Today, I’ll share with you three vital steps that will show you how to make more sales so you can improve your results significantly.
Your ability to decide on what your end goal will be, and creating new opportunities with new information presented to you, will determine how many sales you will make. The good news is that you can learn the art of closing with these three vital steps, which include:
Step 1: Create Your MS Formula
Your ability to define your end goal and create new opportunities when new information is presented to you, will determine how many sales you will make. The good news is that you can learn the art of closing with these three vital steps, which include:
- Marketing generates leads.
- Leads generate sales.
- Sales generate results.
Trying to get one without the other will only create problems. If you want to generate more sales, get more clients, AUM, etc., then you need to come up with an effective and efficient marketing and sales strategy. You can short cut the process and still get results, but these results are often short term, short lived and they often hinder you from reaching your full potential.
This step is a lot like playing chess. My kids re-taught me how to play chess over the holiday break as I have not played the game for over twenty years. Playing with them is fun, although I lose every time. My son knows how to play the game quite well; to the extent that it takes two of us playing against him to secure a chance of winning. It was fascinating to watch him plan because he can literally see the path to his victory based on the moves his opponent makes. I quickly realized this same formula applies to closing, conversion, and sales. Our reaction to the action of our clients and prospects determines how successful we are going to be.
Step 2: Create Your Process
The first thing to do to create your process to make more sales, is to determine what your goal is; that is, what you want and why you want it. Once you have completed this step, you will then need to determine who you will serve. The person you are going to serve, in this case, is your ideal client or avatar.
This step is probably one of the most overlooked and important steps on how to make more sales. By identifying your perfect client, you will be in a better position to decide the best market and sales strategies you need in order to bring them into your business. This step is often overlooked because entrepreneurs and advisors nurture the belief that it limits their revenue; this is simply not true.
Once you have identified your ideal client, the next thing to do is to identify your lead generation strategies. The right strategies will allow you to attract and serve your ideal clients so you can achieve your goal.
Step 3: Master Your Script
This is one of the most critical elements of your process.
Your scripts manual should include every possible scenario. Our prototype master script is comprised of twenty six pages, so be patient and realize it will take some time to complete. You can use the process below to create your own script:
- Create your master script; this is a list of all the scripts you will need. For example, you may need a script for:
- Setting appointments
- Qualifying new prospects
- Asking for referrals
- Handling objections
- Write down everything you believe you say during each of the steps you have listed in 1.
- After each client/prospect meeting, take a minute and review your script and make edits based on the things you actually said.