Securing Business Connections ... 6 Easy Natural Steps!

"Securing business connections" is a new term I am using for selling and/or closing business. Now that sales is a dirty word, I am thinking that our mindsets need to have a new perspective ... because we all must sell, right?

Securing a connection makes perfect logical sense and should be a more natural process for many who have made sales "seem" like a difficult feat. Take the steps found below and see what you think! Let me know what you come up with.

First lets go back to yesterday's posting where we talked about not forcing a connection to your service and/or product. There are matches out there for what you do that "fit" perfectly. You have the exact solution! That doesn't mean you will automatically get the sale because you will most likely also have some type of competition (good and bad) to deal with and your buyer may not even realize you are the perfect solution. So, what do you do?

Here are 6 steps to take upon identifying a quality "connection" for your product and/or service. Take special note that steps 1 and 2 are excellent for your use on social networks, The "securing" process starts within your prospecting activities online, in a 1-to-1 meeting, in a bar! Anywhere you find a "connection" you can begin to "secure" that connection ... very important to know!

1. Start asking questions.... making your questions be about the buyer.
   Gentle questions that allow you further explore the buyer's needs. Simply ask them, from all angles, what they are looking for. Look to all the "whys" and potential benefits.
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   The beginning of the "securing" process.
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2. Ask for agreement that your buyer sees that you have the perfect solution.
   After several exploring questions from step #1 stop and "simply" ask your buyer, "would you agree that so far you've found in these last few items we've discussed what you need?" Notice that I say, "you've found" NOT "I've got!" Keep the focus on your buyer, not yourself.
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   You have now "secured" some of the pieces.
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3. Summarize and ask for a final confirmation or "yes!"
   After covering multiple "whys" and receiving agreements, as you walk through what the buyer is looking for, summarize and conclude. "Looks like everything we have talked about is here ... would you agree with that?"
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   This step "secures" they want what you have!
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4. The Natural Close
   Now you say, " If everything looks good, what do we need to do to put this together for you?" Or, "what do we need to do to get this for you?" Or ... some similar wording that you are comfortable with. This allows room for all the other issues that might prevent a sale from happening to be put on the table, up front! Price, decision maker, timing, payment process, etc. If there are none, you are done! Congratulations.
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   You either secured a done deal at this step OR you have secured a process that serves as a check list of "to do's" in completing the deal. It works well especially if any objections occur along the way. At any point you can refer back to your plan that you "both" agreed to and explore the new objections or any new issues more "securely!"
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5. Solving Additional Issues With A Plan
   Work with the buyer on any additional issues. The buyer has at this point said they want what you have. Start helping "them" get it! Become a consultant and together figure out a plan to tackle the remaining issues. Get final agreement on the plan so you can both reference it should any surprises occur.
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   Now you are securing your relationship. Trust and loyalty is building!
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6. Celebrate A New Client
   Plan completed ... you are done! You have a sale but also you have given birth to a new business relationship because you helped "them." Congratulations.
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   You have now secured new business that is good for your client and good for you. Well done!
   

The great part of this process is when you receive the final sale you do feel as though your buyer did all the work! You simply facilitated the process. It's that easy and that fulfilling.

Hope you see how each step "secured" the final sale. The more agreement and confirmation of that agreement. the more secure you can be in getting that final "yes." It is also an easy way to make sure you are providing what the buyer wants.

Securing the sale continues after the first sale. How you provide follow-up, service, etc. or how you continue to build a relationship with this buyer is "securing' future new, repeat and referral business from this buyer. Something we all want!

I hope this new "mindset" can help you. Sales doesn't have to be a dirty word. We all would not exist without sales. As always, let me know your thoughts.

Keep Your Business Growing ...
margie