In case your gross sales are sluggish, the issue isn’t your leads.
It’s what you’re doing with them upon getting them.
Ray just lately appeared on two podcasts with hundreds of thousands of downloads, each centered on closing. And what he shared on these reveals is strictly what most reps are getting mistaken each single day.
The Two Actual Causes You’re Not Closing
After teaching a whole bunch of reps and talking to large gross sales audiences, Ray has narrowed it down to 2 main blockers.
Motive one: you’re not speaking to sufficient folks.
You don’t want an enormous 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 bunch of potential prospects. Chilly market messaging works once you do it proper, and there’s no excuse for an empty pipeline.
Motive two: you focus in your resolution earlier than you perceive their downside.
This one is costing you extra gross sales than you notice.
Posture Examine: Nobody cares about your resolution till they really feel understood of their downside. 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 every thing her service might do. It felt like 20 minutes.
Solely in spite of everything of that did she ask: “So, what are you making an attempt 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 realize every thing about what you’re promoting.
However you haven’t requested what they really want.
Posture Examine: The query “what are you making an attempt to realize?” is price greater than a six-minute pitch. Ask it first, each time.
Find out how to Repair It: Dig Deeper Than the Floor
When Ray talks about understanding a prospect’s downside, he doesn’t imply accepting a surface-level reply.
If somebody says they wish to “generate income” or “drop a few pounds,” that’s not the issue. That’s a symptom.
You must go deeper. Ask follow-up questions. Discover out why earning profits issues, what shedding weight would imply for his or her confidence or their relationships, what’s really at stake for them.
While you discover that actual downside, 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 really know the precise downside every particular person was making an attempt to unravel?
If the reply is “not likely,” you now know why these offers didn’t shut.
The Repair Is Easier 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. Hear second. Current your resolution third, and solely after you’ve related it to what they really advised 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 may have modified.
In order for you the complete framework for posture, place, and shutting, Ray’s free 90-minute coaching is offered at Posture, Persuasion & Closing the Sale. Enter your title and e mail and watch the entire thing.
Cease blaming your leads. Begin upgrading your conversations.
