We all reach that point when we hit a wall in our sales process. Things are going well, but the sale just isnt coming together. This is the type of challenges you know you will face when entering into a career in sales, whether you are selling insurance or selling retail items such as watches. For example, those who train and get started via companies like watchtradingacedemy.com are taught the struggles they might face when stepping into the big wide world of the watch trading business. Getting sales is a major part of any business, without sales businesses can’t progress and grow. That’s why many companies have already started to make use of sales funnels. This marketing strategy can improve sales by converting more people into paying customers by using a purchasing process. There are many companies offering this sort of sales help, however, deciding which ones are best can be tricky. Perhaps reading a clickfunnels review may be beneficial to see if their services will benefit your business’ sales numbers. However, some companies might not require this sort of help, they may just be experiencing a standstill with their sales.
Here are a few examples of where we might hit one of these sales walls:
You proposed a solution to your prospect and she said she needs to think about it and wont return your calls or emails.
Your prospect has worked with another advisor for years but says he is interested in working with you. However, he does not want to upset his prior relationship.
The business owner agreed to a short first meeting with you. It went well, but you still dont have enough information to provide a solution and the conversation was not quite enough to build a solid relationship.
You have met with the prospect multiple times, but she still wont do business with you.
Your current customer will purchase annuities with you, but purchases his long term care insurance and personal and business life insurance from another advisor.
These situations lead to thoughts like she seemed interested, my solution is a no-brainer, we have great conversations every time we meet but he never buys, we have a great relationship so why not do all of your business with me, or what am I missing?
It is common to assume you are much further along in the sales process than you actually are.
The result of this assumption is that you make the mistake of focusing on closing someone rather than advancing the sales process and the relationship. Rather, the goal is to advance to the appropriate next step, which can include the closing, and align with where the prospect is in their decision-making process.
Overcoming Challenges and Advancing the Sales Process
You will face some common challenges such as your prospect delaying, getting your prospect to keep his or her commitment, and choosing what to advance if your prospect is not ready to buy.
To effectively break down the walls, overcome these challenges and advance the sales process and the relationship, follow these four steps.
Move from a self-centered to Other-Centered approach.
Conduct effective discovery with your prospect.
Create a fork in the road and choose a relevant, other-centered event that aligns with the prospects commitment level and decision process.
Gain commitment to a specific date and time.
Step 1: Move from a Self-Centered Approach to an Other-Centered Approach
This is simply a way of changing how you think and communicate.
The self-centered approach: I want you to move forward because I want to get the sale.
The other-centered and more effective approach: Because I know you are trying to ____, I think a next step would be ____.
Remember, people only do what they perceive is in their best interest.
Step 2: Conduct Effective Discovery
More effective advancing begins with a good discoveryyou have to connect a specific next event to the prospects needs.
Effective discovery focuses on uncovering the following critical information.
What is your prospects current situation and where do they want to be (i.e. current state and desired future state/goals)?
What are they doing now to achieve their goals and where are the gaps (problems) in their plan?
Where does solving their stated problem(s) fall on their priority list?
Who is part of making the decision to take action to solve their problem(s) and achieve their goal(s)?
What are their top decision drivers? (i.e. Why do they choose to buy certain products/services and what do they look for in an advisor?)
Step 3: Create a Fork in the Road and Choose a Relevant, Other-Centered Event that Aligns With the Prospects Commitment Level and Decision Process.
Now that you have done some good discovery, and possibly proposed your solution, you have to gain a commitment. The hard part of gaining a commitment is creating a fork in the road.
Regardless of where we are in the sales cycle, we will only face three options. Our goal here is to create a fork in the road and ensure we are moving in one of three directions:
Not a fit.
A fit, but no opportunity in the near future.
There is a solution fit and the opportunity is immediate.
You must think through which events or options are logical next steps, based on what you know about the prospect. Consider how you will position the next step so the customer will understand how it is in their best interest to agree (remember the other-centered mindset). Then, at the end of a meeting, it will be easy for you to choose the most appropriate events and advance the process (versus ending the meeting not being sure what to do and failing to advance or ask for the sale out of desperation).
Creating this fork in the road helps us avoid the assumption we are further along in the sales process.
People do not like to communicate bad newseither to spare you any negative feedback or to avoid conflictso here is our final chance to ensure we move in one of three directions. Ambiguity is not an option.
Below is the strategy for each fork you may face in the fork in the road.
1. Not a fit
Remove the prospect from your pipeline.
2. A fit, but no opportunity in the near future
Provide value-added information and determine timing.
Value-added information is information that your prospect will find valuable and helpful to his or her business or personal life, regardless of whether it relates to your solution or not. The goal here is to maintain the relationship and establish a higher level of trust and credibility so that when the timing is right, you are the first person they call.
Providing value-added information also means that your next email or call should never include the following words: just checking in and just touching base.
Remember to establish timing in order to gain agreement on the next follow-up step, even if the timing is months away. Its better to have an invited meeting, and you are much more likely to get a yes to a meeting when you are with your prospect.
3. There is a solution fit and the opportunity is immediate
This can happen early or late in the sales process.
Choose an event that will advance the relationship such as preparing a contract, providing a firm quote, etc. And dont forget to ask for the business!
Step 4: Gain Commitment to a Specific Date and Time
Dont wrap up your meeting or call with I will follow up with you in a week or so. Your odds of advancing or getting your batting average to dramatically improve center on gaining a specific agreement with your prospect during the meeting. You want to get the next event placed on both of your calendars.
To be more successful at advancing your sales process and breaking down the wall that has stopped your sales process, remember the four steps.
1. Move from a self-centered to other-centered approach.
2. Conduct effective discovery with your prospect.
3. Create a fork in the road and choose a relevant, other-centered event that aligns with the prospects commitment level and decision process.
4. Gain commitment to a specific date and time.
Following this approach will help stop wasting time and start realizing more sales success.
Other-Centered is a registered trademark of Aslan Training & Development, LLC.
