Episode Details

Are you struggling to close sales?  

If so, it might be time to try using this proven process. Whether you are selling in person, on the phone, or over a video call, this can be used to increase your sales conversion rate. Customize one for you and your business. Do not skip steps. Each step builds upon the other. Listen and take notes.  

Here is the ROADMAP framework I use every time:  

Step 1: Rapport

Start by finding out more about them. Ask where they are based. Give an honest compliment. Make small talk. Your first initial 30 to 60 seconds of the interaction will often dictate the overall vibe and, ultimately, the sales call success. Make a good first impression.

Step 2: Obstacle

Figure out what is holding them back. What are they struggling with? What is their weakness? What are they looking for help with? Find the pain in their life.

Step 3: Aspiration

Figure out what they actually want. Identify their dreams and aspirations and determine why they want what they want. This is crucial! Make sure you clearly understand this, as you will be using it later in the convo.

Step 4: Demonstration

Now that you know what’s holding them back and where they want to go, you can clearly identify if what you have to offer is going to help get them there. If so, demonstrate their future success with your product or service. Use past stories of similar clients who have used your product or service and achieved results. People need case studies and social proof to know what is possible for them. Showcase their successes and paint the picture for them.

Step 5: Match

Before presenting the opportunity, you want to make sure this prospect is a good match for your product or service in order to ensure results. Don’t skip this step. Make sure you are serving those you know you can get results for. That is how you will build word-of-mouth referrals. You should know your perfect target customer and sell to them specifically. If it’s not a fit, or they don’t qualify, walk away from the sale and be okay with that. Oftentimes, selling to the wrong type of clients just ends up causing more problems than it’s worth.

Step 6: Ask

If it is a fit, make the ask. Present them with the opportunity to purchase your product or service. Frame the sale as a uniquely excellent opportunity for them to get results in whatever they are lacking or struggling with, and then congratulate them with genuine excitement. Ask the question, “Is there any reason you wouldn’t take action and get started today?” If there are still objections, figure out what those are and how to alleviate them. I often like to bring up their dream and their pain points. I re-emphasize that it is possible to achieve that dream, and I am certain that the product or service will help them.  

Step 7: Pull  

This step can either be your greatest ally or your worst enemy. The key is to create ETHICAL scarcity and urgency. People often need a little pull in the direction of taking action. For example, you can give them the necessary incentive by offering only a limited number of spots in your program, offering only a limited quantity of products, or offering them a valuable bonus for signing up on the call. This step is crucial to closing the sale on the same day and avoiding the response, “I need to sleep on it,” or, “Let me think about it and get back to you.” I like to structure a three-hour window with my sales calls by stating, "I need a yes or no decision within three hours after our call ends in order to get you X bonus incentive or a spot in the program."

The ROADMAP is essentially the strategy you can use to close discovery calls, in-person meetings, zoom calls, you name it. The steps are universal.

One Final Sales Note: Be Yourself

One of the best ways I’ve found to actually sell my