Podcast Summary
Closer framework: The closer framework is a 3-step process for engaging with prospects on the phone: clarify why they're there, label with a problem, and offer a solution. This approach builds rapport, establishes authority, and ultimately closes more sales.
When starting out in sales, using a framework like the "closer" method can help you effectively engage with prospects on the phone. The closer framework consists of three steps: C, clarify why they're there; L, label with a problem; and O, offer a solution. First, clarify why they took the action to become an engaged lead. This not only gives you insight into their motivations but also establishes authority in the conversation. Second, label with a problem. Identify the issue they're facing and acknowledge it. This builds rapport and shows empathy. Lastly, offer a solution. Provide a way to help them overcome the problem. By following this framework, you can effectively engage with prospects, build rapport, and ultimately close more sales. This approach is particularly useful for those just starting out in sales as it provides a clear and effective structure for engaging with potential customers.
Pain cycle: Understanding potential customers' past experiences, motivations, and costs without desired outcome is crucial in sales. Focus on their pain points and increase their sense of deprivation to make the solution more valuable.
During a sales call, it's essential to understand the potential customer's past experiences, motivations, and the cost they've endured without achieving their desired outcome. This process is called the pain cycle. By focusing on their pain points and increasing their sense of deprivation, we can make the outcome more valuable and motivate action. This is similar to how political topics gain attention and influence elections. In a sales context, we have a limited time to elevate the importance of the problem in their life, making our offer more appealing. Instead of focusing on the features of the product or service, like a plane flight, it's crucial to sell the desired outcome or the vacation itself. This approach helps create a stronger connection between the customer's needs and the solution we offer.
Emotional benefits of selling experiences: Focus on the emotional benefits when selling experiences, use a three-point pitch to convey relaxation, beautiful surroundings, and enjoyable moments, address concerns, and ensure a smooth buying process and excellent customer service
When selling a product or experience, such as Maui's liquor fingers, it's essential to focus on the emotional benefits rather than the logistics. Sell the vacation experience by highlighting the three key points: the feeling of relaxation and happiness with family, the beautiful surroundings, and the enjoyable moments. Use a three-point pitch to convey these points effectively. If potential customers express concerns, address them by explaining away specific objections related to time, money, decision-making authority, or fear of making a mistake. Finally, reinforce the decision by ensuring a smooth buying process and providing excellent customer service in the crucial 24 hours following the purchase. Remember, the goal is to create a memorable and enjoyable experience that leaves a lasting impression.
First 24 hours customer experience: Create a positive first impression by keeping promises within the first 24 hours and exceeding expectations using the C-L-O-S-E-R framework. Invest in your sales team to create a duplicable process for business growth.
Creating a great customer experience starts with the first 24 hours after a purchase. This is when customers form their initial impression of your business. To make a lasting impact, make promises and keep them within the first 24 hours. Ideally, exceed expectations. The C-L-O-S-E-R framework is a simple and effective way to sell, ensuring a consistent customer experience. When you arm your sales team with this framework and resources, you create a duplicable process that can lead to business growth. Your sales team is essential to your business, as they bring in the cash flow. Treat them with esteem and provide them with the necessary support. Create an Excel sheet with content addressing common customer concerns to help your sales team effectively address objections and close deals. By investing in your sales team, you're investing in the success of your business.
Content Marketing for Sales: Identifying audience pain points and creating valuable content addressing those issues can significantly boost sales and save time for sales teams
Creating and sharing valuable content with potential customers can significantly boost sales. Once you identify the pain points or concerns of your audience, create content that addresses those issues. This content can then be used by your sales team to engage with leads, especially those who require more convincing. By providing this content upfront, your sales team can save time and let the content do some of the selling. I've seen this approach work effectively in the fitness industry for weight loss customers and in the gym industry for gym owner customers. The result was increased sales and less time spent on the phone by the sales team.