“For every sale you miss because you’re too enthusiastic, you will miss a hundred because you’re not enthusiastic enough.” -Zig Ziglar
Question: What’s the number one critical success factor for building a highly profitable coaching or fitness business?
Answer: Becoming highly efficient at identifying and selling your services to top paying clients who are looking to buy your services right now.
But why do so many people cringe at the idea of trying to make sales in the first place? To put the question another way:
Why are so many people sales-phobic?
And why do such a select few super-excel at sales, gaining tremendous financial freedom and lifestyle benefits in the process?
The answer to both of these questions is so simple!
It turns out that becoming highly effective at sales, just like becoming a fantastic public speaker, really boils down to a set of easy to learn skills and a proven handful of best-practices.
The sales-phobic have usually failed majorly at one time or another because they simply didn’t know what they were doing. They got on the sales bicycle, with no guidance, learning or practice. They then crashed and gave up.
The sales masters, on the other hand, take the time to seek out and carefully learn from the best of the best before taking action.
They also seek out and fully exploit the top best practices, proven to radically increase sales and save massive amounts of time and pain in the process.
And not only are top sellers relentless in learning how to sell, but they’re relentless at keeping a positive mindset and at systematically learning from the very process of directly and repeatedly applying what they’ve learned from the best of the best.
High-performance salespeople keep moving forward and never give up.
As your sales knowledge and effectiveness increase, so will your bottom line business results. Not only that but you’ll actually start to love selling as a result!
Are you ready to begin your journey to join the marketing world’s sales elite?
Are you ready to start reaping the incredible results of highly effective selling, and sharing those benefits with the people and causes you care about the most?
Here are 12 critical sales tips that can actually help you to get more high paying clients fast!
Sell to Peak Purchasing Intent
Hands down the single most powerful thing you can do to drastically increase your sales effectiveness is to start your sales conversation with your ideal customer right at the moment when their motivation to buy, is at its highest peak (or as close to that moment in time as possible).
This is what makes having a live chat option so powerful on business websites and landing pages at critical times during the day. It’s also the reason why those who are first to respond to new sales inquiries are the ones most likely to actually make a sale.
In behavioral science terms, you want to harness what’s called the “motivative operation (s)” or MO(s) that drive your ideal customers’ immediate purchasing behaviors.
Think of each purchasing MO as a kind of appetite-generator for your product or service.
Say you turned off your alarm to get a few extra winks of shut eye. You’ve skipped breakfast to get to the gym on time. These MOs signal that your appetite for lunch is likely going to be huge based on past experience.
If I were selling gourmet vegan wraps, I’d want to connect with you just before the time you’d usually have lunch that day.
But if you’ve had a chance to snack before lunch (i.e. if my pizza selling competitor got to you first), your lunch MO is very likely going to be much smaller. And that decreased MO effect is going to shrink my likelihood of selling you even my top performing spicy Mexican tempeh wrap, even at a special discount rate!
It’s the same with selling your world class Wellness Coaching and expert fitness training services. But here, there are often more complex social and cognitive MOs involved in establishing peak buying intent. And that makes pre-qualifying and connecting with your ideal customers in the heat of the moment even more critical.
For example, millions of people are at their peak MOs for hiring Certified Personal Trainers after new year’s, in the minutes, hours and days just after they’ve made their resolutions to lose weight and get in shape after all their holiday feasting and relaxing.
But that motivation to build healthy diet and exercise habits quickly fades with each passing day. For example, less than ten percent of people actually meet their fitness related new year’s resolutions!
The motivation for hiring a Certified Corporate Wellness Coach, on the other hand, may be at peak levels right after a senior manager at a rapidly growing tech organization learns that well-crafted employee health and wellness programs save $6 on average in health care costs for every $1 invested!
For a large to a mid-sized organization, that can mean millions of dollars in savings, and may even be the key to outperforming their top competitors financially.
