Archives for April 2021

When is the end of your selling cycle?

April 22, 2021 by sycreed

I work with people and companies across different industries and from all walks of life. And one of the things I notice is that they all have a different answer for this question:

When is the end of your selling cycle?

Some people say that it’s pretty much complete once you close the deal. Others go one step further and say it’s when we delivered the goods and got paid.

That’s all really good.

But I’m going to tell you one thing that has served me and my customers for many years. This part is the end of the selling cycle that I live for. It’s what our team lives for.

Are you ready for it?

The final piece of the selling cycle that puts the big bow on it and ensures long-lasting income is the testimony.

As you probably understand, a testimonial is somebody else saying something good about you, your product, or service. In many cases, we love to get testimonials. When we get a good one, we write it down.

When you make it part of your selling cycle, it does magical things for you.

Creates Focus

You’re going to create a habit of making sure that you deliver on what you promised. You’ll focus on that customer and make sure everything is okay.

That spells an exceptional customer experience for you and your business.

I know there are some people who don’t really want to go back to the customer. You may not want to know what’s going on over there.

What if they’re unhappy with their product or service? What if they have complaints?

If you never touch base with them again, you don’t need to hear it, right?

But, if your little voice is telling you all this, you have a problem that’s affecting your income right now. So, if that’s what you’re hearing, you need to fix that problem quickly.

Gives You an Amazing Marketing Piece

Another reason you need to make testimonials a part of your selling cycle is marketing opportunities. This is social proof that you’re doing something right because your clients tell the stories. Not you.

So, make sure you add testimonials to the end of your selling cycle. It can boost your marketing efforts, credibility, and income.

Fear of Rejection

April 7, 2021 by sycreed

I’ve been doing this for a long time. And if there’s one thing I’ve noticed it’s that the word “sales” tends to freeze people up.

I hear a lot of people say that they don’t like sales.

They say stuff like, “I don’t like to sell” or “ You know, Blair, I’m not made for sales.”

The main reason why people say all these crazy things is…

That’s right. Fear of rejection.

But in reality, it’s not so much “rejection” that you get in sales. It’s “objection.”

In sales, you may get people who object to certain things. But, your mind turns those objections into rejections.

It’s what the little voice in your head thinks.

The real issue in rejection, objections, and all that stuff has very little to do with the content of what you’re trying to sell. Or what they’re objecting to…

The real issue is what’s going on between your right ear and left ear.

If you can get past those little voices, you can turn those “nos” into “yeses.”

Imagine if you could just turn 20% more. That’s 20% more income without doing any extra work.

But you’re like many businesses, you’re leaving a lot of money sitting right on the table.

Why?

Your conversions aren’t where they need to be.

Whether you’re going from call to appointment or presentation to close, you’re leaving money behind.

It’s the same thing online.

The only difference with handling objections online is that you have to anticipate what the objection would be. Then you can address it upfront in your marketing copy or your video.

But, the game starts with you.

If you’re afraid that you can’t deliver. Or, you have reservations about overpromising, you have a couple of big problems.

The first involves you going back to your business. Fix whatever it is that bothers you and gives you reservations so it’s not a problem anymore. You need confidence in your business.

More importantly, though, you have to get rid of that little voice, because the objection starts with you. And, you project it onto your customers.

It’s a self-fulfilling prophecy.

Your fear is something of your own making. And, one of the main ways to combat that fear is to address that little voice in your head.

Build Confidence and Ask Questions

April 7, 2021 by sycreed

You know that I’m a big advocate for quieting that little voice in your head. It stands in the way of so many things in life.

And, that includes your sales deals.

So, I have two words for you: role play.

You need to role-play. One of the ways to get over it, is through it.

I’ve worked with seasoned veterans. I got them to role-play handling the toughest objections until they have it down cold.

And, then I watched their conversions go up by 30% to 40%.

Why?

Not because they had snappy answers, because it’s not about the answers. It’s because their confidence level was so high, the person at the other end had a level of confidence in them as well.

Nobody’s going to give you $100,000 if they think you’re a shaky individual. So, you need to build up that confidence with role-playing.

It’s essential that you cover these components in your role-play:

Build Confidence

First, the old rule of thumb is, the person who asks the question is always in control. So, when you hear the objection, the first thing you do is acknowledge it.

“Thank you. I appreciate what you’re saying.”

Do this to create a point of agreement before you handle the objection.

Ask Questions

Next, it’s time for you to ask a question:

“Why do you think it’s too expensive?”

“What are you comparing it to?”

Of course, you can ask any question you want. But, the point is to ask a series of intelligent questions to get to the truth. Many times, the first objection is not the real objection.

It’s a bit like the first volley to get you out of the way or put you off. Practice countering it with your own questions.

Bring the Little Voice in Your Head Down and Confidence Up

Lastly, when role-playing, focus on getting past that little voice between your ears. When faced with an objection, you can’t falter. If you do, stop the role-play and start again.

Why isn’t it okay to hesitate? We hesitate in real life, right?

But remember, this drill isn’t about you handling a prospect. It’s about you killing that damaging, debilitating little voice. So, you need to learn to override it.

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