Welcome to episode #228 of Explode Your Expert Biz Show, brought to you by http://gtex.org.uk/,
I am your host, Simone Vincenzi, The Experts Strategist, and this is the podcast for experts who want to become the ultimate authority in their niche while making an impact in the world.
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In this episode, I talk about
- How to start your sales conversation in the right way
- The one question that will help you uncover any hidden objections from the beginning
- The most effective closing technique I have learnt
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Ladies and gentlemen today is all about selling. And I’m going to explore four crucial things to say during a sales call or a consultation that I wish I knew when I started.
If you follow what I’m gonna share in this training you will see your conversions during consultations skyrocket beyond your wildest dreams. I hope I got you excited enough here at the beginning.
Thank you for watching live if you’re watching live. If you’re watching the replay make sure you put #replay. If you’re listening to the podcast thank you very, very much for listening on this show. Thank you for being here.
Now, during this episode, I want to talk about four things. All this month we are talking about selling because we are also launching our sales mastery intensive programme. One of the things that I’ve realised in particular when talking about selling is that the way you run a sales consultation it just needs to have a structure. It needs to have a formula. Now, I’m not saying a script, there’s a big difference.
A formula or a structure is something that keeps you on track. A script is something that makes you a robot. And no one wants to buy from robots, yet. But people want to buy because they will connect with you, therefore, they will buy from you.
In fact, that’s why during this part of the consultation if you say certain things you will trigger a better or worse response from the person in front of you. There are some things that is better to avoid and are things that’s better to say.
And I want to focus on four things that I found that not many people actually use during their consultations. They don’t know they don’t do it because they don’t know. And I wasn’t doing them at the beginning, guess why, because I didn’t know myself.
Therefore, I left a lot of money on the table. Or I was still wondering why some of this consultations weren’t going through, or why people were not engaging, or why people were always saying I’ll think about it. It was so frustrating because I knew it was the right thing for them. I knew it was what they were looking for. I knew I could help them. And just because I didn’t do the best I could during that sales conversation, then unfortunately I didn’t get the results that I wanted.
That’s why I wanted to stress how important, how important it is to say the right things at the right time. These are four things that I wish I knew at the beginning.
And, guys, thank you very much for joining. Make sure you give me a whoop whoop in the comment if you’re watching live. Hi, Erema, thank you for joining here.
First of all, it’s important for you to be familiar with the way we teach to run consultations. We created the WILO model. The WILO model is formed into four components.
Number one is the W, the welcome. Number two is the I, investigate. Number three is the lead. And number four, the O, is the options. I’m going to give you some question to ask, things to say at these different points. The welcome is where you are creating the first positive experience with the client and when you are setting the scene.
Hi, Seema, thank you very much for joining.
There is one thing which is really, really, really important to put in the setup, which is your boundaries. Now, it’s really important to make sure that you have very clear boundaries from the beginning of the consultation.
The reason why it’s important, it is because if you don’t have them, then the person in front of you can take ownership of the conversation, while you want to be in control. Because you want to show them they can trust you, that you’re able to give them the results that they want. That’s why this is one of the best things that you can do.
In fact, during the W, the welcome part in the setup, there is three things that I always say. And I want to get them on board so we are on the same page during the consultation.
Number one is honesty. I would say, now, before we start I want to make sure that we are on the same page. I’m gonna be completely, 100% honest with you. And I want you to be 100% honest with me. Because if we don’t do this from the beginning, then it means that we are already not starting with the right foot. If you’re honest I’m honest, we can grow together. And we can see then what’s next step going to be.
Are you okay with that? Boom, that’s number one. The second one is the time. I want to make sure that they understand that there is a limited time and they can allocate the time for that consultation. I would say this consultation is for 45 minutes. So can you allocate these 45 minutes without being interrupted or with any distraction?
Yes, fantastic, now I know I’m not going to have any other surprise. Sometimes you can have surprises where people you were expecting, they are there for the consultation, and they show up. And just as you’re going to the pitch or the programmes, then they have to leave, or something happens, and you don’t know it. That doesn’t work, so I want to make sure that the timing is right.
Then, the last one is the outcome. I want to make sure that we are aligned on the same outcome. And what I would say would be at the end of this consultation we are going to make a decision. We’re going to make a decision if we are a good fit to move forward together or not, are you okay?
Now, the reason why I’m saying this is because I want them from the beginning to be in the mindset that at the end of the call they’re gonna make a decision. It’s gonna be working together or not working together. This will limit the number of people that will say I need to think about it.
