- In this video, we're gonna look
at how to sell face to face
and the three things that you must do every single time.
(tranquil music)
Hi, I'm Matt Elwell of the Elite Closing Academy
and in this video,
we're gonna look at the three things
to sell face to face that you must do every single time.
Many, many, many, many, many people ask me
how do I sell face to face?
One thing that has served me beautifully
all my career, actually,
since I was knocking on doors in the city of Birmingham
as a 17-year-old cold calling
is the first thing you must always do
when you're face to face
is ensure that the person that's sat the other side
is a decision maker.
You must qualify the person
that you are speaking to
can make decisions wherever possible.
Now, for those of you that work
in much bigger organizations,
a corporate world, right?
Don't worry about it.
It's people and people.
The human-to-human world.
If you're in a bigger business,
there are times where sitting
in front of a decision maker
at the beginning of the journey
is much more difficult
and you've gotta speak to influencers,
you've gotta speak to, and that's all good.
And again, the same applies.
Make sure that the person sat behind the desk
is extremely important
and wherever possible the decision maker.
That's the key thing.
The second thing that must happen
is the opposite to nearly 90% of what I see
is less telling and talking and showing
and much more asking, understanding and listening.
So the second part of face-to-face sales
is very much about having a system
that you can follow and make it all about them.
Make it all about what they need from you.
What they have seen or heard about your product or service
that when implemented in their business,
gets them something they're not getting now
and the way you do that
is by asking, not telling.
Now, of course, there are times
where it's important for you to share information,
the features, the benefits,
how long it is, what's the investment of money,
what's the investment of time?
Of course, you have to have that aspect
of the sale in your locker
and the way you do that,
is to make it about them by asking, not telling.
Here's a great example.
What information would you need from me
so that you can make an informed decision?
That's how you sell.
Not let me tell you about what you're gonna get.
And then start rattling off features and benefits
because you only have to say one feature
or one benefit that they're not actually looking for
and they're out.
Just remember, the one thing that the person sat
across the desk from you has got going on inside their brain
is what's in this for me?
That's what buyers are thinking all the time.
What's in it for me?
How does this help me?
What result am I gonna get?
That's what they're thinking about all the time
and the moment you are not relevant
to that answer, they're out.
So you must watch out for that.
So qualify, then once you've asked them lots
of powerful questions around pain, urgencies,
needs, trust, gathered helpful information,
you're about to transition into the third aspect
of face-to-face sales.
But there's one thing you must do first.
After you've got all that information,
before you've made them a written proposal,
you have to make a decision
whether or not you believe
that making a written proposal
and considering working together seriously
should happen next
and that's where you transition into the third thing
that you must have on every face-to-face sale
and that is a beautiful little word, us.
Qualify, make it all about them
and then decide whether or not us happens or not at all.
So before a written proposal,
you've gotta be quite comfortable with saying hey,
thank you so much for sharing all that information.
The truth is I don't think I can help you.
I don't think I can get the result you're looking for
and introduce somebody else,
promote somebody else's business that you trust
and then take them out your pipeline.
There is no point trying to turn a mackerel
into a tuna fish.
You're not gonna sell it to the tuna fish fisherman.
So if it doesn't fit, toss it out
and that is your job
and every time you're face to face,
qualify you're talking to somebody
that needs you, that has the authority to decide.
Make it all about them.
Find out exactly what they need
and if at the end of that information,
you believe you're a good match,
transition into hey, I believe,
from what you've told me, we're a great match.
What do you think?
Yes, I think we're a great match.
Brilliant.
So here's what's gonna happen next.
I'm gonna put together a written proposal
for you to consider.
Who else is involved in the decision-making process?
How long does it take?
What information would you need from me
other than what you've got now
so that you can make an informed decision
and the next time we speak,
we can move ahead.
If it's really powerful, you can go hey,
this is perfect.
I have a three-day training
or I have a program or I have a system
that's gonna get you the benefit
and the result you need right now
from that you've told me,
what information do you need to know
so we can get now to move forwards?
That is exactly how you sell.
Qualify them and us
or not at all
and that happens before a written proposal
and that's how you sell face to face.
If you enjoyed that video on the three things
that you must do when you're selling face to face,
make sure you subscribe to the channel.
If you've got a team, make sure they subscribe too.
Ping the notification bell
so that you can get all the free trainings and...
watch all the other videos on the channel.