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Turn Your No Client Into a Yes Client!
5 Trigger Tips to Closing Bigger Deals in Less Time
By Joe Takash
Think of all the time you have put in and the energy you’ve exhausted on attempts to cajole client contacts who love to say “no” but can’t really say “yes.” It can be a frustrating, morale-beating process. It also happens to be bad for your business’s bottom line.
Making a connection with the buyer, the individual who can say “yes,” isn’t always easy. Aim low or aim high and, well, you know what you get.
The following tips are both necessary and instrumental for getting bigger deals in less time, from the people who have the authority to say “yes!”
1. See yourself as a peer.
Before we get into approach, answer this: Are you confident enough to dialogue on equal ground with the big wheels that run the show? You would be shocked at the number of grown adults who will answer this with a “yes” to others, but say “no” to themselves in subtle, counterproductive ways.
Trigger Tip: To view yourself as a peer, use positive self-talk and manage that internal cynic. Remember, how you present yourself is stronger than any service or product you offer. A strong handshake, a confident personality and voice, and the right mental attitude can make a huge difference.
2. Do your homework.
A lack of preparation may be the biggest deal killer there is. When it comes to connecting with buyers, you must know three areas — and know them well. These include: their company; their competition; and your product or service. Do these seem like no-brainers? You’d be surprised how many service providers don’t know when a company was founded, what their mission statement says, who their biggest clients are, or how they fare against the competition. As far as knowing your own product and service, read on.
Trigger Tip: If you haven’t made Google your best buddy, start today. It will swiftly allow you to collect information about the companies you target, and often the professional resumes and personal interests of your buyers.
3. Speak in sound bites.
When you have the chance to speak to the buyer, get to the point and remember that less is more. Too many service providers ramble on aimlessly about what they’re selling and can kill their credibility because of the confusion they create about their product or service. Decision-makers want you to be brief. Granted, when you get those few moments to audition, it can feel like a pressure cooker. So, prepare ONLY information that demonstrates how buyers will benefit and what their return on investment will be. If you don’t have this ready to be delivered in 15 seconds or less, practice.
Trigger Tip: For every piece of information about your service or company you prepare, ask the questions that your buyer would ask, such as: “So what? or “What’s in it for me?” These force you to always speak in benefits-focused, buyer-friendly language.
4. Ask great questions.
Conventional sales jargon used to be “ABC” ...