Big business

Discover and Verify

January 8, 2022 by Drisana

In an earlier message, I said that the first step to pumping up your sales is to find people with money and a need.

And then, you also need a medium or a way to reach them.

The next step is to discover and verify.

What does that mean?

When you’re selling big-ticket items, such as office equipment or real estate, you want to find out what the buyer wants.

What are their criteria?

What are their problems that those items will help solve?

A great way to know this is to create a questionnaire, like when we do a training interview for a company.

We have a list of about 50 questions we ask them – about their teams, salespeople, selling cycles, those things. Next, we ask them to rate themselves on a scale from one to ten.

That’s how we can show them where they’re weak and where they’re strong.

The same scenario applies here.

It’s helpful to let the customer do a self-assessment when you do the discovery. That’s because it helps them understand their problems. They may think that they need more money, but in reality, there’s a reason they don’t have it.

Nobody ever became overweight because they ate one piece of chocolate cake, right? There’s something going on with their eating pattern that’s making them gain the weight, not that single piece of cake.

So, you need to list those problems.

An online questionnaire works well for this purpose. It’s a great way to get an appointment. Offer them a free assessment to see if you can help.

If there’s chemistry, you can continue to work together. If not, you can move on.

How easy is that?

Just be honest and don’t try to sell too soon.

People suffer what I call premature closing syndrome. When you’re so eager to make the sale, they can smell it on you and put up their guard.

That’s why you should show that you have a genuine interest in your customer. Build good rapport and find a way to add value. Help them find solutions to the problems found in the discovery before you make the offer.

That’s the whole deal.

Through asking lots of questions, you discover the issues. After that, you verify their answers and help them connect the dots.

Be Awesome,

Blair

If you’d like to master discovering the right clients which will catapult your business sales, click here>>

Call to Action

January 1, 2022 by Drisana

Have you ever seen Glengarry Glen Ross?

You might remember what the sales manager, played by Alec Baldwin said in the movie:

“ABC – Always Be Closing.”

Business owners usually struggle with closing the deal. When it’s time for this part of the sales cycle, many of them don’t know the best way forward.

If this is the case with you, I’m here to help.

I’d like to talk about a particular mistake that I often come across:

Forgetting to include a call to action.

When you present your offer, how do you finish the presentation?

It doesn’t matter whether you’re presenting live, via chat, or through your website. All sales presentations must end with a clear call to action.

Why?

Let’s say you got everything right to this point. You’ve researched your audience, found their problems, and shown them what you can do to fix them.

You’re talking about your program and ending it with how much it costs.

What do you expect to happen in this situation?

In most cases, you’ll hear crickets.

If someone decides to buy, it would be because they’re already warmed up enough. However, this wouldn’t be the case for the majority of your prospects.

What they need is a nudge in the right direction.

And your call to action is that nudge.

You must tell people to sign up, contact you, or do whatever else it takes to start working with you.

It makes no sense to invest so much time and effort in sales if you don’t tell people exactly what the next step should be.

If you remember my past messages, you know I mentioned that you need to connect all the dots for the prospect. And a clear call to action is among the most important in this regard.

Make sure that yours is clear and effective enough to motivate people to buy.

Be Awesome,

Blair

If you’d like to master the presenting your call to action which will catapult your business sales, click here>>

Assess and Qualify

November 15, 2021 by sycreed

What’s going to make your business more successful right now?

What would put your mind at ease and show you that you can weather this storm?

It’s sales. Right?

I bet you probably don’t care where those sales are coming from or who’s agreeing to work with you. Like most business owners these days, you’d just be happy to be landing new clients.

Except… This wouldn’t be the right approach.

Even today, you don’t want to work with just anyone!

In my last email, I wrote about asking lots of questions. This would allow you to uncover your audience’s deepest problems that you can solve.

But it actually does more than that.

Asking questions allows you to qualify your prospects and cherry-pick those that will be the right fit. You need a system that will make this happen if you want to thrive in the long run.

For instance, I never accept a client unless I’m 100% sure that I can help them. I’d much rather refer them to someone else if I know of a coach that’s more suitable for their situation.

This is why I always do a thorough assessment of all my prospects before I make a final decision. My goal is to see where the client’s at right now and if I can do something to get them the desired outcome.

I come across way too many business owners who try to sell too soon. Don’t make this mistake or it can be costly. More often than not, you’re going to find that working with unfit clients isn’t worth the money.

Here’s what I’m getting at:

Assess a client’s situation and qualify them first before accepting them as your client. Don’t just accept everyone that knocks on your door.

Finding the right match will not only make sales easier, but it will also allow you to do your best work.

Be Awesome,

Blair Singer

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Triple Your Income Without New Leads

October 2, 2021 by sycreed

I’d like to tell you a story about a successful client of mine.

Well, he’s successful now. But, when he first came to me, his business was in shambles!

