- We're gonna look at how you overcome standard
stalls and objections in conversation in a closing call.
Hi, I'm Matt Elwell, of the Elite Closing Academy.
If this is your first time here,
please subscribe to my YouTube channel,
but much more importantly,
ping the notification bell and share.
David came towards me in my two-day training as a solution,
in this role play,
for him in his business about closing deals.
And we've spoken to David,
one of my team who's trained by me
in the Elite Closing Academy.
We call it being ponted.
What are his pains?
How urgent is it?
What does he need to get better results?
T is for trust.
We've done all this, this is a closing call.
Hi, is that David?
- Yes.
- David, hi, it's Matt.
- Hi Matt.
- By the way, if you get a response like that
which was quite, sort of like if you can imagine
a smiley face, but it wasn't smiling,
it was like flat,
it's really important that you use a rapport word,
just to create that emotional memory within David.
So I've told you about that
so that you could look out for it again.
So we're gonna go again.
And he's gonna give me exactly the same response
first time around.
Hi, is that David?
- Yup. - David, hi, it's Matt.
- Hi Matt.
- From the Elite Closing Academy?
- Yeah. - So you're still like this.
So I need to carry on because at the moment
till I get a proper smiley face, David is not qualified.
From the Elite Closing Academy?
- Oh yes!
- There you go.
Now he's qualified.
He knows exactly who he is.
So now I got David qualified and he knows who I am,
I'm now gonna ask him a golden question
that is linked to my outcome.
In this case, it's to sign him up
for one of my two-day trainings.
David, thank you so much for giving me this opportunity.
The point of today's call is to get you booked
onto one of the next two, two-day trainings.
I've got November 17 or 18, or December 16, 17.
Which one suits you best?
- December, when was it?
- 17, 18.
- No, I can't make it.
- Understand you can't make that one,
we also have January 16 or 17.
- No I'm out of the country until February.
- Understand that you're out the country until February,
so let's get you booked onto the November one.
It's just four, nine, seven plus the 80.
What's the 16 digits across your card
and I'll get you done.
- Yeah, I need to talk to my
business partner about that one.
- Pause.
So just remember and I think this is absolutely critical,
what I was using there is something called, the three A's.
Agree, appease and accelerate.
So the agree part is, he's out of the country,
appreciate that you're out of the country.
That's the agree.
So flip back with me, let's get you booked in November.
That's before he goes.
So that's the appease and accelerate
back into my outcome of getting you booked on.
So David, of course you need to speak
to your business partner, agree.
Appease, in fact I wouldn't want you to come
to my two-day training if your business partner
was against solving the problem
that you were telling us about last week
of leaving money on the table.
Appease.
So let's get you booked on.
I've got November 16, 17.
What's the 16 digits across your card
and we'll get you your space booked.
- Yeah I really need-- - That's the accelerate.
- I really need to talk to my partner first.
- 'Course you do.
Agree.
Be clear with me, what information would your
partner need to hear from you today,
for us to flip straight back into right,
let's get you booked up.
- To know what results we'll get from the training.
- Right.
Let's imagine your partner is with us now,
what do you think the answer would be?
What result would you need to get from the two-day training
for it to be the greatest decision
that you and your business partner ever made?
- Well we would need to know that we'll
get more sales in obviously.
- Of course.
What else?
- And close more deals.
- Brilliant.
How many more deals would you need to close
as a result of my two-day training?
- Four a month. - Four a month.
Great, I'm in.
What's your 16 digits across your card
and let's get you booked up.
- But how do I know I'm gonna get the four a month?
- We don't know and that's the best bit.
What we do know is this,
when you come to the two-day training, and commit time,
money and energy, the results follow.
So first thing you got to do is commit.
So what's the 16 digits across your card
and I'll get you booked on.
- Again, I need to talk to my partner.
- Great.
So, let's do it this way.
What can you give me now, so that you don't miss out.
If your business partner goes,
"absolutely not, as I've already said
"I wouldn't want to come anyway",
I'll just give you your money back tomorrow.
So what can you give me today
and let's make sure you don't miss out.
- Well what can you do for the two of us?
- Super question, so here's how it works,
it's normally four, nine, seven times two plus the 80.
When there's two of you,
we save you 250 pounds if you're paying in full today
and it's just 750 plus the 80.
- So I can pay a deposit now,
and if he says no, then we'll get the refund back
and if we want yes, then we'll just pay the difference?
- Yes. - Okay.
- Great.
What's your 16 digits across your card?
- Four, seven, six, two. (laughs)
- So for those of you watching the video,
this happens a lot.
Just remember the context.
The context is, we've done all this stuff
and chucking in the partner at this stage
need to speak the partner, it's not acceptable.
Here's the reason why for those of you watching online,
hang on a minute that happens to me.
We'd already asked David previously
when we were prospecting, not closing,
when we were prospecting which means to understand him
and his business partner.
We normally ask who makes the final decision
and he said, "as long as I speak to my business partner now
"with all the information,
"the next time we speak, it can be me."
So as we'd already done that,
that was just a stall of David.
And it's a common stall.
It buys people time.
This is why one of the most powerful prospecting questions
you can have is,
who else is involved with the final decision?
What would they need to see in terms of information
so that the next time we do speak,
any fears or concerns they had been put to one side
and they're ready to rock.
That's a question you must ask in the prospecting unit.
In my two-day training,
one of the first things we do on day one
is focus on the prospecting journey
because if you gettin' that bit wrong
it will affect the close.
So if I have learned the right to use the three A's
that I just learned with David,
because I didn't understand him
from previous prospecting call
that would have felt really bad.
And he had been like, "look, sod off,
"I need to speak to my partner".
But I already talked to him about it
so I knew it was a strum.
And in the end, because I have this skill,
it booked both of them on.
So ask yourself this question, when you're in a close,
what are you hearing?
What are the little stalls?
What do people say just to push you away?
If you are getting stalls and objections in the close,
comment in the box and I'll answer it.
Give you the exact words that you need to say.
Just to get over it, it's called, the three A's.
Agree, appease, accelerate.
Comment in the box and let's have a look.
So don't forget, subscribe, ping that notification bell
and get your free content every Tuesday night at 5 pm.