Selling Made Simple And Salesman Podcast

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Are you struggling to hit your targets this month? You're not alone.   Let's face it: just “talking up” a product isn't enough anymore. You need strategies to increase sales that actually work. But where do you even begin?  Good news, you don't have to wing it.  This video will reveal the  7 POWER Strategies that'll have you closing deals left and right.

Ever jump on a sales call  and your prospects just glaze over? They don't care about all the fancy features or mind-blowing benefits you rattle off, right? Instead, they want to know what their life will be like with your product. That's where the prospects desires come in.  These are the deep-down wishes your ideal customer has. Think about it: do they crave more free time? Maybe they desire financial security?  This power strategy  is all about figuring out those desires and connecting them to your product. The stronger the link, the faster you'll be closing deals.

To uncover your buyers real desires, ask questions like:

Imagine your product is a bridge, taking them from their problems straight to their dream, future reality.

But there's more to the bridge!  We haven't even talked about what happens if they don't cross it. Stay tuned because in step 5, we'll discuss highlighting the risk of the buyer decising not to change their ways.. That'll make your magic, reality bridge look even more appealing

Now to the next strategy.

Remember how sometimes you get super hyped to make a sale, then a few days later, you're back to scrolling through social media?  Yeah, motivation fades.

That's why successful salespeople rely on discipline. Think of it as building muscle memory for sales success.

Have you seen people go to the gym and feel like quitting after a few reps?  Discipline is that voice that pushes you to finish the set!  In sales, it means sticking to a routine, even when you don't “feel” like it.  This includes regularly reviewing your sales pipeline.

The good news is, there are ways to make this easier.  In the next step, we'll talk about a magic tool called a “Pipeline Coverage Generator” that'll practically force you to stay on track.

Imagine your sales pipeline is a treasure chest, but you're not sure if there's enough gold (deals) inside to reach your goals.  That's where the Pipeline Coverage Generator becomes important.  Ever feel like you're hustling hard but still falling short? This magic formula helps you figure out if you need more leads or need to close more deals faster.

We won’t go through it in detail in this video but if you want to put the pipeline coverage generator formula into action, grab a free copy of Selling Made Simple from Salesman.com and run through the step-by-step implementation of it there.

Working this out might be the best 10-minutes investment you ever make into your sales career.

The key takeaway from the Pipeline Coverage Generator is, this tool tells you how much “gold” (sales value) you need in your pipeline to hit your target.  If your chest is empty, you have to go find more leads.  But if it's overflowing, focus on closing those deals!  In the next step, we'll talk about a killer technique called “Discussing vs. Telling” that'll turn you into a closing machine.

Ever try to force someone to clean their room?  Yeah, it backfires.  In sales, it's the same. You have to get them to discover their pain.  Here's the magic: ask questions!

There is a three step process to asking better sales questions:

It might sound like –

If they say they’re not sure we’ll nudge them in the right direction.

Then recap and remind them of what you nudged them towards.

Instead of saying “Your office is chaos!”, ask questions like “What would an ideal work environment look like for you?” Maybe they haven't realized how much that messy room stresses them. Then, you'll need to highlight the risk of not changing, which we’ll discuss in the next step, to nudge them towards a solution (your product!).

Sometimes, you might give your best shot to win the sale, but your buyer may still hesitate to make a move.  They might be stuck in the “maybe later” zone.  Want to break them out of this stagnation? Here's the secret: show them the risk of not changing. Imagine your phone's cracked screen is getting worse. You know you need a new one, but you keep putting it off.  That's what happens in business too!  There are 6 common hidden dangers lurking if companies don't change. This could be physical, strategic, regulatory, operational, technological, or financial troubles.

For example, if their industry has new regulations, your product could be their shield.  The key is to figure out their specific “cracks” and show how your product protects them. In the next step, we'll use a Jedi mind strategy called “If I X, will you Y?” to turn that “maybe later” into a “yes now!”

So you've identified your buyer's pain points, good job!  Now let's turn them into “yeses” with a process called the “If I X, will you Y?” question. Ever feel like you're convincing someone to do something, but they're dragging their feet?  This question flips the script!

Imagine you're shopping, and a friendly salesperson says, “If I find the perfect solution to your problem for you, will would it make sense to get started? ” That's a bit of social pressure nudging you to commit. When the next step in a process is really logical, people don’t want to appear illogical. The buyer thinks, “I’m a person who keeps promises,” so they’re then  more likely to say yes and follow through, staying true to their self-image of being a dependable member of society.

It’s deeply ingrained into all of us that when we say we’re going to do something, we want to do it, then reinforce our self-image that we do what we say we’re going to do.

This goes back to tribal times where not completing a task would lead the tribe as a whole to be impacted and so a lack of effort would lead that person to be kicked out.

Here's the deal: you offer a solution to their problem, then ask if they'd be open to making a decision based on that.  For example, if they're worried that a new system installation is going to be a hassle, ask: “If I show you how our system integrates smoothly, would you be willing to get started using it ?”  See how this puts the pressure on them in a positive way?  They basically agree to at least consider it if you deliver.  Pretty slick, huh?  In the last step, we'll discuss how to make your product even more tempting by “Reducing the Perceived Cost of Change.”

We've talked about everything you need to crush your sales goals, except for one hurdle: the fear of change. Imagine you want to convince your friend to try a new healthy recipe, but they're worried about the effort to cook it.  You have to make it seem easy, for them to get over the hump of taking action, right??  If you’ve ever avoided a new project because it seemed like a hassle, you will understand that buyers do that, too.

So, our final step is to reduce the perceived cost of change.

In other words, show them how easy it is to get started with your amazing product. Be upfront about any setup time or training involved.  But then, BAM!  Hit them with the incredible results they'll get with minimal effort.  Think of it as a small investment with a HUGE payoff.  This way, they'll see the value is worth the tiny jump they have to take. That is how you close the deal!

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