happen, we're upset, frustrated, and angry. We then make ourselves and others wrong. We start walking around complaining and blaming others.
There were many times when I was frustrated about my business. I had limiting thoughts like, "Why don't I have more clients? I'm never going to make the money I want to make."
I then took on practicing a new way of thinking. I consciously changed my thoughts and focused on trusting it would turn out. And each morning, I would think of what I wanted in my life and business and say, "I trust it will come to me." When I did that, the door of abundance opened up and new opportunities flowed in.
3. Appreciate your accomplishments. If you want to attract more abundance into your life, slow down and allow yourself to be present to your accomplishments. When we take the time to do this, we're opening up a space of more of the same to come to us.
Think about it this way. If you spend most of your time thinking about what you don't have, what do you think you'll attract the most? That's right! You attract that which you focus on the most. Most times we rush through life thinking about the next thing rather than appreciating what have right now.
When you take the time to appreciate your accomplishments, you are allowing yourself to bask in the victory of what you have achieved.
4. Be Grateful. Quite often, people dwell on what they don't have and complain why they don't have what they want. And the more they do that, the more they perpetuate the same. Remember, like attracts like. They focus on the future and that some day they'll have more money or more clients.
It's just as important to your happiness to take time to be grateful for the things you have right now and have already accomplished. When you do that, you're immersing yourself in the positive energetic forces of life that are around you. And, what you focus your attention on most is what comes to you. The more you are grateful for, the more you open yourself up to attracting more of the same.
Here's a brief statement taken from Joe Vitale's book, The Attractor Factor. "Feel thankful for your life, your lungs, your home, it doesn't matter. Once you feel gratefu l, you are in an energy that can create miracles."
5. Choices. You are where you are because of choices you made. The choices we make in our lives help to make us who we are today. If you don't like what you have, you can change it. When you decided to start your business that was a choice you made.
Each day we have thousands and thousands of thoughts. We may not think we can choose our thoughts but that's because we think we have no say in how we think. However, the truth is, if we don't like the thoughts we have, we can change them and choose more positive thoughts.
Every day you get to choose how the day is going to go. So why not make it a great one! It's a conscious choice you make to believe in yourself and you can start today.
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.
Friday, January 21, 2011
8 Easy Steps to Eliminate the Non-Serious Buyer
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.
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.
Wednesday, August 11, 2010
9 Steps to Closing Bigger Sales
Today sales trainer Rochelle Togo-Figa shares some excellent advice about a topic we all love - bigger sales!
A client recently called me with some very good news. She had been hired by a large company to do several projects for them. She was so excited she could hardly contain herself. She had been working hard on growing her business for several years and it was beginning to pay off.
I told her this didn't happen by luck. She had created a clear and concise step-by-step sales action plan and had diligently and consistently followed each step.
Let's take a look at the steps she followed that led to her business success.
1. Know your niche. Be clear about the market/industry you want to go after. Often new business owners make the mistake of being generalists because they want any business they can get. Be specific about who is your ideal client and put all your energy in that direction. Get yourself known as a specialist in one area rather than trying to be an expert in everything.
2. Ask for referrals. There's "low-hanging fruit" right under your nose. If a client is satisfied with you, they'll be happy to help you. Ask happy clients if there is anyone they know who you can call. If your client works within a large organization, figure out the department you want to call and then ask the client who they know in that department. This is the first step my client took, so do this early on!
3. Get the meeting. When calling the prospect for a meeting, introduce yourself, give the name of your referral and state the purpose of your call. If they know and respect your referral source, you've opened the door to getting the meeting. Don't wait to say who referred you. Let the prospect know immediately who referred you.
4. Visualize getting the business. Close your eyes and actually see yourself walking into the meeting with confidence, having a great meeting and then getting the business. Do the visualization a few times the day before, as well as before you go to sleep and on the way to your meeting. How you come across as soon as you walk in the door sets the tone for the whole meeting.
