1062. Unlock Buyer Readiness: Streamline Your Sales Process for Quick Wins
The Kelly Roach Show
Kelly Roach
5 • 928 Ratings
🗓️ 23 September 2024
⏱️ 11 minutes
🧾️ Download transcript
Summary
In this episode of The Kelly Roach Show, Kelly highlights key aspects of buyer readiness that may be hindering your sales and shares tips to fix them quickly. She explains how understanding modern buyer interactions and streamlining the sales process can help small business owners and sales teams convert prospects more effectively. Kelly emphasizes that most buyers are almost ready to purchase when they first connect with your brand, so it’s important to recognize this and avoid overwhelming them with too much information. Effective sales involve listening more, focusing on core needs, and identifying buying triggers.
Also in this episode:
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Effective sales require you to ask a few open-ended questions and then listen to understand the prospect's needs and buying criteria.
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Make your offerings and call-to-action steps clear and easily accessible to avoid overwhelming potential buyers.
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Most leads are well into their buying journey when they contact you. Recognize and adapt to their readiness to buy.
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Provide clear and essential information regarding your offers, including pricing and enrollment details, to facilitate quicker decision-making.
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Transcript
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| 0:00.0 | Welcome to the Kelly Roach Show, the place for no-fluff, easy to implement 20 minute or less business and leadership lessons to help you build a sustainable business that scales. |
| 0:17.0 | Lead with integrity and create a lasting legacy. |
| 0:21.0 | I'm Kelly Roach, former NFL cheerleader and Fortune 500 executive turned |
| 0:25.9 | eight figure entrepreneur. Let's get started. Today on the show I'm going to break |
| 0:31.4 | down for you some of the top things that are unselling your top prospects and how to change that right away so that you can make more sales in your business. |
| 0:40.4 | So first of all let's talk about the thing that has changed about people that are coming |
| 0:45.8 | into your world. A lot of people as you already know have shifted the dynamic of how |
| 0:51.6 | they interact with brands online. |
| 0:53.7 | And many of your qualified buyers are not contacting your brand until they are 85 to 95% |
| 1:01.1 | sure that they want to work with you. |
| 1:04.0 | Which means that if your team is weighing them down, |
| 1:07.8 | slowing them down, overselling them |
| 1:11.5 | on the benefits and features of your product or asking them a |
| 1:15.1 | million questions instead of just immediately inviting them to a call you are |
| 1:19.3 | going to lose a significant amount of those sales who would have bought had you just flowed with the |
| 1:26.4 | conversation naturally. You see, sales is very much about understanding the dynamic and |
| 1:32.3 | picking up on the buying cues of the person in front of you. |
| 1:35.8 | Obviously the most effective thing that you can do in sales is talking less. |
| 1:41.7 | The less you talk, the more you'll sell. And this applies whether you're |
| 1:46.8 | selling in the dams or whether you're selling in a live conversation. The vast |
| 1:50.9 | majority of your job is to ask open-ended questions and then listen. |
| 1:57.0 | Deeply listen to the responses so that you can understand their buying triggers the solution that they desire and |
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