If you’re selling online, then selling to a peak motivation for your services means answering emails and phone calls from people who are responding to the direct buying invitations in your online ads and calls to action in real time.
Sell to Need, Educate Interest
Another top, insight and tremendous time saver from the world’s leading sales experts over the last number of years, is to focus your sales efforts on pre-qualified leads while informing and educating those who may not be ready to buy yet. This is true both of world-class digital marketing and in-person sales.
You do not want to make the mistake of trying to sell to people who are just visiting or connecting with you in order learn more about something.
And, you do not want to provide a long form detailed blog post and informational videos to someone who intends to buy from you right then and there.
What are pre-qualified leads or prospects?
Great question! In part the term “..qualified lead” is basically another way of saying you always want to be selling to your ideal customers right when they’re most ready to buy from you.
But more specifically, your ideal customers also needs to have the decision making authority and the budget to actually follow through with the purchase they want to make so badly.
Take that senior manager who just learned about the huge ROI (return on investment) that having a world class employee wellness program can generate, for example. She may have a huge MO to hire you as the head Corporate Wellness Coach to design and deliver just that kind of program. But she may not actually have the decision making authority or the budgetary control to hire you.
When selling B2B (business to business), it’s always a good idea to ask explicitly and directly who in the company does have the formal authority and budgetary control to make purchasing decisions.
Another way to pre-qualify your prospects is to find potential new customers who are demographically similar to your current top paying clients or to the top paying clients and customers of your industry leading business development mentor (more on this a bit later).
One powerful exercise is to develop your ideal customer avatar. Ask yourself: what does your ideal customer look like? What are their key interests? Where do they work? What’s their minimum annual income to be able to pay you handsomely for your expertise? What social media platforms are they most likely to use so you can connect with them digitally? What’s their education level?
You can also talk to other fitness and coaching professionals to get a sense of what kind avatar best describes their top paying customers. Then do some online research to see what the go-to experts in your niche are doing to connect with those ideal clients.
It’s so important to really know the difference between immediate purchase intent vs. simple interest in learning more about your products and services.
Too many people make the mistake of not realizing the critical differences between genuine sales conversations and building relationships, brand awareness and ultimately – trust with prospective new clients.
For instance, as you’ll learn in our state of the art Certified Online Coach training program, crafting and running highly effective Facebook ads is one way of accurately targeting and connecting with people who have real time purchasing intent for your product or service.
That means you want to craft your ads with a blend of vivid imagery and rich text (or video content) specifically designed to speak directly to and even further intensify your ideal customers’ peak motivation to buy what you’re going to sell them.
Quick Tip: Although video marketing is hugely powerful, remember that up to 80% of folks are watching video on the major social media sites with the sound off! Although this is probably not the case when it comes to unleashing the power of Facebook Live!
Content marketing on the other hand, is mainly about creating connection and building brand awareness with your online audience by educating them based on what they’re most interest in learning about.
And just like selling to peak buying intent, you also want to educate to peak learning intent.
Great blog and video content leave a motivated learner with strong positive feelings and a sense of inspiration. And those feeling can be channeled into building a stronger emotional connection with and memory for your brand.
So later, when that same motivated learner does develop strong purchasing intent for the kind of services you offer, you’re far more likely to be top of mind, and that’s a great way to start a high-value sales conversation!
In addition to being a powerful tool for prospecting and networking, LinkedIn is a powerful online research tool for pre-assessing a given prospect or company’s pre-readiness to buy.
There’s a mega-trend underway across the major corporations to hire contractors and freelancers, in place of full-time employees. And that’s huge for the fitness and personal coaching industries!
If you’re B2B marketing a fitness, wellness or corporate wellness coaching service to prospective corporate clients, looking at LinkedIn profiles to identify and connect with key decision makers is an excellent way to increase your chances of making your next big sale.
