This document outlines a 11 step process to script consultative sales call that close. Identify your ideal clients, script your process and increase success sales calls from 10-20% (the standard) to 50-80%.
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System Architect: JV Crum III
Website: www.consciousmillionaire.com
Generated as part of the www.BusinessSystemsSummit.com
Step 1: Identify and understand your target audience / niche.
- Start wide and then narrow your focus – at least 3-4 levels deep. For example, if your niche is coaches and consultants, the next deeper level would be business coaches and consultants and a deeper level beyond that would be 6-figure business coaches and consultants, etc.
Step 2: Identify the top 3 problems your niche market faces.
- These problems should be problems your niche market is actively looking to solve and problems you’re confident you or your products/services can solve.
Step 3: Define your “Big WOW”.
- Outline the big result that you know how to deliver. Ensure it solves one or more of the top 3 problems you identified in the previous step.
Step 4: Use your “Big WOW” to name your consultative call.
- Don’t call your sales consultative call a “strategy session”. Take a piece of your “Big WOW” and use it to name your consultative call.
- Use the subtitle to make a big promise that you are comfortable with, yet confident you can achieve.
Step 5: Put yourself in state, be real, and fully present.
- The quickest way to build rapport is to be present.
Step 6: Start the call and outline the agenda.
- Explain that there are 3 parts to the call.
- Part 1 – Have them explain their current position.
- Part 2 – Explain where they would like to be in one year.
- Part 3 – Explore the gap between the two.
- Reiterate your goal is to deliver on your promised “Big WOW”.
Step 7: Have them explain their current position.
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Use the 80/20 rule during the call, where you listen 80% of the time and speak 20% of the time.
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Your job is to ask probing questions, not to be talking all the way through the call.
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Find points of interest and ask them to “tell me more...”
Step 8: Have them explain where they would like to be at a future date.
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Depending on your product/service, use a timeframe like 30, 60, 90 days or 1 years.
Step 9: Explore the gap between where they are and where they would like to be.
- You’re looking to find their pain, what’s missing and how do they feel about where they are today vs. where they want to be.
- Ask them to elaborate on “how they feel” about the gap.
Step 10: Closing the call.
- Ask if your client wants to discuss their options on how you can help them achieve the outcome they identified / where they want to be.
- Give them a promise or a guarantee. This promise that gives them a big result and a huge return on their investment, it also removes their risk and puts the responsibility on you to deliver.
Step 11: Make the sale.
- Wherever possible, make the sale on the call.
- Add bonuses or discounts to encourage them to buy today.
- For those who don’t buy during the call, have a specific follow up appointment set up for the next day.
- Suggestion! Send them a Google invite that they can accept so it adds the appointment to their calendar.
- Don’t be afraid to discuss any objections.
- “I find when people don’t move forward often times it’s because I failed to give then enough information or I failed to answer all their questions. So let’s just talk about it because I want you to make the right decision for you.”
Find out more about JV Crum |||’s breakthrough session – click here.