5 Minutes to Make a Business Breakthrough | Master Sales Techniques

Hi, I'm Evan Carmichael and welcome to another edition of Ask Evan. In today's video, I'm going to answer a question from one of my readers, K, who has a problem with her sales process. So I'll read the email that she wrote in. Dear Evan, thank you for the great emails that you always send me. It helps with my business. I highly appreciate them. They're really helpful. I'm kindly requesting your help. I have a huge problem with prospects. We always click through in a presentation and I could sense and see that the deal is closed, or sometimes they even tell me that they're won over. The next thing when I look away, they give me the silent treatment. They no longer want to go ahead with the deal, and the worst part is they don't inform me, they just keep quiet. What do I do? Do I call them back? Do I email them, follow up, or what? I don't want to nag them and seem like a desperate, selfish salesperson who only thinks about myself and getting the cash. Please help. Your assistance will be highly appreciated. Kind regards, K. So K, I have a couple ideas for you. The first thing I would do is try to figure out why they're saying no. And I would go to some of the prospects that you had maybe a better connection with and just ask them, you know, I understand we're not going to do business together, that's fine. It would really help me if you could let me know what happened or why you're not able to go ahead with the decision. You can try doing it over the phone, you can try doing it by email, but seem genuine. Let them know that you're not trying to get the sale, you're just trying to improve yourself and make a better presentation for next time to other customers. And when you approach it like that and they know that you're not going to try to sell them, usually they're more open to be able to give you that kind of feedback. I'd want to find out, was it something wrong with you, or are they just not buying your products, or was the price too high, or is it too much competition? Whatever it is, you want to find out the main reasons why people are not, you know, wanting to buy from you. The second thing is, you might want to think about trying to do a better job of qualifying people before you go in and do a presentation. A lot of times people will sit through a presentation and say, yes, that's great, yes, that's great, just because they want to seem agreeable, right? They don't want to disappoint you, they don't want to kick you out of their office, they just can't wait for you to leave, but they're trying to be nice. So they'll look like they're really into it and then not end up making a deal. So you might want to qualify people before. Think about some of the questions that you might be able to ask, find out if they buy your type of product, find out if they have a budget, and know those questions before you go in and do a presentation. So maybe that's done by email, maybe that's done by phone, maybe it's even done by person, but before you get in into a long presentation, you want to try to pre-qualify some of your prospects. So for example, for me, I run a group of mastermind groups, and these are entrepreneurs who get together once a month and we talk about our business, and it's a paid membership group. And you have to be beyond the startup stage to be able to get into the group. So most businesses are at least in a $300,000 to $1 million a year range trying to get to that next step. So if you're under $300,000, then you're not going to be a good fit for the group. Not that, you know, you're not a great person, or you might not have a great business, it's It's just that it's not a good fit for what I sell, right? So I could meet with all these people, I could tell them all about the benefits, I would give them lots of free advice, but at the end of the day, they're not going to be able to be a good client because they're not in that range. Or if they can't afford the membership fee, again, they might come out and meet with me and say, hey, this is really great, but then at the end of the day, they don't have that budget. So before I go away and spend a lot of time meeting with people, I'll always try to pre-qualify them. I'll check out their website, I'll, you know, ask them if they look too small, what their revenues are, I'll let them know about the prices involved so that both of us aren't wasting our time, right? You don't want to waste your time doing a presentation and customers don't want to waste their time sitting through something that's not going to be of interest to them. So try to pre-qualify as much as you can. The last thing that I would think about is if you found that they are really committed and they're saying they want to buy, get some kind of commitment right there on the spot. So get an order on the spot, even if it's a small order, get their commitment to want to move forward, especially if they told you, yeah, I really like what you're doing here, don't leave that office without having some kind of confirmed next step for what's going to happen, and as much as possible, try to get them to sign. So I hope that helps, okay? So again, I would look at calling up prospects who didn't buy from you and see, you know, what was the problem, try to get some feedback. Then I would go and look at different ways to qualify your prospect, make sure that they are actually interested in it and they can afford it and they are the right potential customer for you. And then at the end of the day, I would go back and try to get that signed deal, get some commitment to want to move forward for the next process. So I hope that helps. If you guys like the video, please give it a thumbs up below. I'd also love to hear your thoughts and feedback if you want to leave a comment below this video. And stay tuned for the next episode.