Let's face it...
A lot of salespeople don't know how to sell.
They may be good at prospecting or setting appointments.
Once the sales appointment begins, they may be good at establishing rapport, identifying needs, and making a presentation.
But if the buyer doesn't say YES after the first close…
They become lost in the sale!
That means they are not sure what to do next to bring prospects back to the next moment of decision…
In other words, most company sales trainings prepare salespeople to become good at the first half of the sale, which leads up to first close. But too often, they don't teach their salespeople how to sell. How to lead indecisive buyers back to the next moment of decision.
Here is the secret that only the top third sales producers understand:
The sale starts at the first close.
Until that moment, everything else is part of the introduction:
The presentation may be the longest segment of the sales presentation, but it is still part of the introduction.
The solution is for your salespeople to know where they are in the sale at all time. How? By using the Circle of Persuasion---the only complete map of the sales process--as a compass to determine their next move.
The complete training on the Circle of Persuasion is found in the book, When Buyers Say No, co-authored with world renown sales trainer, Tom Hopkins. For now, here's a spoiler:
There are four basic steps to the first half of the sale:
1. Establish rapport
2. Identify needs
3. Present solutions
4. Ask for action
The groundbreaking insight of the Circle of Persuasion is that if the buyer does not take action after the first close, you then repeat the same 4 steps again! Only this time, more quickly.
1. Re-establish rapport: "I'm so glad you ask about that..."
2. Identify the question: "So I understand, your concern is that..."
3. Present solutions for the concern.
4. Ask for action again.
Now you have a gameplan. When buyers don't say YES the first time you ask them to take action, you don't have to wander in the dark, repeating what you already said. Instead, you immediately re-establish rapport with a short phrase that lets buyers know it's alright that they didn't say YES.
Then deepen that rapport by confirming the intention of their question or concern. A participating buyer is more likely to take immediate action. That allows you to directly address their underlying values when presenting a more compelling solution. And based on that solution, asking your buyers to take action is the next logical step.
What do you do when you have answered all their questions. Your buyers haven't said NO, but won't they say YES? Ask the Ultimate Question:
"What needs to happen for you to take action today?"
You've invested your time and energy. You've done everything you know to do. Before you end your time with your buyers, give them one last chance to say YES!
The Circle of Persuasion is an illuminating torch that guides your steps in the darkest, most vague sales scenarios. That frees your sales team to focus more fully on their buyers. Just as important, it increases their professional satisfaction which leads to increased sales revenues and greater job longevity. A WIN-WIN-WIN for the buyer, your sales team and your company!
After hearing the first NO... your Sales Team is not sure what to do next to persuade Prospects to make a buying decision.
So they often repeat what they already said, saying it more loudly and with a hint of frustration...
The solution is understanding at all times during a sales appointment where you are in the Circle of Persuasion!
This FREE guide explains step by step, the world's first complete model of persuasion. We will NOT spam you!