A five-stage sales process designed to double close rates in a week. Stage 1, the Connection stage, uses three types of questions to shift focus to the prospect, lower their guard, and move them away from price talk toward results. Takes about two minutes.
You can actually double your closing rate in the next seven days. It's dependent on understanding the stages of the sale. We call this the five stages of the sale. First stage, the connection stage. We want to ask what are called obviously connection questions. There are three reasons why you want to master connection questions. Number one, these questions take the focus off you and put it on the prospect. Most salespeople talk too much. When you talk too much, the prospect's guard goes where it goes up. Because prospects are usually to what salespeople that talk all the time about their thing. Number two, I want to disarm the prospect to get their guard down. Let's say if you cold call and in the first 10 or 15 seconds they say, oh, not interested or we already have somebody for that. That's because we haven't learned how to get their guard down. The third thing that we're doing in the connection phase here, taking the prospect from price or cost based thinking to where Results based thinking. What's one of the first things that comes to your mind when a salesperson first starts talking to you? You start thinking, what? How much is this going to cost? How do them from price or cost based thinking to results based thinking. So you can do this stage right here in as little as like two minutes. So this is the first stage of the sales process. If I don't understand the first stage, all the other stages hard to get. Let's go to the second stage.
