Why the Gratitude Sales Model Wins More Clients. In Blackboard Fridays Episode 55, Jacob talks about Sales. Need this implemented into your business? Talk to the international business advisor who can do exactly that – Contact Jacob, Learn More, or Subscribe for Updates.
Key part of ‘The businessDEPOT Way‘ is how connected the different elements are – that’s why our approach has worked in hundreds of businesses around the world. This week’s #BlackboardFridays episode is another example of connecting two strategic frameworks to deliver even greater results.
Last week’s episode, we learned (Shock Horror!) that different people make decisions in different ways. Well as a business owner, one critical decision you want people to make is to buy your product or service.
Previously, we talked about the Gratitude Sales Model and how it massively improves conversion rates. In this week’s episode, I’m going to let you in on a little secret.
Click below to learn how the Gratitude Sales Model helps your customers buy in each of a Thinking, Feeling, and Knowing space, accelerating conversion rates and doing away with buyer’s remorse.
Who is Jacob Aldridge, Business Coach?
“The smart and quirky advisor who gets sh!t done in business.” Back independent since 2019.
Since April 2006, I’ve been an international business advisor providing bespoke solutions for privately-owned businesses with 12-96 employees.
At this stage you have proven your business model, but you’re struggling to turn aspirations into day-to-day reality. You are still responsible for all 28 areas of your business, but you don’t have the time or budget to hire 28 different experts.
You need 1 person you can trust who can show you how everything in your business is connected, and which areas to prioritise first.
Welcome to Blackboard Fridays this week. We’re going to be talking about two different concepts that you’ve seen in previous episodes and how when we combine them, we create an even greater outcome.
The two concepts are Think, Feel, Know that you would have seen last week, and the Gratitude Sales Model from episode 40. You might recall I talked about the Gratitude Sales Model as the approach that my clients and I use to double our conversion rates in face-to-face sales meetings. Think, Feel, Know actually forms a key part of how it’s so successful.
The diagram I’ve drawn up here is exactly the same diagram as episode 40, except I’ve now added the color of Think, Feel, Know. Think being the words and data in the blue, Feel being the pictures and stories in the red, and Know being the green or the the gut filled decision-making.
You’ll recall from last week that we each have a preference for making decisions in one of those three styles: our thinking, our feeling, or our knowing or our intuition. A great sales process, the Gratitude Sales Process, helps a client make that buying decision in all three of those spaces. Because if they walk out of the sales meeting, having made a decision to buy and to work with you in the thinking, feeling, and knowing space, then they’re not going to wake up tomorrow and change their mind.
So, let’s walk through it again. Fairly briefly, episode 40, where we went into it in a little bit more detail, and see how the Think, Feel, Know overlay works. So, when you start a sales meeting, you tend to start in a bit of a thinking space. Now, the other person might be a little bit apprehensive or defensive. You’ve got to break through that because you want to get out of their head and into their emotions to make that purchase decision.
The first step is around the agenda. What you’re doing here is getting out what they want from the meeting, maybe adding some of your own items, but starting to let them talk. You’re clear on the agenda. Remember we move from one to the other. “Thank you. Thank you for that. Can I ask you a question?”
So, the question is around the brand promise. What do they know about you? And again, we’re still live in a thinking space for the climb. You’ve asked them what they know about you, your business, your brand. They’re going to jump up into the head and try and remember what they do now if anything. Maybe they don’t know anything, and this is the step where you need to correct that.
Ideally, you move through those fairly quickly. “Thank you for that. Let’s now talk about your business.” The number one topic that people love to talk about is themselves. What you want to do in this motivation step is create the space for them to talk about their business. What works well, what their frustrations are, what change they’re trying to create where you can come in and help.
We’re shifting now from two-way dialogue into that one-way communication them talking. If you create the space, ask open questions then you will slowly shift them from the thinking the blue into the red the feeling. That’s where that real motivation is going to come from. The emotional connection they have to the pain that you are there to solve.
Give them the space ask the questions and don’t be afraid to take them down there because that’s what you really want to know. That’s where you can provide a solution. “Thank you for sharing that. What I heard was you need this. Let me talk about how we solve that problem for businesses like you. You’re in this feeling space with your solution. Don’t give a whole lot of data or a whole lot of analytics. Don’t start that back-and-forth conversation.
Again, this is one-way communication from you using pictures and stories. Obviously, you look at me. I draw these things in front of clients in a sales meeting to keep that emotional impact going and to make that decision in a feeling space. Even if that’s not relevant for your business, you can still paint a picture with your words. Tell stories about other clients that you’ve helped and start shifting from that other people third party communication into this person, this motivation, and this solution.
Once you’ve communicated that, you’ve nailed that in a feeling space, what do you do? You pause. Why do we do that? Well, it gives them time to catch up. It gives them time and a feeling space to process it and it drops them then for they’re feeling into their knowing, their gut feel. This is the point in which they make their final purchase decision. You’ve got to give them the space to do that. Don’t rush them through that.
Once they have done that, ideally, they will start asking questions that move the conversation forward. Sometimes the questions will take you back. Back into the feelings, back into the motivation or the solution, but when you’re listening for is that decision, the questions forward and they will jump from there knowing back up into their thinking. What’s the process? What’s the price? What do we need to do from here? Those kind of what and how questions let you know that you’re moving forward.
Again, you want to confirm that in a thinking space and as your very last step, take them back to a calm space. You started in a calm space, you took them through the thinking detail, you’ve got them down into the feelings, down into the knowing to make that decision, you answer the questions, aligned that decision across Think, Feel, and Know and then you leave them in a calm space so that they can’t jump back into any of those three.
They don’t rethink their decision. They remain comfortable with the decision they’ve made, to purchase what it is that you have to offer. You’ve combined Think, Feel, Know, the decision-making style, and the Gratitude Sales Process and your conversion rates will go up enormously as a result of understanding the people you’re talking with.
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