Okay, so today I’m going to be sharing with you the three C’s to success for sales and it’s a framework.
So if you’re having trouble with building rapport or if you’re forever feeling like you’re dealing with tyre kickers and time wasters, but even if you’re still just winging it when it comes to your sales process, then this framework will help you put together a process that leaves you talking to the right people and helping those people to buy from you.
It’s made up of three things: connect, communicate and commit. Now we’ll dive a bit deeper into each of these.
So first up you need to be able to build relationships with people, connecting with them. People buy from people they like, know and trust. So you need to spend a bit of time and build up a relationship with them. Find their problems and work out how you can fix them.
Then comes to communication. And in this you identify with them, qualify them, ask them open-ended questions and get them engaged. This is where you make sure they’re the right type of person you want to work with and vice versa, that you’re someone that can actually do what they’re asking.
Make sure that you know what they want. Repeat it back to them and get them to confirm so that you know for sure that you didn’t miss anything.
And then lastly, and arguably the most important step, you need to get them to commit to the next step. Though pay attention. This doesn’t mean getting them to sign the contract and then leaving it there. It’s about the next step. So even just them agreeing for you to call them back next Tuesday at 2pm to get feedback on the bid.
Getting small micro-commitments throughout the process is another way to get your prospect engaged. And psychologically sales people often say that getting a prospect to say yes to micro-commitments, wires the prospect to say yes to you. So it makes it easier when it comes to signing on the dotted line.
Whether you believe this or not, commitment is still crucial and as a prospect, it’s always nice to feel the person you’re thinking about hiring knows what they’re doing. And it’s equally nice to feel involved in the process. So ensure you keep your prospect engaged and involved in the process at all times.
So if you’re still winging it, put three C’s into practice. Connect with your prospect and build rapport, communicate well and make sure you’re right fit for one another, and then commit them to the next step, keeping them involved in the entire process.
If you like this go to http://tradescoaching.com/chat and book in to have a chat with myself or one of our coaches about how we can help you in your business.
Bye for now!