My client owns a little massage clinic. And he had a pretty good way of generating leads. He’d put coupons for a free massage in the newspaper. And when someone claimed that free massage, he’d convert them into a paying member.

Every week, my client would get around 50 people coming to his clinic. He’d get about 15% of them to join his membership program that sold for $600 per year.

On average, that was $4,200 per week, if you assume seven new members. For the year, it was close to $210,000.

Not too bad…but, not that impressive either.

The problem was, my client was losing his mind over his clinic. Both he and his wife worked for hours on end, every day. His wife was pressuring him because he’d promised that they’d make a lot more money.

All in all, everything was getting to be too much. The reward was way too small to make all that work worthwhile.

That’s why the clinic owner came to me for help. He told me that he needed more leads to grow his clinic.

And right from the jump, he was wrong.

I explained that he didn’t need any more leads. In fact, he couldn’t afford to generate any more!

What he needed to do was to look at his processes and find the holes.

With our help, this is exactly what he did.

After the training, my client started seeing positive changes right away.

Instead of the old $210,000, he now makes almost $600,000. And this happened without a single new lead!

The moral of the story?

What you think is wrong with your business might be far away from the real problem. Hang in there, and I’ll show you what you need to focus on to start selling more.

Be Awesome,

Blair Singer

Unwritten rule in big business

September 16, 2021 by sycreed

There’s an unwritten rule in big business on the buyer-seller connection. If you’ve read my past posts, you already know a few things about this.

But, let’s go with the most important part.

When a seller is selling, they want to know who they’re selling to. On the other hand, the buyer wants to know who they’re buying from.

This means that the person is sometimes more important than the product.

I’ll explain.

Nowadays, there’s a blizzard of people trying to buy and sell stuff. In big business, the buyers are looking to build a network of trusted people or vendors.

It’s not easy to do this when it seems like everyone’s just interested in selling. The sellers who actually stop and pay attention to their buyers are a rare breed.

However, these buyers tend to lean toward people who show interest in their affairs.

I’ve already touched on some of the elements of a good presentation in some of the previous posts. Here, I’m going to focus on two critical aspects of good communication: shared reality and trust.

Shared reality is a simple technique that can earn a lot of goodwill. It requires you to listen to the other person and try to relate when they tell you things. For example:

”Oh yes, I understand. By the way, the picture on the wall, are those your kids?
“Yeah.”
“How old are they?”
“In that picture? Oh, 13 and 15.”
“Mine are 20 and 25. What sports do they play?”

It’s just small talk, but it builds a bond between you and the potential buyer.

It also lays the groundwork for them to trust you.

By listening, engaging, and sharing reality, you’re building that trust. You’re showing that you’re listening to them and want to find out more information.

This means you genuinely want to know more about those people.

At the end of the day, you want to be a person that they can trust. They want to know that you’ve got their back and that they can depend on you.

That can happen if you’d just try to be that person.

Be Awesome!

The #1 Reason Why Objection in Your Head Is Ruining the Sale

June 23, 2021 by sycreed

You’ve got to get rid of the objection – because the objection is starting with you, and you’re projecting it onto your customers. If you’ve been in sales for a long time, you know exactly what I’m saying. A lot of times you can see rookie sales people on the phone or dealing with prospects, and they are creating themselves at the other end of the phone. They’re taking their objections and putting them out there in other people’s minds.

https://youtu.be/YsUYvSmRuGc

For example, if you’re sitting there going, “Oh, I hope they don’t object to price, I hope they don’t object to price…” Guess what’s going to come up in the first two minutes? Price! It’s going to come up as an objection. Or “I hope they don’t think that we’re a pyramid scheme.” You are doing network marketing, what’s going to come up? Pyramids – almost magically. If you’re thinking about it, it’s going to come up. But, if you get it out of your head first, it may show up, but a) rarely is it going to show up and b) if it does, it’s going to be no big deal.

https://vimeo.com/470285836/4edafd0f18

To continue with Mastering Your Selling Cycle click here.

GET STARTED The toughest sale is selling you to you. When I finally understood that, within 48 hours my sales went from zero to doubling my sales quota. Blair Singer I feel more confident than I believe I ever have. My little voice doesn’t stand a chance to hold me back anymore. Rick FallsInternet Marketing Consultant He is a great communicator, great teacher and great human being. Like he says, when it comes to winning, it’s all about mastering your little voice. Robert KiyosakiAuthor of Rich Dad Poor Dad – teacher, entrepreneur and friend for 27 years. I was able to increase my personal achievements and most importantly my professional sales by a staggering 1000%. It didn’t take long with these amazing tools to get out of the ditch and reach a level of easily being able to sell a product worth $2,000 within the matter of days. I am now using these very tools to work on adding another “0” and increase my game further by learning how to control and work with my ‘Little Voice’. Bettina HorvathBusiness Owner and Single Mom Previous Next

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