Do you know how to close a sale? Before you complete a new sale or new enrollment, you need to learn about your client, and if your presentation has met their needs and answered their questions!
Pausing to ask questions like, “on a scale of one to ten, with ten being ‘I’m all in!’, how do you feel about this helping you move forward with what we spoke about today?” This helps you to know if your product or service is meeting your client’s needs, and if you need to ask different questions to them.
I help accountants build confidence in enrolling more clients, and I do pulse checks with my potential clients that I enroll into my 8 week sales mastery training courses.
I had one accountant who I knew that I could help, and I could tell that he wanted to do enroll into my 8 week sales mastery training course. When I did a pulse check during the sales call and asked good strategic questions, I found out that he just couldn’t commit 100%, because the timing just wasn’t right.
When you perform pulse checks, you’re able to mitigate a NO and find better ways to be able to serve your clients.
The key is to use those pulse checks to get the knowledge you need in order to serve your clients in the best way.
Iain Grae, a guest on the Success Unfiltered podcast, learned how to perform pulse checks while dealing with a constant flow of NO’s. When he was able to learn to listen to what the prospects needed from him, he was able to close more sales. Now, he’s owned six businesses, several of which bring in 7 figures a year!
Starting from a NO
Iain Grae became an entrepreneur the first time he heard NO. Money was not plentiful during his childhood, and he often heard NO when asking for things. At the age of 8, Iain asked his dad for a motocross bike.
“We don’t have enough money,” was the answer from his Dad. “You can buy one when you can afford one.” Iain knew he didn’t’ want to live this life and decided it was time to take his money decisions into his own hands.
For Iain, a light bulb went off in that moment.
“Holy shit,” he thought. “I can be the master of my destiny. I don’t have to depend on my parents or on anyone else … I am the key to my success.”
From this realization, his landscaping company was born. During the winter, he shoveled snow. In the summer, he scooped dog poop. In the fall, he raked leaves. Three years later, he bought his own motocross bike, and brought it home, to the surprise and shock of his father.
“What is this?” his father asked.
“Remember how you said when I was 8, that I could buy this when I could afford it?” Iain replied.
This memory is vivid in Iain’s mind, even years later. Iain recounts, “I remember he just looked at me like with this look, like oh my god, what did I start?”
Since that day, he’s taken the approach to business that he is the master of his own destiny; the only one who holds his fate.
Learning From the NO
Iain started his career selling technical computer services. He’d make 300 calls per day, trying to get on the phone with decision makers. On those calls, he’d literally hear more than one hundred NO’s every day.
During that time he learned some of his most important sales lessons.
A “pulse check” changed the way he approached business. A few simple strategic questions helped him learn about his clients needs, and the questions they still had before they could say YES.
He learned to listen to why his clients said NO, and learned to see those NO’s as a gift.
“Every day I was just being pounded with NO’s,” Iain said. “Which kind of turned the whole idea of NO’s into a gift for me, because I realized that they actually are those objections; these NO’s are really prospects asking for more information. There’s something that I have yet to actually give them so they can see the value in what I was actually approaching them with.”
Eventually, Iain got so fascinated by working through the NO’s that when people said YES, he was almost disappointed: he loved working through a NO and learning how to serve clients more effectively.
It was a rainy and windy day in New York City, and Iain was ready to join a young entrepreneur’s club. He was new in the city, and about to start his own business. He was ready to connect with other entrepreneurs.
But, they wouldn’t let him in.
He hadn’t made enough money yet, they said, as they refused him entry. As he stood outside, in the wind and rain, he decided that he was going to start creating a training for young entrepreneurs to help them get off the ground in their businesses.
“That was when I figured out that I was going to actually create programs to help other entrepreneurs to actually be able to build a large business from nothing but scratch,” he said. “That was really painful, but a huge opportunity came out of it. I know exactly what that feels like and it is not good.”
Now, as he has grown his own businesses, Iain seeks to empower other entrepreneurs. His business, Evolved Life, is to help entrepreneurs unlock their potential.
Iain’s goal is to help a thousand people become millionaires by 2023.
“I believe that there is enough opulence and money to go around for everybody,” Iain says. “I actually know this in my heart to be true. It’s not even just a belief there is enough out there for everybody … it can really change the world. That money gets a bad rap for some reason and the truth is it’s really a great tool that allows people to create some really wonderful things.”
Iain has truly come a long way since that blustery day, standing outside in the New York rain.
When Iain Grae is pitching, he completes a “pulse check” to see how his potential client may be feeling and responding to what Iain is offering. What are some questions that you can incorporate into your pitches to serve as a “pulse check” when you meet with your next lead? Tell me in the comments!