1.“Getting a “No” is not bad”
This is one of the secrets that so few salespeople live by and only the pros own this idea. A no is not bad. So many salespeople are spending their entire careers trying to avoid the NO. if you’re the kind of salesperson right now where you have a lot of unclear outcomes in your sales but you’re kind of in follow up mood and checking in mode, you really have to embrace this idea that no is not a bad thing.
Top performers are so much better at either getting no or yes and avoiding all of that in-between stuff and what also being comfortable with that, NO allows you to do is, it allows you to take all that pressure off of the prospect to really allow them to be comfortable to either come to a no or yes decision.
2.“Be a peer, not a servant.”
This is so important. Your prospects don’t want to be served, they don’t want a servant someone who, saying whatever the prospects says, is great.
Instead, be a peer to the prospect that you’re in front of. Even if they’re a CEO and your title is sales rep, you need to behave as if you’re a peer.
But that doesn’t mean being disrespectful or flippant and that doesn’t mean that you’re cursing or you’re just cracking random jokes. I mean, be a peer. Look at them into an eye from person to person. Don’t be afraid, don’t be subservient to them. Instead, treat them as if you would treat any other person by being a peer and asking them tough questions, being willing to challenge them, you will be so much stronger in that sales process and ultimately you will close so many more sales!
3.“If they won’t schedule and next step you have nothing”
If a prospect is unwilling to actually schedule a clear next step, you have nothing. It’s so wild to me how this still is such a universal issue in sales.
Top performers are absolute enthusiasts about always scheduling clear next steps. So always have a clear next step coming out of any conversation with the prospect, whether it’s face to face or by the phone. Always have that clear next step and if they’re unwilling to schedule that you have nothing.
So, you need to schedule that next step and the more you get stronger on scheduling the next steps, the more you will hold those sells together.
Then if they’re not willing to schedule the next step you have lost nothing anyway!
So, those were the 3 important steps you should follow if you want to close any prospects. Until next time,
do good, be good and be in the beautiful path of business
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