- Stop!
You see as a closer,
as a sales professional, as an entrepreneur,
we need to take time to stop and think about
are there missing opportunities?
Are we leaving some money on the table?
Today I'm gonna teach you a few simple closing techniques
that you can use today to close more sales.
Now when it comes to closing,
one of the most important skills
that you need to develop as a closer
is the ability to listen.
Remember that we close with our ears,
we don't close sales with our mouth.
We need to listen, listen with intent.
And one of the techniques that I use,
it's very, very simple but I'm shocked
how many closers don't use this simple technique.
And that is this, simple paper and pen.
Now, what am I talking about?
When you are listening,
when you are closing on the phone,
instead of, "Okay, here's what I'm gonna say,
"here's what I'm gonna say next."
and maybe you have a script in front of you
when you are learning how to close sales,
that's perfectly fine.
In the beginning, everybody does that, I did that.
But after a while when you get better,
when you master closing,
you don't need a script anymore
because you want to flow, you want to sound very natural,
very conversational, you're just connecting
with the prospect.
Then in this case, you wanna have paper and pen,
and you're taking notes.
Now, why is this so important to take notes?
Because let's say you are spending 30 minute,
40 minute, 50 minute, an hour, two hour
on the phone with a prospect
when you are talking, when you are listening,
the prospect might give you a lot of valuable information
that later on you could circle back,
and use during closing.
So let me give you some ideas,
you want to mirror the exact words
that the prospect is using.
Example, let's say you're selling B2B,
and the prospect is using revenue
to describe what they're doing.
I wanna increase my revenue, I wanna grow my revenue,
guess what?
Put that down, revenue.
If they use revenue, you don't use sales,
you don't use money, you don't use profit,
you use revenue.
If they say, "Oh yeah,
"I'm doing this because I want to make more money."
Okay, money.
Or, "I wanna do this because I want to double my income."
Double my income.
So later on, during the close,
you could circle back and use hypothetical.
Such as whatever it is that you've written down,
let's say double income,
"Well you know Mr. Prospect,
"suppose this program could show you
"how you could double your income,
"how would you feel about that?"
And boom, now you are demonstrating that
hey, we are listening, we are listening to their needs.
And then later on when you circle back,
and you echo back exactly what they told you,
what you're telling them,
"Hey, you care.
"You understand what I need,
"you understand what I'm looking for."
Why, because we've been taking notes all along.
Instead of us pushing our agenda,
pushing our features and benefits,
and how good our product is, simply take notes.
Now another technique that I use
is I will tell them I'm actually taking notes.
So let me give an example.
Think about in your life,
where was the last time when you were talking,
someone was taking notes?
When was the last time your kid
takes notes when you're talking? (laughs)
Like almost never, right?
So think about when was the last time someone takes notes
when you're talking.
What it tells you is that,
"Hey, this is important,
"I need to pay attention to this", right?
So imagine on the phone,
I'm talking with a prospect,
and he or she is telling me what they're looking for.
And I would tell them, "Hey, you know what, Mr. Prospect?
"This sounds very important,
"let me grab a pen and some paper, go ahead,
"tell me exactly what you need"
and you'll notice they'll suddenly be like,
"Okay, alright, I'll tell you exactly what I need."
And then they would open up
because you're telling them,
"Hey this important, let me take notes."
My students use this technique on me all the time.
Sometimes with my team, sometimes with my mentees
when we're together.
And then when I'm saying something,
and I'm talking about certain things,
and I'm sharing a story, and
"Oh" (stammers) they call me Sifu,
"Sifu, let me grab my notebook."
And they'll be taking notes,
or they'll turn on their recorder,
"This is important."
And suddenly now, I'm all excited
although I taught them the technique,
and I know they're using the technique on me,
but now I'm like, "Alright, you're taking notes,
"let me share more,
"let me give you more", right?
It's human nature to do that.
Good old paper and pen, now one of the things
that you don't wanna do is,
"Oh Dan, can I just take notes from my computer like,
"like that?"
Do not do that, it's a big no no
because when you, you know those telemarketers?
When they call you, they cold call,
and you hear them typing like,
in the background like this,
it's extremely annoying.
So do not, especially during a Zoom call,
a Skype, or anything like that,
do not be doing the keyboard thing.
Good old paper and pen, extremely powerful.
Remember you close with your ears,
not with your mouth.
Now these are very simple closing techniques that just work.
If you been following me for a while,
and you've watched a lot of my closing videos,
maybe it's on different sales techniques.
And you say to yourself,
"Wow, this is incredible.
"How do I learn more?"
Now you may be getting bits and pieces
of information, a three minute video,
a five minute video, a 10 minute video,
I'm telling you that that's only a tip of the iceberg.
A few times a year, I teach a live program
called High Ticket Closer Certification Program
where I teach students from all over the world
through a seven week period.
And each week we teach
beginner class, and I teach you life
for three to four hours.
If you think a two, three, four minute video is good,
imagine me, the king of high ticket sales,
Dan Lok teaching you
high ticket closing techniques
for four hours every week for seven week straight
to transform you from an average, decent salesperson
to a world class closer.
Seven week transformation,
and you can participate from the comfort of your own home.
If you wanna learn more, I'll put a link somewhere
around this page, and click on a link,
and you can book a time with one of my previous students
who have graduated High Ticket Closer Program,
and you ask them any questions you want.
Now these are not some slimy, sneaky salesperson,
these are my actual students
who have gone through the program,
who have experienced the transformation,
and now is closing full-time.
Go ahead, and book a time with them,
click a link somewhere here.
And ask them what they think,
and see if this is a good fit for you,
and if it is great, I'll see you in class.
If it not, that's perfectly fine,
but I can promise you, if you're getting value
just from watching a few minutes from my video
here and there,
HTC, The High Ticket Closer Program
will transform your business, and transform your life.