“Less meetings means more life for yourself.”
– Steve Napolitan
If you facilitate 10 potential sales meetings, and you get one or two clients, how does that compare if you had only 3 sales meetings, and secured two clients? How much time would you save? How much more freedom would you have to do other things?
Today we’re going to talk about how to close more sales with less meetings. So how do you do it? How do you close more deals with less meetings?
The first thing you got to do is stop pitching and start asking questions. What do I mean by that? Let’s explore this a little more deeply.
For example, say you want more sales, and I’m meeting with you to help you clarify that goal and help you achieve that in your business and life. Instead of presenting my solution or simply asking you open-ended questions, I would start by asking:
What will having more sales do for you?
Usually, people will say it gives them more ease, helps them enjoy more of their business, and contribute more to others’ lives. Just that simple question helps people connect more with the experience they want in their business. After all, what would the point of having more sales be if you still stayed miserable, stressed-out, and unfulfilled?
But let’s explore another angle. Say you come to me, and say you are making less sales than you would like. I might also ask:
How is that affecting you and the important people in your life?
Your answer might be, it is causing you lots of stress and limiting the time freedom you have with your partner and family.
When I am talking with someone I’m asking deeper questions. I want to ask those questions because I want to appreciate the serious effect that having a lack of sales makes on people’s lives. Not just their business, but them personally. I want to connect with them on an emotional level.
Once I understand their pain, I’m empowered to understand how and if I am truly going to offer them a valuable solution. Often, the answer is, “Yes, I can.” Most human beings are afraid to explore people’s pain. They want to go straight to fixing it right away. But really, they want to express their pain and feel heard, understood, and supported.
You really got to dive deep on where their pain is, because in that pain is where they’re going to decide that they don’t want it anymore. They’re going to reach out and ask for help, and if you’re the person that can help them, if you’re the right match, then you are also the only logical choice.
That’s why you also must be honest with yourself and be in integrity. If someone isn’t a match, I tell them, “I understand your pain, and I’m not the best person to help you. But I can point you in the right direction; I know someone who can help.”
I do the same thing with their desire. Once I know their pain, then I find out what they really want, and what will they have by having this good thing that they want. I ask digging questions. I keep digging into that to really understand.
Here are some takeaways that you can action immediately:
- Ask questions, do not pitch.
- Ask the right questions to connect with both their pain and their desire.
I promise you, if you just start focusing on just these two things, you’re going to have way, way better meetings. And on top of having it be better, you’re going to be connecting with other human beings at a greater level.
Try it out and let me know how you go! If you have any questions, remember, post them in the comments below and I’ll answer them. I read each and every comment and I’m here to serve!
Speak to you soon!
Choose Gratitude Create Freedom
Steve Napolitan
