Do you want to sell more? I've got the solution for you. Simply stop talking. Today we're going to share the five-step process to introducing consultative sales into your company and you will be amazed at how fast you sell more.

In order to do this, you've got to join me for this edition of the Inside BS Show. Hey now, I'm Dave Lorenzo, the godfather of growth, and today we're talking about how you can sell more. The solution to selling more products, more services, is simply to stop talking.

I want you to implement this five-step consultative sales process into your business today. You're the CEO and your sales team is doing fine, but you want to give yourself a 20 or 30 percent boost in sales. Stop everything you're doing and introduce this process to your sales team right away.

Step number one is to realize that selling is helping. Your sales process should be built around identifying problems and then solving those problems for people. So if you're a solution provider, what do we call you? We call you a consultant.

Immediately reframe your sales team from account executives or sales people to consultants. Your job is to get them to diagnose the problems that the clients have and then, to the extent you can, provide solutions for those problems. So here's step one.

Realize that sales professionals are consultants. Step number two. Ask questions and those questions must be designed to uncover problems.

Questions must be designed to uncover problems. So every sales meeting starts with this script. Mr. Prospect, thank you for inviting me in.

It's great to be here with you today. Tell me, why are we having this meeting? Why am I here? And then stop talking. Even if you know why you're there, you still start the conversation this way.

Why? Because if you say something, it means one thing. If the client says something, it means everything. So right at the outset of the sales appointment, you want the client to identify what the problem is.

So you ask the question and then you shut up if you're the salesperson. This is the big takeaway from our time together. I'm giving it to you right up front.

The salesperson speaks 20 to 30 percent of the time maximum. The prospect speaks 80 percent of the time. That's the key to selling.

So step number two. Why am I here? What's this meeting all about? The client will tell you. We have a problem here.

And they'll give you what the problem is. Step number three. Identify what that problem is costing the prospect.

What is the problem costing you? What is this challenge costing you? How is this impacting you? You have to identify the financial implications or in a business to consumer sales environment, the emotional implications of this. So Mr. Prospect, what is this costing you? And they say, well, it's not costing me anything financially. Okay, well, how is it impacting you personally? What's the emotional impact here? So I do some work teaching real estate people how to get leads.

And the first question the real estate agent should ask someone if they're buying a home is, what is the reason you want to live in this neighborhood? Why is living in this neighborhood important to you personally? If they're selling a home, how fast do you want to sell it? What's the time frame for your move? And why is that time frame important to you personally? So you're connecting emotion to the action and you're connecting finances to the action in a B2B setting. That's step three. Step number four is clarifying what they're willing to do to solve the problem.

Step number four, Mr. Prospect, what resources do you have to apply to this problem? And then you shut up. What resources do you have to apply to this problem? That means what money are you willing to spend to solve this problem? What time are you willing to invest to solve this problem? You ask the question and then you shut up. And then step number five is a two-step process.

Okay, so you confirm what they said. You have this problem. It's impacting you this way personally.

And you're willing to provide these resources to solve this problem. Have I got all that right? They say yes. Okay, what happens if the problem isn't solved? What happens if the problem isn't solved? And then when they give you that answer, you say, that sounds terrible.

Would you like some help? That sounds terrible. Would you like some help? That's the five-step process. Now, I just touched on the tops of the process.

I just touched on the script. Our time together today isn't about the script. Our time together today is about you, if you're the salesperson, or your team, if you're the CEO, shutting up.

That's right. You want to sell more. You need to talk less.

Sell more by talking less. That's the theme of today's episode. If you want to learn more about this, I encourage you to go out and pick up a copy of The 60 Second Sale.

It's a book that I've written on how you can build lifelong relationships in the blink of an eye. The title refers to the value you're delivering to build lifelong relationships. If you pick up a copy of this book and you make a video and send me a video about something you've read in this book, I will do a free consultation with you.

You've just got to send me an email and I'll do the free consultation. I'll post my email down in the notes below. You can send me that email with you and your video of something that you're teaching or that you've learned from The 60 Second Sale.

My name is Dave Lorenzo. This is the Inside B.S. Show. We're back here every day with a brand new show for you.

Thanks for joining me today. I'll see you back here again tomorrow. Here's hoping you make a great living and live a great life.