December 4, 2021

Yes Sales: Close In More Sales With This Proven Technique

If you want to close in more sales, then take a look at this blog post. It talks about some proven tips that can help increase your sales conversion rates.

Contents

A small yes can lead to a big sale. It's what you feel about yourself and your job when you go in for an appointment that matters most. The more positive you are, the better the chances your prospect will continue to say yes. So, to have a yes sales, go ahead with small yesses.

A strategy of using small "yesses" to get to a bigger goal has been successfully used by psychologists in therapy sessions and selling tactics alike and works well when it comes to winning customers over. Here's how.

Know Your Big "Yes"

First off, what is the big "yes?" What does success look like? This information not only helps with knowing where your initial contact may stand with regards to giving you that final answer but also provides the foundation for exactly how to move forward. Whatever this big "yes" is, make sure it's something that you can measure and quantify so there is no doubt about the outcome of your work.

Know Why They Would Say No

Understanding why a prospect would say no is just as important as understanding what the final benchmark will be. Knowing part or all of the resistance that may come up during a face-to-face meeting also provides a great opportunity to prepare counter-arguments and excuses if needed.

And because you're prepared with a list, deflecting negative responses becomes a lot easier because you have an idea of what those objections could be already in your pocket ready to go. You'll have more confidence, which they'll have more confidence in you.

Create Steps Up To the Big Yes Sales

Once the goals and objections have been laid out, you should create a step-by-step plan on how to get that final yes. There needs to be a clear picture of what this sales approach looks like from start to finish or else it'll end up as one big blur in your client's mind.

If they can see success from day one -- maybe even before you meet them face-to-face -- their enthusiasm will increase tenfold and so will your chances of closing. There are many ways to do this but here are a few simple ones:

1) Draw up business case documents for potential clients who may need more convincing than others.

2) Create a "preview" product or service that can be sent out to potential clients to entice them into making a bigger purchase.

3) Start selling before you meet your client by using sample presentations or trial versions of the product/service being sold.

Check Your Attitude

Without realizing it, some salespeople may come on too strong with their prospects because they forget about this initial small yes. A change in attitude towards big goals is extremely important when working with customers who are apprehensive or have some level of fear associated with buying something new. 

Particularly if it's an expensive item. Always keep the goal in mind and don't feel discouraged if what you're trying doesn't work immediately; remember: slow and steady wins the race. The introductory "yeses" can really be anything.

They don't have to be big. Your job is to get that first "yes sales" out of your client or customer, then connect a few more small "yeses" together using the steps mentioned above, and eventually, you'll get a larger outcome -- a bigger yes!

The Introductory "Yeses" Can Really Be Anything

That being said, if you take a chance on making the introductory stages too short or easy for your customer, they won't feel appreciated and may not respond in the same way as someone who has worked harder. In other words, aren't there people out there who can get one sale just by saying hello?

People fall into these categories every day so don't underestimate yourself. You might just surprise yourself! Try a Natural Approach

When it comes to selling, many people feel like they're being fake when putting on airs to impress their customers. They're not; it's just that there are certain things that can't be said or done because it doesn't fit the situation.

The key is to find out what the best way of introducing your idea would be and go with the one you believe in to get your yes sales. 

This is much more effective than using something straight off the script without any heart behind it. Watch out for scams though -- this is different than faking your product or service -- people can tell when you aren't speaking from experience so if in doubt, check your work!

Can You Influence Yourself?

Whether you want to influence yourself or others, here are the six strategies that will help you get a “yes”—just remember to ask for what you want.

1. “Go to the balcony”

What is your reason for asking for something? Because if it’s just because you want it then why should anyone else care about your request? That might sound harsh but it’s true.

There has to be a bigger reason for requesting a difficult conversation, giving someone feedback on their performance, making a financial commitment, etc.—otherwise, people aren’t going to change or make any sacrifices at all. Even though we may not always realize it, people are influenced by their reasons.

2. Find the interest behind the position

When we meet with a client and they say “I already have my supplier and I’m not interested in anything else” our next question is “Why? Why aren’t you looking for anything new? What is it that your current supplier is doing so well that means you don’t want to go anywhere else or try something different? Is it service, prices, product range?

Why do you recommend them so highly if nothing about what they offer particularly meets your needs.” This simple little line of questioning can often open up whole new areas of discussion and lead to entirely different outcomes than we might expect.

3) Know your “BATNA” (Best Alternative To a Negotiated Agreement)

To get those yes sales, you need to know this. A BATNA is the best option you have if nothing can be reached with the person or organization you are negotiating with. So if someone asks for too much, your BATNA should be ‘no deal’. If they want to meet one day but it doesn’t suit you then your BATNA should be that other time; not simply agreeing to anything asked of you.

