How Do I Get a Sale?

Vincent Van Gogh is considered to be one of the greatest artists in the world. He had extraordinary painting ability and creativity that was on par with the Renaissance Masters. Vincent Van Gogh was a prodigy. Despite his raw talent, his art was criticized or hardly noticed in his day. Now his paintings can go for over 130 million dollars. (1) Clearly, raw talent does not always lead to a prosperous life. In the sales world, employees and employers search for the false idea of “the sales gene.” Employers look for the perfect sales person — a Vincent Van Gogh of sales — to hire; they look for someone with empathy, charisma, and boldness. We desire and strive to be that perfect salesperson: someone born with the natural talents needed to succeed. Obviously we all want to be successful, but nobody is born with a success gene. We are born with some natural talents, but that doesn’t always equate to results. But if there is no success gene, then how does one succeed? How do I get a sale you may ask. With an effective selling system!

Although we may not recognize it, everyone sells in their life. There are many times in our day when we are engaged in the “sales system” without knowing it. When we strive to convince someone that our opinion is the right one we are selling. When a parent tries to persuade their child to do or not do something they are selling. When we convince ourselves to do something hard we are selling. Even when we make goals to improve ourselves, we are participating in the same principles that govern sales. Everyone sells.

In a Google search for “selling,” you will find that the most common topic is: How do I get a sale? Griffin Hill’s founder, Dr. Scott Baird created the answer:  the Griffin Hill Integrity Sales System. As seen in the title, this system is founded on integrity, but it is also a principle based selling system – meaning that it is governed by the natural laws of human psychology. It is the organic, natural, and purest system of the selling world. It is sales at its finest and brings the user to higher planes of success.

Everyone sells in their life, although most do not realize it. The System, because it is founded on natural principles can be applied and used to reach goals in almost any area of life – not just the world of sales and entrepreneurship. It is not uncommon for us to hear that the System has helped clients in their personal life. One of the most diversely used plays in the system is the Needs Audit play. Needs Audit allows you to ask questions to facilitate discovery for the prospect and one’s self. Asking effective questions and then listening is one of the ways we can learn to sell better in our lives. It is respectful, empathetic, and meaningful when co-workers, siblings, parents, friends, or a sales person truly listens to those around them. To say it simply – the System can be put into the context of any worthwhile goal and it becomes the way to achieve it. We invite you to learn more and try it out for yourself. Click on the button below and fill out the form to get a free phone consultation with one of our expert coaches. Its free and there are no strings attached! We want to hear about your goals and your priorities.

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Needs Audit: Ask and Listen

Salespeople are courageous. They can talk to anyone. Salespeople have the gift of gab. They can talk about anything. The ability to initiate contact and make connections on a diverse set of topics is a highly valuable skill. However, as Ella Wheeler Wilcox said in her poem Will: “Gifts count for nothing.” The greatest skill that a sales person can learn and which is often overlooked is the skill of listening.

Progress is made and sales are closed when the sales professional is listening, not when they are talking. A great sales person knows how and when to listen. Just think about Griffin Hill’s sales process. It is six simple steps: Case Open, Needs Audit, Solution Presentation, Adapted Solution, Closing Interaction, and Fulfillment and Follow-up. Good sales professionals are skilled at making connections in the Case Open routine. They are superb presenters making them effective at the Solution Presentation. Great sales should also be exceptional listeners, and they aren’t always are. It is the listening skill that makes a professional stand out from the sales crowd and that is the domain of the entire Needs Audit routine.

In the Needs Audit, the prospect shares ideas, opinions and possibilities. A sales person skilled in the Needs Audit creates a guided discovery experience for their prospects. The prospect discovers needs, wants, issues, and solutions. The process creates a desire–a hunger, for a solution yet to be offered.

Developing a listening skill set takes work. It takes practice; it requires guidance from a skilled coach over time. As you work to develop more effective questions, consider this important talk to listen ratio that will help you succeed. In a Case Open the sales person it is common for the sales person to talk 90-95 percent of the time. During the Needs Audit however, a sales professional will only talk 15-30 percent of the time and instead will spend a majority of it listening.

Listening doesn’t simply mean being quiet while someone else speaks. For the sales professional, listening includes asking meaningful questions, seeking clarity about observations made by prospects and creating epiphanies of value.

