WEBVTT 1 00:00:00.000 --> 00:00:02.232 (soft jingle) 2 00:00:02.232 --> 00:00:03.271 (upbeat music) 3 00:00:03.271 --> 00:00:04.350 Hey, this is Ryan Estis. 4 00:00:04.350 --> 00:00:07.710 And today, I'm going to talk about how to close more sales. 5 00:00:07.710 --> 00:00:08.640 The key ingredient 6 00:00:08.640 --> 00:00:12.990 to creating breakthrough sales performance is preparation, 7 00:00:12.990 --> 00:00:15.360 and the best sellers know it. 8 00:00:15.360 --> 00:00:17.070 Executive buyers report 9 00:00:17.070 --> 00:00:20.550 that only 20% of the salespeople they encounter 10 00:00:20.550 --> 00:00:22.830 are effectively prepared and able 11 00:00:22.830 --> 00:00:25.560 to create value during a sales call. 12 00:00:25.560 --> 00:00:28.380 And as a result, only one in four sellers 13 00:00:28.380 --> 00:00:31.110 get invited back for a second meeting. 14 00:00:31.110 --> 00:00:32.790 If you want to buck these trends 15 00:00:32.790 --> 00:00:35.550 and create a breakthrough in your own sales performance, 16 00:00:35.550 --> 00:00:37.517 I'm going to give you three key ingredients 17 00:00:37.517 --> 00:00:40.560 to being more prepared for your next sales call. 18 00:00:40.560 --> 00:00:44.443 Idea number one, define the commitment objective. 19 00:00:44.443 --> 00:00:49.296 Every sales call begins with an identified commitment. 20 00:00:49.296 --> 00:00:51.240 And not every commitment objective 21 00:00:51.240 --> 00:00:53.280 is necessarily a signed contract. 22 00:00:53.280 --> 00:00:55.290 It's important to understand 23 00:00:55.290 --> 00:00:58.950 that a sale is about earning incremental commitment. 24 00:00:58.950 --> 00:01:01.260 And every touch point with a prospective customer 25 00:01:01.260 --> 00:01:06.030 is an opportunity to add value and advance the relationship. 26 00:01:06.030 --> 00:01:10.350 Idea number two, you've got to establish OEEQs. 27 00:01:10.350 --> 00:01:13.050 Those are open-ended, effective questions 28 00:01:13.050 --> 00:01:15.270 mapped to the commitment objective. 29 00:01:15.270 --> 00:01:17.580 Great sellers don't leave home without them. 30 00:01:17.580 --> 00:01:20.430 And the very best sellers ask more questions, 31 00:01:20.430 --> 00:01:22.050 ask better questions. 32 00:01:22.050 --> 00:01:24.960 Ask questions that engage the heart and mind 33 00:01:24.960 --> 00:01:26.430 of the prospective buyer. 34 00:01:26.430 --> 00:01:29.940 They ask questions the buyer has never heard before, 35 00:01:29.940 --> 00:01:31.470 and then they master 36 00:01:31.470 --> 00:01:35.190 the art of active and perceptive listening. 37 00:01:35.190 --> 00:01:38.490 A great formula for a world-class sales call 38 00:01:38.490 --> 00:01:41.220 is spend 70% of your time listening 39 00:01:41.220 --> 00:01:43.440 and 30% of your time talking. 40 00:01:43.440 --> 00:01:44.790 And the third idea, 41 00:01:44.790 --> 00:01:47.700 is to make sure you show up for the sales call 42 00:01:47.700 --> 00:01:51.450 with a clear and compelling position of value. 43 00:01:51.450 --> 00:01:54.720 Every seller needs something to share or something to show 44 00:01:54.720 --> 00:01:57.540 that resonates with the customer in a compelling way. 45 00:01:57.540 --> 00:02:00.720 Remember, it's incumbent upon us to demonstrate 46 00:02:00.720 --> 00:02:03.960 that the pain of same is greater than the pain of change. 47 00:02:03.960 --> 00:02:06.060 And one of the best ways to do this 48 00:02:06.060 --> 00:02:10.284 is through the power of storytelling and evidence-based ROI. 49 00:02:10.284 --> 00:02:12.120 At the end of a sales call, 50 00:02:12.120 --> 00:02:15.840 65% of buyers are more likely to recall stories 51 00:02:15.840 --> 00:02:19.620 as opposed to only 5% who can recall statistics. 52 00:02:19.620 --> 00:02:21.810 This is absolutely the best time in the world 53 00:02:21.810 --> 00:02:23.880 to be in the business of professional selling, 54 00:02:23.880 --> 00:02:25.873 if you prepare accordingly. 55 00:02:25.873 --> 00:02:28.325 (soft jingle)