*the notes below have been transcribed from the LIVE video
I’m excited to be able to share this with you today because it’s so important. Today I’m going to start off by talking about this one phrase, that if you’re missing this when you’re communicating with people, you are losing out on at least half of your sales.
Have you ever had a misunderstanding of something so small but it made such a HUGE difference?
How does this relate to you? Well, if you are like many of my clients, you have YEARS of experience. Before we start our work together I feel like some of them speak in tongues because they are true experts at what they do. They’ve been doing what they do for years. Part of our work is to adjust HOW they explain the benefits of their work, even if it’s about a simple concept. When it comes to selling something, you really have to make sure that you’re using the words the person you’re talking to would use.
Has this ever happened to you when you were considering hiring someone?
When you’re on a sales call with someone, I want you to keep this phrase in your pocket. The phrase that pays is this: “Let me repeat this back to you so that I have the full picture.”
If I’ve worked with you, you have certainly heard me say this before “sales is a muscle that atrophies quick”. Write this phrase down as you’re about to get on a phone call with someone it’s easy to miss it. So as you’re talking with someone remember, “good salespeople have good pitches great salespeople have great questions”. Ask your questions. Take notes. Do not comment, jump in or interject when they’ve answered. Listen. When they’re done, say, “Let me repeat this back to you,” and repeat back all of their answers to the questions you asked. Do this because it will show you were listening and THAT is a big deal in and of itself when it comes to taking on the trusted advisor role in a sales. Make sure that you BOTH are on the same page.
Once you have the full picture, you can then propose your solutions; your offer. ASK great questions and LISTEN. Truly listen to their answers and if needed, ask MORE questions so that you get the FULL picture…NOT just enough of what you were waiting to hear to sell them on your hook. Actions like that give SALES a bad name.
Have you ever been on the receiving end of a sales call where you did NOT feel HEARD yet you WERE pitched?
I have. It was the WORST feeling.
“Let me repeat this back to you.” That’s the phrase that pays.