Separation Saturdays on Elevate Springfield

Summary

In this episode, Robert and Chris delve into the intricacies of the sales process, sharing actionable strategies to improve prospecting, qualification, presentation, objection handling, and follow-up. Perfect for business owners and salespeople looking to close more deals and boost revenue.

Takeaways

• The first 30 seconds of a call set the entire tone for success.
• Always agree with prospects to lower defenses and build rapport.
• Use targeted questions to uncover true pain points and needs.
• Present multiple options to give prospects a sense of control.
• Handle objections confidently with a structured five-step approach.
• Price early in the conversation to set expectations and reduce anxiety.
• Persistence in follow-up can close deals even after multiple contacts.

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Transcript

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SPEAKER_00 0:00

Welcome to Elevate Springfield, where we will dive into strategies and stories that help you rise to your full potential. Each episode, we'll talk about how you can take intentional steps to elevate your life and your business while making a meaningful impact on those around you. Along the way, we're gonna bring in the change makers from our community that are already elevating. We'll bring the actionable strategies, you bring the discipline and follow through, and together we can elevate Springfield. Alright, let's go, Springfield. Time to 10X your day, 10X your life, and all of us. 10X Springfield. Hey, you are listening to the Elevate Springfield podcast. Robert Farrell here, certified 10X coach, speaker, and mentor. Here to bring you actionable strategies. You bring the discipline and follow through. And together, we're gonna Elevate Springfield. Well, we are coming to you from the big dog construction studio in beautiful downtown Springfield. You are listening to Separation Saturdays on Elevate Springfield, where you can separate yourself from the competition every Saturday morning now. We are every day with Elevate Springfield now, so you can start your morning every morning with a new drop from Elevate Springfield. And we are looking forward to having you, and we are thankful that you chose to listen to us. We're gonna get started after the break. Hey, Springfield, when it comes to reliable, high-quality roofing, you don't want to leave things to chance. That's why you should reach out to Acosta Angeli Ruffing, your local roughing expert serving Springfield and surrounding communities. From quick, dependable repairs to full replacement, from residential to commercial, they are your trusted pros. Call them today at 217-993-2748 or visit their website to book your free quote and inspection. Don't wait. A little leak now could lead to major damage later. Trust the local experts, protect your home, and get peace of mind with Acosta Angeli Roofing. All right, and we are back. Hey, thanks for joining us on a weekend. I know y'all are trying to separate yourself from the competition, get that extra training in today. Appreciate you joining us. Before we get into today's training, do want to remind everybody next week, Local First Springfield, we've got our fall soiree. That's Thursday, October 1st, 5 30 to 7 30 p.m. over at The View. That's at Jane Hay Sales and Staging on the west side of town, back behind Harvest Market. It's going to be a great night of celebrating local businesses. We've got a lot going on that night. We have Representative Mike Coffey joining us. He's going to give a talk to the group. As you guys know, he's a state representative, but also a business owner right here in town. We've got food, we've got drinks, we've got live music, and hell of a lot of fun and networking, y'all. And the big event for that night is going to be two $2,500 grants that we're giving out. We had our top five. If you follow my socials or the local First Springfield socials, you notice that we have our top five, and we will have our two winners. No, they don't know who they are quite yet, but they're going to find out that night. Hey, and if you're in attendance, we're going to do something really pretty fun for uh for that night too. Maybe you can get involved with selecting a third winner. And I'll just leave it at that. So if you don't have your tickets yet, head over to localfirstspringfield.com slash events. 25 bucks, come and help us celebrate local business. But today, you're not here for me to talk about events. You're here for me to give you an extra training for the weekend, right, y'all? But hey, joining me today. I'm not soloing it up today. I've got my business partner and friend, Mr. Chris Hartsuck, joining us from Big Dog Business Coaching and also Big Dog Construction. You know, when he's in, he always brings the fire. So, Chris, how are we doing today, man?

