By Asha Ramakrishna
Navigating a sales conversation means you have to be very attentive and listen closely to your potential client – wherever possible, take notes. Different types of leads are handled differently and the ‘colder’ a lead will be (someone you met for the first time at a networking event), the more you will have to work towards bringing them one step further in the enrollment process and make them more vested in the relationship. For example, when I meet someone at a networking event, I direct him/her to the ‘create miracles workbook’, to get to know me better and have more “touch points” with my business. And it informs them on my strong spiritual foundation, and also a process I value dearly and want the whole world to experience!
The Intent Framework of a Sales Conversation
- Listen
- Ask specific questions that will help you understand how you can help this potential client:
“What inspired you to want to connect with me?”
“How did you get my information?”
“What is it that you really want to solve?”
“How would this service really provide a solution for you?”
“What is it you think I can solve for you”?
- Try to get as much information out of it as possible
- Write down notes
- Repeat what he / she said back
2.Get clarity with what you’ve learned
- Pause for a few seconds and asses whether you are the right person for this potential client
- Bring it back to him / her”
“What I heard you say is that you feel I’m the one who can help you ____________ and that you are feeling ____________ and that you are hoping I can solve this ___________________for you because you want to be more like ________ (acknowledge the tactical problem and the solution they want to see).
Then Ask
“Is there anything else I can help you with?”
3. Give them hope and a solution with what you offer
- Tell them what a solution looks like
“I think we can tweak things slightly and it would change things dramatically – this is based on moving people from that place – do you want to know what this looks like?”
2. Make it seem less overwhelming and that they don’t have to do a lot of work
“I take people who are feeling overwhelmed and bring them to clarity by 1 )____________ 2)___________________ 3)____________________
4. Get Feedback
- Bring it back to them:
“How does that sound?”
2. People will often say..”sounds good how much does that cost?” We should come back and ask,”Do you have any other questions about the overall experience?”
3. Give your Price
- Lay out the nuts and bolts. For example:
- 6 meetings total
- 2 face-to-face meetings
- 4 group meetings
4. Say your range or your minimums
“My minimum is $5,000 and I would put together a customized proposal and send it to you with the exact numbers and scope of work”
- What if they say.. “I can’t spend that much”
- Have a backpocket solution – a less costly program in which they can enroll? Payment options
- Ask them:
- ”What is keeping you from making the investment to clear up the overwhelm?
- “If money were no object, would this service ‘feel’ like a ‘yes’ to overcome this specific problem?”
- “how can I help you?”
- Say, “I provide payment options” and tell them YOUR ideal payment option.
- “would it help to speak to someone else that has gone through my program”?
- Have them speak about what would happen if they walk away:
- Say, “I’ve seen what happens to businesses after they say ‘yes’ but don’t follow through – it is most likely you will go back to your place of overwhelm and if we talk in 6 months from now, you will be in that same place…”
- Ask, “Is it OK that I’m asking this question, because I really want to help you make minor tweaks that I know will create a big change”
- Listen again and get more feedback – pay attention to their story.
- Map out the value of your service
- You should coach a prospect to see the value you will bring in to his / her life
“Imagine what would be possible for you if you made this minor tweak in your day-to-day …”
TO RECEIVE the Sell with Soul Training: http://www.ashaisnow.com/sellwithsoul
In Love,
Asha
