Have you ever wanted to increase your closing ratios? The first thing
that will improve the number of people most people ever close is to
actually have enough contacts. I'm not talking about just more
advertising I mean actually picking up the phone and making contact.
Most of us spend time coming up with the next neat idea and we think
our way out of work. If you don't have the contact taking place, first
and foremost don't even study what you may be doing wrong. DO ENOUGH
wrong and eventually you will get some right! The second thing you have to understand is why are you looking to
connect with people? Really what is your why? It has to be deeper then
the money. It has to be more or it's just a job. Your why has to be
deep! Do you believe in your product or service enough that you know
it will make a difference in your client's life in some way? Do you
know for a fact that you are marketing a better way to accomplish X?
Do you know that you know it will be a benefit to your client and IF
you can get your client to see that you will make a sale? That will
put you one more step closer to your goal! Third, are you expecting to make solid connections or do you just wait
and hope they happen? I'm not saying it's all in the power of your
thoughts, I don't believe that. What I am saying is when you pick up
the phone to talk to a perspective client if you are expecting to
connect with that client versus hoping to connect your posture and
tonality will be completely different. One says I know what you need
and I can help. The other says I hope you let me help and please don't
say no. Closing is a game of posture and it starts with that first
connection. Fourth, are you responding or reacting to you clients when you
connect. Responding means you are in control of the conversation
reacting means your client has control. Look at it this way who's
asking the questions? You should not feel, fearful or intimidated when
your client questions you at all. You smoothly handle the question and
objection and confidently start leading the conversation again.
Reacting show's your client they are in control and you are not
confident. It will certainly slow the closing process if the closing
even takes place. Finally, are you confident that what you are actually doing for your
clients will even get you to your final goal? You work for a reason,
either self employed or employed by someone else. Will marketing your
product or service actually get you out of debt? Will it actually give
you the time freedom you are looking for? Will you have the time with
your family you want? If what we are doing leads us to where we want
to go then we naturally work with a spirit of excellence. That
confidence that comes from that spirit of excellence is attractive in
the market place and will help to build stronger connections with our
clients. If you want to increase your closing ratios first you have to have
plenty of connections in the first place. Then do you feel confident
in that your product or service will fill whatever need your client
has? Are you expecting to connect with your clients are you just
making random sales calls? If you expect to connect and you are
responding versus reacting your time just got more productive. Your
time will stay productive and your closing ratio's will stay up if you
are confident in your career. Does your career lead you to an outcome
you are looking for? If so you just got another step closer to better
results. by Stacy O’Quinn
that will improve the number of people most people ever close is to
actually have enough contacts. I'm not talking about just more
advertising I mean actually picking up the phone and making contact.
Most of us spend time coming up with the next neat idea and we think
our way out of work. If you don't have the contact taking place, first
and foremost don't even study what you may be doing wrong. DO ENOUGH
wrong and eventually you will get some right! The second thing you have to understand is why are you looking to
connect with people? Really what is your why? It has to be deeper then
the money. It has to be more or it's just a job. Your why has to be
deep! Do you believe in your product or service enough that you know
it will make a difference in your client's life in some way? Do you
know for a fact that you are marketing a better way to accomplish X?
Do you know that you know it will be a benefit to your client and IF
you can get your client to see that you will make a sale? That will
put you one more step closer to your goal! Third, are you expecting to make solid connections or do you just wait
and hope they happen? I'm not saying it's all in the power of your
thoughts, I don't believe that. What I am saying is when you pick up
the phone to talk to a perspective client if you are expecting to
connect with that client versus hoping to connect your posture and
tonality will be completely different. One says I know what you need
and I can help. The other says I hope you let me help and please don't
say no. Closing is a game of posture and it starts with that first
connection. Fourth, are you responding or reacting to you clients when you
connect. Responding means you are in control of the conversation
reacting means your client has control. Look at it this way who's
asking the questions? You should not feel, fearful or intimidated when
your client questions you at all. You smoothly handle the question and
objection and confidently start leading the conversation again.
Reacting show's your client they are in control and you are not
confident. It will certainly slow the closing process if the closing
even takes place. Finally, are you confident that what you are actually doing for your
clients will even get you to your final goal? You work for a reason,
either self employed or employed by someone else. Will marketing your
product or service actually get you out of debt? Will it actually give
you the time freedom you are looking for? Will you have the time with
your family you want? If what we are doing leads us to where we want
to go then we naturally work with a spirit of excellence. That
confidence that comes from that spirit of excellence is attractive in
the market place and will help to build stronger connections with our
clients. If you want to increase your closing ratios first you have to have
plenty of connections in the first place. Then do you feel confident
in that your product or service will fill whatever need your client
has? Are you expecting to connect with your clients are you just
making random sales calls? If you expect to connect and you are
responding versus reacting your time just got more productive. Your
time will stay productive and your closing ratio's will stay up if you
are confident in your career. Does your career lead you to an outcome
you are looking for? If so you just got another step closer to better
results. by Stacy O’Quinn
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