The Game Of Yes And How To Win – How To Sell – Part 4

I’m excited to bring you Part 4 of the five-part mini-series on “How To Sell.”  I’ve loved doing this series and hope it’s inspired you to think of creative ways to design your sales process.  Thus far, we’ve discussed…

Read the previous blog post.  Overcoming Objections by Ignoring Them – How to Sell – Part 3: http://bit.ly/2gYlU5K

• believing in your product or service in Part 1 – It’s not what you SELL. It’s what you TEACH.
• positioning yourself as the expert in Part 2 – The “Expert” Opening Pitch.
• dealing with objections in Part 3 – How to “ignore” objections.

PART 4 – The game of “yes” and how to win

Sales really is a game of “yes.”  Sales people want to convince the prospects to say “yes.”  However, all yesses are not created equal!  Although you obtain a “yes” from a prospect, that “yes” may not move the sale much further along.  However, sometimes you get a prospect to say, “Yes, I’ll sign the agreement.  Let’s move forward.”  Now, that is a big “yes!”  How do you win the game of “yes?”

First, you must simplify, simplify, simplify!  If you enjoy research, look up the Socratic method of dialogue.  Learn to build one on top of another in conversation.  While you give information to prospects, make sure they agree with you along the way.  Realize you can’t expect prospects to soak in all the information in two minutes which you’ve taken a month to learn.  Be careful not to present information overload; you don’t want prospects to feel they’re trying to drink from a fire hydrant!  I previously mentioned doing research from 11:00 p.m. until 2:00 a.m. to learn more about interchange fees.  I gleaned information which filled a one-page document with size 14 font.  I have retyped that page a million times to add, delete, or change it in any way possible to simplify the information.  Information must be in bite size pieces when it’s presented to prospects in two minutes!  You must simplify if you want to win the “yes” game.

Next, understand you are trying to encourage prospects to answer “yes.”  This is another statement that should go without saying, but it doesn’t!  Most sales people think of the “yes” answer as meaning “I’ve got to get them to pay money,” or “I must get them to sign the agreement.”  But that’s not the “yes” to which I’m referring here; we’ll discuss that “yes” in the next article.  That big “yes” should be a given if you’ve gotten all the other yesses throughout your presentation.  Think about your pitch in terms of building something, putting blocks on top of each other.  Encourage prospects to agree with each bite size piece of information as you present it.  You want to hear statements such as, “Yes, I agree with that point.” Or “Yes, I agree with you.”

That is the “yes” game.  You win the game by thinking very strategically and intentionally about the information you can provide prospects to which they will respond, “yes.”  In the next article the closing of the deal will make total sense to you if you play the “yes” game well.

Make sure you check out that next episode!

My name is James Shepherd.  Thanks for reading!

Overcoming Objections by Ignoring Them – How to Sell – Part 3: http://bit.ly/2gYlU5K

Assuming the Sale and Closing the Deal – How to Sell – Part 5: http://bit.ly/2yHbQcD