Increase Your Closing Ratio, Now

???? It doesn’t count unless your customer says it?

?? This letter today will definitely improve your sales closing ratio as early as your next appointment

read on to find out how . . .?

Yesterday during a sales training program - I taught the participants a high-impact questioning technique that allowed them to discover everything vital about their customers while concurrently leading their customers to also discover themselves.

This is important so that their customers would own and drive the proposed outcomes and solutions leading to higher case sizes and increased customer loyalty.

During the role-play, I observed how the salesperson was conversing with the customer and noted a common mistake we tend to make in sales that badly impacts the sale's closing

In this letter, I am going to share with you what that is and how to overcome it so that you can experience a higher closing ratio

???? ???? Ready?

Back to the conversation . . .

( The salesperson represented?the?Financial Services Industry )?

During her conversation with the customer, she asked “What do you work as?” To which the customer said “ I am working in the healthcare industry”

?Without clarifying what the customer meant by “healthcare Industry” the salesperson went on to?ASSUME?that this person was a nurse.

This brought about a huge misalign in the conversation that followed because the subsequent conversation was based on that assumption

Imagine the impact it would have when the proposal is built on assumption?

?? Wasted Time

?? Wasted Resources

?? Missed Opportunity

?to name afew . . .?

?Therefore the principle here is

“ IT DOESN’T COUNT UNLESS YOUR CUSTOMER SAYS IT ”

So how do we be completely sure that what we think we know is what actually is

? 1 - Don’t assume. If your customer doesn’t explicitly say it consider it unknown?

? 2 - Encourage your customers to expand on what they share by using the following leading questions “Tell me more “ or?“ What do you mean by . . . “

? 3 - Confirm your understanding by asking “Am I right to say that …….“?- Would it be correct to assume that _____ is what you mean?”

By doing this - you ensure that you are constantly aligned with what your customers are saying,?

Allowing you to fit perfectly into their need, resulting in a higher closing rate

Now that you know - it’s time to give it try

Bite-Sized Content that reminds and enables you for great sales outcomes!

David King

???? Follow?me on social media @Instagram

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