Welcome to episode #132 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.
This is a solo episode which is a recording of our live show we run every Tuesday at 7 pm on my business Facebook page Simone Vincenzi where I share my point of view from the conversation I have during the interviews with my guests.
In this episode, I talk about
- How to sell effectively
- The WILO model to sell 1 to 1
- The most important thing you can do when selling from the stage
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Have you ever thought about the difference between a client saying yes, I’m in, I’m buying, and a client saying really, no, or I need to think about it. Or I’ll get back to you, or I will let you know.
If you ever thought about that difference that you know the ability that you have to sell that will determine if that client is going to say yes or I’ll think about it, or I will let you know.
In this episode of Explode your Expert Biz Show, I want to share with you how can you become an awesome salesperson. What is required for you to be an incredible salesperson?
And also a sales methodology that I found personally made me hundreds of thousands of pounds, I mean I sold more than seven figures, actually, using this methodology.
Also it’s helping out clients to get client after client, after client, after client. That works incredibly.
Thank you very much for joining this episode of Explode your Expert Business Show. Probably you have missed me.
If you’ve been following us for a while and this is my solo episode that I do on my Facebook page. Simone Vincenzi, you can find it at Simone Gtex here live on Facebook.
Then we put on our purpose and our show and our podcast, Explode Your Expert Biz Show.
I haven’t been around for a while, I know. I’ve been on a cruise. I celebrated my one year anniversary with my wife, woo-hoo.
We went on a cruise around the Caribbean. It was amazing, we were literally on a floating town. It was huge.
The ship was called Oasis of the Seas from Royal Caribbean and literally we were strolling around the Caribbean for seven days in this floating town.
In the theatre there were 2,000 seats, 15 restaurants, a comedy club, a jazz bar. You name it, it was there. An ice rink, it was there, basketball court.
Very excited, so I couldn’t do my live shows because I was there and we decided to go without internet, without spending any time online.
Nasha did a nice post about this on Facebook recently. But enough about me.
Now it’s time to talk about sales.
I just want to give you an update because I know that for those of you that have been following me they’re like oh Simone we love you. We absolutely love you, yay.
Then for those of you that don’t know me, then you’re like so what?
And I get it so I’ll get straight to the point my friend, don’t worry about that. Today the topic of this live show is selling.
I’ve been actually finished three-hour cycle of interviews. Three hours back-to-back.
One hour with an American radio show, then in France a radio show, then I did another hour on a podcast, on a business podcast, and another hour on a Facebook group delivering a training on selling.
They were asking me, both three day of this host were asking me the question, what makes a great salesperson and why should we bother about becoming great at selling?
I think the answer is very simple. If you don’t sell, you will not make cash.
The cash is the lifeblood of a business which means that if you don’t sell you don’t have money and your business will fail.
This is why it’s crucial to sell. I think there are a lot of misconceptions about selling.
You know some people say I don’t want to be sleazy.
The reality is that there are not many sleazy sales people around nowadays.
All of them have been cut off.
We are living kind of in an old paradigm of do I need to be sleazy or manipulative if I want to be a salesperson?
Actually it is proven that the best salespeople, the real salespeople are the ones that are understanding their clients, that are only selling things that they know and they are perfectly sure they work, their clients are going to be happy with.
They listen instead of talking so much. They use of course sales strategies.
But they are not to sell something that the client doesn’t need. These are the very best salespeople.
So how can you become the best salesperson in your business? If you are the only person running your business then you must be the best salesperson in your frickin’ business.
Otherwise that ain’t gonna work, alright?
But if you have other people as well in your business how can you become the best salesperson?
This is what we’re going to talk about today.
Now there are a few things that you want to be aware of.
Today I’m going to talk about difference as well between selling one to one and how to apply those situations also in a selling from a group setting which is running a presentation live seminar, live webinar.
When you’re selling one to one, the most important skill that you need to have is to listen. Listen, listen, listen, listen.
