Sales Mastery: Secrets to Closing More Predictable Sales

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October 26, 2017
Sales Mastery: Secrets to Closing More Predictable Sales

Time, money and effort go into marketing your services. When all that work pays off and you have a prospect on the line for an initial conversation, how many times are you able to close the deal? Are you confident or insecure about your chances? Are you in control of the conversation or are you struggling to keep up?

The art of closing more sales is psychological. And here’s the honest truth – as a business owner, if you’re not closing sales with your ideal clients, you don’t have a business but an expensive hobby.

Here are a few mistakes I see business owners making every day:

  • Providing Free Advice: Do you find yourself providing consulting advice for free when you’re trying to close a client? Maybe you think this will help convince them how wonderful you are and pave the way for a deal, but it often backfires. Why should they pay for what they can get for free?
  • Winging It Instead of Using a Script: Do you do more talking or listening? If you aren’t prepared to ask the right questions and really tune in and listen, you’ll miss out on valuable insight that will help you close the deal.
  • Not Focusing on Results. Do you find yourself spending a lot of time explaining how you work? If you get bogged down in deliverables and methodology, your prospect will quickly lose interest. It’s much better to spend time highlighting typical client results.

I usually refer to this initial call as a Discovery Call. The point of a prospect meeting or phone call is to discover their dominant buying motive? What’s really driving the need for them to make a change and work with you?

Remember, your goal should be to pre-qualify the prospect to determine if you even want them as a client. If you discover it’s not a good fit, simply recommend another colleague and move on to finding bigger fish.

Here are five ways having a template and a proven system will help you close more predictable business:

  1. You’re more confident. You come to the conversation with the mindset to be of service, versus selling. This will change the whole energy you bring to the call and your prospect will feel the difference.
  2. You don’t have to do a hard sell. Your powerful questions they’ve answered have psychologically moved them to see for themselves why they need to work with you. That’s why you want to have questions prepared to determine what they’ve done before and why it didn’t work.
  3. You build instant trust and credibility. You’ve listened 90% of the call versus talking about how great you are. And because you’ve listened you’re clear on their dominant buying motive and you can articulate back to them what they are really looking to achieve.
  4. You know when to ask for the sale. Timing is everything! With the right script, you’ve discovered everything you need to know about working with the client. That’s when you say, “Would you like to hear about the various programs I have to help you?” In the thousands of calls I’ve had over the years never once did anyone say no.
  5. You get more predictable results People buy with emotion and justify with logic. When you utilize a script and ask the “right” questions in the “right” order you’ll get more predictable results? How do I know that? I’ve used this same script for years in my own business to sell to private clients for big paydays.

You’ve probably noticed a pattern here. The secret to mastering sales is to be prepared ahead of time with the right questions. To master the art of sales it also takes continual practice. In time, you should be able to shorten the time it takes you to have this call with a prospect to around 30 minutes.

Would you like to get your hands on a proven process that both my private clients and myself have used for years to increase our conversion rates for moving a prospect into an ideal client? Then checkout my audio program, Secret Predictable Profits Formula for Closing the Sale. In addition to the training, I hand over powerful templates you can use to formulate your own powerful system for closing more sales.

Predictable Results™ Assignment

Think about the most common objections you receive. Then prepare questions, not answers, which will help you overcome those objections. (If you’re not sure how to do that, then sign-up for my training where I walk you through it. It’s easier than it sounds!)



As a pioneering and visionary innovator, Sarah is a certified professional image consultant and brand strategist, speaker, trainer and author. Her company, Illustra Business Coaching, provides leading-edge business building strategies for small business owners & entrepreneurs who wish to take their company to the next level.

Illustra Business Coaching
Copyright © 2016, Sarah Hathorn, AICI CIM, CPBS
1-800-267-3245, info@illustrabusinesscoa

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