For example, according to a LinkedIn’s own recent infographic:
92% of B2B marketers use LinkedIn before other social media sites
80% of B2B leads come from LinkedIn
94% of B2B marketers use LinkedIn to distribute content
You can also learn more about a prospective client’s needs, values and interests based on:
The kind of content they share or publish
The types of groups they join
The types of causes they support
And this can really help you connect with them more deeply during your sales conversations.
Practice Extreme Listening – The Real Key to Sales Excellence!
“Most people do not listen with the intent to understand; they listen with the intent to reply.” -Stephen Covey
Now, once you’ve done your best to pre-qualify your next ideal client, it’s time to initiate the sales conversation.
For many people this is where the sales phobia kicks in. But you need to get and stay relentlessly committed to learning and growing as a salesperson instead!
It’s also critical that once you get a sense of some of the key sales best practices, that you start actually engaging in sales conversations ASAP so you can really learn and develop this essential entrepreneurial skill set.
In many ways, becoming excellent at sales is very much like becoming a highly effective public speaker. Although many people do “fear public speaking worse than death” at first! Once you start to succeed at sales, you’re going to love it!
The bottom line here though, is that it’s time to start building your comfort level with even the most challenging parts of sales – things like cold calling.
A great place to start is to collect a list of 10 referrals from existing customers who are really satisfied with your work.
What’s the best way to do this? Simple, just be straightforward and honest about the fact that you’re growing your business and ask for the names and phone numbers of 1 or 2 people that they think would really benefit from your service.
If you’re just starting to build your business, and haven’t started with your first clients yet, make a top list of good friends and family members.
Calling friends and family to build your first sales call lists is an excellent way of doing things like creating and practicing a strong yet brief opening statement that you’ll need for kicking off all of your future sales conversations and cold calls.
It’s so much easier to develop your sales conversation skills with people you actually know and feel comfortable with.
Your sales opener is where you introduce yourself, greet your prospect by name, and give a short description or quick results-based customer success story about your product or service. It’s also vital to agree on a set length of time for the call.
You never want to have to ask for sales and referrals at the wrong time, when a prospect is busy and focused on other tasks and commitments.
Some of your first sales conversations may also start as prospects call, email or start live chat sessions with you, as they begin responding to inquiries from your online Facebook ads and/or the effective calls to action you’ve been placing at the end of each of your blog posts and videos.
Millennials strongly prefer to interact with brands via email, so that’s definitely a perfect place to build sales conversations with them until they start to feel comfortable with you.
With an older demographic it’s often a good idea to request to speak with prospective clients in person if they’re in your area, via video conference (i.e. via Skype or Zoom) or by phone if they’re not, in that order. In-person sales conversations are always the best.
And, when you do enter into each new sales conversation, your primary role needs to be that of “extreme-listener.” If you want to sell you need to spend most of your time listening and very little time talking.
According to Sales Master John Spence, the “Key to sales excellence” [is] asking highly focused and thoughtful questions, being an intense listener and then taking excellent notes.”
John actually created and uses a list of “icons” to help him focus in on and highlight the most critical and sales relevant information from potential new customers.
For example, he marks a #tag beside any numbers he hears, and a $ sign is placed beside any financial numbers provided.
He draws a small set of “clock hands” beside any time-related information.
Whenever a prospect mentions points that sound crucial to them (i.e. key pain points, passions, etc.), he puts a big star beside them. If that same point is mentioned again, he places a second star beside that point.
When a prospect’s info-point has more than one star beside it, that very likely means you’re identifying an issue that’s super-important to the person you’re listening too.
Those kind of mutli-star information points are the most critical places to ask open-ended and clarifying questions.
As an extreme listener, you want to be asking lots of question that allow you to dig deeper into the prospects most important needs and desires.
Open-ended questions are question that can’t be answered with a simple “yes” or “no” response. Some great examples of open-ended questions include:
“Why do you think that is…?”
“What do you think is the main cause of… (restate the problem)?”
“How do you feel about (re-state the problem or pain point)?” or
“How would your life be better if such and such a problem were solved or goal attained?”