Probably you have heard this advice many times I hope. If you haven’t heard this advice before, like who have you been listening to?
Stop listening to that person who teaches you selling in that way. But the very first thing they will tell you, they will tell you you have two ears and one mouth. Two ears, one mouth.
They’re in this ratio for a reason, alright? That’s what our business partner, Ben, always says.
They are in this ratio for a reason. Two ears, one mouth which mean listen first and then talk.
Because the key of selling is to really understand what will make the client tick, what will make the client buy.
What is it your client, your potential clients need that you can offer?
What is their struggle, what is their frustration?
What is it they’re struggling with?
If you don’t have a great level of understanding about where they are, where their business or life is then it will be very difficult for you to sell anything at all.
The first step is make sure that you start with the frame, with the mindset of I’m hearing this conversation.
Find out more information, many information as possible about this potential client.
Once I’ve done that I’m going to make an offer which is going to be relevant to the information that they’re going to give me.
We use a framework called the WILO model.
We did also other episode, we did trainings on the WILO.
Just to refresh your memory, WILO, if you haven’t followed us make sure that you check also WILO model, it’s a great LinkedIn article. We wrote about it.
The WILO is an acronym. W stands for welcome, then the I stands for investigate, the L stands for lead, and then the O stands for options or offer.
Which means that first of all you want to make that person feel welcome, right?
People want to do business with people that they like.
If you are a douche in the first five minutes of the conversation, don’t even ask how are you?
And it’s not a bit of chit-chat, then getting on a sales conversation with you can be pretty uncomfortable unless the customer is super qualified, they know already they want to buy from you.
Then they’re just on this call to understand and get to know and close the deal.
That’s a different situation, but even then it’s polite. Ask them how are you?
How has your day been, what are you working on?
Where have you been today?
All these kinds of things that, how’s your family?
If you know that they have a family.
If you know that they have a spouse, how’s your wife or how’s your husband?
All these kinds of thing, the small details that make a massive difference for you ’cause you’re establishing a rapport on a human level first.
That’s what the welcome is for.
Then you’re going to move into the investigate.
The investigate part you’re going to ask as many questions as possible to understand three things.
There are three things you need to understand in this part.
Number one is their situation.
What is their current situation? Where are they right now?
What is the thing that they really want?
What is the thing that they’re working on?
Those are the things that you really want to understand.
Then you are going to move to understanding the problem.
Within the situation, what problems do they have?
And how do they feel about this problem?
What’s causing, what is this problem causing them?
What kind of frustration, what kind of troubles?
What kind of loss of money?
What kind of loss of time they’re experiencing because of having this problem.
Then you’re moving onto the next one.
The next one is vision.
What is it they want to have instead?
What is it they would like to have?
What is the solution that they want to happen?
It doesn’t mean what is the product or service that they want to buy?
That’s not the solution.
The solution is how would they like to feel?
How much money do they want to have in their bank account?
How much healthier they will like to feel.
So what is it they want to have instead of the problem, and implication that they’re finding in this moment?
That’s what investigate part is, understanding very clearly what is the situation.
What is the problem that they’re facing?
What’s causing them so it will have implications.
And what is the solution that they want?
That’s crucial. Then you’re going to move on to the next part.
And the next part in the WILO model, we went to the welcome, investigate.
We’re going to the L, which is the lead. Lead, that’s the part where you’re starting ceding the fact of working together.
When you’re starting asking question that they’re going to lead them to buy from you if at this point you found that there was something relevant and some business that you guys can do together.
And in the lead question, the lead part you would ask question how would you feel if you had someone by your side helping you out with x, y, and z?
How would it be for you?
How much faster would your business grow?
If you had this particular strategy, where would you be 12 months from now?
So in this way in the leading part then they start thinking, man, I really need this because I want to experience those things.
Their knowledge that they need help to get to that point.
Once you’ve done that work then you say okay, are you open, would you like me to share with you what can I do for you?
