GROE 100 Day 20: Go For No Close

GROE 100 Day 20: Go For No Close

When people are guarded, they aren’t listening to you and they’re not responding honestly to your questions.

A lot of times people are guarded because they’re threatened by salespeople, and think that they will be pressured and tricked into buying something they don’t really need. This approach is designed as a technique that lets them know that it’s ok for them to say no.

The prospect is so concerned about being sold – nobody likes being sold! The go for no close helps to alleviate this uneasy feeling and helps you both figure out if you’re a right match to work together.

As we’ve said before, they buy you first! Let your prospect know that you’re not trying to sell them something, but that you are simply trying to find out whether or not they would like to work with you.

Give them these three criteria to judge you on: Do you like me? Do you trust me? Do you believe I can do the job well?

“Do you like me? Do you trust me? Do you believe I can do the job well?”

Tell them that if you don’t meet the criteria, you want them to say no and it’s okay to say no. If you do meet it, you want them to say yes and then you can mutually agree on how to move forward. The only thing you don’t want is a maybe because it’s not a decision.

Maybes are the most costly leads because they waste so much of your time chasing them down to set meetings just to find out that they were never quality leads to begin with. This is a great technique to use in approaches and in meetings because it’s a great tool for prequalifying.

This will save you so much time chasing leads that have no interest in what you are selling, and allow you to focus on those who feel that what you offer is important!

It’s important to be well respected and well paid in your profession! Having the go for no close in your toolbox as something you are comfortable with will really help you accomplish this! It’s especially important to use this technique well when you’re in a very competitive market because the difference between you and your competitors is you!

Tomorrow, we’ll be discussing reviewing your day and planning tomorrow!

In life, you’re either moving forward or going backwards. It’s impossible to stand still with everything moving around you. Planning your day keeps you focused on what really matters and reviewing your day makes sure you get it done!

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 19: Having a Sense of Humor

GROE 100 Day 19: Having a Sense of Humor

In sales, the customer always buys you first!

The mistake a lot of us make is that we allow scripts and corporate influence to take over our personality. Because of this, we come off as very lackluster and untrustworthy. When it comes to business, it’s easy to take yourself too seriously and it’s almost never perceived well by the person you are sitting with.

Let’s face it – sales can be stressful! There’s no need to make it any worse that it has to be, and people can tell when you’re having an off day. If you’re tired, bored and in a horrible mood it shows when you’re calling people. The wrong mood can make it impossible to book meetings!

“If you’re not enjoying your job, you won’t last long!”

When people talk to you on the phone, you have to be the same laid back person you are in your meetings. People want a reason to come and see you, and if a candid sounding person asks them to come in and buy something, they just won’t! Having a fun conversation where you also invite them for a meeting gives them a reason to want to come.

The sense of humor we use in these blogs is actually what makes them so fun to write! The truth is, we are even more hilarious in real life. Nick is often sarcastic and quick witted with a smart-ass response for everything.

Meanwhile, I’m a total spitfire when it comes to his remarks, but I also have a very silly and bubbly side and act as though I’m sweet as pie… even though I’m always pulling pranks on Nick and driving him crazy!

Our constant banter is what makes us such a great team, and it keeps our clients well entertained as our battle of wits unfolds. We love what we do, and it shows in how well we engage our clients!

Why not make it fun? Use humor!

Tomorrow, we’ll be discussing the go for no close!

The Go for No close is all about being open. I use it in approaches and meetings to build stronger relationships and prequalify leads. Definitely a great tool for those that care about their clients!

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 18: Influencers

GROE 100 Day 18: Influencers

Making friends with the right people can really help you get far in sales.

People always listen to those who they trust, so if you are associated with someone who people trust it will automatically eliminate those barriers.

Befriending influencers help break down those barriers because people already trust them. Their recommendation becomes that much more powerful. Find out who people in your market or community that people go to advice, and go out of your way to become their friend!

Having connections really unlock what you are able to do and who you’re able to approach. You wouldn’t believe how many times we’ve gone to events and concerts and have been allowed access to VIP areas and restricted zones because of who we knew.

“Not only does it allow us to brag every chance we get, but it’s an amazing opportunity to network with the right people!”

Although this is somewhat of an advanced technique, you truly have to put being a good person ahead of always trying to sell. Being genuine, trustworthy and dependable is the best way to gain the friendship of the Influencer. Being able to have an authentic relationship with an influencer really helps to save time in prospecting, because you’re automatically surrounded by the right people.

My funny VIP story! When I worked at EB Games, I essentially knew everyone in my hometown. I’m sure you know of the rapper Classified! He came to our new sports complex to do a concert with David Myles, and I had to work that night. After work, I went to meet up with Jamie and I got to the admission line and realized – Jamie has my ticket! Even worse is that Jamie also had my ID.

Thankfully, the head of security was a regular of mine at work and was whose line I wound up in. Two weeks before this, his son’s xbox one broke and Microsoft wouldn’t do anything to help so I called in a favor and was able to exchange it for a brand new one. I was also able to throw in some bonus codes for Call of Duty, and ended up saving him almost a thousand bucks. I told him I was there to meet my boyfriend and our two friends. He slapped a VIP bracelet on my wrist, put 3 more in my clutch that he had to “search” and told me to go have fun. The bracelets also got us access to free booze, and the afterparty where also got VIP access to the bar and got to meet Classy 🙂

Needless to say, it pays to be a decent human being!

