What’s In This Episode:

At the end of your sales meeting, how do you have the confidence to close?

"I never leave a meeting without a next step." - Brad

Brad had a period early in his business where he went 27 meetings without closing. He spoke with a business coach who told him to go to four more meetings and figure out what went well, what went poorly, and what he needed to do differently. It was only at appointment four of four where he actually asked for what he wanted - and got the sale. He learned how to apply next steps to his meetings in order to close.

"I don't want to have to wade through all your words to figure out what I'm buying; I just want to pay for you to fix it." - Jill

Closing is different depending on the type of business you have. And if a prospect gives you "homework," like a proposal, figure out what it is they're questioning before you spend your time... and then leave without a sale. But people spend hours on proposals - which could be a sign that they're not doing the same thing over and over again - but you also could be putting yourself in trouble in the process.

But if you're giving your prospect a few things to do with the expectation that you can discuss in your next meeting and they don't do it, it's a sign that maybe you don't need or want to work with them in the first place. As you get better at closing, you can afford to be selective.

How do you close with confidence?

Hang out with Jill and Brad!

Only a few more days 'til you can join Jill and Brad for drinks at their FIRST EVER offline event! Meet them October 4 at Park & Field in Chicago to get your shouting on. RSVP here.

Sponsor:

If you’re a manager or business owner, chances are you juggle many HR tasks and are trying to keep up with the ever-changing employment laws. HR 101 from ComplyRight is a free online training program that will give you a solid understanding of employment law so you can handle typical workplace issues like a pro. The six courses include General Legal Obligation for Employers, Recruiting and Hiring, Classifying Workers Correctly, Managing Your Employees, Preventing Workplace Harassment and Discipline and Termination. Explore ComplyRight’s free courses at www.complyright.com/courses.

What’s In This Episode:

Are you a Type 1 or Type 2 thinker? The difference may be playing out in how you sell, too.

"There's a lot of turnover in those first few years when you go out on your own." - Brad

Alastair McDermott helps consultants of all kinds by generating leads and building their websites. But he's considering simplifying his business, which might alienate a good chunk of his audience that describes themselves as DIY'ers. What should he do?

Jill thinks he may benefit from carving out more of a niche while Brad suggests he does a little more market research on the types of audiences he wants to work with.

"Even if you tell people to back off, they don't know how to do that. Is that teachable?" - Jill

If you're trying to close a deal too fast, Brad says, you're telling people that you're not good at sales - and also that you may be a little bit desperate.

Is your sales process fast or slow?

Hang out with Jill and Brad!

Only a few more days 'til you can join Jill and Brad for drinks at their FIRST EVER offline event! Meet them October 4 at Park & Field in Chicago to get your shouting on. RSVP here.

Sponsor:

If you’re a manager or business owner, chances are you juggle many HR tasks and are trying to keep up with the ever-changing employment laws. HR 101 from ComplyRight is a free online training program that will give you a solid understanding of employment law so you can handle typical workplace issues like a pro. The six courses include General Legal Obligation for Employers, Recruiting and Hiring, Classifying Workers Correctly, Managing Your Employees, Preventing Workplace Harassment and Discipline and Termination. Explore ComplyRight’s free courses at www.complyright.com/courses.

Guest:

• Alastair McDermott helps independent consultants and specialized consulting firms get better quality leads on their website.

What’s In This Episode:

Last week, Jill and Brad discussed what a salesperson does. Today, they're talking about the sales process. Is it driven by the customer?

"As a salesperson, you need to lead the conversation." - Brad

Do you wonder why people would want to buy from you anyway? If you ask some of the right questions, you may gather insight.  Either they don't know of you at all, or they know a lot  - they follow you on social, they spend time looking through your website - and overall, it's good to know where you stand.

"Salespeople are not good listeners." - Jill

And if you're leading the conversation, you need to be able to ask questions and get answers that will help you help your customer. And you also need to listen, which as Jill points out, is very counterintuitive. And you might not be the solution for what your client and prospective lead needs, but you might be able to figure that out with them together.

Once you've asked your questions, you may be able to come to a diagnosis - and you might be able to figure out the problem even before your lead has articulated it. Talking that through and recognizing additional problems leads to trust, which is vital in the sales relationship. Then you move on to the confirmation and feedback stage... and then, signing on the dotted line.

How does your sales process work in your business? 

Hang out with Jill and Brad!

Only a few more days 'til you can join Jill and Brad for drinks at their FIRST EVER offline event! Meet them September 13 at Park & Field in Chicago to get your shouting on. RSVP here.

Sponsor:

If you’re a manager or business owner, chances are you juggle many HR tasks and are trying to keep up with the ever-changing employment laws. HR 101 from ComplyRight is a free online training program that will give you a solid understanding of employment law so you can handle typical workplace issues like a pro. The six courses include General Legal Obligation for Employers, Recruiting and Hiring, Classifying Workers Correctly, Managing Your Employees, Preventing Workplace Harassment and Discipline and Termination. Explore ComplyRight’s free courses at www.complyright.com/courses.

What’s In This Episode:

Are salespeople the best or the worst?

"If you really want to grow your business, don't keep it a secret." - Brad

Catherine VonVanno of 20Four7VA calls in to discuss leads. So far, she's had warm leads but she wants to start reaching out to people who might not know of her VA service and go the direct marketing route. Does she try to handle internally, or go with a marketing agency to help?

The question of direct marketing and radio ads leads to a discussion about what kind of prospective clients may be out there who aren't really internet savvy. And how would you educate your market?

"They can explain why you need something without making you feel bad." - Jill

What is the job of a salesperson and how do you know when you've found a great one? Do salespeople just exist to take you on that last mile of the sales journey? What function should they play in your business - and how do you feel about them as a consumer?

What are your thoughts on salespeople? Listen in!»

Hang out with Jill and Brad!

Wanna join Jill and Brad for drinks at their FIRST-EVER offline event? Meet them September 13 at Park & Field in Chicago to get your shouting on. RSVP here.

Sponsor:

If you’re a manager or business owner, chances are you juggle many HR tasks and are trying to keep up with the ever-changing employment laws. HR 101 from ComplyRight is a free online training program that will give you a solid understanding of employment law so you can handle typical workplace issues like a pro. The six courses include General Legal Obligation for Employers, Recruiting and Hiring, Classifying Workers Correctly, Managing Your Employees, Preventing Workplace Harassment and Discipline and Termination. Explore ComplyRight’s free courses at www.complyright.com/courses.

Guest:

• Catherine VonVanno is the president and executive director of 20Four7VA, which provides virtual assistant solutions to eCommerce businesses.