SPEAKER_01 4:10

Robert, I am doing great, great. Loving this opportunity to uh spread a little more information and knowledge out there to all the listeners and followers. Absolutely. Well, Chris, let's get on into it, man. What are we talking about today? Hey, I tell you what, we're gonna be talking about the sales process. And this is where a lot of business owners that have salespeople or the business owners or the salespeople that they fall short on the actual sales process. There are specific steps to start with all the way through to the close and the follow-up after the close, whether they sold or not sold. And so we're gonna go on that kind of a high-level journey of that today, but kind of little teasers, actually, because if they want to know more in depth, they can actually attend our 10x Midwest Business Summit that we're gonna be hosting on November 5th and 6th in Springfield, downtown Springfield. So that's what we're gonna get into. And if I may, I'd love to share my screen. Absolutely talking about today. All right, let's make this happen. And let's see. We should have a sales process up on the screen now for everyone to take a look at. There it is. Awesome. So we're gonna be talking from left to right on this slide, talking about prospecting. It's like being a gold miner, right? You're out there prospecting, you know, seeing where that rich gold is. Same thing with looking for clients or potential clients is prospecting. Some retail applications, they have walk-in clients, right? Inbound walking in, or you have cold calling, right? Where you're actually making calls to potential clients. This process will work for whether you are selling tires, selling cars, selling services, selling pressure washing services, whatever it is, it will work, right? Even attorneys, doctors, they all have a sales process. They just don't realize they do. So on that prospecting, this is the core objective, right? It's to establish immediate control, confidence, and purpose while neutralizing initial resistance. Okay. The concept is the way a rep opens a call sets the entire tone. Prospects are conditioned to push back within the first 30 seconds with reflex brush-offs. Not interested, don't have time, seen it, whatever, send over the info. But a rep from your company or you must treat these as speed bumps rather than roadblocks, right? So that's the key thing with that is make sure just I'm just do a quick little uh role play call on this. It's like, hey, I'm Chris and I represent big dog construction. The reason for my call is simple. We help blank clients increase blank without adding extra cost or complexity. Do you have 60 seconds so I can tell you why I reached out today? The prospect, I'm not interested. You know, I totally understand. Most of my best customers said the same thing before they saw how much time and money they could save. That's why even a quick call is worth it. How about we look in a time now to show you just a way to quickly go? See how we literally said totally understand. Always, always, always agree with a potential client because you want them to become a client. And just because you agree with the client does not mean they are always right, but you're gonna agree with them. Key thing right there, right?

SPEAKER_00 7:16

Yeah, no doubt about it. And that's what a lot of people get that confused. It is not customers always right, but you're still agreeing.

SPEAKER_01 7:22

Agreeing, exactly. So, and that's the thing with that. And that's where I dropped in there the hint is most of my best customers say the same thing. So you're already setting them up and making them feel like, well, I want to be one of those best customers. It's changing their mindset to be able to say, okay, I do have some time, right?

SPEAKER_00 7:41

So on the If you remember, if you remember a few weeks back when we had Jared Glanton, president of our own enterprises, he made a specific point about this this initial cold call about how how successful you can be in sales if you can nail this part right here.

SPEAKER_01 7:58

Because a lot of people do not have this skill down yet. And and in this, the prospecting, it literally starts on the first module there, the greet. It's the greeting, right? Like I said, it is setting the tone. That rep is setting the tone and the professionalism and the level of professionalism and outcome on the first 30 seconds or less, actually, right? And you you heard the expression, you only get one chance to make a first impression. That means on a phone call, too, right? Not just an in-person face-to-face. So take that and let that sink in. Because in within that greeting, right inside that little box that says greet, there are so many things that go into that, right? What's your cold call script looks like? And not necessarily just cold call. It could be if you're a door knocker, right? If you're door knocking neighborhoods, but door hangers out. What's that greeting look like? What's your big claim? A lot of people get hung up on like big claim, what's that mean? Well, it means what does your service or product do? What has it done? How quick has it done it? And what have been the biggest results out of that? And when you get that down succinctly to where you can just boom, boom, spit that out, your greeting becomes almost like liquid butter, just spreading right, liquid butter, spreading it out there, right? And making that work for everyone. So absolutely.

SPEAKER_00 9:12

And that that blank you said earlier when you were doing that, that's where that piece fits right in. When you said blank, that's that big claim. That's what goes right into it.

