Excellerate Associates

Excellerate Associates, the go-to business mentors for entrepreneurial and leadership development

  • Home
  • Members
  • Blog
  • Meeting Planners
    • Keynote Speaker
    • Speaker Topics
  • Media
    • About
    • Articles, Quotes and Tips
    • Images Gallery
    • Media Coverage
    • News and Story Ideas
    • Questions to Ask Lisa
  • Contact
  • Social Media Link Excellerate Associates
  • Social Media Link Excellerate Associates
  • Social Media Link Excellerate Associates
  • Social Media Link Excellerate Associates

Get Your Free eBook:
Elevate and Expand Your Brand

Free eBook
WBE_Seal SB_ALUMNI
  • Start Here
    • Schedule Your Discovery Session
    • Me Myself and Why
    • Meet Lisa Mininni
    • Success Stories
  • Events & Training
    • Events
    • Attend an Introduction to Scaling & Systematizing Your Business Workshop
    • Best Seller Profit System Workshop – Become a Best Selling Author
    • Create Your Signature Program
    • Self-Study Programs
    • Speaker Lab: Elevate Your Presentation Skills
    • Wake Up Profitable Boot Camp for Business Owners
    • Wired to Win 101: How Are You Hardwired?
    • Wired to Win! Your Path to Passion, Purpose, and Profit Workshop
  • Coaching/Mentoring
    • Schedule Your Discovery Session
    • View our Mentoring Programs
    • Profitability Lab: Introduction
    • Premier Coaching – Schedule Your Discovery Session
  • Excelleration App
  • Collaborate
    • Affiliate Program
    • Charity of Choice
    • Profitability Lab Leader Licensee
  • Business Innovation Lab

How Does Your Wiring Increase Sales Conversions (or Not)?

March 12, 2015 by Lisa Mininni Leave a Comment

peopletalkingIt has been estimated that 9 out of 10 sales training courses have no lasting impact after just three months. That’s really unfortunate since many business owners spend thousands of dollars on sales training each year.

With a significantly high failure rate, that’s a major cut into your profitability, especially when you calculate the number of training hours you and your team spent in training. If you add up everyone’s time and travel expenses, you might just find you didn’t get the return on your training investment that you wanted.

To get the most from your training dollars, I recommend a distinctive way to close on more sales that is authentic to you and honors your prospect. From a long-term perspective, this distinctive way to approach your prospects results in:

  • A longer-term relationship with your clients
  • More effective and productive networking, and
  • A better understanding on how best to motivate your team.

The distinctive conversation occurs when you understand the way you are naturally wired. When you understand your natural wiring, you can also become masterful at spotting it in others, like your prospects.

 

What is Natural Wiring?

Your natural wiring is present at birth and stays with you your entire lifetime. Your wiring is a part of your nature, while your behaviors are part of your nurture.

Let me first address your behaviors, which are part of the nurturing environment and change over time. What are those nurturing factors? Education, relationships, and responsibilities are some factors that influence your behaviors. This is why you don’t behave exactly the same way you did when you were 18 years old.

To take it a step further, let’s talk about your wiring. The discovery of ‘how’ wiring impacts an individual’s actions eliminates much of the mystery in understanding how people like to receive their communication. With this newfound knowledge, you are able to more clearly and confidently interact with people around you.

This profound insight into your own wiring then makes it easy to spot it in others. When you spot how your prospect wants to receive their communication, the sales process becomes less about what to say next and more about how you can best serve your client.

What I recommend to my Excellerate Success Institute students is to notice. Notice the cues that your prospect is giving you. This goes far beyond mirroring your prospect. When you notice not only what they say but how they say it, you will begin to zero in on how they want their information and what kind of information they want.

 

Why is this important?

When you deliver information the way the other person wants to receive it, you’ll be more effective. You’ll be more effective not only in cultivating the relationship but your prospect will see that you “get” them.

When they see that you understand them, they will have a sense of confidence in working with you. It also builds trust. And people do business with people they know, like and trust.

 

How Does Your Wiring Increase Sales Conversions (or Not)?

When one of my clients, who creates websites for small businesses, began to work with me, she was frustrated that she wasn’t closing on more prospects. She had some clients but was dissatisfied with her conversion rates.

We began by reviewing her Preferred Client Profile. This is a profile of her ideal clients that we complete in the Wake Up Profitable Boot Camp for Business Owners. One of the key factors is a person’s psychographics. In that, she identified the wiring of her best clients.

Once we identified the wiring of her best clients, I knew instantly what was happening in her sales process with her prospects.

She was delivering her information the way she was wired: methodically and a lot of information.
The prospects she was attracting liked their information quickly and in bullet points. They didn’t want to be involved in the details of creating their own website and that’s why they wanted to hire her.

Can you see the potential disconnect if a person delivers a lot of information slowly to a person who wants their information fast and in bullet points?

At one point, she would send them a 20-page report to complete so she could give them a scope of work. She wondered why it took so long for them to complete and sometimes never got it back resulting in a lost sale.

She would overwhelm them with information. And, this is what we know: a confused mind never buys.
We addressed her concern over getting the information she needed to quote a scope of work and being able to meet her fast-moving clients who wanted their information in bullet points.

The solution was simple.

I recommended that she create 1 page with clickable options on what they needed in a website, rather than a fill in the blank 20-page report.

Within a short time, she was getting what she needed to identify a scope of work and her prospect received the information the way they needed.

The fact is sales training can be a major source of your profitability. You just have to notice the needs of your prospect and deliver the information the way they want to receive it.

hawaii-sites2If you want to implement a lasting way for you to authentically close on more business, join us at the Wake Up Profitable Boot Camp for Business Owners on April 28-29, 2015 in Hawaii at:

http://www.wakeupprofitable.com

Filed Under: Blog Tagged With: sales tip, wiring

  • Contact
  • Members Only
  • Affiliates

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

This site uses Akismet to reduce spam. Learn how your comment data is processed.

Members Login

Click to login

Download(s)

Your Download(s)

Wake Up Profitable Live Event

The Wake Up Profitable Intensive Boot Camp for Business Owners draws in successful entrepreneurs committed to attaining stronger marketing systems, skills and profitability that has resulted in:

  • Increased productivity by over 40%
  • Improved sales 90% in 30 days
  • Freedom to enjoy life by aligning and systematizing their business
Scale Your Business Now!

Profitability Lab Introduction

In this live session you will:

  • Explore what’s possible for you with a brand new approach to profitability
  • Instantly find more money and time in your business
  • Discover how to shift from “busy” to profitable
Register Now!

Goals in Gear

Webinar: Get Your Goals in Gear

GET YOUR GOALS IN GEARGet Your Goals in Gear is a 65-minute webinar that will help you set your goals — and bring them into reality. Take your business to new levels with an actionable plan of specific measurables, strategies, milestones and actions.

Learn More

Me, Myself, and Why?

Me, Myself and Why? Best Selling BookBOOK: Me, Myself, and Why? The Secrets to Navigating Change

The Most Valuable Book You Will Ever Read: Discover how one foundational tool can give you the courage to take you where you want to go in life.

Learn More
  • Business Mentoring to Scale Your Business
  • Interview with Lisa Mininni
  • Media Center
  • Events
  • Blog
  • Success Stories
  • Free Resources
  • Best Selling Book
  • Contact
  • Members Only
  • Affiliates
  • Social Media Link Excellerate Associates
  • Social Media Link Excellerate Associates
  • Social Media Link Excellerate Associates
  • Social Media Link Excellerate Associates
  • Home

© Copyright 2025 Excellerate Associates ·| Powered by Essential IT | Privacy Policy