For example, when we negotiate fees with clients something that always surprises me is when they make counter-proposals like 20% off my asking price because I’ve worked hard on their project and I don’t think they’re taking it seriously.

If I go straight to my BATNA without thinking first— which is simply refusing the job because I don’t want to work on their project at their price—I will lose that business and won’t get another chance to work with them.

4) See the world as others see it

If you are trying to influence someone then you need to know how they are feeling, what their priorities are, what motivates them? You have no idea how other people will react before they do so assume nothing. That way if your assumptions are wrong you can adapt quickly enough not to damage your relationship with them or worse still lose a sale entirely.

People feel threatened by being told they are wrong or that their view is incorrect, but you can take the wind out of their sails by saying something like; “Maybe I’m mistaken here, but if I were to do what you wanted me to do would it make you feel better about asking for my help?

Would it solve your problem or make things easier for us both? If not then why this particular solution rather than another one? What are the issues that have influenced your thinking on this topic other than the specific actions involved?”

5) Expand the pie

Before anyone agrees to anything ask them this question: “If we could achieve twice as much with half as much effort—and at half the cost—wouldn’t you be interested in hearing about it? If we could achieve three times as much with the same effort and cost wouldn’t you be interested in that idea too?

What if we achieved two or even three of these changes at the same time: what might happen then? I’m not saying you have to do anything, just entertain this possibility for a moment.

Let’s pretend that together we can find a way where everyone wins. How would things work out best for both of us if each small change adds up to larger changes over time until we reach that big goal where everything is better than before—with no extra costs or efforts, where everybody gets equal rewards but only those people who want to take advantage of them will reap any benefits?”

6) Create a “yes-no-yes” sandwich

The ‘Yes, no, yes’ approach should be used to influence other people in small ways first, and then once they are hooked you can use it for big changes by adding items rather than taking them away. The idea is that you say what you want (the YES), then tell someone why they might not like it (the NO), and then follow up with what you want them to say (the YES).

For example; “I know you don’t think I should present my pricing model this way right now because there are too many unknowns involved and the market isn’t ready to buy on these terms, but if we could start to move this conversation forward by”.

“I know you don’t want us to launch the new software next year because it won’t be able to handle all our expected volume at once, but what would happen if we built a smaller version first—or set up an upgrade path so that every three months the system gets easier and more flexible to use—so that when people see our product they can try it out for themselves?”

Final Thoughts: Small Yeses Can Land You Huge Sales

Remember to think about what your client or customer needs to hear in order to get them to buy into the idea. When you customize their experience, they'll feel like there's a purpose behind it and will be more likely to do business with you. If you need help getting started, check out these white papers that are designed to support small businesses :

When I heard that Joe Girard sold over a million dollars worth of cars in a month, I was intrigued. When I found out that he used these 3 phrases to do it, I pulled the car into the dealership and closed a deal!

Let's take a look at this famous approach so you can try it on any customer;

"Your money is being wasted right now." This phrase wakes customers up from their complacent stupor and gets them thinking about how they could be using their cash instead. The most common response with customers will be confusion - which is exactly what you want.

Girard wants his prospect to ask him why – which gives him an opening to steer the conversation with something like:

Phrase two: "Are you going to let your money sit there?" This phrase tells your prospect that people like them are sitting on their hands letting their hard-earned cash collect interest. It's the "time is money" cliche taken to the next level – which makes it absolutely perfect for motivating customers who want to be productive and successful.

The second most likely response you'll get here is panic. Their subconscious mind will scream, "No!" at this decision because they don't see themselves as lazy or unproductive… but rather smart!

That's where you come in. You can say: "You're right, why let it sit there when you could use it for (fill in the blank)?". That way you've acknowledged their feelings of panic and redirected them towards a new, more productive channel of thought.

Phrase three: "Don't let anybody take it away from you." This phrase is perfect for entrepreneurs looking to sell franchises or other types of business opportunities. Even if your customer doesn't own their own company, they must be able to picture themselves doing so at the end of the road with you as their guide! 

When people see themselves on top of the world like that, they'll say yes to pretty much anything. More often than not, Joe Girard would recommend another car dealership franchise instead – which would lead his prospects back to the first 2 phrases since he was trying to close a sale!

But even if he wasn't interested in buying a franchise from them, his prospect would likely ask him for advice so he could help them get on top of the world, too.

As Joe once said: "I always wanted to be in a position where people would come and beg me to take their money." Sure, there was some luck involved with his success – but more than anything else it was the audacity to think big that got him where he is today. And if you're willing to do the same thing, chances are you'll end up in pretty much the same place!

No items found.

Aryan Vaksh

Share Post:

Comments System WIDGET PACK

Start engaging with your users and clients today