Sales people who listen are sales people who win. Therefore, sales people who use the Needs Audit routine are sales people who close more deals. Want to experience a Needs Audit for yourself? We want to learn about your goals and dreams. We will point you in the right direction and the consultation is free with no strings attached! Fill out the form below and schedule with us!

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Stop Talking and Start Listening

Suppose you are out looking to purchase a new television. You know you want one, you have saved up the money to buy, and you make the trek to your local electronics store. While looking at the different televisions a sales associate approaches and asks if you need help with anything. What is your likely default response? Probably: “No thanks, I’m just looking.” Why do we answer this way? Because we tend to hate the idea of being sold to. We want to walk out of the building with a television we chose, not the one the sales individual wanted to charge us up on that we never wanted in the first place.

Unfortunately the pushy, greedy salesman is a stereotype that is all too common.  It therefore follows that anyone in sales has the obligation of breaking that mold quickly if they want to be heard. They must engage the resistant buyer. The greatest way to do that is to stop talking and start listening.

Buyers can be categorized really into two personas, although both require a strong listener. The first is the person who walks into the store like in our first example. They know they want a television, but little else. They don’t really know yet what they want. The second is someone who walks in wanting a 46 inch wide screen 4K smart TV with surround sound capabilities. As sales people we need to be brilliant at helping our prospects discover what solution they need. Then we offer it. Start listening then, after understanding the prospect, start talking.

This is where the Needs Audit Routine in the Griffin Hill Sales Process becomes so valuable. During the Needs Audit Routine you want to foster a discovery experience for your prospects—you want to stimulate an “epiphany of value.” This is your opportunity to be a wise guide and help decision makers come to conclusions with you.

Asking the right questions will lead prospects to personal discoveries. The Needs Audit routine consists of questions that drill down and stimulate the prospects thought process. Most importantly, these questions will break down the barriers between prospect and sales person, opening up the lines of communication and allowing the prospect to discover on their own why they want to buy from you. It is through the Needs Audit questions and listening that allow the individual coming in for a television to walk away with exactly what they wanted and because of your help. If a salesperson will start listening, they will find that it is far more valuable than if they had started talking in an attempt to convince. Learn more about the power of the Needs Audit and how you can use the principles behind Human psychology to frame your questions by getting on our calendar for a free consultation. Click the button below, fill out the form, and we will give you a call about your goals and your priorities.

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Asking Questions: The Power of Needs Audit

Most people are aware of the phrase, “Prescription before diagnosis is malpractice.” What this means is that a doctor should not prescribe medication or a treatment until they have correctly diagnosed the problem. The same holds true in sales. What benefit is it to your customers if you sell them something they have no use for? That is exactly why asking questions is important in the sales system.

When sales reps jump to conclusions they start offering ideas prematurely. Imagine your doctor prescribing a medication to you before even hearing much about your issue. Would you trust that taking that medication would help you? Of course not! What a good doctor does is ask good questions. And that is the solution. In the Griffin Hill Integrity Sales System, one of the steps is called Needs Audit. Learning this step helps sales reps learn how to ask questions not just to sell, but to really help point their prospects in the right direction and provide them with the services they really need.

At Griffin Hill we know that buyers benefits. The way to get to those benefits is by asking the right questions. Asking good questions allows your suspect to discover for themselves what solution they need to solve their problems. That’s when the prescription that you offer will have weight to it. Asking questions builds trust and helps prospects open up.

But what types of questions should you ask? Going back to the example of sitting down with your doctor, what question do you think would be more effective: “What symptoms have you been noticing?” or “Does your head hurt?” The answer is the first. Open-ended questions are a must to understanding your prospects need. Remember, sales is all about them, not about you. Your job should never be to force your prospect to purchase your service when they have no real need. Your suspect needs to share with you more than a “yes” or a “no” answer. After receiving some good answers, don’t be afraid to drill down to find the root of the problem. If you can guide your prospect to a solid solution, their trust in you, your knowledge, and your experience will increase.

The Needs Audit is a powerful step in the Integrity Sales System, but to be ready with the right questions, it takes time to prepare. The Needs Audit is something you can learn and it is something you can experience to boost your number of closes. At Griffin Hill, we know the path to higher success and the systems behind achievement. If you would like to learn more about the Needs Audit, the Integrity Sales System, or desire help if any area of your business, we invite you for a personal, exclusive consultation about your goals and priorities. Click the button below, fill out the form, and we will contact you to schedule your free consultation.

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