What kind of options I have for you?
That’s where you go into the option part. It’s at that point that’s where you’re sharing about the offer, sharing about the potential, the possibilities of working together.
Now the recommendation is to have three offers.
That’s general, of course every rule can be broken, remember that.
This is my general advice, that’s what I do all the time.
But not all the time because I respond to the situation now.
But the best advice I’ve been given is to give three options.
Reason why is because there’s going to be one very high end, one middle end, and one low end.
The one that you really want people to buy is the middle one.
The one where you’ve made the most money for the least amount of work.
However, the top one is there for some people if they want the elite package which generally, since there is more money, we’re required generally some more work for your team, from your team.
But it doesn’t have to be that way.
Just saying for example for us that’s the reality for us at the moment.
They will buy it, you will sell the first one and you say the biggest VIP option, the platinum option is this one.
You start with the top one because you want to see the price that it’s going to be.
Now if you started saying well I’ve got three options, one is 10,000, the other one is 5,000, the other one is 200, how does the 200 feel compared to the 10,000?
There is more number, but they started from the 10,000.
Let’s explore the other way around where I say now I have three different option.
One is 200, the other one is 5,000, the other one is 10,000.
How does the 10,000 feel right now compared to the 200?
Well it feels like a much bigger number because you’ve started from the smaller one.
Always start from the top one to give perspective to the other two numbers.
That’s a big rule in selling, and please, please, please use it because it will make a massive difference.
Some people will offer two options.
Would you like this option or the other option?
That works as well, it works incredibly well.
The other option that you can give is only one option. Only one option works for some people.
For some people it doesn’t work.
One option is great, what’s great about the one option close is that it creates a yes or a no answer.
Either you want it or you’re not. It doesn’t give more negotiation room.
It doesn’t give any other options so people are clear in making their decision.
It will take less time for people to make their decision.
However, the but thing about that, it doesn’t open dialogue because it’s a yes or a no option.
What I love is I see sales as a dance.
Okay let’s dance together my friend. I see sales as a dance, we’re dancing together.
For me it’s to find something to makes you happy and for you it’s to find something that makes me happy.
That’s how we can keep working together for a long term.
That’s why I love negotiating. I love to find terms that will make everyone happy.
That’s how I am, I love negotiating.
I’m not the kind of person who would say this is black and white.
I will have my price, I will have my bonus, I will have my packages. But I believe that everything is negotiable.
Price is negotiable, payment terms are negotiable.
The package itself is negotiable, so everything is negotiable.
As long as you put yourself into the negotiation mindset, when you’re like okay what I want is to open different option, it opens the field for us to explore a way to work together.
You will find that your business will grow really fast and because you will offer different options, your close rate will be much higher than just offering one option.
This is something to be aware of selling one to one.
If you just follow this model, this WILO model, man you’ll make so much sales I’ll tell you.
Again it’s about how good you become.
If you’re already good at selling, use the WILO model, you’ll be even better. You can integrate into your current sales way.
If you’re rubbish in selling at the moment like I was when I started, then it will take a bit.
But at least you have a framework that you know is going to work.
Then the next step for you now that you know the framework is working on your confidence and your delivery of the sales which is equally as important.
Now the best salespeople might not even have a framework about the confidence that they have, the way that they have of engaging with people then gets other people to buy.
It’s equally as important having a framework and your confidence, the way you deliver the sales presentation, even if it’s one to one.
Now that you’ve explored that, we are moving onto selling one to many presentation.
What are the differences?
Very obvious difference is that when you’re selling one to one you’re selling to one person.
When you’re selling one to many, you’re selling to many people. That’s straightforward right?
Not much explanation around that.
What’s interesting about it, and that’s what makes selling one to many much more difficult than selling one to one, is that selling one to one, if you have one person saying no, the client is saying no.
It’s one person saying no to you. When you’re selling one to many you have a group of five, 10, 15, 100, 1,000 people.