5. Prepare an effective presentation. Create a complete presentation of what you want to cover at the meeting. I've created a PowerPoint presentation of The Sales Breakthrough System. I also bring a marketing folder that includes a list of my programs, with descriptions of each, a bio, client list and testimonials. Whether it's a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.
6. Practice your presentation. Practice what you're going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might ask—especially asking for their business—finally, closing for next steps.
7. Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you're meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You'll find each one will pay more attention to what you say.
8. Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
9. Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
A client recently called me with some very good news. She had been hired by a large company to do several projects for them. She was so excited she could hardly contain herself. She had been working hard on growing her business for several years and it was beginning to pay off.
I told her this didn't happen by luck. She had created a clear and concise step-by-step sales action plan and had diligently and consistently followed each step.
Let's take a look at the steps she followed that led to her business success.
1. Know your niche. Be clear about the market/industry you want to go after. Often new business owners make the mistake of being generalists because they want any business they can get. Be specific about who is your ideal client and put all your energy in that direction. Get yourself known as a specialist in one area rather than trying to be an expert in everything.
2. Ask for referrals. There's "low-hanging fruit" right under your nose. If a client is satisfied with you, they'll be happy to help you. Ask happy clients if there is anyone they know who you can call. If your client works within a large organization, figure out the department you want to call and then ask the client who they know in that department. This is the first step my client took, so do this early on!
3. Get the meeting. When calling the prospect for a meeting, introduce yourself, give the name of your referral and state the purpose of your call. If they know and respect your referral source, you've opened the door to getting the meeting. Don't wait to say who referred you. Let the prospect know immediately who referred you.
4. Visualize getting the business. Close your eyes and actually see yourself walking into the meeting with confidence, having a great meeting and then getting the business. Do the visualization a few times the day before, as well as before you go to sleep and on the way to your meeting. How you come across as soon as you walk in the door sets the tone for the whole meeting.
5. Prepare an effective presentation. Create a complete presentation of what you want to cover at the meeting. I've created a PowerPoint presentation of The Sales Breakthrough System. I also bring a marketing folder that includes a list of my programs, with descriptions of each, a bio, client list and testimonials. Whether it's a visual presentation or a brochure, you want to show something to the prospect that will enhance your professionalism and make an impact.
6. Practice your presentation. Practice what you're going to say. This includes an opening statement, a run-through of your presentation, responses to objections they may have, questions they may ask, questions you might ask—especially asking for their business—finally, closing for next steps.
7. Establish a connection. Connect with the prospect by looking at them throughout the meeting. Do not talk over them, talk directly to them. You will come across as someone who is warm, confident and in control. This is a valuable skill if you're meeting with a group. Speak to each person for 4-5 seconds, and then move to another person. You'll find each one will pay more attention to what you say.
8. Outline the Next Steps. At the end of the meeting summarize for the prospect what has been discussed and agreed to. Then take out your calendar, asking the prospect to do the same, and write in what the next steps are. Never leave without knowing what the next steps are.
9. Follow Up. As soon as you return to your office, summarize in an e-mail what was covered during the meeting and the next action steps you and the prospect have agreed to take. Send the memo to the prospect the next day. Include due dates for each action step and be sure to fulfill what you said you would do.
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
Friday, June 18, 2010
5 Tips For Turning A Prospect's "No" Into "Yes"
"No, I'm not interested." This response from a prospect has the power to send chills down your spine. It's an answer you may have heard more times than you'd like to count!
The truth is, in sales you are going to hear "no" a lot more than you are going to hear "yes." Keep in mind that all you need to hear is one "yes" to get a sale. If you are persistent, you may very well get to change a "no" to a "yes" much more often than you think. Today sales trainer Rochelle Togo-Figa shares her expertise.
Here are (5) tips that will help you move the prospect from "no" to "yes":
1. Create a timetable. Ask the prospect: "Does this mean you're not interested now or not interested forever?" If she or he responds, "I'm not interested at this time," ask if you can touch base in a couple of weeks or months. The prospect will let you know when you can call back.
