In case your gross sales are sluggish, the issue isn’t your leads.
It’s what you’re doing with them after you have them.
Ray not too long ago appeared on two podcasts with thousands and thousands of downloads, each targeted on closing. And what he shared on these exhibits is precisely what most reps are getting mistaken each single day.
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The Two Actual Causes You’re Not Closing
After teaching a whole lot of reps and talking to large gross sales audiences, Ray has narrowed it down to 2 main blockers.
Purpose one: you’re not speaking to sufficient folks.
You don’t want a large advert price range to repair this. We’ve by no means had extra entry to folks in historical past. Even somebody with minimal social media presence is related to a whole lot of potential prospects. Chilly market messaging works whenever you do it proper, and there’s no excuse for an empty pipeline.
Purpose two: you focus in your resolution earlier than you perceive their drawback.
This one is costing you extra gross sales than you understand.
Posture Examine: Nobody cares about your resolution till they really feel understood of their drawback. Lead with questions, not options.
The Podcast Pitch That Proved the Level
Proper after recording a podcast the place Ray spent an hour instructing precisely this precept, the podcast host pitched him.
She went straight right into a six-minute rundown of packages, deliverables, options, and advantages. She listed all the things her service might do. It felt like 20 minutes.
Solely in spite of everything of that did she ask: “So, what are you attempting to realize?”
That’s the query that ought to have come first.
And it’s the identical mistake most reps make. You speak about your ketones, your water filtration system, your tallow, your VIP journey membership, your department chain amino acids. You understand all the things about what you’re promoting.
However you haven’t requested what they really want.
Posture Examine: The query “what are you attempting to realize?” is value greater than a six-minute pitch. Ask it first, each time.
Repair It: Dig Deeper Than the Floor
When Ray talks about understanding a prospect’s drawback, he doesn’t imply accepting a surface-level reply.
If somebody says they wish to “become profitable” or “shed weight,” that’s not the issue. That’s a symptom.
It’s a must to go deeper. Ask follow-up questions. Discover out why being profitable issues, what dropping pounds would imply for his or her confidence or their relationships, what’s truly at stake for them.
While you discover that actual drawback, and you then join your resolution on to it, the shut turns into pure. The prospect doesn’t really feel offered to. They really feel helped.
Look again at your final 10 conversations. Did you truly know the precise drawback every individual was attempting to resolve?
If the reply is “probably not,” you now know why these offers didn’t shut.
The Repair Is Less complicated Than You Suppose
It’s not about getting higher leads. It’s about having higher conversations with the leads you have already got.
Ask first. Pay attention second. Current your resolution third, and solely after you’ve related it to what they really instructed you they want.
That shift alone can recapture 30% of the gross sales you’ve been leaving on the desk, and extra importantly, 30% of the lives you possibly can have modified.
In order for you the total framework for posture, place, and shutting, Ray’s free 90-minute coaching is offered at Posture, Persuasion & Closing the Sale. Enter your title and electronic mail and watch the entire thing.
Cease blaming your leads. Begin upgrading your conversations.