SALES CPR CORNER
WHY WOULD A SALE NEED CPR?
Getting to the close and then losing the sale to the competitor.
The question is: Did your sales process with that client ever really come alive? Realize that sales CPR can’t revive a sale that was never born.
You must bring that sale to LIFE from the beginning. Your sales Are not considered alive until you achieve “trust”, and this must be enough trust so that the client is willing to tell you what they are truly thinking.
In each case, where the sales were lost to the competition, the salesperson missed that the client was not really telling them the truth or giving them the full picture. This takes TRUST. This also takes courage on the part of the salesperson to realize that trust is missing and fix it before moving on to educating the client and trying to close them. You can’t “close” a sale that was never “opened”. You can’t revive a sale that was never born, and the life of the sale starts when you establish TRUST.
2 KEY PARTS TO ESTABLISH TRUST:
- Good Manners
- Granting importance to your customers’ point of view
One great example of this is to really value the fact that the potential customer reached out to you in the first place. Many studies show potential customers see between 3,000 and 20,000 messages per DAY. (About 15,000 per month or more) So with that in mind, if a potential customer reaches out to you after seeing 15,000+ other opportunities each month, the first thing to realize is that this deserves:
This can be done by practicing and roleplay drilling the following:
a. Provide immediate service to them (don’t delay responding back to them)
b. Thank them very much for responding. Show how you appreciate the fact that they reached out to you.
c. If by phone: “Thank you so much for calling, we really appreciate you!”
d. If a walk-in: “Welcome to our company/store” – Thanks so much for coming!
e. If by appointment: “Thank you so much for taking the time” we appreciate you!”
2. Granting Importance to the customer’s viewpoint:
a. After the manners point above, find out what inspired them to reach out to you.
b. If by phone, “what inspired you to reach out to us or call us today?”
c. Or “what motivated you to call us?”
d. If a walk-in, “what inspired you/motivated you to come in today?”
e. If by appointment: “what inspired you to come in or make the appointment?”
All of this starts to breakdown customer resistance to the sales process and is the foundation you need to build TRUST! This is how your sale is born and comes alive! Your sale stays alive to the degree that you continue to expand this level of trust. If you violate this trust, your sale starts to die, and CPR may or may not revive it. It is critical that you and your team know, practice and become masters of manners and granting importance!
In both cases, what you are doing is getting the prospect to commit by taking some action. No matter the outcome, this action will tell you that either they are truly closed or they are delaying because they are not fully closed. This will remove the doubt you have and free up your attention so you can fully close them or get onto the next client and next project.
“I want to thank SELLability for helping me with my sales line. I have been working with them for about 2 months now and have increased my sales by over 250%! I highly recommend SELLability’s Sales CPR!” D.K. Business Owner, CA
YOUR FAILED SALES ARE ONLY “MOSTLY DEAD” NOT ALL DEAD!
REVIVE THEM NOW WITH SALES CPR!
Lisa Terrenzi, SELLability CEO and Founder