Let’s Cut To The Chase… If What I’m About To Share With You Resonates With You In Any Way, Then We Should Be Having A Conversation, Sooner Rather Than Later.
Here’s what I’m increasingly seeing in the market, let me know if you agree with me on these. The sales treadmill is getting faster & going nowhere.
Longer Sales Cycles
Longer than ever before, forcing you to spend more of your time and money “chasing” potential clients, who never tell you the truth of where you stand – they say things like: “sounds good”, “we are interested”, “send me a proposal”, but they never call you back!
Fragmented Sales Activities
I call this “random selling”, doing everything that’s easy to do, except focusing on making the sale, like: admin/answering emails, posting on LinkedIn and social media, responding to other’s posts to show you are “highly visible” and pushing out more free content to your market because everyone else is doing it.
Giving Away Free Advice
Free advice that you’re not being paid for. That’s the mindset of “the more advice and ‘value’ I give away pre-sale, the more clients I’ll sign up”, how’s that working for you?
Playing The “More Clients” Game
Playing the “more clients” game vs. “less clients and higher price points”. You absolutely don’t want more clients, you want only ideal clients, the ones who will gladly pay you premium fees, regardless of what your industry norms are – I can assure you, you’re definitely undercharging by at least 20% – 35%!
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An Alarming Truth You Can No Longer Ignore…
“I Don’t Like To Chase Potential Clients, But I’m Still Doing It – It’s What’s Expected Of Me To Get The Client On Board”
No Business Owner likes to chase prospective clients. It’s demeaning, creates subservience, lowers your perceived value and, in many cases, it can eliminate the word “professional” from who you are.
Chasing can make you feel you’re intruding on someone else’s time. It can make you feel awkward and can destroy any credibility you may have built, prior to beginning your sales process with your prospective client.
It’s possible you may have been conditioned to believe that every sales process contains a portion of “chasing,” and that painful process is a normal part of being good at “selling.”
Here’s the big news, you can never be seen as chasing, ever. It’s not your job to “court” a new client and be “of service” to them, unless you are in the business of free advice. (If you’re a non-profit, then free advice is just fine). When you engineer your sale through trust-based selling, potential clients will enter your “system,” it will be you who is choosing them, not them choosing you.
Does this “sales treadmill” look a little like your current sales process?
A lead expresses some kind of interest in your offering.
A first “get-to-know-you” meeting/phone call is set-up where your lead’s problems are discussed and you attempt to “wow” them as highly capable and knowledgeable, working hard not to give away free advice where they leave the conversation fully satisfied.
Your meeting ends with a promise to “follow up,” “catch up” or “touch base” at some point in the near future. You know in your heart, though, there’s a very good chance you’ll never hear from them again, unless you chase them.
The chase begins…
After not hearing back from your lead for a few days, you drop them an email or call them, not pushing, but trying to nudge them into providing you with some kind of idea if they are ready to move forward with you.
That e-mail/call goes unanswered or you get this curt response, “I am still weighing my options and I’ll be in touch if I decide to move forward with.”
The chase ends up hitting the “wall of silence,” as I call it.
A few more days go by and you hear nothing. Did you say something wrong? Did you leave something out? Did you not explain the successes of your previous clients? The questions in your head start rattling off, bombarding you with fear and doubt.
“Maybe I should back off?” you say to yourself, but your ego says: “If I do, that would be a sign of defeat and I would feel rejected.”
The above cycle begins again with the next lead that comes your way.
The above “sales process” is what happens almost every day, all over the world – and my hunch is at least some of the steps above represent at least a part of your current sales process.
Here are my three criteria of those I’m not willing to speak with and I’d like you to take your time reading these, because if any apply to you, we wouldn’t be a fit:
My business partners are reluctant to change
“I’ve got a business partner or partners that know we have to change, but they are still “old school” and I need their approval to implement changes to our sales process.”
You’re handcuffed my friend, my heart truly goes out to you, because you know your sales process has to change, but since you have to share decision making with others, it’s unlikely you’ll get them all to support the changes we would work on together. I recently met with the CEO of one of the “big 4” consulting firms, he was so excited for the changes I suggested to his sales process, but his “partners” squashed it, really sad for him.
My spouse has to approve
“My spouse has to approve any major decision that I make, even if she doesn’t work in the business.”
That’s a tough one, believe me, I don’t want to get in the middle of that one. If you can’t make your own final decisions, without checking with your spouse first, then I wish you the best in your future endeavours.
Tip: Decisiveness is the secret of very successful business owners.
My Sales team needs to approve
“My Sales Director and sales people have to be onboard with whatever changes we propose.”
(Who’s in charge? You or them?)
If you own the business and your sales team is wasting your money by not being as effective as they should be, the only person you need permission from is, yourself. Trust me, when the team is super successful and you are making more profit than you ever imagined, they’ll be thanking you for “making them do it”. Change is not supposed to be easy.
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About Ari Galper
The World’s #1 Authority on Trust-Based Selling
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Ari Galper is the World’s #1 Authority on Trust-Based Selling and the creator of Unlock The Game®, a new sales mindset and approach that overturns the notion of selling as we know it today. With over 74,433 subscribers and clients in over 35 countries, Unlock The Game® has become the most successful Trust-Based Selling approach of our time.
In a day and age where technology rules the selling world, for many growth-oriented business owners and sales consultants, authenticity and trust have taken a “back seat” to the sales process. Unlock The Game puts trust back into selling in such an elegant and natural way, that the truth quickly emerges between seller and buyer, so the painful and arduous “chasing” process no longer has to happen to make a sale.
His new book “Unlock The Sales Game” has become an instant best-seller among CEOs and Business Owners across the globe. His personal insights on how to build trust between buyers and sellers continue to break new ground in the sales industry.
For over a decade, Ari has been the trusted advisor to professionals from the following companies: Telstra, Gateway, Clear Channel Communications, Brother International, Fidelity National Mortgage, Oracle, ERA, Pitney Bowes, The NPD Group, AFLAC, State Farm Insurance, Coldwell Banker, Radisson Hotels, AON Consulting, Telecom Plus, Century 21 Realty, Executive Search Group, RE/MAX and Realty Executives.
As a sought-after international thought leader and international speaker, Ari has been featured in major news networks including CNN/Money, SkyNews, Forbes and INC Magazine.
Ari’s business books, “Unlock the Sales Game” and “Trusted Authority” have become international best-sellers among CEOs, business owners and entrepreneurs in virtually every industry world-wide.
“Change The World Through Trust”
Ari’s vision, to change the world through trust, has been the foundation of his work as a private sales growth advisor to forward-thinking CEOs. This vision has been underpinned by his emotional and moving story about the life lessons he has learned from his son Toby, who has Down Syndrome. Ari’s book, “Lessons From Toby”, has become a viral sensation and has made a profound impact on thousands of people worldwide who have also found inspiration in Toby’s lessons about trust and integrity.
What people are saying about Ari Galper…
“The irony is, even though Ari teaches selling, what I got from him as a person was authenticity, integrity, and decency.”
“I just fell in love with his ideas, his philosophies, and I’ve been using them in my business ever since.”
“He’s the real deal. The whole notion of engaging with people in a trust conversation just takes the sales equation off the table, which is such a relief to me.”