(Read 'What Uber did not Tell Young Drivers at here)
In our sales training in Asia including Limitless Selling, Successful Sales Strategies and How to Close Every Sale, we teach the following simple 3-steps BMW approach to closing all sales:
Step 1 B: Buy from Your Prospects
Yes, don't sell anything to your prospects and instead buy from them. Buying doesn't mean you must buy like what you do in a retail shop, buy means buy whatever they are doing now. If they are now in the process of upgrading their computer system, you need to buy their work by saying that you will be happy to pay them lots of money if you were their customer
Once you bought from your prospects, you become their customer and you are no longer their vendor! We know people treat customers better than they treat vendors. From now on you gain their trust and respect for you are one that no just care for them but take action on the people you care.
Step 2 M: Make them Money
After you have bought from your prospect, you have to make them money. Here you offer them ideas, strategies and tactics that allow them to make limitless money on what they have now.
Following our above example of your prospect in the process of upgrading his computer system, you offer them ideas, strategies and tactics that make them limitless money, like how they can do more with less with the new system, how they can avoid being hacked by installing firewalls and how to lock their computers with physical locks.
Step 3: Wait for them to Ask You Questions
By now your prospect will be so elated with you for you have not just bought something from them, you have also given them (without condition and monetary consideration) ideas on how to make money with what they have.
They will simply ask you questions, and your job is just to answer their questions. Once you answe their questions, you have the sale! Typically your prospects will ask you one or more of these questions: you seem to know a lot, what do you do? You don't come all the way to offer free consulting, how can I help you? Did your company send you here with a purpose? What is it that you have that I can take a look?
Written by Andy Ng, Chief Trainer Coach with Asia Trainers. Andy is conducting How to Close Every Sale course (the 75th run since 2001) on this Friday 7 April 2017 2 to 5.30 pm. Details are at here: