Want More Sales? Start Focusing On The One Thing You Can Solve Now…

Sometimes, business owners view the sales process like this…

…when they may get better results by doing this:

Focusing on hitting one target rather than aiming for many can be the one change you make to your sales process to get better results.

Let me explain…

Same old problems require new solutions

I often hear this from clients:

“I’m getting lots of great connections on LinkedIn and they’re turning into great conversations, but I’m finding it really hard to close actual deals.”

When I ask them “What’s the number one issue you’re having?” they invariably say something like this:

“I think it’s because I have so many offerings that I’m overloading them with information - and maybe not asking the right questions…it’s just not working.”

Rather than looking at their sales process, they sometimes write off all their hard work in building connections and engaging with their community and say that it’s not working.

In actual fact, a few simple tweaks will go a long way to improving your ability to close deals…

Think: ‘solving’ not ‘selling’

Many business owners feel awkward about sales because they fear “selling” and hearing the word NO.

A simple change of mindset can help with this: think of what you’re doing as ‘solving’ rather than ‘selling’.  It’s not just a name change…it’s a change of approach.

Someone has a problem/challenge and you dedicate yourself to finding out what it is - then finding a solution ASAP: a very different approach to forcing products or services onto buyers.

The answer may still be NO - and that’s fine - but at least you’ll move on to the next problem and solution in the right mindset.

Think: scratching the itch

Another mistake that business owners often make is trying to solve too much too completely.

People generally have an itch that they want scratched ASAP. Rather than focusing on helping them achieve their wider vision, focus on scratching the itch first - the rest can follow.

While these two changes may seem revolutionary, they’re not new at all. It’s really just good sensible sales mindset that has been around since people first started knocking on doors...

Think: Asking the right four questions

Let’s get into a little of the strategy you can apply, once you have the right sales mindset.

Here’s the thing: by asking four simple questions, you can find out all you need within a few minutes to increase sales conversions.

In gathering information during a sales call, we normally try to uncover ALL the needs and then match them with ALL the features and benefits of our product or service. We try to solve everything in order to present the complete solution.

And then the client says: “I’ll think about it”.

How do you move a prospect from thinking about it to committing 100%?

Start by asking these four questions and writing down the Reponses you receive:

1. WHAT: “What’s going on right now that you think I can help you with?”
2. WHY “Why is it important to get that solved?” (usually the answer is to do with time, money or freedom/lifestyle.)
3. HOW: “How do you think this problem might be solved?”
4. WHEN: “When is it important for you to get started on this?”

Think: the ‘one thing’ that’s most important to them

Based upon their responses, what’s the one thing you can recommend that will scratch their itch the quickest?

Go through the what, how, why, and when. Link the benefits of the one product or service that can answers all their questions.

Rather than complicating the process with logistics, keep it simple and go for the emotional bond with the customer - tell them exactly how they will benefit and reaffirm the points they’ve made. Everyone loves to feel that they are approved of.

Then explain the next steps: what they need to do from here to get the results they’re after.

Think: getting through the door

Forget all the other services and products you provide. They can come later. First, you need to get through the door.

Doing this allows you to provide short-term ‘wins’ that build rapport and commercial trust with the client. The client’s ultimate goal may not even have been discussed with you yet - but once you build trust they will open up.

Sometimes you need to go through the laundry door to get into the home! Once you’re in and you’ve proven yourself, the client normally asks about what else you can provide.

In summary: keep it simple, keep it focused on them, explore the problems and expand the solutions based on the one thing that will make the biggest immediate difference to their lives.

P.s. Whenever you’re ready… here are 4 ways I can help you grow your business with LinkedIn

1. Grab a free copy of our book: It’s the roadmap to connecting with prospects, engaging with and converting new clients, and levelling up your consulting business - Click Here

2. Join the Influencer Boardroom and connect with other advisors and consultants who are scaling too: It’s our new Facebook community where smart advisors and consultants learn to generate more purpose, profit and power. - Click Here

3. Join Our Implementation Program and be a Case Study: I’m putting together a new consulting case study group inside The Influencer Project this month… stay tuned for details. If you’d like to work with me on your client-getting and business growth plans using LinkedIn… just send me a message and put “Case Study” in it and I’ll get you more info.

4. Work with me and my team privately: If you’d like to work directly with me and my team to take you from 6 to 7 figures and level things up… just reply to this message and put “Private” in the first line… tell me a little about your business and what you’d like to work on together, and I’ll get you all the details.