Mon, 16 November 2015
Hey hey! Welcome to episode 161 of Life on Fire. If there’s one thing that stops most entrepreneurs from living their ultimate life on fire it’s sales. If that very word makes you cringe today’s episode is perfect for you. And even if you’re great at sales today’s show will help you take your game to the next level.
Joining us for today’s show is Ben Chaib. Ben is a master salesman, in his career he has generated over 926 million dollars in sales!
Listen in as he shares his 8 step process called S8. Ben also gives us specific exercises to use during your next sales conversation to help you feel more at ease, create stronger relationships with your clients and ultimately increase your bottom line.
In this episode you’ll hear:
Where most people go wrong in their sales process is pitching their offer too soon. To overcome that Ben has an 8 step process he calls S8. Below is each step and its description.
The first step in your sales process is sharing. This is where you ask questions of your client, build a connection and get to know them. Often people will buy from you simply because you’re friends, this is where that friendship starts.
The second step is suitability. Suitability is about confirming your prospect’s needs, and if they are the right audience for you.
During this step you can say something like “I want to understand if I can help you find a solution. The goal of our conversation is for me to help you.” Saying this let’s them know you are there to help them, not sell to them.
Step three is significance. Now that you’ve uncovered their problem you’re going to find the significance of not making changes. You’re getting to the heart of the matter here - why do they need to change and what will happen if they don’t?
This step is important also to help you identify where they are and where they want to be, help them see the gap between the two.
You still don’t jump in with your offer - not yet according to Ben. A lot of people get this far and then pitch their product, don’t do it.
This is the step where your prospect imagines the possibilities of having their problem solved - they stretch to imagine in step four. What is available for them now? What is possible in their lives because they have the solution to their problem?
Ask questions and make this as visceral as possible, you’re allowing them to sell themselves on the solution. Then take them back to significance.
Step five is going back to significance. Take them back to this step and ask them if they are they willing to give up on all the things they’ve just imagined having. Help them see if they don’t make a change they will be giving up on those things from step 4.
It’s still not time to pitch, it’s time to select. In step 6 you want to find out what other options have they explored, what other options are available to them, where they have invested their money and why are they talking to you at this very moment?
Ask what other experiences they’ve had with whatever you are offering. Ask why they are interested in talking to you - what about your conversation interests them? Then allow them to respond, and just listen.
This is still not the moment when you pitch - not yet! Ask your prospect a question like: “Would you be willing to spend X (the cost of your item) if it got you X (their goal)?
Find their intent. Help them imagine a scenario in which you have their desired goal available but it’s only available for the next hour. Now they have one hour to come up with the asking price of your product - find out how they’d do it. Help them see they have the available resources to do so.
Step 8, start, is where you make the ask. During this step you confirm their intent, when they want to see their results and their desired outcome. Ask them when they realistically want to start seeing results.
Also ask them how much it’s costing them on a daily basis NOT to have those results.
Here you will refer back to the notes you’ve taken throughout your conversation, confirm with them you have understood everything they’ve shared. After they’ve confirmed you have understood them ask if you can have their permission to share what you do.
Now is your chance to make your offer. Provide your solution and interweave their problems and how you solve those problems as you do. Then ask for their commitment and the sale.
Ben says most people have sold themselves by this point so all you need to do is confirm and make the ask. If you get nervous he has some tools he shares to overcome those asking jitters. He also provides ways for you to be emotionally detached about the outcome of your sales conversations, something that stops most sales people. Listen in to episode 161 of Life on Fire to hear those and more!
Direct download: 161_The-S8-Process-to-Making-a-Sale-with-Ben-Chaib.mp3
Category:general -- posted at: 8:02am PDT