...use it and you can double your sales in 90 Days...
Back in the Old Days, we were taught how to "close the sale..". We were taught the Puppy Dog Close, the Benjamin Franklin Close and even the Rebound Close...
Elegant ways of getting to "sign on the line that is dotted..."
Now while a gentle nudge in the right direction is a great tool to use with your prospects from time to time; the days of the high pressure close are Officially Over...
In fact they are so over that you'll lose more sales than you gain by being the best "closer" in the company. Now while we all know that "coffee is for closers...", there is a better and more effective way to qualify for your caffeine fix...
I call it the V&A or Victoria and Albert Closing Technique...
V stands for Value and A stands for Attractive..
When your product or service passes the V&A test - you can stop closing deals and start to attract the clients you want who will track you down and ask for your help..
In fact - there is a formula for Sales Success...
Where the amount of Effort required to Close a Sale is inversely proportional to the amount of Value and Attractiveness perceived by your prospect and soon to be client...
The higher your V&A score the less you'll have to close - in fact when you get this right, you'll have to ration what you do not sell it...
In other words, if you find yourself getting these objections in your Sales Process..
1. I want to think about it..
2. I can't afford it...
3. I don't have the time...
4. Its too expensive...
5. I want to check with my boss /wife/ husband...
Then your levels of V&A are simply not up to scratch...
You'll need to be both Valuable and Attractive, just being great at one of them is not enough.
Valuable...
This scores highest where the is a clear benefit to your prospect when they decide to utilise your product or service. You have to be so far ahead of your competition in this area that you become the only provider that makes sense...
This doesn't mean that you should be the cheapest, far from it, you should be charging more than your competitors - providing the Value that is perceived is way ahead of any price you may charge, you will win the deal...
Attractive...
Are you good to do business with...?
Will you keep the promises that you make, are you able to actually deliver the Value promised to the client not just in the short term, but in the medium and long term too.
Will you keep the promises that you make, are you able to actually deliver the Value promised to the client not just in the short term, but in the medium and long term too.
Will your invoices be accurate, will your team look after the client and keep your promises even when you are not around...?
Being an Attractive proposition in business simply means that you are trustworthy and will be beneficial to both you and you client in the long term.
Being an Attractive proposition in business simply means that you are trustworthy and will be beneficial to both you and you client in the long term.
So the next stage is to take a long hard look at your business and score yourself honestly in terms of your levels of Value and Attractiveness; here are some questions to help you on the way...
1. Is my service truly unique...?
2. Are my clients better off with me than without me - by how much...?
2. Are my clients better off with me than without me - by how much...?
3. Are we at least twice as good as the viable alternatives available..?
4. Do we keep our promises every time...?
5. Do we do more closing than "V&A" ing...?
6. If there was one thing we could do to make us indispensable - what would it be..?
These may seem like tough questions, but the benefits to your business when you can find the answers are compelling - look at Apple and Zappos to see what can happen when these are both maximised...
Very few people going to the Apple Store have to get "closed", most buy the product they love with the certainty that the service and support will be excellent..
Apple achieve great scores on both the V and the A - and therefore the amount of Closing required is brought to a minimum..
Apple achieve great scores on both the V and the A - and therefore the amount of Closing required is brought to a minimum..
This is why people queue for the latest I Phone - they have to ration them not attempt to hard sell them...
Get this right and so can you - then you can double your sales in 90 Days...
Why should you contact me...?
Simple - you and your team will be better off with me as your Coach than you are without me.
I will expect and encourage you to achieve more than you think possible, you will love me some days and hate me the next.
I will take away your excuses and replace them with achievement; and on the way we'll have more fun than should be allowed in Business...
So, if you think you're ready - drop me an Email...
If you think you're not - then it makes no difference what you do...
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