- There's no worse feeling when you are this close
to a sale and the clients says,
"I'll think about it and get back to you."
- Or, "I don't think this is right for me just now
"but it sounds great."
(bellows)
- You've put in all this hard work so far.
Maybe you've sent them a proposal,
maybe you're chatting over email,
maybe you were actually in a sales meeting
and you just can't quite get them over the line.
- Well, we want to make sure that you avoid the
I'll think about it scenario in the future.
So keep watching as we show you five reasons why people
aren't buying right now and what you can do about it
to close more sales.
- Let's do this.
(bellow) (explosion)
The first problem you need to overcome
is making sure that they actually feel a problem.
Are they stuck?
Frustrated?
Unhappy?
Tired?
Grumpy?
Sneezy?
Doc?
Dopey?
(both laugh)
I felt like I was naming the dwarves
and then just went with it. (laughs)
- That wasn't good.
- That wasn't in the script.
How badly do they feel that problem?
And do they feel it enough to actually want your solution?
- For example, if I have an abundance of pens handy,
like this, great pens too, I'm not going to feel the need
to buy a new pen.
So telling me all the features of your fancy dancy new pen
isn't gonna help.
It could be the best flowing, most stylish,
best ergonomic pen in the world,
with a limited time only discount offer,
and I'm still not gonna buy that pen.
I need to see and feel like there's a problem
in the first place.
So if I had to sell you a pen, I'd probably ask first,
"Do you write a lot?"
Yes, okay well, do you sometimes get pains and hand strains
in your hand after writing for a long time?
Yes.
Well did you know that over 30 000 people
go to the physiotherapist every year
due to hand strain from writing too much?
Do you have an ergonomic pen
that will help you with that?
No.
Well then maybe you should look at my pen
because its ergonomic design helps prevent hand strain
so that you can write for longer,
without your hand ever hurting.
Do you want to take a look?
Did you Google that there was actually 30 000 people
that get hand strain?
- Salesman lie Pete, salesman lie.
- You just made that up, didn't you?
- Don't lie kids, don't lie.
- Okay so you see, people only buy
if they feel the problem.
So if you want to close more sales,
make them feel the problem more.
- And please remind me never to go into the pen business
with Pete (laughs).
I don't think I can deal with him.
- I can give you a pen.
- I don't think I can deal with that sales pitch.
- He really needs a pen.
- I'll shove that (beep).
The second thing you need is desire.
Now once you've highlighted that problem
that you solve in step one,
the desire should come easier.
Because what does that life look like
if that problem is solved?
How much money do they make?
How much more time do they save?
How popular or sexier are they gonna be
with that brand new pen?
- Yeah.
(sensual music)
Or how happy are they?
'Cause people buy on emotion
and not logic, so once they feel the problem,
can you paint a picture of what their life will look like
after that problem is solved?
Now this is the part that can feel a little bit icky
and slimy salesmen will ham this up
and it can come across as really pushy
or disingenuous, and we know
that you don't want to come across like that.
So what we're basically saying is
just find out what their goals are.
Find out what they want to achieve,
and try to resonate and empathise with them.
And if your product or service does actually solve that,
it does actually help them achieve that goal,
then tell them.
- Yeah, this is when we need to
get over that imposter syndrome that we all feel,
and put our best foot forward.
Because we're here to tell you that you are awesome,
and you need to let that shine through.
- And the way to do that
that might make it a little bit more comfortable to you
is to take the spotlight off you
and put it to your customers,
like tell you can tell customer success stories?
- For example, one of my pen owners
of my fancy dancy new pen
said that they never had hand strain again,
and they could write for longer.
Woo.
(both laugh)
The third thing you need to do to close more sales
is to make sure that your price is justified
and that they see the value when they see your offering.
Now let us know in the comments
if you've ever been told,
"It's too expensive, it's just too expensive,
"I can't afford that right now."
Have you ever been told that?
Let us know in the comments.
Here's the thing if you're a small business owner,
there's no point in trying to be the cheapest,
you do not want to be in a race to the bottom,
because there probably cheaper solutions out there
than yourself.
