Trust… it’s one of the most important aspects of closing a sale. And when $10,000 or even $100,000 are on the line, that level of trust is essential alongside a sense of authenticity.
Yet, with 92% of all customer interactions occurring on the phone (and 15% of sales time devoted to simply leaving voicemails), how do you properly convey that trust, authenticity, and create real rapport, all at the same time?
If you’ve communicated with this lead in the past, now is the time for small talk.
It might seem a little out of place at first, but in reality, taking the time to connect on a one-to-one basis is vital for establishing a relationship.
Even a simple question like asking them how they’ve been since the last time you chatted can work wonders to opening up a conversation.
Something similar holds true even if you’re talking to them for the first time: ask how they’ve been or if anything has changed since they submitted their information for a consultation.
These questions might seem small, but they’re a big part of putting the client at ease.
The rule here is to let down your guard a bit.
Be yourself and be a real person.
Don’t be afraid to go off script and act naturally.
While you may have heard the old rule that communication is only 7% verbal and mostly about body communication, recent analysis suggests that conveying emotion and emphasis is just as important.
So even if you’re building that rapport on the phone, you still want to make it genuine.
Protip: For web leads, making that phone call within the first 5 minutes overwhelmingly boosts your chances of talking to the lead and closing the sale. Call them quickly and use that urgency they’re feeling to connect with them.
Finish with the Close
And now, we come to our final step in a high ticket sales funnel: closing.
It’s a term that can strike fear into even the best of salespeople.
You’re going to find out if all your hard work paid off and if you’ll be able to add this customer or client to your quota.
You’ll also find out if you’ve made that real connection for your brand that will continue to have a chance to develop into the foreseeable future.
But with what seems like a big burden, let’s put closing into perspective.
Research by Robert Clay has shown that only one out of fifty meetings close the first time, even though many salespeople give up far sooner than that.
And while our high ticket sales funnel guide will help boost those numbers greatly, closing can sometimes mean making that second (or even third) phone call a week or two later and repeating the steps.
Probably the most important thing to remember about closing is that it should feel as natural as your other steps.
Keeping it in perspective means, just like with our other steps, letting it come naturally and not sweating it as if your entire life depended on it.
The customer or client can sense that level of tenseness and be put off by it.
Instead, be upfront and straightforward in a relaxed way.
You may have heard that you should assume the sale, but with more and more people catching on to this method, we’re going to give you a slightly different twist on it for your close.
Use phrases like “let’s get started” to be assertive, but not overbearing.
This type of language is inclusive and moves the customer in the right direction.
It also rides the line between too pushy and too lax and can work well with a range of personality types, which means more converting potential.
Protip: to build on our suggestion to keep this step in perspective, consider keeping the spotlight on your customer or client and not on the deal itself. This way, you’re not just “closing another sale,” but embarking on a new alliance between brand and buyer.