In this video,
if you're somebody
who kinda doesn't really like selling that much,
I'm gonna give you five top tips
for you to follow so that selling becomes natural to you.
(tranquil music)
Hi, I'm Matthew Elwell of the Elite Closing Academy.
Now, call me old fashioned,
we are going to cover the top five things
that people that don't like selling need to know.
If this is your first time here,
then make sure you press the Subscribe button.
The most important thing actually
is make sure you use the notification bell
and every single Tuesday at 5 p.m.,
you're gonna get a free training from me.
My top tips for people that want to sell congruently,
not feel too pushy,
my top tips are to start
with this understanding,
this critical understanding
that selling, great selling
is asking questions
and what most people start with,
in fact, 94% of sales people start
whenever they sell telling people
what you should do, what you shouldn't do.
And that's actually hard selling,
when you're telling people
about all the features and benefits of your product
or service, that in my view,
when you're telling that is bad selling.
Telling is bad selling.
In fact, telling is hard selling.
When you're telling somebody
why they should do something,
you're no longer listening to them
and what they need.
So in my view, world-class selling
is to follow this simple principle.
If you're dealing with a world-class human being,
ask them a world-class question
about what they need
and then wait for a world-class answer.
That's how you sell.
Great selling is asking great questions.
So you gotta understanding
what your prospect needs
and the five things, five top tips
that I have for anybody
when it come to world-class selling
is firstly, just stop telling people
what you think they need.
That's the first thing.
Stop telling.
Second thing is ask them what's their biggest challenge?
Third thing is what do they need?
Fourth thing is once you know what they need,
get a quantitative answer,
understand when they say like we've got this challenge
or we've got this need,
how big a need is it?
If you create leads
and somebody says, "Yeah, our biggest challenge
"in marketing is we don't have enough leads,"
then rather than jump straight into like telling people
all the things about leads,
resist telling and listen and ask
and say, "Firstly, let me understand.
"Thanks for sharing, let me understand you.
"When you say I haven't got enough leads,
"what do you mean?
"How many leads would you like to get
"that you're not getting now?
"What is the average value of a lead?"
You gotta find out information.
And that is selling.
That's how you sell by asking and understanding.
You wanna get pains,
you wanna get needs, you wanna get a quantity
of wherever possible, make it measurable
so you understand how big a pain it is.
If you can't get an exact price
or if you can't get an exact amount,
you can ask a one to 10 question.
If it's a feeling that somebody's got.
Let's say you're a mindset coach or a life coach
or a consultant that helps people,
human beings if they're maybe suffering from anxiety
or stress, it might be that you can't measure
in the way that you would normally measure.
It doesn't impact the bottom line
or it doesn't impact a sale,
but it does impact a feeling,
you can say, "When you woke up this morning,
"on a scale of one to 10,
"with 10 being you felt really stressed
"and one being you didn't,
"what number would you give yourself?"
Even that itself is actually selling by understanding.
That is really, really important.
And the fifth thing that I'd say,
once you've asked lots of questions
that are linked to the outcome
of us possibly working together,
this is called prospecting,
using amazing questions,
once you've found all that out,
the key you need it trust.
Trust works both ways
between you and your prospect.
You need trust
and when you've got those five things,
that's when it's time to stop selling
and to stop asking and to close the deal.
The place to start is to ask
what is it about this laptop
that interested you,
how do you think this laptop
might be able to get you an even better result
than you're getting with the current laptop?
Or even better,
help me understand how do you use laptops
in your business now?
What role does technology, laptop technology play
in your business right now?
You must ask questions
that are linked to your outcome
so that the prospect answers of their own accord
rather than answer questions having been told.
And remember, when people are telling you,
when sales people tell you
about their product and service,
they're making assumptions
that the information they're giving you
is important to you.
Wherever assumption lives,
presumption lives and when you're in assumption
and presumption, 94% of sales people
across the worlds assume
that they know what you're looking for
and I believe that becomes a hard sell.
I believe that becomes totally,
it's not congruent with selling
from your heart, not your head.
You've gotta ask people
what do they need, what do they want?
What do you have, whether it's a product,
or whether it's information, or a service,
that they don't?
And by not having,
what impact does it have on the business?
That's how you sell.
You've gotta understand people by asking.
So if you wanna sell a laptop,
first thing you gotta understand where laptops fall
in their business.
What do they use 'em for now?
What results are they getting using the one
that they've got?
More importantly, what other aspects
of technology do they need
that they haven't got now with laptops?
It's the gap between what they haven't got
and the technology that we're buying
that gets us even better results
that solves problems
because this didn't have certain aspects to it.
That's what you make a purchase on.
Let's pretend I'm your perfect customer
and I wanna buy it.
And I'm gonna buy it and you've got 60 seconds
to pitch it to me.
What do you think the first thing 94%
of sales people do?
Start by telling me what they think I need
and the thing that you must do
is start with a question.
That's how you sell.
Selling is asking powerful, world-class questions.
That's selling.
This is about you from within being comfortable
in selling your products or services,
so any questions you've got about what we've covered
in this video, post them below
and let's communicate.
It's really important to me
that if you are somebody who's not a big fan
of selling that we change that
because here's the great news.
Just imagine if, and more importantly, when
you master congruent selling,
imagine how many things change for the good in life?
Not only do you serve more people
that need what you do
but also, you serve yourself,
your family and the universe really
by becoming more successful
at selling and more importantly, closing deals
for people who need what you do.
So hit the Subscribe button
and watch some more videos
and send any comments my way.
I'd love to interact with you.