2. Open a dialogue. Ask the prospect: "I'm curious as to why you're not interested." A client of mine did just that when trying to get an appointment with a prospect. She simply asked why. The prospect opened up and gave her a lot of information. My client displayed genuine interest in what the prospect had to say, and the prospect sensed that. They talked for quite awhile. My client ended up getting an appointment.
3. Be persistent. When the prospect says, "I'm not interested," you can respond by saying, "Many of my clients had the same response when I first called, before they saw what we can do for them." Then share any success stories with similar companies you've worked with.
4. Do not take it personally. Don't let the "no" mean anything more than what it is. "No, I'm not interested" doesn't mean you are being rejected. It means they're only rejecting the offer for now.
5. Remember some "yes" experiences. When you think about it, you've been hearing "no" since you were a kid, and it probably never stopped you. Imagine yourself as a child. Perhaps you were with your mom in the supermarket and you really, really wanted a candy bar. The response might have been, "No, it's too close to dinnertime!" Did you take "no" for an answer? Absolutely not. You asked again and again and again, each time committed to convincing your mother that you could eat the candy bar and still eat all your dinner. Finally, after at least (7) more tries, Mom probably gave in. Congratulations! You didn't give up. You got the candy bar! You kept going back in and moved your mother from a "no" to a "yes."
When you really want something in your life that's important to you, nothing stands in the way. So why not bring those same qualities to your business?
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
The truth is, in sales you are going to hear "no" a lot more than you are going to hear "yes." Keep in mind that all you need to hear is one "yes" to get a sale. If you are persistent, you may very well get to change a "no" to a "yes" much more often than you think. Today sales trainer Rochelle Togo-Figa shares her expertise.
Here are (5) tips that will help you move the prospect from "no" to "yes":
1. Create a timetable. Ask the prospect: "Does this mean you're not interested now or not interested forever?" If she or he responds, "I'm not interested at this time," ask if you can touch base in a couple of weeks or months. The prospect will let you know when you can call back.
2. Open a dialogue. Ask the prospect: "I'm curious as to why you're not interested." A client of mine did just that when trying to get an appointment with a prospect. She simply asked why. The prospect opened up and gave her a lot of information. My client displayed genuine interest in what the prospect had to say, and the prospect sensed that. They talked for quite awhile. My client ended up getting an appointment.
3. Be persistent. When the prospect says, "I'm not interested," you can respond by saying, "Many of my clients had the same response when I first called, before they saw what we can do for them." Then share any success stories with similar companies you've worked with.
4. Do not take it personally. Don't let the "no" mean anything more than what it is. "No, I'm not interested" doesn't mean you are being rejected. It means they're only rejecting the offer for now.
5. Remember some "yes" experiences. When you think about it, you've been hearing "no" since you were a kid, and it probably never stopped you. Imagine yourself as a child. Perhaps you were with your mom in the supermarket and you really, really wanted a candy bar. The response might have been, "No, it's too close to dinnertime!" Did you take "no" for an answer? Absolutely not. You asked again and again and again, each time committed to convincing your mother that you could eat the candy bar and still eat all your dinner. Finally, after at least (7) more tries, Mom probably gave in. Congratulations! You didn't give up. You got the candy bar! You kept going back in and moved your mother from a "no" to a "yes."
When you really want something in your life that's important to you, nothing stands in the way. So why not bring those same qualities to your business?
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
Friday, April 30, 2010
The "Low Hanging Fruit" Formula to Increasing Sales
We know it takes time and preparation to find new prospects and turn them into clients. You have to network, market yourself, make calls, determine if they're your ideal client, meet with them, close the sale, and follow-up. Instead of going out and looking for new business, there's a huge opportunity to increase your business with your current clients.
To grow your sales, all you have to do is first look to the clients you have already sold. These clients are what we call your "low hanging fruit".
