Imagine you can genuinely close a sale with honesty, integrity and empathy…
all you need do is sincerely commit to open a conversation, demonstrate you care enough to understand your client’s problem and offer an honest solution to her current dilemma, educate her on your proposal , leave a space open for her to say “Yes”and deliver the result you promise.
In this article we’ll explore how to sell on Purpose.
You’ll want to grab a pen and paper and take good notes because this is vital stuff! Imagine this scenario…
1. You open a conversation (without being “salesy”)
2. You develop a conversation, gather information and map the response you get.
3. You agree to do business together.
4. You deliver your promise.
5. You satisfy your client and she provides great testimonials.
Sounds too goods to be true?
Know how you feel, because I felt that way too until I figured out how to communicate what I can do for my client in words and images she will understand and deliver my promise, it’s called Selling On Purpose.
What I’m about to share with you is an overview of the exact same system I used to help Frankie Burrows at the Champion’s Soccer Academy get and keep 13 new members and once you know what to do I’m going to show you exactly how to do it!
Here’s the strategy …
You open a conversation (without being “salesy”)
First step is to develop the skill of “see through” which means you see things from your client’s perspective. and describe your business in words and images that focus on what you do for your clients.
A useful format is the elevator pitch…
Step 1 – Identify who you help (your ideal client).
If you’re a …
Step 2 – Identify the Result your client wants to achieve.
and you want to …
Step 3 – Identify how you help your client achieve or create that Result.
I am sure I can help you to…
Step 4 – Identify the bigger context for the Result and frame the meaning as important for the client.
Step 5 – Identify the consequences for your client of making a decision to work with you, and achieve that Result.
So that …
Now, let go of wanting to close the sale. Counter-intuitive as this may seem, you will get better results if you start by making your purpose for having a conversation “to help your client”.
At this stage you are opening a conversation because you genuinely want to help.
You develop a conversation, gather information and map the response you get.
Second step is to develop the conversation.
Step 1 – Build rapport, by being likeable and interested and curious and be prepared to ask your client lots of questions to discover what she really wants.
Step 2 – Ask open questions are best to begin with, and you can prepare a few questions that give you the information you need.
There are 5 0r 6 words that are useful to ask questions …
What, why, when, how,where and who?
Step 3 – Let your client guide you as to which question to ask next.
After you ask a question, pause for breath, and listen to the her response.
Be quiet inside, stop thinking and as you develop the skill of inner silence, you will see, hear and feel everything you need to help your client to solve her problem.
She will tell you everything you need to know. All you need to do is ask open questions and really listen.
Step 4 – Structure the information you are receiving.
I use a mind map to write down the information I receive and see the connections and relationship between the different aspects of the client’s world.
Step 5 – Be curious about what is going on for your client and let go of the temptation to fix your clients problems before you actually know what they are!
Make sure you really understand your client’s present situation before you present your offer.
You agree to do business together.
Now it’s time to complete your conversation, present your offer, and create an opening for your prospect to say yes.
The best strategy that I have found at this step is to give your client a demonstration of what working with you will be like, and what results she can expect, before you do business together.
Reveal a strategy you use that produces great results and invite her to try it.
I have started offering a free, no obligation, half hour consultation to achieve tangible results for my client.
I have found the best question to ask is “So, what’s the next step?” to move the conversation on towards the result you are going to achieve for your client.
Make sure that there is a good fit, that you can help her solve her problems and she trusts you, and you want to do business with her.
You deliver your promise.
Follow up and make sure you deliver what you promise.
You satisfy your client and she provides great testimonials.
Get feedback to ensure you have satisfied your client.
Now, it’s good to ask her to provide you with a testimonial.
Here’s the format I Use …