23  May 2016  |   Posted by Lisa Sasevich

I’m known by many as the Queen of Sales Conversion, but sometimes, rather than sell, the best thing to do in a sales situation is to unsell.

unsellThe unsell changes the dynamic from your pursuing your prospective clients to allowing them to pursue you.

It comes in handy during those moments when your prospective clients start to resist and you suddenly find yourself pursuing them more than you had planned. You’re leaning forward in your chair, you may be a little aggressive, and you’re working harder on “selling them” than they are to enroll you to become their mentor or teacher.

When you find yourself in that aggressive pursuit energy during a one-on- one sales call, the thing to do is to energetically and physically lean back. Sit back in your chair, take a breath, and then start to agree with how the prospects are talking themselves out of transforming their life.

One of the ways I’ve handled this in the past is by saying something like, “You know what, maybe you’re right. Maybe this isn’t the right time for you. Maybe it’s best that you struggle with XYZ a little longer. A lot of growth can come from staying in the struggle.”

This usually wakes people up into realizing that they’re arguing against their own transformation, and, if they’re truly interested in your program, they’ll get back on track with enrolling themselves.

If you’d like to learn more of my tips and strategies, you can do that here.

20  May 2016  |   Posted by Erin Tillotson

What does dessert have to do with upsells?

For my favorite new restaurant everything!

That’s because they recently increased their dessert conversion to 80-85 percent.

How in the world did they do this — especially since the industry standard is 10%?

By giving people what they need to say yes.

You’ve heard those words from me before, but hear them now from Chris at Season 52.

For Your Next Upsell Think Dessert

How can desserts increase upsells by 80%!? Get the inside scoop with this yummy video…

Posted by Lisa Sasevich on Friday, May 20, 2016

Pretty cool, right? It’s hard to take notes from a video, so here are your key business takeaways again:

1. Put out the tools. Follow Chris’ lead and never give out an order form without a table full of pens. You may recall that I walked away from a $13,000 program I was interested in, in part, because I couldn’t get a pen. Don’t ever let that happen to you.

2. Give people what they’re looking for. The way that they want it, the way that they’re consuming it. As with the shrinking dessert, maybe our 90-minute or two-hour deliveries should be shrinking as well. Maybe they should be in fifteen and twenty-minute increments. I don’t know, but I think this is a great question for us all to ponder.

I’ll see you online, and, I hope, at one of our live events this year as well.

18  May 2016  |   Posted by Lisa Sasevich

Have you ever heard of the improv skill, “Yes, and…”?

As I explain in the video below, this awesome little tool graciously buys you a little time when something comes at you that you weren’t expecting, and…you need a minute to figure out your response.

Let’s say that you’re on stage and you get asked a question you weren’t expecting, you can say: “Yes, and (big smile)…we’re not going that direction right now.”

Or, “Yes, and…that’s a great idea. You know, I think we should follow that path a little more.”

The tool gives you a chance to pause, accept, and, best of all, always seem gracious.

You can also use “Yes, and…” to uplevel your life.

If you want to see how I’m doing that, watch my one-minute video.

Buy Yourself Time with This Improv Skill

It's inevitable. You get that question you weren't expecting. Now what? Here's a handy tool to have in your hip pocket.

Posted by Lisa Sasevich on Wednesday, May 18, 2016

16  May 2016  |   Posted by Lisa Sasevich

If you’ve been following me for any length of time, you know that I’m a big fan of making a decision and getting into action.

I call that “picking a horse and riding it.”

And here are three reasons why you might want to do this yourself right away:

1. Decide and See the Magic.
Once you make the decision to move in a particular direction with your program offering or business idea, all of a sudden, the many possibilities, ideas and forces that have been sprinkled around in the universe have a place to land.

That’s because, the minute you decide, you start to look through that lens, which comes in close, and you see all the things that you couldn’t see when you were just looking at options.

2. Clarity Comes From Movement.

The truth is, you have to be in action in order to course correct. You can’t stand still on the sidewalk and imagine five steps down the road. You need to be on the road, moving, in order to really navigate the terrain and let it guide you.

If you’re truly not sure, pick the horse that seems to be the better choice. Very soon, you’ll either be very glad that you picked that horse, or you’ll know quickly that you need to make another change. It’s in the movement that clarity can finally arise.

3. You Don’t Have to Ride That Horse Forever.

If you pick the wrong horse, you’ll know it. And you’ll know it so much sooner than if you sat back and tried to look from the outside.

So if it turns out not to be the decision that was in your highest good, just change horses. It’s as simple as that.

14  May 2016  |   Posted by Erin Tillotson

It’s Michele PW, Lisa’s personal copywriter and also your roving reporter at Lisa Sasevich’s “Ultimate Sales Bootcamp LIVE!”

As we come to the close of our Ultimate Sales Bootcamp LIVE, I wanted to do something a little different and circle back to where this all began… with Lisa interviewing for Ernst & Young San Diego Entrepreneur of the Year.

On her way back to the event hotel from the interview this past Wednesday, she shot a video where she talked about her bigger mission — why The Invisible Close TM is REALLY here.

It’s really inspiring (plus she shares some really great tips on how to prepare for big opportunities like her E&Y semifinalist interview).

How to Prepare for Big Opportunities!

On my way back to the Ultimate Sales Bootcamp event from my interview this past Wednesday, I shot a video about our bigger mission — why The Invisible Close™ is REALLY here.

Posted by Lisa Sasevich on Saturday, May 14, 2016

What Are Your Thoughts? Share in the comments below!

Michele PW

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