You might have 1,000 people saying no to you all at once. It might not be verbal, but the fact they don’t buy is a no, right?
Those of you, it’s not a conversation.
You’re having a conversation with your audience when you are selling one to many, but a conversation needs to be already structured up front.
It’s more difficult to create that dance unless you already know who are you talking to. You can really get a presentation.
I think the best speakers, this is what they do.
They know their client so well that when they’re talking to the audience every single person feels that they are talking individually to them.
That’s the art of being a great speaker, not being already a great salesperson from selling from the stage one to many, but also great speaker when you’re going on stage and you know your audience to well.
When people are saying in that moment it felt like you were talking right to me, just to me, not to anyone else.
If you’re able to get this isolation, to isolate that person from that crowd and make them feel that even if you are there talking to a thousand people, that message was for that specific individual sitting in that chair in the room, they are sold.
Why are they sold? Because they will come back to you and they will say you get me.
I didn’t even have to tell you anything about me.
I didn’t have to tell you my story about who I am, but you get me.
That’s the power of creating a presentation one to many.
First of all, become great at selling one to one.
Use sales one to one conversation to gather as many information that’s possible for your ideal client.
Then you create a presentation, integrating all of this information, all the things that now you know about your ideal client.
Trust me, people will come up to you, I’m telling you, with their credit card ready but also saying I want to work with you not just because of what you said, but because of you.
Because you took the time to understand me.
They can see actually the fact that you’ve been working with many people in their situation before.
Otherwise you will not have been able to understand them so well.
That’s what makes the difference in a sales presentation one to many.
Forget the close, forget the call to action, the bonuses, the special prices.
Yes, they are all important but if you do that but you forget the connection part at the beginning making sure that they understand that you are one of them, then you can have all of the best closing techniques, they ain’t gonna work.
They’re not gonna work because then they will just be like bullshit, bullshit, bullshit, bullshit, bullshit right?
And you don’t want that to happen. You don’t want that to happen. You want people to say wow, this person is the real deal.
That’s why I was able to convert so much from stage because I’ve done so much work on a one to one level that when I’m going on stage I know already who I’m talking to.
I know already what they’re struggling with. I know already what they are suffering. I know already what they want, what’s their vision.
How much money do they want to have, what kind of lifestyle do they want to have.
What kind of things, possession do they want to have, and what kind of things they don’t care about.
What kind of charity work do they want to do?
I know that already. Why?
Because I work with hundreds and hundreds of people one to one and I looked at the common patterns of my best clients.
I know that this is a common thing.
That’s what will make you great at selling from the stage. Yes, you need to have great content.
Yes, you need to have a great close.
But the most important thing to do at the very beginning of a sales presentation one to many, establish that connection, it’s priceless.
Guys, I hope you enjoyed this episode.
If you want to work with me and as you know I’m doing another mentoring one to one or a group mentoring with people.
We have a team of coaches and experts to help you with this, to help you create a presentation that sell.
To help you become great at selling one to one, to help you become great at selling one to many, to create your own signature event, to get clients.
We are number one at this. I’m not saying this because it’s my company.
Well of course actually, let’s be honest. I say this because it’s my company.
But also see the results that our clients are getting.
I see what kind of level of effort we’re putting to make sure every single client gets the results they want and we promise them.
Make sure that you get in touch.
You will have a link in the description here in the show notes.
I will love to know from you, I would love to hear from you. Otherwise you can just simply send me an email at email@example.com with the questions that you have. I’ll be more than happy to answer any question.
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My interest is your success.
So if in your success you see the need of getting more clients or converting more for an event or starting your own events, then what the heck are you waiting for?
Book the consultation, we’ll get you booked with a team.
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Alright guys, thank you very much for listening.
Simone Vincenzi here, the expert strategist, yeah. AKA, the Italian Stallion, yeah, on Explode Your Expert Biz Show.
Remember that together we grow exponentially.
I’ll see you next time, ciao.