Stressless Sales

Stressless Sales -

Sales calls and closing sales tend to be very stressful for most people.  Follow these guidelines and decrease your sales stress, while increasing your closing ratio.

1 - confirm that your price is appropriate based on your costs; competition and your experience
2 - be 100% confident that you have the correct price -- can you hold out your hand and ask for the price without hesitation?  If not then go back to step 1
3 - identify what your hot lead / absolutely perfect prospect looks like
4 - screen your prospects so that the only prospects that get large amounts of your time or the expensive marketing materials and the hot leads.  Prospects coule be sorted into hot leads, future leads, new contacts, possible referral sources and great resources.
5 - rank your hot leads by readiness to buy
* do they need your product or service within 45 days?
* do they have enough money to pay for your product or service?
* do they know they need your product or service?
* do they know about your company yet?
6 - Make a minimum of 15 outgoing calls / personal emails a day
* 5 calls are to people in the hot leads category
* 5 calls are to people in the future leads category
* 5 calls are to people in the new contacts, possible referral sources and great resources categories
7 - track all calls
8 - take notes for any and all conversations that you have
9 - make a note of when to call that person again
* 1 week / 1 month / 3 months / 6 months or even one year
* your conversation will give you the best guideance on when to call again

Calls
- identify what problem you can solve
- tell them about a success story that problably matches their story
- confirm their need
- confirm you can solve their problem
- give them timelines on when the problem will be solved

Meeting
- repeat the steps noted for calls but in more detail
- be sure to create a connection with your client (chit chat can be personal or business in order to create the connection and start the business relationship)

Ask for the sale

Get a signed agreement or send an email to confirm the agreement
Get a deposit if necessary

To improve your closing ratios for sales calls and to decrease your stress, call for a one on one meeting with Cheryl Rankin, Fit For Business or sign up for the next "Shape Up Your Sales" workshop.

Cheryl Rankin
Fit For Business
www.fitforbusiness.ca
647-287-0320
info@fitforbusiness.ca