Little Business

Ask Questions to Close

May 21, 2021 by sycreed

I used to be in your shoes. A long time ago, I struggled with closing. I had a little voice telling me all the reasons why I couldn’t do it.

But you know what?

I found that if you lay down the proper foundation, closing is a natural end to a conversation.

Let me tell you what I mean by that…

There are certain basic elements that must be in place in order to close a deal. If you have these basics down, closing is more like arranging to deliver goods than closing.

Why is that?

Because if you’re laying down the basics correctly, you’re priming your customer for closing.

Here’s a breakdown of what it should look like:

Assess Needs Accurately

First, you need to show an understanding of where they’re at in their world. You do this by restating their problem.

Why is this step necessary if the client told you their problems?

Restating the problem helps both you and the client to focus.

The person you’re talking to has a million other things going on in their life. But when you articulate the problem you bring the focus back to you. It also helps you focus as well.

Ask Question to Close

All of your conversations with the prospect should set you up for closing. And that includes the questions you ask.

So, it’s not enough to state a problem. Follow it up with a question like, “Do you recognize this as being a problem in your business?”

The prospect’s response may be something along the lines of, “Yeah, Of course.”

You can also ask questions like:

Is there anything you’d like to say about that?

Does this make sense to you?

These are trial close questions. They get the person to start saying yes and agreeing with you. But, that’s not all.

The questions also allow you to see if you’re on track.

Solution or WIIFM (What Is In If For Me)

After all that, it’s time for the solution you have configured for them. But don’t stop there.

Try framing the solution in two parts: feature and benefit.

The feature may include creating metrics and understanding where the numbers come from. But the value or benefit comes from maximizing the areas they’re already good at and coaching them in the weak areas.

Take these basic, but necessary steps and closing is just a matter of delivering the goods. With your trial close questions, they’re already saying yes.

#blairsinger #salesdogs #TeamCodeofHonor #RichDadAdvisors #Entrepreneurship #Leadership #Sales #PersonalDevelopment #Management

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.

Business Success Series

March 22, 2021 by sycreed

Big business or little business does not matter. If you are going to be a leader and you want to have success over the next 12 months, there are several things that you have to know. We have tested this for over 25 years in countries all over the world. Today, we are giving you an overview. There are three primary skills that apply to everything in business and in life. Anywhere I have ever gone, this is the system that works. There is no replacement for the key strategies that lead to success in any business no matter your demographic,nor your skillset. This is for business success and will help you utilize the right plan and goals for 2021.

The most important thing is sales. If there are no sales, there is no income. If there is no income, there is no business. And, without a business, there is no team. Sales is critical. Sales is not just products and services. Sales is about creating a trust with your clients and staff as well. This is what gets you out of bed each and every morning. This is the first key skill you need in order to have business success. This is still only one of the critical skills that we are going to discuss in the overview.

The second critical skill that you need for business success is your team. You need a great team! What do I mean by that? I don’t care if your team is 22 people or 22,000 people, many of the rules for building teams are the same. A lot of people end up taking on too much themselves because they have the skills. Due to this, most people end up taking on too much and wind up burning out. This is why you have to gain the ability to hire and train a team that can manage everything without you burning out on top of it all. Your team is your number one asset. This is what will bail you out when you run out of ideas.

The third and most overlooked skill is learning how to teach. Teach your team how to sell. Teach your team how to touch the world with your mission. Now this is for you as the leader and the other skills that you will need to acquire. There are many systems that you have to acquire and document them as a system. If you do not have a system, then everything funnels though you and you will never be able to have downtime. Demand a high level of accountability from your team. Particularly, if you are going to make money you need to have accountability on money. I have worked with brands all over the world over the last 35 years and the formula that I am going over with you remains the same.

What holds all of this together is something that I have learned by studying great teams, cultures and governments. This is a set of internal rules that we refer to as the, “Team Code of Honor.” The code of honor is a simple set of rules based upon your core values. Look at the Ten Commandments, ten simple rules created several thousand years ago and are still in place today. It’s one thing to have the code of honor, it is another to hold people accountable to it. These rules will be a foundation when times are hard. In the absence of rules, people will make up their own. This will allow you to scale and as a leader you have to make an agreement with your team to follow your code of honor.

There is one problem with this formula. The number one liability, the number one thing that blows this up is subconscious thinking of the brain. Let’s say that ten percent is the conscious part of the brain, the rest is the subconscious. Have you ever had your heart broken, lost money or loaned money? We roll with these punches in our lives. We go into business and these unconscious memories affect our ability to do business. This has nothing to do with the other person or team members, this has to do with your subconscious mind. We call this our, “Little Voice.” Some of us have more than one “little voice” that causes a stir in our mind rather than making rational business decisions. Your “little voice” works to run the game.

In order to be a great leader or teacher, the business skills are important but you also have to address the personal development side. There are little voices going on for everyone shouting things like fear or depression as we go through these crazy volatile times. If you are looking at good leaders, they will understand this. You have to work with your team to help them and yourself gain control over the “Little Voice.” We revert back to old thinking that no longer works anymore. Group environments or team environments that most of us were not trained in unless we were in sports teams. I’ll share more about how to have a strong focus on Little Voice Mastery.

The tools I share will help you develop the techniques you need. Techniques to not only teach you how to run your business and build systems, but also grow in your own personal development. My goal is to teach you to be a great leader and teacher. I will give you the tools to teach as you go, how to get your team to sell, and how to generate more income while everyone else is in panic mode.

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