SPEAKER_01 9:20

Correct. Yep, exactly. Right? It's like hi, your name. This is blank with ba ba-pa-ba, or not hi, your name, it's hi the client's name. And then you put this is blank my name with whatever company you're representing. And the reason for my call is simple. We help big claim, right? That's what we're doing. Okay. So that's key. That greeting, it it's so crucial. It sets the stage and makes your job easier as you go further along through this flow chart. It literally is a flow chart here of how to the sales process happens. Okay. So once we do the greeting and you got them say, you know what? I do have 60 seconds. No problem. I only need 50. Let's go. Right. We're going to go into that fact-finding. And this is where a lot of people, we have had a lot of clients say this to us when we say clients, our coaching clients that we uh mentor, they jump from greeting straight into a demo, right? They're like, I got a product, I know it's going to solve their problems. Boom. They skip the what is their problem, right? Fact-finding, it's the discovery mode. The core objective is uncover the prospects' real pain points, goals, and hidden obstacles by listening more than talking. Pull the pin on the grenade, throw it out there with a question, and then sit back and listen because they will start selling themselves on the services that you have to take care of their pain points, right? And that's what it's about. Qualification isn't about running down a rigid checklist. It's about asking targeted questions to identify fit, need, and the last thing is urgency, right? And if you did your big claim right in the beginning of the greeting, then you would know that the urgency might be one of the things they lean on more than the fit or the need. Okay. So yeah. So one of the things would be, you know, how are you currently handling blank right now? Tell me more about the biggest challenges or bottleneck you're experiencing with that. If you could fix that gap in the next 90 days, what impact would that have on your revenue? Right. And so that's key. Put a time element. If we can make a difference in the next 90 days, what would that do to impact on your revenue? Okay. So that's that's very key on that. So once we get from the fact finding, we're going to flow into what we call the demo. This is the presentation of your offer, right? And so present the solutions tied directly to the discovery during the fact finding and structure that proposal that forces a choice between buying options rather than a yes-no decision. Okay. Buying options like if you do X, it's going to give you this I result. But if you do A, you're going to get B results, right? Give those options to go through there.

SPEAKER_00 11:57

And that's what's so key about that fact finding is because your product or service could do a number of things for people, but half of them, this particular person might not really care about. It's the half that you found in the fact finding that really matters to them. So you can tailor that demo as you're going through to what really, really matters to them. That's a great point.

SPEAKER_01 12:16

Right, right. Very much so. And again, the presentation, you know, avoid overwhelming the prospects with feature dumps. Well, if you do this, you're going to get that, or later you'll get this. Use the fab method, feature, advantage, and benefit. It features this, the advantage is this, and this is your benefit to connect the features to the personal benefits that they're going to get, right? So when delivering that proposal, present that a three-step offer, right? High, medium, and low. Give them options. People just don't like, well, oh my gosh, it's $50,000. No, give them options, right? What are the features, advantage, and benefits of each of those? High, middle, and low. All right. And so, you know, you can say something like our product includes this feature, which provides this advantage, meaning you get this benefit tied to that, right? And always anchor a value by starting with the high option first, then walking down, right? Get the sticker shock out of the way. Some some businesses, this works for them. They will actually put that high, high ticket dollar amount in their greeting. So they literally are price conditioning. They threw that high mark out there right in the greeting. Hey, do you have do you have an opportunity to invest $50,000 into your business? Great. Let me talk to you about this of how we can move forward and increase your bottom line and get you that $50,000 back within the first 90 days. Just put it out there. Absolutely. Yeah.

SPEAKER_00 13:41

And that's what we're taught in 10X a lot. Get that price out early. Because they're all thinking about it. They're all thinking about what that price is. And if if they already know it, they're not wondering about that and they can actually engage with you throughout the the process here.

SPEAKER_01 13:54

Because otherwise their brain is stuck on what's the number. Oh my gosh, what's the case? Exactly. How much is it going to cost me? They're anxious about it. But if you take that out of the way, now they can focus, like you said, on what you're talking about. So hey, once you've done your proposal, right? Now comes the close. What comes up when you when when you start to close someone? It's usually what, Robert? It's the objections.

SPEAKER_00 14:16

Objections.