It’s important to use the same words your prospect uses in your open-ended questions.
For example, if the prospect says something like, “..our employees are taking a record number of sick days.” A good open ended question would be: “What do you think is the main reason so many of your employees are taking a record number of sick days?”
Thinking about great questions to further clarify your perspective new client’s most emotionally salient talking points, is actually one of the most powerful ways to really hear your customer and in so doing, to build a deeper relationship with them.
Why? Because thinking deeply to form highly effective open-ended questions forces your brain to really process the information you’re hearing.
This is the same kind of communication effectiveness that forms the basis of the healthiest and happiest marriages, – not to mention the most effective relationships between business leaders and their followers! People love it when they’re actually heard.
“The best way to sell yourself to others is first to sell the others to yourself.”
-Napoleon Hill
The key here is to listen 70-80% of the time and speak only 20%-30% of the time.
As your sales conversation is coming to a close, you can then briefly scan your sales notes and form a powerful summary statement about what you’ve heard. And doing this quickly and efficiently, will really “wow” your purchase-motivated prospect.
You can do this by saying “I’ve really listened to you..” and then highlighting the top 2 or 3 most pressing needs, feelings and numbers they’ve shared with you. Then ask: “Does that sound right to you?”
After the sales call, you can use a voice recognition app to quickly create a text file for each prospective new client based on your notes.
That way you can quickly refresh your memory about their most important issues when you call to follow up, and that will really impress them weeks, months or years down the line in those critical future sales conversations!
Start Positive Then Dig Deep for Pain Points
So what’s the primary goal of your extreme- listening process in highly effective sales?
Ultimately, you want to identify your prospect’s most immediate and pressing pain points and needs – right?
To create a positive first impression (which can significantly increase your chance of making a sale), It’s a very good idea to start off by saying something positive about each prospect based on the brief online research you’ve done before reaching out to them.
It can be really powerful especially with corporate clients to do a bit of what’s called “appreciative inquiry (AI)” with them.
This is where you ask clients after your introduce yourself and agree on a time limit for the call, about the kind of work they do and most importantly, about their strengths and successes.
Getting them to share a top business success stories, peak experiences and talk about their personal strengths, will often bring up strong positive emotional memories. Not only do you get associated and linked to those feelings by bringing them out, but this is a truly powerful way to really get to know and connect with the fellow human being you’re selling to.
Eventually, though, you do want to move into uncovering their top needs and pain points, directly related to the product or service you’re marketing.
For example, if you’re a Certified Sleep Science Coach, you want to ask open-ended questions about the quality of sleep your prospect is getting.
You want to find out how not getting enough high quality sleep each night, is negatively impacting their lives.
How do they feel when they wake up in the morning? What’s their productivity like at work when they haven’t had enough sleep?
Eventually, what your prospect shares will begin to shape the kinds of questions you ask next.
The more deeply you listen for the purpose of crafting high-value, open-ended questions based on what your prospective client is actually saying, thinking and feeling, the more likely it will be that you identify what they need most from you as a fitness or wellness expert.
Not only that, but spending most of your time in extreme-listener mode, and identifying those top 1-3 multi-star needs and wishes, will actually help you carefully:
Tailor Real Needs-Based Solutions and Clearly Communicate Core Benefits
“Understand their needs better than any other company.” – Steve Jobs
Ok. Now imagine you’ve just finished spending 70-80% of your sales conversation time doing extreme- listening.
You now have a very clear picture of what the ideal customer you’re talking to really needs and desires when it comes to the kind of services you offer and the products you sell.
It’s time to draw on your vast and growing reservoir of cutting edge fitness and personal coaching skills, to craft a personalized set of solutions and recommendations, for solving your ideal client’s top needs and pain points.
This is where you can briefly share directly related personal or customer success stories. You can also mention key pieces of highly relevant recent research and stats to back up the benefits they’ll experience as a direct result of working with you.