They're ripe and ready to be picked. Visualize a tree with delicious fruit hanging from the branches. Would you struggle and climb to the top of the tree, or would you easily pick the fruit hanging from the lowest branches? Of course, you would pick "the low hanging fruit" because it's ripe, ready, and easy to pull off the branch.
It's the same with a client. They're ready and open to doing more business with you. You don't have to work so hard. You've already proven yourself by delivering a quality product or service. They know, like, and trust you. You've established a strong client relationship because they can count on you. You now have the opportunity to introduce them to other products and services you offer.
Now that you've identified that your current clients are your "low hanging fruit," here's a 5-step formula to follow that will help you increase your business with them.
1. Ask for a meeting. After a project has completed, ask to meet with the client to discuss the results of the project and some new ideas. If the client is satisfied with the work you've done, the level of trust and quality of the relationship is solid. The client believes in you. You have proven yourself to the client, so getting a meeting with them is easy.
2. Ask for feedback on your product or service. Find out if the client is satisfied with the most recent project's delivery and if they have any suggestions for improvement. Then ask what the company's future needs are. If the client tells you there are no opportunities at this time, ask when would be good time to follow up. Before you leave the meeting, confirm the agreed-upon time you will be in touch. Staying in touch with the prospect keeps the door open for future business.
3. Ask for referral business. At the moment the client expresses satisfaction with your service, is the perfect time to ask for referral business, either within the company or outside the company. Say to the client, "I'm delighted you're happy with our service. It's been a pleasure working with you too. I was wondering if there's anyone else you think would benefit from speaking to me?" Ask if they can give you the names then. If they cannot, set up a time in the next week to follow up for the names and phone numbers. Do not leave it up to them to call you because chances are they won't.
4. Keep the client updated. Another way to stay visible is by keeping the client informed of new products, services, or programs, either developed by your company or that have recently come on the market. Your client will appreciate being informed of the latest cutting-edge products for their employees. This shows you're thinking of ways to help the client and you'll soon become their trusted partner.
5. Stay in touch. Your client may not have an immediate need for your services, but that can change. A "no" today can easily become a "yes" tomorrow. Remember, you've established a business relationship with the client. They know, like, and trust you. Stay visible by touching base with the client periodically via phone or e-mail.
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
To grow your sales, all you have to do is first look to the clients you have already sold. These clients are what we call your "low hanging fruit".
They're ripe and ready to be picked. Visualize a tree with delicious fruit hanging from the branches. Would you struggle and climb to the top of the tree, or would you easily pick the fruit hanging from the lowest branches? Of course, you would pick "the low hanging fruit" because it's ripe, ready, and easy to pull off the branch.
It's the same with a client. They're ready and open to doing more business with you. You don't have to work so hard. You've already proven yourself by delivering a quality product or service. They know, like, and trust you. You've established a strong client relationship because they can count on you. You now have the opportunity to introduce them to other products and services you offer.
Now that you've identified that your current clients are your "low hanging fruit," here's a 5-step formula to follow that will help you increase your business with them.
1. Ask for a meeting. After a project has completed, ask to meet with the client to discuss the results of the project and some new ideas. If the client is satisfied with the work you've done, the level of trust and quality of the relationship is solid. The client believes in you. You have proven yourself to the client, so getting a meeting with them is easy.
2. Ask for feedback on your product or service. Find out if the client is satisfied with the most recent project's delivery and if they have any suggestions for improvement. Then ask what the company's future needs are. If the client tells you there are no opportunities at this time, ask when would be good time to follow up. Before you leave the meeting, confirm the agreed-upon time you will be in touch. Staying in touch with the prospect keeps the door open for future business.
3. Ask for referral business. At the moment the client expresses satisfaction with your service, is the perfect time to ask for referral business, either within the company or outside the company. Say to the client, "I'm delighted you're happy with our service. It's been a pleasure working with you too. I was wondering if there's anyone else you think would benefit from speaking to me?" Ask if they can give you the names then. If they cannot, set up a time in the next week to follow up for the names and phone numbers. Do not leave it up to them to call you because chances are they won't.