- Now it's not necessarily a good idea
to point out that there are cheaper solutions,
but we don't want to you
to stick your head in the sand either.
Because the price objection is rarely to do with price,
it's more about the perceived value.
Pete's ergonomic pen is more expensive
than a regular Biro, even though they suspiciously
look exactly the same.
- It's a different pen.
- But the value that Pete's pen brings
is much much higher.
- So if you know that you are more expensive,
when you're having that sales conversation
make sure that value you bring or the point of difference
about your product or service is super clear,
so that perceived value is increased.
- Now this brings us onto our next point nicely,
because they may see the value,
or they may still be comparing it to cheaper options,
or they may be something else entirely
that's holding them back.
So the forth thing that you need to do to close more sales
is objection handling,
and even better than that, proactive objection handling.
For example, when you're having that sales conversation,
they may not actually tell you
that they're comparing it to something cheaper,
and so when you ask them if they want to go ahead and buy,
you'll probably get the dreaded.
- "I'll think about it."
- And if you get that, here's what you say,
"Sure thing, is there anything holding you back
"in particular?"
- The more sales conversations that you have
the better you will become at overcoming these objections.
And the more you'll be able to do it proactively
before these things even come up.
- For example, we know one of the biggest reasons
that people don't join memberships
is that they feel like they don't have time
to actually do the stuff that the membership
is going to teach them.
Now we saw that problem from getting the same objections
time after time after time,
so we built into our membership, Atomic,
how to fix that problem.
So now whenever we're in a sales conversation
about Atomic, we know that 99% of the people
we're talking to, will be thinking
about that very same objection.
And rather than just waiting for that to come up,
we can actually explain how we fixed it,
and proactively handle that objection.
- We will explain when you join most memberships,
all they do is tell you a bunch of stuff
that you have to now do, which you don't have time to do
in the first place, which is why many people fail
when they join the membership,
because they don't have time to implement all the stuff.
However, when you join Atomic,
the very first that we do, is to tell you how to discover
your focus in your business,
so that you can stop doing a bunch of stuff
that you feel like you need to be doing,
but you really don't.
So that instantly you have more time back in your business,
not only to take part in Atomic,
but also all the other memberships that you are part of.
Happy days.
- So start working out what the objections are,
specifically the really common ones,
go fix those objections in your product and service,
if you haven't already, and then be proactive and prepared
to handle those objections in your sales conversations.
- Now all these things so far,
feeling a problem, desire, showing the value,
handling objections, only work,
only work, if you've got this fifth thing.
- Now before we tell you that all important fifth thing,
if you're enjoying this video,
please please subscribe down below
and we'll love you forever.
- Fifthly, you, yes you,
need to be 100% confident in what your are selling.
In fact, this is the biggest reason
you're probably not getting enough sales right now.
People will only buy off you, if they trust you.
And if you don't sound 100% confident
in what you're selling to them,
people are gonna sense that a mile off,
and they're not going to buy from you.
- That's the mindset that you need to have
when going into a sales conversation.
You need to be really really really really really confident
that you can help the person that you're selling to
with their problem.
And that the person is actually gonna get benefit
of what you are selling to them,
and if you don't feel like that,
then that is thing that you need to fix, first.
- Before you go make sure you subscribe to our channel
and leave a comment if you've ever been told
that you are too expensive,
if you're short on time, just say the word, "Yes,"
and we'll know what you mean.
If there's enough interest then we'll do another video
of how to handle that, "I'm too expensive," objection
in a lot more depth.
- I'm Andrew - And if you want a pen,
you should just hit me up,
just drop me a comment, I'll give you a good deal
on the pen, it's a great pen,
your hand will not be strained.
- I'm out.
- Let me. - I'm out.
- DM me, comment, yeah just drop me a comment,
there's a limited only amount available,
so if you'll let me know today
you might be able to get your hands on one.
Maybe I can even offer you a two for one offer
on these pens as well, pretty good value there.
Remember your hand will hurt less,
you'll be able to write longer,
you'd be able to do more work,
you'll be richer, and you'll be more successful,
because you can write more.
Like think about that, how much do you--