Tomorrow, we’ll be discussing the beauty of humor in sales!

it’s important to show your personality during sales to attract the right customers. The best customers are ones that you can build strong relationships with and humor is a great tool!

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 17: How you Present Yourself

GROE 100 Day 17: How you Present Yourself

How you dress, both in everyday life and in sales, has a lot to do with your personality.

People often don’t realise just how important the way you’re dressed is on the way people treat you. Knowing and understanding your environment is extremely important, because professionalism and selling yourself is such a huge part of your first impression.

When you’re getting ready for your next meeting, think about how you want to be perceived. Ok, so if you don’t have any meetings… The next time you get ready to go to the grocery store, imagine what would happen if you ran into someone you found attractive. How would you want them to see you? A messy bun and pyjama pants probably aren’t going to do the trick!

Dress for your audience, folks! It doesn’t mean you have to be in a suit and tie 24/7. That would be silly! Once again, consider your audience. A suit and tie might be appropriate for a board room meeting, but not for meeting someone at a coffee shop to discuss insurance options. Always be presentable, and dressed in a way that you can be most confident.

“Style is a reflection of your attitude and your personality”

For example, Nick has an irrational phobia of wrinkles in his clothing. If he finds a wrinkle in his shirt, he not only loses his marbles but is completely thrown off and isn’t nearly as confident. As much enjoyment as his vulnerable moments bring me, an unsure meeting is not something I’d wish on anyone.

Find what makes you feel confident and roll with it. For instance, on days where I go above the bare essentials for makeup are days when I feel most confident. To this day, Nick has never seen me without lipstick (although, there was a close call and I addressed it quickly and discretely). As you can see, our personalities play a major role into what makes us comfortable with others. What’s your thing?

Tomorrow, we’ll be discussing influencers and how they can be your best friends.

Who do your leads look to for advice? Certain people in their life influence their decisions. Building relationships with the right people can expand your network in a hurry.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 16: How to Make a First Impression

GROE 100 Day 16: How to Make a First Impression

First impressions are everything in sales! People decide in the first 20 seconds of meeting you whether they like you or not.

In truth, sales are finding the right people, creating conversations and solving problems. Everyone is in some way a salesperson. Whenever you meet someone, you’re trying to sell a first impression which is ultimately the hardest sale you’ll ever make.

If you approach your sales meetings just like you approach your real life interactions, you’ll be perceived as more confident and they are more likely to like you based on your first impression.

“Everybody is in sales! We all have to sell a first impression and our ideas”

Being perceived well in sales is about two things, confidence and personality. Being confident and carrying yourself well is a very easy way to tell whether or not you’re a rookie or a pro.

Sounding scripted or fake is a way to sink your ship. In reality, people buy you first! Nobody will buy from someone they don’t like or don’t trust. It’s important to just be you!

If you’re selling something which has high competition, nobody will really care to hear every single option that you have available. Nobody has time for that! What they do have time for, is finding someone they trust and are willing to pay more knowing that the person in front of them is not trying to play them!

Tomorrow, we’ll be discussing dressing for success!

How you dress can say a lot about yourself. People are quick to judge because it’s in our nature to do so. Consider how you want to be seen the moment you walk in the door.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!

GROE 100 Day 15: Creating a Sense of Urgency

GROE 100 Day 15: Creating a Sense of Urgency

It’s important when speaking with prospects to create a sense of urgency. They know what you have to offer is important, but when will they actually do something about it?

Everyone is different, and they also have different priorities. This is why you need to take it upon yourself to make sure whatever it is you are selling is one of their top priorities. Otherwise, you’re going to have a pretty hard time getting them to sign on the dotted line!

The most effective way to do this is not by just saying “this is important”. Obviously, if it were that easy we would all be millionaires and this blog wouldn’t be necessary! What you should do to consistency build urgency when sitting down with prospects is ask questions that get them involved.

By asking questions which get your prospect seeing themselves using your product/service, it helps them to see its relevance in their own lives and creates the urgency. Asking questions like “how will this make your life different?”, “Can you see how this will save you money or get better results?” will start to put them in the shoes of someone who doesn’t just want your product, but needs it.

“Creating urgency mentally prepares leads to take action!”

It’s important to also start asking questions that get them answering “yes”. The more times they say yes before you present your pricing options, the more likely it is that they will be in a mindset to buy. This is a crucial element to creating urgency because you want them to say yes and you want them to act today. Start by asking more broad questions, and then dig deeper into specific details. You don’t know what else is on their mind… you might be carrying a solution to several of their problems!

If you’ve properly built rapport and trust, your prospect should be more emotionally involved than they were beforehand, and are ready to act on it. Now is the appropriate time to say “are you ready to solve this problem today (or soon if you’re scheduling a meeting)?” and a positive response will tell you to get out your price lists and discuss specific features that reinforce the problems they asked you to solve!

Tomorrow, we’ll be discussing the most common sale, a first impression!

People will always buy into you before they buy your product or service. People look for confidence and try to get a sense of your personality. We’ll discuss how you can add personality to your approaches and meetings to build better relationships.

During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!