Are you caught in the cycle of selling and delivering without making any significant progress within your business?
Have no fear! Robin's here! In this episode of The Fearless Business Podcast, Robin shares his expertise and provides the best sales techniques for entrepreneurs. Alongside this, Robin advises listeners on how they can avoid the 'sales cycle of doom' and adopt a healthier outlook when it comes to selling.
Do you feel like you aren’t succeeding as much as you can when closing sales calls?
In this episode of The Fearless Business Podcast, Robin shares his expertise on everything to do with sales, from sales calls techniques to the mindset of selling itself. Robin advises how they can confidently close calls and therefore generate more income for their business.
According to Robin, the most common mistake he sees his clients make when it comes to selling is the fact they are simply just winging it!
Robin advises that they take on a surgeon’s perspective for those who don’t see the issue. As we all know, a surgeons job is to save lives and help their patients. If a patient comes to them for an injuring or illness, it’s up to them to find a cure. As a salesperson, entrepreneurs will find that their clients invest in them for your help and services just like a patient. Entrepreneurs, especially where business coaches are concerned, will find that their clients typically need them more than the entrepreneur needs the client. Ultimately the entrepreneur should do everything in their power to help that person. It’s their responsibility!
This is why it’s essential to ensure a strong amount of trust between both parties. An entrepreneur’s job, particularly ones that are service-based, is to offer a cast-iron solution to their client’s problems. This is also why it’s integral not to take on clients that aren’t necessarily a good fit; this only causes ramifications down the line as the service isn’t intended for them.
The key to nailing a sales call is down to how the entrepreneur pitches themselves. The one thing Robin highly stresses that an entrepreneur shouldn’t do is purely just sell their proposals. Instead, the salesperson should aim to achieve a “hard” or “soft” close by the end of a sales call. In a nutshell, this is:
If a client decides on a soft close, that is more than okay! What salespeople should avoid is forcing their hand. Instead, Robin recommends getting clients to agree to a micro commitment. Examples of micro-commitments can be found in the forms of a follow-up call, appointment or email. If they reject the micro-commitment, that connotes that the client isn’t willing to commit, which is a red flag overall. During the sales call, Robin believes entrepreneurs should be on the lookout for any red flags suggesting that the prospect is time-wasting. Red flags can be observed through the likes of body language, tone, and hesitations. Robin allows three red flags before shutting down the sales call entirely as a general rule of thumb.
Another huge mistake salespeople make is allowing the client to choose the package for themselves. Of course, it’s a common saying that the customer is always right and should come first. However, if we go back to using the doctor analogy, you wouldn’t allow a patient to choose their treatment if they had a severe injury.
Reasons for customers being adamant about specific packages over others is typically due to a financial issue. This is why entrepreneurs should define their products by whether or not they are the most suitable for their clients. To achieve this, Robin recommends outlining packages as follows:
“In order to get X outcome, you need to achieve X amount of ROI. So, for the specific goals you’d like to achieve, I believe package X would be the most suitable for you.”
If the clients still insist on the more unsuitable option, try this:
“Well, if we go forward with package Y instead of package X, I can’t guarantee that you’ll reach your desired outcomes and results.”
By doing it this way, entrepreneurs are not only not forcing their client’s hands; they are persuading the client with the correct information, and it gives off the impression that they are putting the ball in their court.
It’s surprisingly common the number of salespeople that go in cold before their sales calls. Ultimately, what salespeople need to do to prepare for a call with a client is to set their intention and what they want to achieve out of the client by the end of the sales call. They also need to make sure they research the client thoroughly and ensure there’s some form of application/sign up process prior to the call so they can gather all the information needed in one place.
There are two things that Robin recommends everyone should do when it comes to preparing for their sales call:
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