#3: Sales Process Doesn’t Exist or is Lacking

We could do an entire year of training on this topic alone. But at a high level, I am going to share some of the biggest gaps I find when working with business leaders.

You aren’t clear on the problem you solve.

Sales is all about change. It’s about showing your prospect how painful where they are today is.

In your first call, you need to be excellent at asking questions that dig into potential problems they may have around a problem you or your company solves. Be curious. And don’t allow them to leave short or open ended responses.

Follow up with additional questions. Your job is to diagnose. To get to the root problem.

You haven’t built the pain high enough.

I like to describe this as poking the bear. If you aren’t painting a picture of how painful the problem is to your prospect, why would they ever change?

Change is scary, overwhelming, and painful. No one wants to change…. UNLESS we show them that it’s crazy not to change. Because the problem is BIG.

How does the problem impact their health, family, business? What emotional impacts is the problem creating?

Selling is emotional. The more you can pull out the emotional pain, the better.

The gap from current to future state isn’t big enough.

Now that you’ve painted a picture of pain, it’s time to paint a future picture. What will life and business look like AFTER they buy your product or service?

What positive emotions, experiences and outcomes can they expect to experience?

Paint a very clear picture using detailed descriptions. The more they can visualize this future, the more excited they will be to work with you.

The gap between the pain and future state must be big enough for them to not feel like they can solve it alone. And big enough that they know they need to solve it today.

The gap creates urgency. It promotes action.

Build the gap…and I guarantee, your sales conversions will sore!

You don’t ask for the sale.

I can’t believe this even needs to be said. But you’d be shocked to hear how many clients I’ve coached who don’t ask for the sale.

They send over their sales call recordings and ask, “Holly what am I doing wrong?”.

Well, you never actually asked for the sale. You have to ask for the sale.

The whole point of the sales call is to get your prospect to a hell yes or a hell no.

That’s it.

And if you don’t ask them for the sale, you have wasted everyone’s time.

Also, keep in mind there are timing issues. Sometimes they aren’t ready. Sometimes they don’t have the cash to invest.

So you may have to ask for the sale 10 times before they say yes.

In fact, 80% of sales occur after you’ve asked at least 8 times!

So get used to asking…and asking again and again and again.

You don’t onboard the client when you get a yes.

As soon as the prospect says yes, get them to pay on the spot. Get them scheduled for their first call. Walk through and complete the contract.

Whatever you need to do to get them settled, do it on the call.

As soon as they get off the call, their monkey mind will go crazy. They will think…”I don’t know if I can afford this.” or “Can she/he really help me?” or “Am I ready for this?”…

The list of thoughts is endless. And it’s normal. It’s part of being human.

It’s also part of buyers or potential buyers remorse.

Avoid this! Get them on-boarded ON the call.

This will double or even triple your sales close rates…guaranteed.

Stop chasing potential clients. Close them on the call.

You’ve got this!