You want to give a clear sense of what you’ll accomplish together in measurable results over specific periods of time. Make sure you select the highest value data to share and communicate those results effectively and very briefly.
Don’t overwhelm your client with too much information, especially on the first sales call. Remember you only want to be talking 20-30% of the time during your sales conversations while inspiring your prospect to talk 70-80% of the time. Because your ultimate goal is to:
Directly ask for and Provide a Frictionless Path to Paying You
As you approach the end of the sales meeting/call (based on the time frame you agreed to at the outset), it’s time to ask for the sale directly.
One of the oldest and most powerful sales strategies of all time is to “always assume the sale.”
As you start to close the call or meeting with your short summary statement of the client’s top needs (i.e. from your sales notes) and very briefly summarize the specific services and benefits you plan to provide them, make sure to use language that implies the sale is going to be closed.
For instance, you could say something like:
“Ok, so you want to replace 20 pounds of body fat with muscle, and finish your first 5k race by next July 1st. You need to be in top shape for the new senior management role you’ll be moving into next year as well.”
“You also need to be getting 7-8 hours of sleep each night, so you stop getting so tired and zoned out in the early afternoons.”
“Getting better sleep will also help you really be present and available to your family after work.” “Does that sound right?”
“My plan is to make sure you meet or exceed your fitness and sleep quality goals by working intensively with you 1 on 1 at my private fitness studio, Mondays and Thursdays starting at 6 AM for 1 hour each.”
I also want to coach you directly at the park for 90 minutes every Sunday morning at 10 AM to really work on your running.
“I strongly recommend we spend 20 minutes before each private studio session to focus on quickly building the healthy sleep habit we talked about into to your daily routine.” This way can start getting 7-8 of sleep every night within just a few weeks.”
“I think you’ll be amazed at how great you’ll feel and at how much more alert and productive you’ll be at work and at home.”
“Getting more high-quality sleep is also going to mean faster recovery and from your workouts.”
“I’m so excited about the results I know we can get for you, that I don’t want to charge you for my weekly sleep science coaching intervention, as long as you make it to 100% of our workout sessions together.”
Another approach, if you haven’t pre-qualified your prospect’s best times of the day, week or month to work with you during the extreme listening phase, of your sales conversation (highly recommended) is to conclude this sequence with something like:
“Well, I’d love to start working with you (say the person’s name)!” I have three-time slots open this week (briefly, state them).” “Which one works best for you?”
It’s always a good idea to try and offer at least one-time slot asap so that you can start working with the client or have them start using your product or service during that time when their buying motivation is still at peak levels.
Make sure to clearly state what you charge per unit of time for each product, service or program you’re offering them.
Don’t forget to mention any special offers you’re making at this time. For example, you may be providing a discount code or a free 30-day money back trial (which of course places the burden on the customer to follow through with the requirements of your coaching or training process ).
You then want to clearly and directly ask for the sale with language, which again, assumes the sale was already made, and then by creating a clear and simple path to paying you.
So how do you justify assuming the sale? Well, you only assume the sale if you know that your service will create meaningful and positive benefit for your client. In this way, assuming the sale becomes and expression of that value and your desire to ensure they receive value.
Now, your prospect may still decline the sale. And that’s ok! They’ve given you the gift of practicing, refining and improving your sales conversation skills.
And, as you’ll see shortly, this should definitely not be your last sales call with this ideal client!
In fact, if you sense that you’re your prospect is even slightly uncomfortable about your direct sales request, it’s a good idea to tone down the sales assumption, shift into educator mode and start focusing on setting up follow up call weeks or months into the future.
Switching directly into educator mode means offering to answer any questions or to be of help even if you’re not going to be working together at this time.
Be as careful as possible not to spend more time than they’ve agreed to give you for the sales call or meeting.
You don’t want to elicit and be associated with negative emotions. That the fast track to real sales failure.
