We’ve all been to a sales training seminar where the trainer talks about closing and essentially says – “Some Will. Some Won’t. So What”
There are two main things most teach about closing sales, whether for products or clients. One is that most people will not take action until somewhere between the 5th and 7th Touch. The other is that if your prospect answers affirmatively to all your pre-close questions and then does not take action and close the deal, you should move on and not waste your time
Really successful entrepreneurs know something in addition to those two things. (Which by the way are almost contradictory to each other – which we will talk about another time). Everything is sales, even if it doesn’t feel like sales. Just getting your child to brush their teeth and go to sleep on time without a hassle is essentially selling him/her on the value of clean teeth, following directions and restful sleep. As a parent we may also resort to selling on the merit of an extra story if they move quickly.
The Lesson Learned is this. The way people do something is the way they do everything.
THE WAY PEOPLE DO SOMETHING IS THE WAY THEY DO EVERYTHING
And right here is where the magic begins. For me as a coach and mentor, in addition to practicing my craft I am constantly filling my calendar and funnel with people who one day will become my clients or my students. I KNOW from my studies of our unique human design, that there are many different intuition styles and thus many different ways that people make decisions. If I adopt the “take it or leave it now” attitude with each prospective client, I lose the chance to incorporate their decision making process of committing to invest in themselves, into the coaching.
Here’s the nugget. The way someone decides whether to commit to their own growth, is the exact way they are deciding things in all facets of their life. If they waver in this, they most likely are wavering elsewhere. If they jump fast in this and then second guess themselves, they are most likely doing that same sabotaging type of dance in other aspects of their life and business. The lesson learned for me is that coaching my clients begins from the moment we connect. If I wait to coach them until they have committed to their growth and education, I have done them a disservice. Why? Because many times people do not take the action they must take to succeed, because they are STUCK in not knowing how to decide and then act.
I shared with one of my mentors recently a story of potential client who was 100% on board and committed to my Foundation and Breaking Ground Formula. They were excited to stop spinning their wheels and start having a lucrative business structure that was authentically designed. In fact she had said the outline was “PERFECT”. Yet when it came time to jump, she sat down instead and said she didn’t know if she was ready. My mentor told me to let it go. My intuition told me that this person has been spinning her wheels for many years because of this exact same pattern in all sorts of areas in her live. I understand the value of not chasing prospects and of focusing my energy on a constant flow of people ready for action. At the same time I believe in the 5 – 7 touch process and, I know that this person would benefit from being coached on how they make decisions – so that they can make the decision to commit to finally breaking through her stuck place and create the business and life of her dreams.
Many people who are selling things or services miss out on a huge portion of their potential business because they walk away too soon. They judge the prospect as “not ready” and give up. Successful Entrepreneurs understand that part of your job is to guide your client or customer to take the action that will benefit them the most. If you just walk away and say “next” without some ongoing process of touches and conversation, you are leaving money on the table and people hanging who could be guided, motivated and inspired!