Have you been taught by sales professionals that you should always go into a sale assuming that it is a done deal? While assuming the sales is an important piece of a sales strategy, it is not the complete equation. In today’s episode, host May Yeo Silvers discusses the other 50% of the equation for forming a successful sales strategy.
Building up your confidence is a big part of being successful in sales. You always want to go into a conversation with a potential client with a lot of confidence in yourself and the services you are offering, as well as with an assumption that they will want to work with you. However, if you go into it leaning too heavily into your assumptions, that potential client might feel like they are being forced to say yes to you. Instead, give that person a way out by asking them questions that enable them to explain in their own words why they want to work with you. When people have a chance to articulate their reasoning, they will be much more likely to go through with the sale.
Most people are not inclined to argue against themselves. So, instead of insisting that someone work with you, give them an opportunity to choose to work with you and explain their reasoning in their own words. Tune into this episode of The Unstoppable Eventrepreneur™ to learn more about why assuming the sales is not always enough.
Quotes
• “Assuming the sales is 50% of the equation.” (7:14-7:17 | May)
• “You need to create an opportunity for your potential client to tell you, to articulate it themselves, that you are the person that they want to work with.” (7:59-8:15 | May)
• “You want them to explain why they want to work with you. Because when they say out loud the reasons why they want to work with you, they are justifying to themselves and they probably will hear 100% of what they’re saying.” (11:44-12:22 | May)
• “You want to be confident in presenting your services and assuming the sales. But then at the later part, you want to be curious by asking them questions, so they don’t feel that they are being pushed to have to work with you.” (15:04-15:16 | May)
Links
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