With the advancement in technology and the online business world, businesses have drastically changed. Not only is it tough to break the clutter and get your brand noticed, but it has become a dire task to close a sale. Yes, successful marketing can help generate leads. However, what’s essential in the end, is the number of leads a business can close.
There is a common belief amongst sales teams that “80% of leads never convert.” What if we told you this is merely an assumption and your business has the potential to close 80% of your leads? Well, at least that’s what Kendrick Shope claims, and we believe her since she’s among one of the leading names in the business and sales industry.
The founder of Authentic Selling® and the founder of Authentic Selling® University, Kendrick Shope is considered a mastermind in the world of sales and modern businesses. And rightfully so. Her talent was noticed during her academic years when she graduated top of her class in two corporate sales schools. From thereon, she worked for several firms and climbed the ladder of success more quickly than her counterparts.
Originally a top-performing pharmaceutical sales representative, she left her illustrious career in 2011 to launch Authentic Selling®. With the platform, she taught thousands of new business owners and seasoned salespeople how to make more money and close sales. Kendrick’s main goal was to introduce the concept of empathy in the sales world and devise more consumer-centric strategies. Due to the success her training sessions generated, Kendrick Shope was declared the #1 sales rep for three fortune 500 companies for over a decade. “We teach strategies that are “authentic” rather than outdated tactics that consumers loath,” Kendrick shares.
This is the very approach that has helped her create opportunities and profits worth millions of dollars for business owners. According to Kendrick Shope, the first step to success for any business is to grab attention. In this day and age, where millions of companies are emerging with the help of social media marketing, the only way to get noticed is to be genuine. The fact is that consumers have become smart as well as immune to the old tricks of the trade. A product or business will no longer stand out for them until they feel a connection.
Once the lead has been generated, the next step is to close at least 80% of your leads. This success is mainly dependent on the sales conversion and how well a salesperson connects with the customer. And no, the same old sales pitch no longer works. In fact, Kendrick Shope is of the view that you can close 80% of your leads by doing two things, and both of them revolve around your ability to interact well with the consumer. This means the salesperson must maintain boundaries and find a way to connect with the customer on an empathetic level. The core idea is to make the customer feel like you care.
“It is important for you to know what to say in a sales call,” explains Kendrick. “Often people use outdated sales methods to close the sales call. Unfortunately, the tricks that worked before are now obsolete, and salespeople must adapt to a new method. “Salespeople often used guilt. One of the most common questions they ask is what is it costing you, etc. However, the guilt approach just doesn’t convert well anymore,” she adds.
Kendrick Shope went on to elaborate, “You should never do something that feels icky, sleazy, slimy, or gross just to close a sale. Instead, meet, engage and close customers that will continue to want to do business with you.” Following Kendrick’s approach means it is crucial to maintain contact with the customer through constant follow-ups. Moreover, the key is to remain generously invested in the customer and their needs.
Need more tips? Check out the Authentic Selling® web page to have all your queries answered by expert Kendrick Shope!
