I come from a development background and when I first got into sales, I was terrified.
To this day despite getting on calls for the past year, I still get anxious!
Fortunately, I found this trick that will help you, close clients, quicker and more often even if you suck at sales!
It’s called the two-step close!
What The Best Sales People Do!
I used to think that the best salespeople had an innate ability to spin any deal into a no-brainer offer.
To a degree, that’s right. They have the experience to feel confident on a call, handle objections, and position the offer to be perfect for the client.
What I didn’t know was that the best salespeople and businesses make the client ready to close before they get a call.
Take All The Pressure Off Of You
Whenever I had a call scheduled, I used to clam up and get anxious.
I always felt like I had to perform and that terrified me to feel that if I didn’t perform exactly right, no money was coming in.
The pressure was all on me.
Once I found this one secret, everything change. The amazing thing is that it’s just asking two questions right off the bat.
Make The Client Sell Themselves
When you get on a call with a client, all you need to do is ask, “Why me?” and “Why now?”.
That’s the secret to getting a client to sell themselves on your services.
“Why me?” gets them talking about why they approached you specifically and they will begin to sell themselves on your reputation and experience.
“Why now?” get them talking about why they need your services in their company or life desperately.
When I ask these questions, the pressure shifts entirely off of me and the client begins to sell themselves on my services for the next five minutes.
During this time, I don’t have to ask complex questions to figure out their needs.
All I have to do is listen to the specific answers to these questions.
The One Requirement
This secret requires one thing only. You need to sell clients before they get on the phone with you.
That sounds daunting, but in reality, it is just marketing.
By using a system that vets the perfect clients for your services through multiple steps or applications, the clients who get on the phone with you will be dying for your services or product!
But What About All The Clients I’ll Lose?
You might be thinking, won’t I lose clients by being picky?
In reality, being careful with the clients you get on the phone will make you more confident.
When you only get on the phone with clients who are ready to be closed, your conversion rate will skyrocket and you’ll begin to sell more.
Rather than rambling on about your services, they will already be well aware of all the expertise you have to offer.
Rather than trying to assess their needs, they will tell you freely.
In truth, the best clients are the easiest to close and you get the best clients from a strong sales system.
To learn more about how to establish a sales system that makes closing a breeze, register for my free live webinar!