There are so many ideas out there and it's
so hard to just boil it down to the
absolute essence, the most important
ideas.
Recently someone asked me, Mark, what are
your absolute best sales pitch for closing
business and it really challenged me to
boil down all of the best ideas out there
to just a couple of key ideas.
And so in this video, I'm going to show
you my 8 absolute best sales tips for
closing business.
Check it out.
Number one the close doesn't matter.
We spend so much time thinking about how
am I going to close the sale?
But actually if you use an effective
systematic approach the close is the least
important thing I once had a mentor who
used to say Mark if you start a sale
strong it ends strong naturally start
strong and strong.
So be stronger upfront asking better
questions being more effective using the
tips.
I'm about to share with you.
So that way the clothes ultimately doesn't
matter.
The close is a natural outcome of the
conversation that you have had.
Don't worry about the clothes worry about
what setting up that close number to have
a systematic approach for asking
questions.
There is way too much haphazard selling
going on out there right now.
I see it all the time.
Most salespeople are just asking questions
are doing whatever is coming to their mind
at that moment yet.
The best salespeople have a systematic
approach for asking questions of their
Prospect.
They know exactly which questions to be
asking at what time because asking good
questions is all about asking the right
sequence of questions.
Not just asking one great magical
question, but instead asking the right
questions in the right sequence.
Having that systematic approach for asking
questions is going to have a huge impact
on your Effectiveness and seller number
three always ask about the math math is
such an important part of selling because
ultimately we don't create value in the
sale without there being math.
Now it's easy for us to say.
Oh, yes, and when you do business with us,
you're going to get a three hundred twenty
one percent ROI.
That's silly because we all know that
that's just.
As boilerplate crap instead, what we want
to do is understand their problems and
understand the value of solving those
problems and so starting to ask questions
around the math of what that costs or in
our case for example in our agency.
We're always asking about the lifetime
value of a.
What's the lifetime value of a client or
what's the value of a client for the next
two years?
So when they start to understand the value
of a bring on a new client just bring on
one new client is suddenly hugely valuable
to them walking them through the math of
both what they're missing out on and what
they could be getting if they were able to
improve their systems.
So cute number four value must come from
them.
Not you.
This is an area where I think a lot of
sales people miss the boat.
They want to talk about numbers but they
are the ones that are bringing the numbers
to the table.
They're talking about the value as opposed
to letting the prospect create the value
themselves.
And so this is we're both doing math with
them and getting them to State the value a
good example would be you're talking about
challenges with a prospect about that.
Different let's say operational challenges
that you're having and so it would be easy
to say, you know, what we find is that
with the challenges you have is probably
costing you a million dollars the prospect
may or may not agree with that instead
just say George.
I appreciate the challenges that you've
mentioned.
What would you say these challenges are
costing?
Or you can phrase it another way George if
you were able to solve these challenges,
what would it mean in additional profit to
the organization now, they're bringing
those numbers and they are stating the
value that your solution brings number
five talk budget not price.
This is everything salespeople bottom
performing salespeople in particular are
way too quick to talk about.
They jump into a price conversation as
opposed to a budget conversation, which
should come at the end of Discovery.
So what this means is that you want to be
going through a good Discovery
conversation where you're establishing
value that they're bringing to the table
and then you have a conversation after
you've done that around budget when you
talk about budget or a range of budget
that is realistic for them and get on the
same page with budget before you present
Your solution now.
Know if you're even on the same page
before you even get into that presentation
or you get into putting together that
proposal we never want to be talking about
price.
We want to be discussing budget number
six, learn the decision-making process.
This is so big.
It's so easy prospects are so happy to
talk about their decision making process.
It's so easy for them.
This isn't some secret.
I think we just sometimes the sales people
freak out because we're like, oh, I don't
want to ask if their decision maker
they're going to get mad.
Yeah, of course.
If you say are you the decision maker
they're going to say yes.
I'm the decision maker in they're going to
beat their chests.
But if you say hey Lauren, can you tell me
a little bit about your decision making
process for this kind of a project?
They're gonna be happy to answer that
question.
Church would you mind just giving me some
insight into your decision making process
they're happy to give that information and
now you know what you're getting into you
were going to find out the who you're
going to find out what that process looks
like and you can find out the when right
you can get a sense of how long is this
going to take have a thorough conversation
around their decision making process so
that way there are no surprises after you
give that presentation.
And by the way, you may find out that
there are other people you need to include
in this conversation.
Before you really give that whole
presentation learn that decision-making
process numbers having get constant
feedback.
It's so important that particularly once
we're in the presentation phase of a sale
that we are constantly getting feedback
from the prospect making sure that we're
all on the same page that they're nodding
their head or they're like, yeah, that
makes sense.
Or if they're like, no actually this
doesn't make sense what you just said.
Now, you can audible you can adjust what
you want to be doing is when you're giving
a presentation or if you're just making a
statement or you're sharing a bunch of
ideas with them after you do that.
You just want to do something simple.
Like does that make sense or based on what
I just told you are we still on the same
page and now they're going to say yes or
no and you want to know either way so you
can either adjust or you're now getting
them to the point.
When they're saying yes, yes.
Yes.
Yes so that way by time you to the sale
now, they're already on the same page.
So so effective in the data consistently
supports this strategy number eight always
have a clear and scheduled Next Step.
I feel like I'm talking about a lot of the
same ideas lately, but it's so important
don't get mad at me don't write in the
comments that oh, you've been talking
about clearing scheduled Next Step a lot
only do that.
If you have been scheduling clear and
scheduled next steps every single time
using that calendar invite and you are
just a master of next steps because I see
so few people who are great at scheduling
next steps with Prospect.
I don't know why but there was so much
pressure apparently to just say, oh can I
follow up?
You next week.
That's weak instead.
Say hey Gary.
Do you have your calendar in front of you
which they always do because it's on their
phone and say okay great.
Could we just take a look at the calendar
and just make sure so we can avoid that
back-and-forth can just schedule maybe
even 15 minutes just to check in and make
sure we're still on the same page blah
blah blah.
I don't care schedule that clear Next
Step.
So there are my eight absolute best sales
tips to closing business.
And if you enjoyed this video that an.
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