The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
10 questions to turn "maybe" into "yes"
|
Hello Reader, You know how when you reach towards the end of the sales cycle… And you know you need to close the deal. But… You’re not quite sure how to do that. You find yourself trapped in concern about what to say or ask, so you don’t mess up and lose the sale. Then you start overthinking it all, and possibly, lose some confidence. When you lose that confidence, is when the close gets fumbled. And even worse, you may also mess up the chance to lay a foundation to work together in the future. Now, what you need to remember is, if you’ve done the work to build value, understand the buyer, and solve their problem… Then you deserve to ask for the sale. But you need the correct language. Remember, the whole point is to make the pain of inaction greater than the pain of change. People rarely move until staying stuck becomes more uncomfortable than taking action. Help them see it. So, with that being said, here are 10 closing phrases that help buyers make a confident decision, and help you avoid the dreaded “I’ll get back to you”… So, your challenge this week, is to pick 2 or 3 of these and test them. Because when you can ask for the sale with confidence and care… That’s when your close rate climbs. Goodluck! James |
James White
The Sales and Business Development newsletter that is targeted at Ambitious Business Owners who sell high value services and who want to drive Sales Growth. I share EVERYTHING you require to LEARN buyer behaviours, ATTRACT more clients and GROW your business in less than 4 minutes per week. Current subscribers gain ideas and insights to save time and implement practical tips to grow their business. Why not join them?
In today’s edition, we look at how to avoid sounding fake when trying to build rapport with a prospect. The key lies in being an authentic human being, who’s genuinely interested in your prospect. There are a few ways to do this. Let’s unpack them… You can tell immediately. The moment you hold it, you know. I’m talking about a fine glass of wine. Yet, pour that same wine into a plastic cup, and it loses a bit of its edge. It doesn’t taste as good. It doesn’t go down as smoothly. And this is...
In today's edition, we look at how many salespeople destroy their value by asking the wrong question: “What’s your budget?” It sounds harmless, but it immediately shifts the focus to cost instead of value. Read further to see why that question damages perception, and what to ask instead to position yourself as the premium solution. This week’s suggested resource: 52 Qualifying Questions Let’s dive in… Successful brands that have thrived for decades are proof that price isn't the problem.But...
Harvey walked into a golf club for the first time. He didn’t know the lingo. Didn’t know what clubs he needed. Didn’t know if he should even commit to a membership. All he knew was that he wanted to play, and he wanted to be around successful people who played. But he also didn’t want to look amateur around the successful players. He needed to impress them if he wanted to talk business with them. He wandered into the pro shop, where the professional greeted him and asked how he could help....