The 2 Best Ways to Get Customers to Close Themselves

Today I’d like to share one of my favourite bits of sales presentation advice.

This idea will help you to create presentations and write proposals that people will want to buy from. And it has helped clients and readers of my work - just like you - to win business that had been previously unwinnable.

Here it is:

You have to reflect the exact picture that's inside their head.

Now, some of you will have a marketing department who gave you a deck of presentation slides with natty graphs - one that waxes lyrical about your company history and brand success.

And you probably like it because all you have to do is change the prospects name on the front cover and then you're good to go - right?

But if that presentation is so brilliant and fool proof - why do so many of your prospects still need to be convinced after you've finished presenting?

Why does so much selling still need to happen after the presentation has been delivered?

I have a regular client who took today's idea and won a massive piece of new business that no one else in his company had got anywhere near winning - ever!

We we're having a coffee recently and he said to me;?

“I still don't know why I couldn't see how ineffective those internally built presentations were before I met you.”

And my goodness they were ineffective - ineffective and boring.

If you're suffering from insomnia I can send you a couple of them to help you on your way to a good night's sleep.

Now, I could have blown smoke up them and flattered their egos - but people tend to come to me because they really NEED results and they really need them quickly. I have to deliver stuff that works in the real world, not in a board room echo chamber where everybody already loves you and all the things you sell.

When I'm sharing these tips at my business development masterclasses, there's clearly more than one idea that I work through with the room to ensure that their presentations and proposals hit the button.

But the foundation for it all is….

Even if you know exactly what you want to sell them, you have to discover what the situation looks like in their head and then reflect that reality back to them.

Which almost certainly has nothing to do with the slide deck you got given when you joined the company.

But think about this:

How much easier would your life be if you finished every presentation and your prospect said "that's it, that's my problem - I need you to solve it for me" ?

If you want people to ask how they can buy from you, rather than always trying to close them with a clever line, you need to pay attention to this.

You have to spend more of your time understanding the buying motives of your prospects rather than learning how to sell at them.

When you're working within their mind - rather than trying to get them to change it - they collaborate with you. They are deciding to change. They feel like someone is helping them.

Your prospects move into a space where change might actually be a positive thing, instead of using all of their mental energy to defend themselves against the salesperson in the room.

You achieve this by….

• Asking truly consultative questions
• Starting with a blank piece of paper
• Sketching their perfect outcome and then showing it back to them

If you learn how to do that, you’ll buzz past the competition and only you will know why.

Once you crack that code, people who looked like impossible wins will start asking you for advice.

Now - here’s an extra business winning secret for writing proposals that will help you get a few prospects who won't move over the line. It’s called the?“Perfect Reflection.”

Understand what it is that they are trying to achieve with your product or service and then bullet point what those favourable outcomes will be - write down as many as you can.

Then give those bullet points their own page and headline in your proposal.

If you've truly understood what it they want to happen after they've paid you their money - and you can paint that picture in bullet point form - they will be mentally ticking their perfect future all the way down the page.

All the best

Chris

PS:?There are a few places left on my next?2 Day Business Development Masterclasses in London and Manchester. If you want to get a head start on everybody else in your industry and win some new business, I hope you’ll consider it.

PPS:?And if you run a Sales Team, then you should know that reservations for my?1 Day Sales Management Masterclasses in London and Manchester open next week.?If you've decided that you want to head-up a?self-motivated, entrepreneurial sales team that consistently makes you proud, then this might just be the day you've been waiting for.