4. Keep the client updated. Another way to stay visible is by keeping the client informed of new products, services, or programs, either developed by your company or that have recently come on the market. Your client will appreciate being informed of the latest cutting-edge products for their employees. This shows you're thinking of ways to help the client and you'll soon become their trusted partner.
5. Stay in touch. Your client may not have an immediate need for your services, but that can change. A "no" today can easily become a "yes" tomorrow. Remember, you've established a business relationship with the client. They know, like, and trust you. Stay visible by touching base with the client periodically via phone or e-mail.
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
Wednesday, March 24, 2010
6 Simple Ways to Make Your Clients Feel Special and Have Them Wanting More
In today's business world you have to make sure your clients are happy - not just satisfied. Are they so happy they will tell other people about you? That's the goal! Today sales trainer Rochelle Togo-Figa shares tips to create those happy, excited clients you want.
I recently spoke to an entrepreneur who told me she had signed up for a program and soon after she signed up she received a phone call from one of the people leading the program to thank her for signing up. She was so impressed they took the time to call and personally thank her.
Now she's feeling confident she made the right decision and excited to get started. She's going to get a lot more value from the program because she's feeling taken care of. And, if she continues to have the same positive experience throughout the program, she'll purchase another program or product from them. They now have a long-term client. All of these wonderful results from one short phone call thanking her for signing up for their program.
So what are you doing differently to take care of your clients? During these times, people are spending but they're more cautious about where they're putting their money. There's a lot of competition out there. If you want to retain your clients and have them buying more, you have to stand out from the crowd by doing things differently.
Here are 6 simple ways to make your clients feel special and have them buying more:
1. Pick up the phone, call your clients, and thank them for their business. This personal touch is easy to do and shows you genuinely appreciate their business.
2. If you're having an event, invite them to come "free," or if you're attending an event that you think they might be interested in attending, invite them to come as your guest.
3. Send them a token of appreciation, for no reason, other than that you appreciate having them as a client. You could send a book, something yummy, or some small gift.
4. Call them during the year to see how they're doing and how you can help them. Calling for no other reason than to let them know you're thinking about them will set you apart from many of your competitors.
5. Invite your clients to a "Client Appreciation" luncheon or tea. Choose a restaurant or cafe and invite your favorite clients. You're going the extra mile and they'll appreciate you for doing this.
6. Send them a short note, letting them know you value and appreciate their business. It doesn't take much to write a short note of appreciation and the rewards you'll get back from your clients are priceless.
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System, 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.
I recently spoke to an entrepreneur who told me she had signed up for a program and soon after she signed up she received a phone call from one of the people leading the program to thank her for signing up. She was so impressed they took the time to call and personally thank her.
Now she's feeling confident she made the right decision and excited to get started. She's going to get a lot more value from the program because she's feeling taken care of. And, if she continues to have the same positive experience throughout the program, she'll purchase another program or product from them. They now have a long-term client. All of these wonderful results from one short phone call thanking her for signing up for their program.
So what are you doing differently to take care of your clients? During these times, people are spending but they're more cautious about where they're putting their money. There's a lot of competition out there. If you want to retain your clients and have them buying more, you have to stand out from the crowd by doing things differently.
Here are 6 simple ways to make your clients feel special and have them buying more:
1. Pick up the phone, call your clients, and thank them for their business. This personal touch is easy to do and shows you genuinely appreciate their business.
2. If you're having an event, invite them to come "free," or if you're attending an event that you think they might be interested in attending, invite them to come as your guest.
3. Send them a token of appreciation, for no reason, other than that you appreciate having them as a client. You could send a book, something yummy, or some small gift.
4. Call them during the year to see how they're doing and how you can help them. Calling for no other reason than to let them know you're thinking about them will set you apart from many of your competitors.
