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Video transcript:
Today I'm going to share the six-step process that I use to close deals and grow my business. So let's dive deep into my sales cycle, which is a dynamic, repeatable, six-step system that'll change how you sell, no matter what you sell. From AI automation to Facebook advertising, this system will be your key to success if you really put your all into it.
Even if you just want to hit your sales quota, if you want to grow a small business, if you want to succeed as an influencer or market your agency to get more clients, these skills are your foundation. Now let me teach you how to sell anything to anyone. First, if you want this to work, you need to master every single step in this system.
So let's kick things off with step one, prospecting, or as I like to call it, the pursuit. The pursuit is basically like panning for gold. When you prospect, you're actively searching for your ideal customer, sifting through the market for those valuable nuggets.
The first step in this sales cycle is a crucial one. The more you know about your customers' needs, the better you can align your offer with them. So how do you do it? You start by identifying your ideal customer profile, or what we call the ICP.
Determine the problems you solve and who benefits most from your services. Who's already buying from you? Why do they choose you? Who are your most frequent customers? What results have you produced for them? What are the differences between your best customers and worst customers? Make a list of your top customers and then analyze their demographics, their occupations, their income, where they live. Look for patterns that will tell you who your ICP is.
This is your foundation. And once you know your ideal customer, you need to plan to connect with them. So whether you're emailing them, DMing them, or cold calling, make sure that your outreach starts with an introduction.
Then you move on to the hook, the discovery, and making sure you're speaking with the right people. Then you're going to schedule a meeting. Set your intention and lock it down.
Now once you've finished your pursuit, you identified your ICP, you found the right prospect, and you got them on the phone, or you're ready to talk to them, they're in front of you, or you're talking to them through email, or through DM, or through text, then it's time for step two, the alliance. This is where you build a relationship with your prospect. You need to give them a sense of trust and security that leads to a long-lasting business relationship.
After all, it's never just about this one sale, it's about this one, and then all the next ones too. But how exactly do you build these relationships? First impressions matter. So dress well, make eye contact, smile, and let your enthusiasm shine.
You don't have to be an overly enthusiastic person, but if you're not enthusiastic about what it is you're selling in an authentic way, then why should they be? Remember, people hate being sold, but they love shopping with friends, and selling is a transfer of enthusiasm. And remember, it's not just about you. So listen to your prospects, encourage them to talk about themselves, make them feel great, and leave an impression.
I developed my funnel technique to kick off any relationship on the right foot. It's like the sales funnel, but for forming connections. So let's move on to step three.
You've prospected, you found your perfect customer, and you've built that alliance. Now it's time to light the spark of your prospect's interest through what I call the discovery. This is where you uncover your client's true needs, so you can make a pitch that really lands.
How do you discover your prospect's needs and motivations? Well, you get them on the phone or a Zoom call, and you figure out these three things. One, what's their pain point? What's the number one problem that they're facing? What are their goals, and how can you help? Two, price point. Can they afford your product or service? Actually quantifying the value of your solution.
Three is point the person. Are they the decision maker? If not, then who is? Talking to the decision maker saves you time and increases your chances of actually sealing the deal or getting yourself closer to that close. Remember, it's not about pushing a product or service.
It's about finding the perfect solution that addresses your prospect's specific challenges and aspirations. You should end the discovery process with a clear set of next steps. That includes deliverables, so what you're going to send them, key stakeholders like, hey, here's who we're going to get involved, and time frames.
Here's how long it's going to take. So once you've done all that, it's time to make your move, which is step four, the demo. Now that we know who your customer is, we know what they want, it's time to show them that you're the one who can provide the service.
You can give it to them. A well-executed demo is the key to selling your prospect and leading you to the close. In some industries, a demo may look like a portfolio.
If you're an agency, it's examples of your work and results. If you're a lawyer, you demonstrate how your firm has solved problems for clients like them in similar industries. If you're a hairstylist, you're showcasing before and after pictures.
The list goes on. Show what you do, explain how you do it, and focus on solving the number one problem you identified during discovery. Be prepared.
Make your demo visual and include stories. Include testimonials from other customers that relate to your prospect's pain point. And whatever you do, don't put your audience to sleep with boring material.
No one has an attention span anymore. Turn up the heat, knock their socks off, and leave them thinking, wow, where have you been all my life? Step five, we're negotiating and we're closing. This is the wrap-up.
So you pitch your solution with a compelling offer that hits the nail on the head. You're flying down the highway with not a care in the world when boom, yellow light, hit the brakes. Your client throws an objection your way.
Now it's time to negotiate. Objections are an inevitable part of the sale process. So you need to know how to understand and effectively handle them.
Objections usually fall into one of five categories. It's product, time, money, stall, or other. So how do you navigate the negotiation process like a pro? Well, you start by agreeing with your client, even if you don't.
You'd be surprised what a simple I'm with you can do for your deal. Get to neutral ground. Isolate the objection by asking, other than that objection, is there any other reason you wouldn't do this right now? Listen to their feedback.
Steer the conversation. Craft a strategic response and formulate a win-win proposal that addresses their concerns while protecting your interests as well. It's a constant process, which means we're at step six, the art of the follow-up, which is the most important thing I'm going to teach you today.
In the sales cycle, the close is just the beginning. Now that you have a client, you want to keep them as a lifelong client. So what do you do? You use what I call the three Fs, follow-up, follow-through, and follow-back.
So get ready to pick up the phone. So check in with your clients from time to time. That's follow-up.
You should have a process for this. This shouldn't just be straight off the dome. Follow through by doing what you say you're going to be doing.
If you say you're going to call them by five o'clock, call them at 4.59 or be upfront and honest and say, I'm actually not going to call you today by five. I'm going to call you by tomorrow afternoon and then actually do it. And then you follow back with those clients you lost the first time and keep in touch with past clients.
Remember, your alliance with your client doesn't end at closing. It's just the beginning. So there you have it.
That's the sales cycle in six simple steps, the pursuit, the alliance, lighting the spark, the demo, the wrap-up, and the art of the follow-up. Now, if you want to try out some more marketing strategies, check out the first link in the description where I give away all my business marketing and sales training for free to get you started, as well as an extended free trial to high level, my favorite business software on the market and a completely free strategy session with the high level team, where they'll walk you through exactly how to use and set up the software. So it's perfectly customized to you and your business needs.
Thanks for watching. And maybe I will see you in one of the next videos that should show up right about now.