Hi, everybody, Mickey Griffith here with the Referral Institute in the North San Francisco Bay Area. What I’d like to chat with you about today is closing the sale. So whether you’re in business for yourself or you’re a salesperson, and whether you have a product or a service, we all have to close a sale. What are the basic tenets of that? Well, first, there has to be somebody that is in the market to buy your products or service. They have to have a need and you have to have something that satisfies that need, whether it’s your product or whether it’s your service. Those are the two things that have to exist so that we can have a sale happen. It has to make sense for both parties, right?
There are strategies that we can put in place so that the sale has a higher likelihood of closing. We can make sure that we’re showing them great value. We can have them believe that they’re getting even greater value than what they’re going to be putting out as an investment. We can have them understand that we are fantastic at what we do. They’re gonna get great service or we’re experts. They’re going to gain insight that they wouldn’t gain any other way. They’re gonna be protected. There are all these different semantic sales strategies that can be put in place and those are important, they’re part of the process.
But the part that I want to talk about today is the leap of faith. After all those strategies are in place, the need is there, the solution for whatever that need is, all of the sales mechanics are in place, there’s still, regardless of what you’re selling, there’s still that very little portion, that gut response that people have that requires them to take a leap of faith before they’re willing to put out the investment in whatever it is that they’re trying to buy from you. The reason I point that out is because it’s part of what we work on in our Certified Networker Program here at the Referral Institute, and what we develop with our referral sources and our clients is an Emotionally Charged Connection (ECC). That’s what provides that gap, that’s what provides you the ability to get across that gap. That leap of faith becomes a lot less scary to them when they understand that there’s an emotional tie-in to what you are going to do for them. That’s what helps you make the leap of faith happen and it’s a critical part of any sale.
I hope you are being able to express your why or your Emotionally Charged Connection to people so that they’re willing to take a leap of faith on you and your business and that you’ll get more referral work that way. I’m Mickey Griffith with the Referral Institute.