5. Invite your clients to a "Client Appreciation" luncheon or tea. Choose a restaurant or cafe and invite your favorite clients. You're going the extra mile and they'll appreciate you for doing this.
6. Send them a short note, letting them know you value and appreciate their business. It doesn't take much to write a short note of appreciation and the rewards you'll get back from your clients are priceless.
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System, 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.
Tuesday, January 26, 2010
8 Easy Steps to Eliminate the Non-Serious Buyer
You have enough to do each day without chasing around prospects that will never buy from you. That's why we're running this advice from sales trainer Rochelle Togo-Figa - she'll help you find the right buyers, so you make more money in less time.
A client was disappointed she hadn't brought in any new clients in several weeks. 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 on the first appointment as she had hoped; however, she gained much more. She still had the possibility of closing this sale and an opportunity to meet many more potential clients.
It's unlikely you will close most of your sales on the first appointment. There is an emotional process that people go through when making a buying decision. People do business with who they get to know, like and trust. You have to be patient and willing to nurture the business relationship.
To guide the customer through the sales process and create a long-lasting business relationship begins by authentically communicating, being genuinely interested in the other person, and giving 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 appointment and close sales faster, I have 8 steps to follow that will move the sales appointment to a sales close.
1. Set specific and realistic goals of what you want to accomplish.
2. Go in with the intention of closing the sale, but let go of any attachment to the outcome (and how it should look).
3. Send 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, make sure you're meeting with the decision maker, and find out how long they've been looking.
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 Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
A client was disappointed she hadn't brought in any new clients in several weeks. 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 on the first appointment as she had hoped; however, she gained much more. She still had the possibility of closing this sale and an opportunity to meet many more potential clients.
It's unlikely you will close most of your sales on the first appointment. There is an emotional process that people go through when making a buying decision. People do business with who they get to know, like and trust. You have to be patient and willing to nurture the business relationship.
To guide the customer through the sales process and create a long-lasting business relationship begins by authentically communicating, being genuinely interested in the other person, and giving 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 appointment and close sales faster, I have 8 steps to follow that will move the sales appointment to a sales close.
1. Set specific and realistic goals of what you want to accomplish.
2. Go in with the intention of closing the sale, but let go of any attachment to the outcome (and how it should look).
3. Send 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, make sure you're meeting with the decision maker, and find out how long they've been looking.
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 Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
Wednesday, December 17, 2008
Taking Care of Clients and YOU at the Holidays
Everyone's busy this time of year - but salespeople are even busier. Not only do you have a long list of things to do for family and friends, but you've got your clients to think of as well. It's easy to get overwhelmed this time of year, so it's important to make time for yourself as well. Check out this advice from sales trainer Rochelle Togo-Figa, and the make the next couple weeks much easier!
Here are 6 tips from Togo-Figa to help you take care of clients, reduce holiday stress and open up more time for you to enjoy the things that matter most.
Make a list of client gifts.
Make a list of all the clients you need to buy gifts for. Look for gifts you can buy for multiple people and one store where you can buy these gifts. If you don't like shopping, plan a single gift-shopping day and do it sooner than later to avoid the holiday shopping craze. Or, do all your holiday shopping from home. Thanks to the Internet and catalogs, you can order gifts from the comfort of your office.
Target a client's interests.
The gift you give is a direct reflection of your business. Try to find gifts that fit your clients' interests. Do they follow certain sport teams? Like a specific kind of music? Have a special hobby? Make it a point to learn your clients' interests over the course of doing business together. If you don't know what your client enjoys, ask. You can also contact the assistant to find out what they like or dislike.
Reach out to clients.
Give the gift of a phone call or note. Let your clients know how much you appreciate their business and say it with words. A little customer appreciation goes a long way and has you stand out from the crowd. Although the holidays may seem like the perfect time to give a gift, a phone call or note letting them know they are remembered during the holidays may be the best gift they get.
Refuse invitations.
