Do you struggle to close your appointments?Do you think you just need the right closing technique or closing line, and all your closing problems will go away?Even though you think your closing problems are closing problems they're really set-up problems.
Do you wonder how top producers are able to close nearly every appointment?There isn't any mystery.
They simply know how to set themselves up to close every appointment.
There are five things they do that make it possible for them to close so much business, and you can do it too.
Top producers know exactly what's on their prospect's mind.
They can't do that because they're mind readers they can do it because they don't guess.
They do the work to find out exactly what their best prospects are thinking about and talking about now.
You never want to create a problem to solve you want to solve an existing problem or fulfill an existing want.
Once you have their attention and interest give them the opportunity to reach out to you.
Rather than chasing people down and coercing them into meeting with you provide the opportunity for people to seek you out.
That immediately puts you in position to act as their advisor versus the adversarial position of a salesperson.
You can increase sales almost instantly by developing a message about the outcomes you produce, and who you help to get those outcomes.
There are several advantages an effective message helps you to obtain: it makes you stand out in the market rather than blending in as just another ...
, it gets the attention and interest of your best prospects, and it helps those best prospects to self-select themselves for you.
Your marketing message is key to setting yourself up for closing success.
Stop cheating your highly qualified prospects by meeting with suspects.
When you invest the time and energy to set appointments with suspects you're cheating your best prospects and yourself.
Every appointment wasted on a suspect is an appointment that isn't available for your best prospects to get the help that you provide, and get what they want.
Never sell your prospects anything.
Instead spend your appointment time helping them to make the best decision for the prospect.
As you help them to buy what's right for them you're building your credibility as a trusted advisor.
You're deepening your connection and relationship with that prospect.
That means you're setting yourself up to close additional business with that prospect, and you're setting yourself up for highly qualified referrals from those prospects because they know that you're acting on their behalf in their best interest.
Because they trust you and your recommendations the only thing you need to do to "close" the sale is confirm the best option and agree on the start date.