Is it taking you too long to close the sale? Are you getting the brush off? If so, you’re using the wrong approach.
There is no set amount of time it takes to close a sale, but unless you’re selling something that costs tens of thousands of dollars, you’re not going to make money if you spend hours with each prospect. In most cases, 30 minutes is all you should need to close the sale.
How To Close a Sale in Under 30 Minutes
Imagine you’ve got a qualified prospect on the phone and you know they could use your products or services. What do you do? What do you say to convince them to buy from you today?
Should you start by telling them about the features of the products you sell or the high-tech machines you’ll be using to get the work done or about the history of your firm? What should you say first, second and third to make the sale?
Stop! If your primary concern is making the sale, your prospect will know it. No one likes to be sold. So if you’re focused on convincing your prospect of your expertise or persuading them to buy, you’re taking the wrong tack.
What Not To Do
Fran is a search engine expert who helps keep my site in the top ten listings for my keywords. I’d referred one of my clients to her and then followed up a few days later to find out why she hadn’t signed up the client. I knew the client wanted SEO help and Fran wanted to work with the client, so I wanted to find out what had gotten in the way.
When I asked Fran how the call had gone, she explained that she had spent an hour and a half talking with the prospect. She gave them a detailed review of their site and explained what could be done to improve its search engine positioning. On top of that, she sent the prospect a Camtasia video file of the lengthy consultation.
But after all that and several follow up calls, Fran still hadn’t closed the referred prospect.
How can you close the sale in 30 minutes or less? Use this link >>
How NOT to Pitch Your Prospects
Here’s the secret. The way to close the sale is to avoid pitching your prospect. That’s right: don’t try to prove to them you’re the perfect solution. That’s the wrong strategy and is a waste of time.
The best way to “sell” your prospects is by getting your prospect to do the work for you. Get them to tell you three things:
1. What they are trying to achieve
2. What they want
3. How your products or services can help them
Ask them questions to get them talking about the three points above. Then let them tell you why they should buy from you today.
How would Fran’s call have gone if instead of focusing on proving herself, she had asked questions such as these:
• How many unique visitors are you currently getting per week?
• How many sales does that generate?
• How much more could you be making with 4 to 10 times as many unique visitors to your site each week?
• How would you like me to help you?
Fran would have closed the sale and put money in her pocket and the prospect would be a happy client.
Ready to dump your pitch and discover how to have your prospects pitch themselves? You’ll close many more sales in much less time.
Use this link to get the details >>
What’s the perfect sales pitch?? It’s the one your prospect gives you to convince you to sell them your products and services. And it’s 100 times more powerful than any you could come up with yourself.
Imagine if you could close twice as many prospects with less effort. How much more would you make?
Interested in making twice as much? Find out how >>
To listen to the podcast of this blog online, use this link >>
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