You don't have to go to every party just because you're invited. If party going becomes a chore or too exhausting, step back and slow down the pace. Attending a party you really don't want to be at will feel more like an obligation than a choice. Put yourself first by setting boundaries and saying "no thanks."
Adjust your expectations.
Be realistic. Just because it's the holiday season, issues with clients and family may not always be joyous. Everything will not be perfect. The holidays bring up many different emotions for people and maybe even for you. Expect a few bumps in the road and you'll be able to better deal with whatever comes your way.
Take time for yourself.
With so much emphasis on spending time with family and friends, many people feel guilty taking time for themselves. Take it! When you consciously plan to have alone time, it keeps you centered and balanced. For the holidays, give yourself the gift of time. When you take care of yourself, you'll have more to give to your clients, your family, and your own life.
Rochelle Togo-Figa, the Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
Here are 6 tips from Togo-Figa to help you take care of clients, reduce holiday stress and open up more time for you to enjoy the things that matter most.
Make a list of client gifts.
Make a list of all the clients you need to buy gifts for. Look for gifts you can buy for multiple people and one store where you can buy these gifts. If you don't like shopping, plan a single gift-shopping day and do it sooner than later to avoid the holiday shopping craze. Or, do all your holiday shopping from home. Thanks to the Internet and catalogs, you can order gifts from the comfort of your office.
Target a client's interests.
The gift you give is a direct reflection of your business. Try to find gifts that fit your clients' interests. Do they follow certain sport teams? Like a specific kind of music? Have a special hobby? Make it a point to learn your clients' interests over the course of doing business together. If you don't know what your client enjoys, ask. You can also contact the assistant to find out what they like or dislike.
Reach out to clients.
Give the gift of a phone call or note. Let your clients know how much you appreciate their business and say it with words. A little customer appreciation goes a long way and has you stand out from the crowd. Although the holidays may seem like the perfect time to give a gift, a phone call or note letting them know they are remembered during the holidays may be the best gift they get.
Refuse invitations.
You don't have to go to every party just because you're invited. If party going becomes a chore or too exhausting, step back and slow down the pace. Attending a party you really don't want to be at will feel more like an obligation than a choice. Put yourself first by setting boundaries and saying "no thanks."
Adjust your expectations.
Be realistic. Just because it's the holiday season, issues with clients and family may not always be joyous. Everything will not be perfect. The holidays bring up many different emotions for people and maybe even for you. Expect a few bumps in the road and you'll be able to better deal with whatever comes your way.
Take time for yourself.
With so much emphasis on spending time with family and friends, many people feel guilty taking time for themselves. Take it! When you consciously plan to have alone time, it keeps you centered and balanced. For the holidays, give yourself the gift of time. When you take care of yourself, you'll have more to give to your clients, your family, and your own life.
Rochelle Togo-Figa, the Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
Thursday, December 13, 2007
Setting Goals for 2008
Successful salespeople know that setting goals is one of the best ways to stay on track throughout the year, and now is the perfect time to get started. Have you created your plan for the year? How many more clients do you want to sign on? How much money do you want to make?
"If you haven't started thinking about your sales goals, you're likely to be in the same place this time next year," says sales breakthrough expert Rochelle Togo-Figa. "The definition of a goal is 'a dream with a plan and a deadline.'"
"The most common reasons people don't reach their goals are they fail to write them down, fail to make a plan, and fail to take action. Without knowing where you want to go and how you're going to get there, you'll never reach your goal destination."
Here are Togo-Figa's nine steps to help you achieve your goals:
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
"If you haven't started thinking about your sales goals, you're likely to be in the same place this time next year," says sales breakthrough expert Rochelle Togo-Figa. "The definition of a goal is 'a dream with a plan and a deadline.'"
"The most common reasons people don't reach their goals are they fail to write them down, fail to make a plan, and fail to take action. Without knowing where you want to go and how you're going to get there, you'll never reach your goal destination."