Ask them if it’s ok to connect via LinkedIn or any other top social media site that they’re on. This will give you a chance to stay background connected with on social media based on the relationship you established already.
If you sense a high purchasing MO but a lack of budget etc., you may also want to invite them to join your email list and quickly state the value you’ll create for them via the next piece of great content you plan to share.
These offers increase your chances to connect with them in the future when they ARE fully ready to make a purchase.
And, having that quick client summary from your sales conversation notes we discussed earlier, will actually help you re-connect with them fast the next time you talk!
Give Away Your Best Advice for Free
When you’ve assessed that your prospect is not in immediate buying mode and you’ve shifted into education mode, your primary focus is still to create the highest value possible for the prospect, – only free of charge.
No, this doesn’t mean that you start working for them full-time or give them your products for free. But it does suggest that you take some time to offer helpful tips and suggestions.
This can be especially powerful when the prospective client or customer has a keen interest in and desire for your product or service but hasn’t developed full purchase intent yet.
In addition to asking if they have any questions for you, towards the end of your sales meeting, you can let the prospect know that you have some additional suggestions that you think can really benefit them; and, would they like to schedule a convenient next call or meeting to learn more?
If they do have questions, you want to answer these to the best of your ability. Share the top resources, tips, tools and strategies you have as clearly as possible.
When you treat prospective clients like your most valued and highest paying clients, that’s exactly what they’re more likely to become.
Not only because you’re actually creating real and immediate life changing value and inspiration for them through what you’re sharing, but because chances are they may need your help at some point in the future to implement those strategies and solutions.
Sales Rejections Actually Mean More Sales!
“Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” – Zig Ziglar
After failing to view sales as a highly learnable skill set, one of the biggest reasons for sales phobia and failure, is that folks get turned off and give up because of rejection on the first call.
Keeping a positive mindset and sustained self-discipline to keep moving forward, are two critical success factors if you’re going to become a master salesperson.
It’s so important to develop water-like mental flexibility if you’re going to transform sales rejections into sales success.
In fact, for sales masters, there’s no such thing as “failed sales.” They’re actually incredible learning opportunities that pave the way to sales mastery.
When you don’t make a sale, ask yourself (and your business development coach):
What’s the single most value thing I can do next time to better pre-qualify my prospect?
What can I do to improve my extreme listening skills? Did I:
Open my sales conversation with a brief but powerful introduction?
Did I elicit from the prospect and stick to a definite time limit for this sales talk?
Did I pre-qualify best times to work together so that I could build those time slots into how a directly asked for the sale?
How can I more quickly and effectively communicate the value I can deliver to my clients?
What can I do next time to be a better relationship and trust builder when it comes to my sales conversations?
Are there better information points I can share to influence the sales decision positively?
And most of all it’s SO important to understand that not making sales on the first call, is just a regular part actually closing the sale!
In fact, this next point may be one of the single most valuable sales insights you ever get! Did you know that:
So Called “Sales Failures” Maybe Your #1 Predictor of Sales Success 80% of The Time with Most Prospects!
According to some thought provoking research sighted in VentureBeat.com, repeated sales failures with the same prospect may actually be the key to closing the deal. For example:
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people only make three contacts and stop
Only 10% of salespeople actually follow up beyond the third contact.
Not only that but:
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact
What this research is essentially saying is that 80% of sales are actually closed after the fifth sales conversation with the same person! Yet only 10% of salespeople actually make that 5th sales call!
That means 5 to 12 so-called “sales failures” with those same prospective clients, actually increase your chances of a sale 8 out of 10 times! And with high paying clients, that can really, really pay off!
The basic lesson here is to replace the pushy self-centeredness we usually associate with aggressive sales people, with courtesy, kindness, genuine service and gentle persistence over time.
And that’s what makes positive mindset, long term gradual follow-up, extreme- listening, pre-sales client value-creation and keeping excellent client sales notes so effective over time!
