10 Tips to increase sales in face-to-face meetings and upgrade your sales funnel. The right process and coaching will help you close the deal and skyrocket sales.
These ten effective sales techniques from listening to closing techniques are pertinent to every professional salesperson.
Every salesperson includes, but is not limited to, architects, engineers, consultants’ contractors, and yes you! You and your Team in the Design and construction industry need to become professional sales people to represent and showcase your expertise.
Balance – Talk to Listen Ratio – When talking and not listening you are missing out on relevant information. A bad habit to break in 2019, stop thinking about what you are going to say next and listen to the person that is talking to you. You’ll be amazed at what you learn and how much better the conversation flows. Less said, best said. Often prospects sell themselves.
Tips to listening Better:
- Be openminded
- Be attentive and relaxed
- Listen to the words and the sentence connotation
- Ask Questions
Source: (Osten, 2016)
2. Pre-Qualify and Research Your Leads
Pre-Qualify – Research Your Leads – Biggest time waster is not pre-qualifying your leads. Do you have a qualifying pre-road map? A set of questions to ask prospects. Make yourself a master list of the perfect client, qualities you’re looking for and who aligns with your companies’ mission, vision and goals the best.
Don’t be afraid to say no to a prospect that isn’t the right fit. Try it some time, let go of an opportunity that doesn’t fit in with your vision. A freeing experience and opens you and your company up for positive flow.
Integrity – Never Lie to Prospects – Making up alternate facts is not the way to win over the business and create long-lasting relationships. Honesty is everything. Remember the golden rule “do unto others as they would do unto you.” The best rule created!
Honor – Never Over Promise – Under promise and over deliver is a motto to live by; creates a win-win for all involved. Getting into situations that keep perpetuating underperformance will get you and your firm fired quickly.
“Don’t be a ‘YES’ person!
What is the biggest sales mistake you can make?
It is not forgetting or skipping the step to pre-qualify potential clients.
Surprisingly it’s saying ‘YES,’ to ideas and actions that are not in the benefit of your client.” – Cheri Lucking
Truth – Learn to Say No – Have you ever been in a client meeting when the client is trying to take you away from your mission, vision, or goals?
Recently we were in a situation that it just made sense to walk away from the business. A prospect that didn’t line up with the type of client we wanted to work with; our vision, mission, goals, and process were not the same. The prospect was not respecting the expertise we were bringing to the project.
Magic happened, it opened the door for new business to flow through.
You don’t need to compromise your values for the sake of money. Feeling excited and happy to meet and work with your clients is a sign of a healthy you and business. Just Say No! It’s ok to NOT work with just anybody that comes knocking on your door. Working together needs to be a two-way experience. Life is a journey of positive and negative, choose positive whenever possible!
6. Value and Benefits
Value – Sell the Benefits Not the Product or Services – When you sell the benefits of your product or service, the positive outcome you are more likely to get the work. Your prospects need to feel, by engaging with your product or services, that they will reap benefits far greater than if they didn’t buy from you.
7. Follow Up
Follow Up – Today, not “Mañana” – If you tend to procrastinate, make a New Year’s Resolution to get it done today! It is a freeing experience. It gets the project out the door and out of your mind so you can move onto the next order of business or pleasure.
Coaching and applying expert sales techniques follow up and closing techniques, have led me to believe that short scripted one sentence hooks can increase sales by 60% or more.
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8. Occam’s Razor
Occam’s razor, also spelled Ockham’s razor, also called the law of economy or law of parsimony, the principle stated by the Scholastic philosopher William of Ockham (1285–1347/49) (Duignan, 2018)
“When you have two competing theories that make exactly the same predictions, the simpler one is, the better.”
Or as coined in the 1960s by Skunk Works engineer Kelly Johnson
“Keep it Simple, Stupid,” (KISS).
Occam’s Razor – Utilize the KISS Principal – over complicating any process is unnecessary. The problem-solving principle that the simplest solution tends to be the right one. It’s that simple!
Inbound attraction sales approach changes how you relate to prospects and close your deals and contracts. Respect and providing value and benefits to your qualified prospects through expertise and thought leadership lies at the heart of great attraction marketing.
Respect – I have heard many professionals refer to their clients as idiots, “They don’t understand the process, etc.” Remember that your clients are experts in their field. You as an expert in your field need to educate them through sharing your expertise and never talk badly about them behind their back to anyone.
Respect – Do Not Blast Emails – Don’t burn out your email list by over sending emails to your list. Your messages will end up in the junk folder and trash bin for good. Respect your email list; it is your gold. Use sparingly and on purpose sharing useful information. Don’t always be selling your product or service. Give them something of benefit, compliment on their accomplishments, and it will return in kind.
10. Convert and Close the Deal
When it comes to closing a lucrative deal, getting that great contract, it all depends on how you ask and when you stop talking. We’ve been in presentations when the presenter asks for the order, then proceeds to talk themselves out of the contract by steering the prospect onto another topic. Ask for the order, let the prospect talk next and don’t interrupt. Here are four effective closing techniques to try today.
“Learn when to stop talking. Once you have presented your close, Stop Talking!” – Cheri Lucking
- How to Convert with Emails – Write Short Emails to Engage – Data suggests emails shorter in length have above a 50% response rate. Keeping your emails between 50 – 125 words will help avoid the clickthrough. Keep emails, positive, short, snappy, and worthy of the receiver’s time and energy. Try it and enjoy the results.
In a face-to-face meeting always utilize effective closing techniques. Before you close, make sure you cover the basics from the pain points to the solution, the promise, to the value.
Ask questions before the close to fan the flames of your prospects need to succeed using your product or service. Listen, recognize and respond to the objections the prospect may have before they commit to the contract.
Always ask for the order:
- The Assumptive Close: “Did this presentation meet your expectations?” After sharing content, “Does this sound like something valuable to your company? Are we in agreement to work together?
- The Takeaway Close if you can’t agree on the price: Reduce scope, try taking away a feature, or service in exchange for a lower price. Taking items away often makes the client nervous and curious what impact losing that feature will do to the overall project.
The Confident expert close:
With three decades as an expert and Multimedia Marketing Executive in B2B and B2C, in radio, TV and media marketing I see these common sales mistakes recurring time after time. Coaching sales:
Professionals in the A&E industry, from Architect to Contractors are the least trained sales and marketing people we have come across as they have an inherent difficulty in believing that their services are a product that needs delivery and effective closing skills.
“Let us write, edit and illustrate for you. Then coach your team to knock it out of the ballpark. After all, it’s our passion.”
Coaching is an essential improvement for many professionals that pays for itself. We train you to anticipate your client’s concerns. Have the answers to their objections, fears, help lead them to the close.
Drop me a line for your Thought Leadership Coaching and Training
Phone: 303 362 0498 or Email me: email@example.com
Duignan, B. (2018, December 19). Encyclopedia Britannica. Retrieved from Encyclopedia Britannica: https://www.britannica.com/topic/Occams-razor
Osten, C. (2016, October 05). Are You Really Listening, or Just Waiting to Talk? Retrieved from Psychology Today: https://www.psychologytoday.com/us/blog/the-right-balance/201610/are-you-really-listening-or-just-waiting-talk
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