Uh-oh.

Did you just look at your sales numbers for 2015…and notice you’re way behind where you should be for the second half?

What can you do to recover and save the day?

Relax – we got you covered.

Here’s what to do:

1. Focus on What Your Prospect Wants to Buy, Not Convincing

Convincing is what they used to do in the old days of sales. “Hurry. Our widget sale is good for just another 24 hours. Don’t hesitate…we’ll never run this offer again!”

That used to work because consumers and prospects had limited information at their disposal. It might be months or years before they find a similar sale again.

But not so today. They have all the information they need at their fingertips to make an educated purchase.

So these days, you have to discover what they really want to buy. Because they know they’ll find it somewhere.

If you find that out fast by asking smart questions, you can part ways soon, save both of you time, and move on to someone else who really wants what you have. Or, you can close the deal that much faster.

2. Sincerely Listen Without Considering What’s in It for You

I know. I know. Super tough to do!

You have a commission riding on every sale. That commission supports your livelihood.

What if things are tough and you “need” this sale?

Well, suck it up and let it go. For starters, it’s not going to close right now anyway. The prospect wants what they want – you’re not going to change that.

Going a bit further…what you do comes back to you. Do the right thing for your prospect, and they’ll do the right thing for you.

So, tell your prospect what they want isn’t what you have. Then ask them for a referral.

There’s no guarantees. But having good things come back you increases dramatically when you do the right thing in the first place.

3. Give Your Prospect all the Information They Need to Make the Best Decision for Themselves

One of the grand masters of sales and persuasion, Dale Carnegie, said it in one of his books, How To Win Friends and Influence People:

A man convinced against his will is of the same opinion still.

So you can build outside agreement with your prospects. But on the inside, they’ll still resist.

When it comes time to close, you hear nothing. You shouldn’t be surprised they don’t buy from you – if you’ve been trying to convince them.

Even though they’ve done extensive research by the time you talk to them, fill the gaps in their knowledge. Give them perspective on all the options available, and the differences among each.

Convincing makes them feel like you’re against them. Educating makes them feel like you’re on their side.

Now Go Close Some Sales!

Armed with this sales information, your close rates should skyrocket. Do a brief self-check to make sure you’re not using any of the ineffective approaches.

And instead, stick to these principles.

You have plenty of time to catch up, and even get ahead…

Go get ’em!

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