nothing is more frustrating when you
spend all that time and effort talking
to a prospect and at the end you don't
close the cell today I'm going to teach
you three most important skills that you
must understand and master in sales if
you want to be a successful entrepreneur
or a successful sales person you see
most people don't know how to
communicate if you will know how to sell
almost no one knows how to close if you
are sales person if you are a business
owner it is your duty it is your
obligation to close that sale now maybe
they're kind of close that happens maybe
it happens after a presentation that you
have given in a conference room maybe
happens over the phone maybe happens in
a shop maybe happens in a showroom or
maybe happens in a home kind of setting
or maybe happens after you do an online
demo whenever and wherever a closed that
is supposed to happen it is your
responsibility and your responsibility
alone to close that sell most sales
people do not get this right you get
very good at everything else they are
very good at prospecting all maybe they
get very good at a cold calling they are
doing very good in terms of outbound or
they're very good at giving
presentations all they're very good at
giving people gamble online but unless
you close that sell nothing happens you
become a very very good presentation
giver you become a very good demo guy
and guess what
those things don't get you to the bank
closing is the only thing that gets you
to bank it so today let me teach you
three things there's three skills that
you must know three important skills you
must master if you want to learn
but sales skill number one the ability
to emphasize with your customers you see
if you're selling low ticket item of
your selling commodity
you're working a retail shop people come
in they grab and go or you're selling
something that's like transactional they
just show them the aisle or you show
them stuff well you don't really need to
have empathy because you're just
providing a quick answer a quick
solution however if you're selling
anything that is significant if you're
selling something that's like high
ticket you need to have deep empathy one
thing I always say is this people don't
care how much you know until they know
how much you care when you are selling
something and a higher price and a
higher transactional value your
customers need to know that you've got
their back and you have to be able to
connect with people you know what if you
want one big secret when it comes to
having tremendous success when it comes
to closing here's one give a damn
actually give a damn about the
well-being of your customers give a damn
about the results give a damn about
their outcome when you give a damn if
your product or service are not a good
fit you're gonna tell them it's not a
good fit if there's other people there
are the people that could provide a
better service better than you you will
not hesitate to recommend that to your
prospect that is what I'm talking about
giving a damn and was doing a roleplay
with one of my students during one of
our live classes right we were doing
roleplay and he was saying all the right
thing he was asking the right questions
and kind of following the formula right
saying the right words but I said you
know what you're not gonna close and
it's like oh how come I'm saying all the
right thing I'm falling the formula I
said I don't feel like you give a damn I
don't feel like you care there's no
empathy you're like a robot
all your answers and questions are so
mechanical and so robotic I don't feel
the connection I'm not able to connect
with you if I don't connect I now don't
do that you care I'm not gonna buy
and at first he was puzzled he didn't
quite get us and do it again
and they do it again he'd do it again
and do again and then finally after
multiple times is it now that's better
now it comes across that you actually
care about their well-being very very
important to have the ability great
closers have the ability to develop
their deep connections with their
prospects skill number two and that is
the ability to uncover challenges and
discover your prospects pain points I
always say no ping no cell the problem
is is not that you don't know how to
sell the problem is you don't know how
to diagnose most salespeople they talk
too much they don't know how to ask
questions
you're losing sales not because you
don't have product knowledge you know
your product or service is very very
well you're losing sales because you
cannot diagnose exactly what your
prospects problems and concerns are see
your product doesn't drive sales nobody
cares about that problem
twice sales in order for you to motivate
inspire and empower your prospects to
buy right now you need to be able to
understand and diagnose exactly what
their problems are does that make sense
so think about this is where they are at
where your passback is at this is where
they want to go from where they're at to
where they want to go guess what this is
a gap there's this gap it is your job as
a closer to make the prospect understand
how your product or service or solution
can bridge that gap if you don't
understand what this gap is you're not
gonna close to sell if all you do is
keep pushing your features and benefits
they're not gonna buy that doesn't
motivate them to buy then you're gonna
get objections like yeah you know what
that sounds good but I kind of want to
think about it let me get back to you or
maybe follow with me in six months when
you can help your prospects understand
that you are the perfect company to help
them bridge that gap
when they buy see sometimes the problem
is not what it sounds like or what it
looks like
prospects don't even know exactly what
the problems are they might say they
come to say hey I want XYZ and they
might think it's Y see that's what's
gonna solve their problems but actually
the action needs something else maybe
they need DFG right they need something
completely different but they don't know
it's your job to help them understand
it's also your job just goes beyond in
just your products and services it's
your job to understand the big picture
and how your products or services that's
fit to help them solve that problem you
cannot do that if you don't have the
ability to uncover challenges and
diagnose their problems skill number
three and that is the ability to handle
objections now if you've seen this a lot
people talk about how to handle
objections in sales you know your
prospect says this then you're gonna say
that this is how you're gonna respond is
how you gonna reply all that is good but
my approach when it comes to objections
I actually do not like to handle
objections because the way I see it is
if you're thinking about handling
objections you're being reactive you're
waiting for the prospect you say this
then I'm gonna do that it's like a
martial art right someone throws a punch
and then I'm gonna do this and then he
throws a kick then I'm gonna do that
you're always playing catch-up you're
playing defense
right I would much rather play offense I
believe the best defense is a good
offense I like to preamp objections I
like to set the agenda so objections
don't even come up done properly
objections don't even come up and
another thing that I believe in is I
don't use the script a lot of sales
gurus or trainers they want to teach you
okay this is a script that you use this
is exactly what you're gonna say this is
how you say line by line I compared that
it's like you're going to a boxing match
with a predetermined plan I'm gonna
throw a jab and then he's gonna do this
and I'm gonna throw a hook I'm gonna
throw it cross I'm gonna throw over cut
it is
you cannot pre-plan too much you need to
have flexibility loosely set you got to
be like water my friend right to be able
to do that I much prefer to Priam
objections versus handle objections p.m.
it's proactive handling it's reactive
there are better and smarter ways to
sell and clothes you don't have to do
what everybody else is doing there are
better ways to do this I teach a
methodology called high ticket closing
we now have students in over a hundred
and fifty countries now is a ninth
season that we have if you want to learn
the skill the art and science of closing
no BS no nonsense what works right now
when it comes to selling premium
products or services click a link here
here and join us on Nick seasons
starting very very soon so go ahead
check it out see for yourself why do we
have so many successful students why do
we have so many successful closers
there's a reason for that
so go ahead join us I look for a singing
class