by Rochelle Togo-Figa
You have enough to do each day without chasing around prospects that will never buy from you. That’s why we’re running this advice from sales trainer Rochelle Togo-Figa – she’ll help you find the right buyers, so you make more money in less time.
A client was disappointed she hadn’t brought in any new clients in several weeks. She was frustrated she had set up 8 appointments and hadn’t closed one. She had set high expectations and was upset with the results. We’ve all been there, so we know how it feels to anticipate closing business and then it doesn’t happen.
As she and I discussed the situation, several things started to open up. Although she had scheduled 8 appointments, early on 2 of the people had canceled and 2 didn’t want to spend the money. These 4 people were non-serious buyers. The good news was the other 4 were definitely interested.
In fact, one of the people she met liked her authentic sales style so much that she was invited to attend a party where she could network with many more potential clients. She may not have closed the sale on the first appointment as she had hoped; however, she gained much more. She still had the possibility of closing this sale and an opportunity to meet many more potential clients.
It’s unlikely you will close most of your sales on the first appointment. There is an emotional process that people go through when making a buying decision. People do business with who they get to know, like and trust. You have to be patient and willing to nurture the business relationship.
To guide the customer through the sales process and create a long-lasting business relationship begins by authentically communicating, being genuinely interested in the other person, and giving up any attachment you have to the outcome.
As we reviewed her appointments, we looked to see what was missing that could be put in for the next time. She thought the problem was she didn’t know how to close the sale. That wasn’t the problem. What was missing was doing the preparation work before the sales meeting to eliminate non-serious buyers. If she had done the preparation work, those 4 non-serious buyers would have been eliminated early on.
If you want to be well prepared for your sales appointment and close sales faster, I have 8 steps to follow that will move the sales appointment to a sales close.
- Set specific and realistic goals of what you want to accomplish.
- Go in with the intention of closing the sale, but let go of any attachment to the outcome (and how it should look).
- Send a letter or email before the meeting outlining what will be covered at the meeting.
- Call to confirm the meeting. At that time ask qualifying questions to uncover their budget, make sure you’re meeting with the decision maker, and find out how long they’ve been looking.
- Make a list for yourself of anticipated questions and responses.
- Make a list for yourself of anticipated objections and responses.
- Practice your presentation out loud.
- Practice your responses to the questions and objections.
Golden opportunities are all around us. Sometimes they’re hidden from our view because we think things should look a certain way and when they don’t, we’re disappointed. I invite you to let go of how it should look and turn every challenge into a golden opportunity.
Rochelle Togo-Figa, the Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com.