SPEAKER_01 14:17

Hey, I don't have enough time for this, you know, something like that. Right? Right. Yeah. You're getting so the core objective of the close is objection handling, urgency, and closing the deal, right? Resolve those objections fearlessly using a structured framework and close. So that five-step objection handling framework is listen, agree, validate, isolate, and then close, which is reframe the value and ask for the sale again. And again, if another objection comes up, listen again, agree, which lowers the defensiveness from them, validate it, confirm the concern is normal, right? And then isolate it. Dial it in. Okay. Other than they'll say price, other than price, is there any other reason keeping you from moving forward right now? So again, that five-step objection framework is so key in the close. Okay. So now we've got the close taken care of, whether it be I need to think about it, and there are other things we can help teach you to get past that let me think about it situation, right? Well, let's say, let's say they they closed, great. Then get them into your normal SOP standard operating procedures to handle them. They're now a closed sale, sold sale, move them through, getting them their service, their product, or getting them in your system. If they didn't close and buy at that time, then do the follow-up. It's a seven-day follow-up method and/or the manager rescue system. So the core objective of this is maintain multi-touch visibility on unclosed deals and utilize leadership to revive stalled opportunities, right? The ghosting possibly that comes up. So most sales happen after the fifth contact, yet average salespeople quit after one or two. Huge, huge opportunity, huge opportunity for people that salespeople that are committed to stick past that fifth, sixth, seventh, and usually eighth contact, and as far as up to 20 contacts before someone closes. Okay. So with that, and we'll kind of wrap up on the sales process is you know, that manager rescue. I kind of mentioned it. When a deal stalls, schedule a manager call. It may be yourself posing as the manager. I've had people do that before when it's a one-shop or one person operation, right? The manager thanks the prospect, reopens the conversation, uncovers a hidden reservation, right? Because that's the most dangerous objection, is the unspoken. So uncovers that hidden reservation and then removes that risk. Okay. That seven-day multiple multiple touch cadence is this. Execute daily value, add touch points across phone, text, and email. Day one, call and text them. Recap, right? Day two, case study, third-party touch. Drop third party information on them of why this would help take care of their needs. Day three, reconnection call. Day four, value resource. Get them another value thing that why this would help their business. Day five, re-engagement call. Day six, urgency deadline notice, right? Like, hey, we've got the sale in process for the next 20 days or 12 days or one day. Let's get you locked in, right? Otherwise, we're gonna have to go back and see what it looks like. Day seven is a personal check-in. If you've got an opportunity to do face-to-face, by all means, face-to-face is the best way to sell. Okay. So if you can't do face to face, do a zoom face-to-face like we are right now. Okay. So with that, went very high level on this. If you want to know more about the sales process and more in depth about it, we're gonna have the number one salesperson for Grant Cardone, multi-billionaire Grant Cardone, his number one salesperson, Dave Robards, is gonna be joining us at our November 5th and 6th 10X Midwest Business Summit. So make sure you follow and get your tickets now. Robert, that's what I got for you today.

SPEAKER_00 18:03

Great stuff, brother. And uh, like you mentioned, if any business out there wants any help with this on any of the pieces of the sales cycle like that, you know, we're happy to help. We can do that over at Big Dog Business Coaching. Just give either one of us a shout. And like I say, every time Chris is on, don't forget he's got his own podcast too. Check him out over at the Designing and Building the Midwest one community at a time. Absolutely. Yeah, hey, I have new episodes every Monday through Wednesday. So a lot of great stuff coming out of that podcast as well. Chris, appreciate it as always, man.

SPEAKER_01 18:34

Robert, I appreciate the opportunity. I always love coming on and and shooting the 10x fat with you, man. I really do. Love it.

SPEAKER_00 18:41

Love it. I love the way you put that, too. Shooting the 10x fat there. I love it. That's right. That's right. All right. Well, we're gonna let Chris get back to elevating Springfield and quite frankly, all of the Midwest. How about that? But for the rest of y'all, we'll be right back. Looking for expert tree care with hometown integrity, look no further than Sangamon Tree Service. They're your trusted local pros, delivering quality workmanship, exceptional customer service, and fair, honest pricing. Every time. Whether it's trimming, removal, or storm cleanup, their team brings professionalism and care to every job, big or small. Call the name your neighbors trust, Sangman Tree Service. Or visit them today at SangmanTreeService.com. Sangman Tree Service, rooted in quality, built on trust. Well, thank you for joining us today, everybody. Appreciate you making us a part of your day. Hey, don't forget while you're out on social, check ours out. You can check my personal one out at RobertFarrell at everywhere. Check out those Elevate Springfield pages, those big dog business coaching pages as well. Check us out over on YouTube. Give us a subscribe, give us a like or a follow on any of those channels. We would certainly appreciate it. So, hey, take what you learned today. You bring the discipline and follow through and together, as right, y'all. We're gonna elevate Springfield. Be great. Looking for personalized insurance with hometown care, David Hilst, American Family Insurance Agent's here to help you protect what matters most: your family, your home, and your dreams. Whether it's auto, home, life, business, David and his team are proud to serve the Springfield community with trusted advice and reliable coverage. Local service, real relationships, peace of mind. Call today or stop by their office. They can build your dream protection plan together. Call 217 726 6343.