Here are Togo-Figa's nine steps to help you achieve your goals:
- Create your S.M.A.R.T. goals for the year. Make sure your goals are vivid and specific, measurable in quantity, achievable, realistic but also a stretch, and you have a timeline of when you'll reach your goal.
- Write down all barriers you can think of that might get in the way of you achieving your goals. Writing down all these thoughts on paper helps to diminish them.
- Select the top 3 goals you want to reach in the next 3 months from your list, and commit yourself to taking an action step every day to achieving these goals.
- Write specific action steps for each goal. An action step doesn't have to take very long to do. It could be spending 10-15 minutes daily working towards that goal. If your goal is to sign on four new clients in the next three months, an action step could be making ten new prospect calls each day before 9am.
- Make a list of people who can support you in reaching your goals. They may also have goals that you can support them in reaching. People like to help, so ask them.
- Put your goals in a visible place so you can see them daily. Post them on your desk, in your car, on your bathroom mirror.
- Every day read your goals aloud. Speak your goals in the present tense, as if you're already there. The more you say your goals aloud and to yourself, the more real they become.
- Visualize yourself having reached your goals. See yourself succeeding. How excited you'll be when you bring in those new clients and get that bonus commission check!
- Promise yourself that you will achieve your goals. If you want this to be the year of sales breakthroughs, then it's up to you to commit yourself emotionally, mentally and physically. Otherwise, it's likely not to happen.
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com
Tuesday, October 30, 2007
Money Talk
In a polite society, it's considered rude to talk about money. But, in sales, you need to discuss budgets, pricing, and fees to qualify prospects and make the sale. How do you get comfortable discussing these taboo topics? "When you clearly understand the value of your product and can communicate it with ease, the fear of presenting your fees disappears," says sales expert Rochelle Togo-Figa.
Here are some of Togo-Figa's tips to help you more easily discuss money with prospects.
Ask money qualifying questions before or early on in the meeting. Serious prospects don't mind hearing money questions. They expect to be asked these questions. Unqualified prospects run when they hear these questions because they're not serious about buying. Try saying, "So I know we're in the same ball park, approximately how much were you looking to spend?"
Make a list of the benefits. Create a list of all the ways the product will benefit the client AND a list of benefits your clients get from working with you. Here's an example: "All clients I work with receive personalized service from the start of the job, to the end of the job."
Share the results clients have received from working with you. Think in terms of measurable results clients have achieved. This will instill more confidence as you become clear on the value you bring to your clients. Here's an example: "My client had no idea where to start with decorating her home. After working with me, she selected a window treatment that suits her living style, and a fabric within her budget."
Create several pricing packages your clients can choose from. Start to think of different price ranges and programs you can offer. Creating different pricing options gives the prospect a choice and helps make the selection affordable. They're more apt to buy if you offer low, medium, and high-end products.
Give these tips a try and watch your fears abate and your sales rise!
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com.
Here are some of Togo-Figa's tips to help you more easily discuss money with prospects.
Ask money qualifying questions before or early on in the meeting. Serious prospects don't mind hearing money questions. They expect to be asked these questions. Unqualified prospects run when they hear these questions because they're not serious about buying. Try saying, "So I know we're in the same ball park, approximately how much were you looking to spend?"
Make a list of the benefits. Create a list of all the ways the product will benefit the client AND a list of benefits your clients get from working with you. Here's an example: "All clients I work with receive personalized service from the start of the job, to the end of the job."
Share the results clients have received from working with you. Think in terms of measurable results clients have achieved. This will instill more confidence as you become clear on the value you bring to your clients. Here's an example: "My client had no idea where to start with decorating her home. After working with me, she selected a window treatment that suits her living style, and a fabric within her budget."
Create several pricing packages your clients can choose from. Start to think of different price ranges and programs you can offer. Creating different pricing options gives the prospect a choice and helps make the selection affordable. They're more apt to buy if you offer low, medium, and high-end products.
Give these tips a try and watch your fears abate and your sales rise!
Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com.
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