Develop an Extraordinary Sales Deck
Another powerful strategy for increasing your sales performance is to use stunning visuals whenever possible to more quickly and more effectively communicate the value you’ll create for each customer, – more than words alone can ever do.
If you’ve read my article on How to Use Powerful Visuals to Get More Clients, through social media, you’ll recall that:
Our brains decode visual information 60K times faster than text
70% of your sensory receptors are actually inside your eye
80% of viewers remember an internet video they have seen in the last 30 days!
85% of shoppers are more likely to buy based on high-quality video content
Integrating a short but powerful visual (i.e. PowerPoint) presentation into your 20-30% chunk of the sales conversation talk-time, and using quick but deeply engaging video segments, can exponentially increase the amount and uninterrupted processing depth your sales message elicits in your prospect.
For in-person sales meetings, it’s an excellent idea to complement your sales deck with visually rich handouts in the form of short booklets or pamphlets that people can take to remind them of the value you’re going to create for them.
Having and always improving your online or in person “pitch deck” is a highly effective sales strategy for both 1 on 1 sales calls and large public speaking presentations at industry conference and events (an amazing way to network and generate leads!).
Tip: If you’re not that good at or don’t have the time to create an amazing sales deck, you can always outsource creating your visual presentation materials at a very affordable rate to a multimedia expert on websites like Upwork.com
It’s a good idea to look for presentation creation experts who are new to online freelancing but who have amazing real world work histories and portfolios.
That way, you can negotiate an incredible price. Be sure to provide high-value customer feedback and ratings for their profile so that you help build their online businesses in the process.
Be Relentlessly Honesty and Ethical
Even though I’ve placed this as number 11 in this list style post of top sales strategies, it’s likely the most essential item on the list!
As I suggested earlier, when it comes to being a highly effective salesperson, the real key is first to develop contagious motivation and inspiration in yourself based on the honest, life-changing value you know you can create by serving each potential client.
The success of each sales conversation you build is ultimately going to be about the quality of the relationship and the trust you create with each person you interact with.
Not only is this the key to repeat business, but it’s also the key to getting high-value referrals, – which, by the way, you always, always want to ask for from your satisfied clients!
Just like in the vast majority of human relationships, being pushy or aggressive usually, won’t work over the long haul.
Genuine sales conversations also have the power to disqualify a prospect. If through your exchange, you learn that you can’t offer great value and benefit them through your core products and services, then the best way to create value is by not requesting the sale.
And in addition to closing more sales, in the long run, being as honest and transparent as you can, makes sales so much more rewarding and enjoyable in the process!
Get World Class Business Development Coaching
Ask any of the world’s leading sales and entrepreneurship experts what the real secret to their success is, and they’ll probably tell you it’s having a world class mentor or coach themselves
A great mentor or coach is someone with demonstrated success in exactly the area you want to get incredible results in. This saves you reinventing the wheel so to speak, and will drastically increase your chances of success.
Why is having a coach or mentor so valuable?
To put it very simply, world class coaches are hugely successful because they do specific things in specific ways. To enjoy the success they’re enjoying, you want to start to doing the kind of stuff they’re doing.
Most world class coaches and mentors very often have and have had (many) world class coaches and mentors to guide them over the years, themselves.
So by connecting with them, you’re essentially connecting yourself with decades, in some cases even, centuries worth of combined knowledge and expertise in the exact areas you want to super-excel in.
A truly great mentor will help you build your skills by sharing directly from their own experiences and successes. They know how to ask the right kind of questions to keep you growing, moving forward and focused on generating solid business results.
Bonus tip: Take the first step in your journey to getting world class business development mentoring:
Join my exclusive, private Facebook group right now, and you’ll be participating in a world-class community of fitness experts who have established or who are in the process of building their business.
Also, check out the intensive 1-on-1 business development coaching and small group in-depth mastermind programs that I’m offering right now! Demand is huge and spaces have been filling up fast!
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