How to close sales without closing, with Stephen Woessner

Episode 115

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Welcome to the Sell with Authority Podcast – I’m Stephen Woessner, CEO of Predictive ROI. If we happen to be meeting for the first time — Predictive ROI helps agency owners and their teams sell more of what they do…typically for a higher fee.

We do that by helping our clients build an authority position in the niche they’ve decided to serve — and then — monetize that position by creating a steady stream of right-fit prospects flowing into their sales pipeline.

If learning proven strategies, tactics, and best practices to help you sell more of what you do aligns with where you want to take your agency — you’re in the right place.

Today’s episode is a solocast — just you and me. I’ll take you behind the curtain into what we call the “Help Me Understand” framework here at Predictive — and how we use it every single time we have a conversation with a prospective client.

We use it every single time because the framework keeps us on track and focused on the most important thing during those meetings…the person we’re meeting with.

This type of meeting is never about selling — and the last thing we ever want to do is look like we’re trying to close a sale. You don’t like when someone tries to close you so we would never suggest you try to “close” one of your prospects.

Instead — the Help Me Understand framework sets the stage for a great business conversation where you ask helpful questions. Then — there’s some leaning in, peeling back the layers, asking more questions…and if you’ve applied the framework in full…your prospective client will ask you, “So — I’ve done all the talking. How do you think you can help us?”

Honest — it can be that simple. I look forward to your thoughts.

A big dose of gratitude to our presenting sponsor for the podcast, Conduit Digital. By using their expertise in streamlining, upgrading & scaling your clients…they promise to reduce your risk so you can become the best digital agency in your market in 30-days. You can find Conduit and all their helpful insights and smarts here.

What you will learn in this episode is:

  • How Box 1: “Who you help” sets you and your prospective client for success because you’ll find out how focused they are or if they’re generalist.
  • How Box 2: “What problems do you solve” will give you a glimpse into the strategies and tactics they consistently deploy to help their clients.
  • How Box 3: “How does it work” will quickly show you if your prospective client has a methodology in place. Or — are they throwing spaghetti at the wall and hoping something sticks?
  • How Box 4: “Top 3 Most Vital Priorities…” gives you permission to ask about their goals — the data points agencies always want to know, but few are bold enough to ask.
  • How Box 5: “Roadblock in your way…” will peel back the curtain and show you the “back of stage” problems and constraints — and if you can solve them — holy bananas — you may have just won your agency a brand new client.

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Sell with Authority Podcast

The Sell with Authority Podcast is for agency owners, business coaches, and strategic consultants who are looking to grow a thriving, profitable business that can weather the constant change that seems to be our world’s reality.

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