It’s not going to eliminate the problem, but it will limit. Because from the get-go they are now in their mindset they are in decision mode. And that’s where I want them to be. So I have their agreement, I asked permission, so I have their agreement to go into that way. And because I have now that agreement, then it’s gonna be more likely that we’re going to move ahead because we are on the same page. That’s the first thing, one of the first sequences to say to establish your authority at the beginning in the WILO part.
Hey, Aaron, great to see you. Thank you very much for joining. I’m looking forward to joining your Facebook Live in about a half an hour.
The second thing is in the I. Now, the WILO model, the I’s in the investigate. And there is one question you’ll always want to know before you go at the end and before you go to explain the product or services that you have while you’re just finding and finding information about them.
The question is, is there something that if we see that we could be a good fit to work together, and my offer is exactly what you’re looking for, is there anything that could stop you from saying yes tonight?
Now, why do I want to know it from almost the beginning of the conversation, not the very beginning, but during the fact-finding and investigation? Because I don’t want to have surprises at the end. I don’t want to have someone saying at the end that, oh, well, but I don’t have enough money.
I wish I knew it before, so then I can adjust them the pitch, and the consultation, and the programmes I’m going to offer to make sure that I’m answering this question. Because I already know that’s an elephant in the room.
So if I know it in advance I can address it. But if I’m not able to know it, how can I address that elephant in the room? I can’t, it’s impossible. And that’s why it’s crucial that in the investigation part of the call I ask him that question. If there is something stopping you from moving ahead togeher today, what would that be? And if they say, no, there is nothing that’s awesome, fantastic, brilliant.
That means that we are on the same page. But, actually, if they say, no, you know what, but I’m really short with time at the moment, then I know that I need to pitch a product or create an experience for them that is going to address immediately the time concern. Is it making sense?
If you’re listening right now, if you’re watching live, tell me, is it making sense? Give me a whoop whoop here in the comments. Or if you have any questions let me know. If you are listening to the podcast, then just shout whoop whoop wherever you are in the car or while working out, I don’t know.
Then, the third thing I wish I knew, we talked about two things already, the third thing I wish I knew when I started selling to say on the consultation is during the option phase.
The O stands for option of the WILO model. And in the option is actually not to pitch one single product or one single service, but to give it three options. Two or three options, I found three converts more than two.
The reason why, because when three people think that they feel they have more choice and they are in control of that choice. But the way you present those options, they are as important as the options that you present. Well, what do I mean about that?
If I’m selling a programme, and I have three levels of this programme, then a lot of people would start from the smallest package going up to the bigger one. It will make sense, you start from the smallest one, and you grow up to the bigger one. Wrong, no, don’t do that.
Start from the top one, start from the most expensive one. Why is that? Well, first of all it will make your sales job much easier. Because most of the time your middle tier programme or your smaller programme they will be smaller parts of the bigger one.
So if you explain it already on the bigger programme, then when you are mentioning the medium programme, or the medium offer, or the low end offer, you’re actually taking parts that you have already saved. So you don’t need to explain yourself, and it will make it easier and faster.
Secondly, remember, the first number that you pitch is the number that will be in the head of the person in front of you. And it will be the number that sets the bar. Now, if you say is the first number 10,000, and then as a low end offer then it will be 3,000. Now, 3,000 is quite a good amount of money. But it will sound way cheaper because first of all you set at 10,000, so in comparison from the 10,000 the 3,000 is cheaper.
But if you were stuck from 3,000, or let’s say you start from 200 on the low end offer, and actually the higher end is 10,000, now because you said 200 first, now 10,000 sounds even more expensive. Because the first number you said was 200, and the gap is too big. So instead of the 200 sounding like a good deal, now they’re focusing on the 10,000 being way more expensive than it is. That’s why it’s important.
Hello, Vincenzi in the house! Thank you very much for joining Leno.
The reason why this is important is that when you start selling the first number you say is the number that will set the bar. So set the bar high, so that you have room to go down.
It’s easier to go downhill than to climb the mountain, okay? That’s the other thing that I wish I knew when I started.
And then we have the fourth thing. Then I’m going to do a recap. For those of you that just joined right now thank you for joining. The fourth one is ask for in the option phase, now we are in the close phase actually of the options, ask for the card details.
