What The Best Salespeople Do
Summary
- I’ve found that people who close the most sales ask for the sale more times than others. This approach increases their chances of success.
- Simply asking repeatedly isn’t enough; doing it the wrong way can lead to prospects disliking you, which will hurt sales.
- Always start by acknowledging what the prospect says. Repeat their concerns back to them to show you understand their point of view.
- Associate the prospect’s situation with positive outcomes others have achieved by using your product. This creates a relatable and positive context.
- Gently inquire about their main concern. This shows you’re invested in solving their problems, not just making a sale.
- Remember to always acknowledge and associate before pushing for a decision. This method allows you to ask for the sale multiple times without annoying the prospect.
- By following these steps, you can effectively increase your closing rate without damaging relationships with prospects.
Video
How To Take Action
I would suggest implementing the art of asking for the sale more often, but doing it smartly. Here’s how you can do it effectively:
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Acknowledge and Reflect: Always start by acknowledging what your prospect says. If they share a concern, repeat it back to them. This shows you’re listening and understanding their worries, making them feel valued.
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Positive Association: Share success stories or outcomes from others who had similar concerns. Relate these stories to how your product or service helped them succeed. Be genuine and use real examples to build trust.
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Address Concerns Gracefully: Instead of jumping straight to closing the deal, ask them about their main concerns. This shows you’re interested in solving their problems, not just making a sale. It opens a dialogue and positions you as a consultant rather than a salesperson.
- Repeat the Process: By acknowledging and associating, you create a comfortable environment for the prospect. This allows you to ask for the sale multiple times without being pushy.
Remember, it’s all about creating a conversation where the prospect feels heard and understood. When you do this, it’s much easier to guide them towards making a decision. This method won’t just increase your sales but will help build strong relationships with your customers, leading to long-term success.
Full Transcript
the people who close the highest percentage of sales what do they do they ask for the sale more times than anyone else now here's the problem with that if you ask more times than anyone else the wrong way you'll get prospects to hate you and if prospects hate you they won't buy from you and so the first thing you do is you acknowledge what they say you repeat back to them you say totally understand you want to think about it now associate it that makes you just like some of the people who make the best decisions and get the best results from our stuff let me ask you a question about that what's your main concern rather than trying to immediately hit them with whatever your obstacle overcome is going to be acknowledge associate before making the next move in the conversation and you'll close way more deals because you'll be able to ask way more times without pissing people off
