Hi friends!
I’m sure everyone has heard of the three C’s for making a sale, but what are they?
1. Connect
Intrigue is the best first step to any effective connection and connecting doesn’t need to be a long drawn out process.
I often get asked, “how long do you spend in the grocery line to form that connection?” My answer is 30 seconds – 1 minute.
If you know that your products and services can be a solution for another human being, then offer it in a delicate manner.
Here is an example:
I’m at the grocery store with my children, and I walk up to the clerk and smile. (Smiling is HUGE because it will communicate the sound of joy and passion in your voice.) Next, I ask them how they are doing. If they look down, don’t smile back, and sound like they have a mouth full of marbles, I move on.
However, if they look at me with eye contact and smile, I will strike up a conversation with them.
Typically, I use varying parts of F.O.R.M (Family, Occupation, Recreation, Motivation).
In this situation I already know what they do for a living, BUT I will start asking them questions around their job. Conversations can go like this, “how long have you worked here?” Listen. “Are you happy working here?” Listen. “Is this your full-time job?” Listen. Then based off those answers I will then say to them:
“I need to get going because my children are going to tear this place apart, but I really enjoyed chatting with you. Let me ask you, are you open to looking at another way to make an income?”
or you can say,
“… do you ever keep your options open…?”
This is a simple yes, no, or what do you have in mind. This is where you gather THEIR information and keep moving.
2. Cultivate
This is important of course for building long-lasting, solid relationships. If you want to be successful you must respect and care for your Prospect. Most times, in the direct sales and Network Marketing profession, people can walk around with $$ signs in their eyes, instead of looking at the individual as a person with needs.
Building a relationship is simple. Ask them questions and be genuine about their family, children, what they like to do, etc. You want to respect their time and make sure all their questions are answered. You also want to be clear that the prospect is on the receiving end, but it needs to be reflected back to you.
Respect should be on both ends. Sometimes prospects prospects can walk all over you because they think you need them, and that’s not true.
That’s why it’s incredibly important to hold Posture throughout the conversation.
3. Close
Holy Moly I can spend an entire day on this topic! This is what it comes down to, asking for the sale. YES, I said it, SALE!
It’s as simple as saying, “Sue, are you ready to get started today?” and then listen. She will either say yes or no, followed by the objection (do not freak out by this).
Often times people can get so nervous because of the objection. They are NOT objecting you. This is an opportunity for you to listen and then go back to their goals of what excited them in the beginning.
If it’s yes, great! Help her get started! If it’s no, then you ask her why and dig deeper. If you feel your product and service is the right fit for her, then it’s important to start getting her to talk. Often the first objection is NOT the real objection. Overcoming objections is the lifeline of your business, so it’s SUPER important to learn how to handle this.
I hope this added value to your business and I would love to hear from you. Please comment below and feel free to share with someone else you think might benefit from this information.
Cheers to your success!
Did This Help You? If so, I would love to hear your thoughts below and please feel free to share.
Success Junkie Blog
Skype: Julie.burke7111
Email: julie@createsuccesswithjulie.com
P.S. Please make sure you grab my downloads including my “41 Powerful 1 Liners” to grab anyone’s attention.
P.P.S: Looking for a Mentor? Check out my “Private Coaching” tab and schedule a breakthrough session. Sessions are limited and book quickly so don’t procrastinate ☺