Ask for the payment details there and then. Now, disclaimer, if you are working with corporates most of the time you will need to send an invoice, so that will not apply. But if you are working with private, which it means as well small business owners that will make the decisions, so you’re talking with the decision maker. And if it’s a small business own this applies. Or with a private, which is not a business owner, but is a private client, or a customer which they don’t have a business, then really important, really, really, really, really important to do is to get their card details.
Why is that? Because the moment you close the call is the moment you have no more control over their life, over what happens to them, or what doesn’t happen to them, over their thinking, over who they talk to or not talk to. And if you don’t have those payment details, and if you don’t process the payment, it’s easier for them to chicken out.
You know, sometimes we have all been there. We were excited in the moment where we were buying something. I remember I did it a few times. I was really excited, and then I had second thoughts after the call. And because that person didn’t have my credit card detail it was easier for me not to respond.
Now, that’s not something I don’t do anymore. But I find that if I don’t do it or if our team doesn’t do it with our clients it’s easier for them to find the other excuses or change their mind. Because there is less of a tie. While if I’ve got credit card details, boom.
The moment we finish the call I submit the payment. Now you’re in, so the momentum builds. So in the mind it’s more difficult now to stop something which is already in the process than to not start a process at all.
That’s why a lot of time when you are talking about sales it’s all about micro commitments to get for the big commitments that creates the excitement. Even asking for the card detail, that’s a micro commitment that I’m trusting you with my money. I’m trusting you with my card details. That’s one of the biggest forms of trust that we can give.
Because it means that I’m going to trust you, company or person, that you’re able to handle my most private information, some of my most private information really well. And that tells a lot about the person and the relationship that you’re building with them.
The trust is built, the trust is there. Because if they don’t trust you they will not give you their credit card details. Other than the fact that you are in control of the payment process, then you’re also making sure that the relationship and the trust is there and is very high. It’s that micro commitment, if someone have micro commitment over micro commitment over micro commitment, then making the big decision now sounds like a small decision.
And that’s where you’re building the momentum. There’s a great book called Influence from Robert Cialdini, make sure you read that. If you haven’t read it or listened to it do it right now. There are great summaries of that book. And one of the laws of influence is commitments.
Someone will make a small commitment, and then will make a bigger one that will make a bigger one. Suddenly, we are in the loop. And it will feel like counter-nature to go back because now we are too invested in the process.
And we don’t want to let other people down. It raises a lot of psychological reasons about that. So it’s very, very, very, very powerful. This is the last thing I wish I knew, to ask for the card details. I would have definitely had way less clients disappearing from me just because maybe they talked to someone else.
And he told him out to one of their partner that didn’t have any clue about what we were doing. And they would have said no. The only thing they see is not the conversations we had, but it’s the money leaving their account. And the less they have a supportive partner that actually wants to explore, then those things can happen. So it’s to protect yourself, and your business, and to make sure that you can deliver the service that you want to deliver to your clients.
All right, let’s recap, there are four things that I wish I knew to say during the sales call that I wish I knew when I started. Number one, during the welcome part of the WILO model is to check into honesty, time, and outcome, making sure they are on the same page. Number two during the I of the investigation part of the WILO model. Asking if there is something stopping you from going ahead right now, what would it be given that you like the products and the service that we are going to offer. Because I want to know the objections from the beginning. Then, in the option phase, number three. Give options in the right order, from the most expensive to the least expensive. Then, number four, ask for the card details when you are closing so you can be in control of the payment process.
That’s it for things I knew. There are way more that I’m sharing in our sales mastering intensive mentoring programme. We are opening applications right now. The applications are going to be open for only 10 people. It’s gonna be a three month programme.
We have different options with payment plans as well, depending if you want to have one-to-one support or attend the group programme. So it’s affordable for everyone that wants to take seriously the art and science of selling. And the aim for the three months is to create your best three months yet.
You will absolutely love sales mastery mentoring pro intensive mentoring programme. There is a link here in the show notes and here in the description. Make sure you check the link and you read the page, so then you can see all the information and the case studies that people that went through the programme already. And you can see what happened to you by joining sales mastery intensive.
If you have any other questions as well send me an email at email@example.com. Or connect with me during our social media so you can ask more questions about the course and how it works. Because these are just some of the few things that we have in this course. And the idea is that if you improve in different areas of your sales process, then it will mean that, now, suddenly your sales process will become so good.
You will become so good at selling, and you will fall in love with selling. Then you will definitely have your best quarter yet. That’s how we are gonna help you.
Well, thank you very much for joining. Make sure you click the link to check out our sales mastering intensive programme. Now, it’s all for today.
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