Episode 216 Close more sales by doing this..

Create Sales meetings in minutes. Lisa Thal is an Author, Speaker, and Business Coach. She has over 36 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on creating sales and business meetings with fun and interesting 3-word topics to create a conversation and inspire your sales team.

 

Episode 216 The Closer Framework.  Learn the Framework your team could use to help close more sales. 

 

I want to ask you a question. How many pending clients do you have that have yet to close? Do you have the answer to what is keeping them from moving forward? After today's podcast, you will learn why the sale has stalled! 

 

The art of sales is working with people and navigating their minds and emotions to help them get what they want.

 

I am always looking for better ways to help my team, you, and myself to communicate better with our prospects and clients. I was listening to a podcast titled $100 Million Business Strategies with Alex Hormozi. The title got my attention! I wanted to find a better way to help my team close more sales.

 

Alex started Gym Launch, selling as many customers as the gym could handle. He scaled the business to Acquisition.com, which invests in other start-ups. He is now worth over $100 Million. I love following successful people because they have done the hard work, faced setbacks, and have something to teach us from their journey. One thing I learned from the podcast was the Framework around the word C.L.O.S.E.R!

 

What is the closer Framework?

The six-step C.L.O.S.E.R framework helps create meaningful dialogues, builds lasting relationships, and encourages a customer-focused selling approach. Clarify: This is where the salesperson stays curious and gains a deep understanding of why the prospect is seeking help.

 

 

A customer-focused model that moves beyond the limitations of high-pressure sales tactics and instead focuses on understanding the customer's needs and providing genuine value. 

 

The six-step C.L.O.S.E.R framework helps create meaningful dialogues, builds lasting relationships, and encourages a customer-focused selling approach:

 

1. Clarify Why they are there.

The salesperson digs deep to understand why the prospect is seeking help. It's about uncovering the underlying needs, wants, pain points, and challenges. A conversation that lays the foundation for creating trust. Questions like What are your challenges or goals right now? Why is it important to you? 

 

2. Label them with a problem.

Once you've clarified the client's situation, it's time to label the problem. Labeling makes the problem is critical. You are recapping what they said. For example: So it sounds like XX is your goal. Does that sound about right? Or would you agree?"

 

3. Overview of their past pain.

This step involves what the client has tried in the past. Knowing their history helps avoid repeating past mistakes and builds empathy, demonstrating that you genuinely care about finding the best solution for them. Questions like: What have you tried so far to accomplish this? How long did you do it for? How long ago? Explain how it is not their fault; they may had a missing piece or two of the equation.

 

4. Sell The Vacation, not the plane flight.

Rather than delving into the details that can be overwhelming, focus on painting a picture of the results - the end destination. You're selling them the vision of their success. Imagine if your team could focus on strategic tasks instead of time-consuming manual reports. What impact would that have on productivity and sales?

 

5. Explain away their concerns.

Now, it's time to remove any obstacles or concerns. This step builds trust, showing the prospect that you're ready and capable of handling any issues that may arise. It's about assuring them that you've thought things through and have solutions. Questions like understanding past agreements that didn't work. Do you see the value we can bring to solving your challenges? Are you ready to work with us?

 

6. Reinforce their decision.

People decide within the first 48 hours from the point of sale whether they will buy from you and your company. So, reinforce all the benefits of working with you to solve the problem they labeled. You could share, 

You've decided to move forward with our strategy; you're on your way to a more productive and efficient sales process."

 

 

The Key is to complete all of the steps!

 

 

 

Our teams invest a lot of time to earn that first meeting with a prospect. So implementing The C.L.O.S.E.R framework puts the customer at the heart of the sales process, leading to immediate sales and fostering long-term relationships. The C.L.O.S.E.R framework could be the Key to unlocking your sales success.

 

Thanks for joining me this week. Could you do me a favor? If someone can benefit from this episode, share it and rate it, or subscribe to where you get your favorite podcasts.

 

 

Create engaging sales meetings in minutes! 

My easy-to-use process can quickly create impactful meetings tailored to your team's needs. 

 

Learn more at www.Threewordmeetings.com.