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The Process for Turning a 'No' Into a 'Yes' and Close More Sales

In this episode of The Sell or Die Podcast, we’re discussing the importance of following up with your potential clients and the process you need to have to make a sale. The truth is most people aren’t making the sale in their very first sales call which is why your ability to follow through is everything to your success. Many people think following up makes them seem naggy or annoying but successful salespeople or entrepreneurs should be doing something before the sale to prime the prospect and/or doing something after to follow up with them. In the episode, we’ll talk about the importance of following up with your prospective clients and how the process of doing so will close more sales.

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close more sales

But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community. 

Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank. 

And today we are focusing on the process and strategies you should use to be able to close more sales. For more details on each point, listen to the ENTIRE episode on your favorite streaming platform.

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Reasons why you may be hearing “No” from prospective clients

The fact is, most people aren’t going to make the sale on the very first meeting with a potential client. Many times when this happens, a salesperson gives up and doesn’t bother to continue to try and take a different approach to gain the client.

There could be many factors that lead a prospective client to say no to an offer. The main reason is that they didn’t perceive your value to be greater than the price you asked for. This shows that you haven’t made them truly understand your value and what you could bring to them with your offer. This is why you have to have a strong sales process and drive to be a successful salesperson. You need to be able to convince the person that you are the best option and the most valuable option there is.

close more sales

Why following through is key to closing sales

When you are a salesperson you need to first understand the real reasons behind why a sale will or won’t take place. You need to know what you have to do to get a yes. You should be trying to look at it from the point of view of the prospective client, understand their underlying needs and wants so you can better sell to them. By catering to your potential clients’ buying motives in your sales process, you can pinpoint their emotional motive for taking part in your offer.  

A lot of times, people stop themselves from following up because they feel like they are being annoying. Many times when this happens it’s because you don’t have passion for what you are selling. If you have a product or service that you truly believe in you have way more drive to make a sale. 

During the selling process, if you have a product you believe deeply about, you have to make sure that is apparent to the customer. That should be something they can feel in the very first meeting you have with them. For them to feel any emotion towards what you are selling, it’s critical they feel the enthusiasm you have for it. 

Don’t make assumptions

When you are selling, you have to know the reasons your customers are buying. While it’s important to know these reasons, you do need to be cautious about making instant assumptions about your customers. You shouldn’t automatically assume why they need your offer or what it will do for them. It’s important to know that each of your customers will have different emotional reasons to buy. 

Even when you are catering your offer to a similar client base you still have to understand each client has specific needs and responds in their own way. You are best to tailor your response in a way that will align with the client’s own wording of what they are looking for from your offer. That way you can follow up with them using communication that will resonate with them. 

The better you get at uncovering the emotional “why” the faster you will close more sales. So many fail to establish a rapport that goes beyond the surface level, this is doing a huge disservice to your sales process. You should make sure you are establishing a meaningful relationship with people you feel will lead to a long-term relationship. Formality in sales will lose every time against being friendly and catering to your client’s emotions.

The Process for Turning a 'No' Into a 'Yes' and Close More Sales: The Bottomline

Understanding the process that goes into making a sale is crucial. You can’t just be someone who makes the initial sales calls and then calls it a day.  You have to be able to make the potential client see that your value is greater than the price you are asking for. You should be trying to convince them that you have the best option with the most value. The ability to follow through with your prospect and understand their motives for wanting to buy is everything to make you a successful salesperson. 

Be sure to listen to all of episode 552 for all the details!

Thank you so much for listening to Sell or Die! We hope that this episode helped you improve your sales process and the importance of following through with prospective clients.

If you enjoyed this episode please take a second to rate & review. Each review helps us help more people just like you make a difference in this world! Don’t forget to take a screenshot, share it in your Instagram stories, and tag us @jeffreygitomer and @jengitomer. See you next week!

About your hosts

Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from  Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.

Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.

Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!

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