In this video, we're gonna cover the big question
of why am I not closing enough sales?
(tranquil music)
Hi, I'm Matt Elwell of the Elite Closing Academy.
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And in this video, we're gonna talk about
and more importantly,
understand the answer to the big question,
why am I or why is my team not closing enough sales?
Well, firstly, you'll be asking a closing question too early
or at the wrong time
which creates uncertainty
and to make this very easy to understand,
we train, in the Academy, a simple system
that you can follow
and once you understand,
you will start to see a huge difference
in the amount of closing that you do.
So to be clear,
closing is different to selling
and the system is understanding the serve,
sell, close system.
Many, many, many businesses, many people,
many coaches, trainers, consultants,
experts, entrepreneurs will often get
to the end of the month
and say, "It feels like I've been really busy this month,
"like I've been doing 15-hour days,
"I haven't seen the kids,
I haven't had a holiday,"
whatever it might be,
"but it doesn't feel like I've been rewarded financially
"with number of customers
"and the number of paying clients."
If that's you, you have to review the serve,
sell, close cycle.
Are you serving too much?
Are you selling in the wrong way, too hard?
And are you closing enough or at the right time?
So to help you understand,
I'm gonna show you the opposite
of each of those words
so that you're really clear
on what needs to be done differently.
Many of us love to serve
and it's crucial that serving,
nurturing, giving information for free,
connecting with people,
understanding what their challenges are,
that is all called serving.
The opposite of serve is actually to hold back.
So if you and your team are giving information away
for free and the consumer thinks
that they can take it away
and implement it,
the truth is your 12-month mentorship package,
your financial service that takes 90 days,
whatever it might be,
cannot be mastered in a short video
or in some data,
it takes time which is why those packages
and services are packaged over 90 days,
over 30 days, over a year, whatever it might be.
So if you're serving too much
and giving information away too much,
it ends up that the person that you're trying to serve
will be held back
because they don't understand the intricacies
of the knowledge that you have
and remember, it was them that came towards your knowledge
and your information
as a solution to a problem they've got.
So if you're serving too much,
you're actually gonna hold people back.
Secondly,
selling.
I believe that bad selling
is people telling, telling you
what they think you should do,
using assumption and presumption,
that they assume to know where your problems are
without having ever asked
and again, the opposite to selling is get.
And when sales people
are more focused on you being a number,
you being their commission
that gets them on their family holiday in July,
when they're trying to get you
to do something, when they're trying to persuade you
to say yes,
that's when they start to use techniques and tactics
that are focused and centered on them getting a result
and not you getting the result
that would solve a problem.
So just to be really clear,
in the Elite Closing Academy,
we class great selling
as asking powerful questions
that enable us to understand prior
to us proposing a solution to a problem.
That's critical.
And lastly,
close.
The best analogy I can give for this
and I want you to recall in your own memory
your very first passionate kiss.
Think about the first time
that you went in for your first-ever passionate kiss
or the first time you've kissed a person,
the human that you're in love with right now
or that you're seeing,
that moment when you have to decide
if I go in for the kiss and get rejected,
oh, that does not feel good,
closing the deal is exactly the same.
It's about timing,
it's about having earned the right
to ask the closing question
which would be a logical next step
to solve their problem,
the business' solution.
When you're the solution,
you get the timing right of the close
and you do it from a place of love,
you do it from a place of knowledge,
you do it from a place of trust,
it's logical for the person to say I'm in,
let's get it done, let's get it started,
let's get this problem solved now.
That is power.
Now, the opposite of close
is leaving it open.
So if you have open-ended proposals
because you haven't followed them up,
you haven't closed
and they still have the problem
that brought them to you in the first place.
It's critical that you master serve,
sell, close cycle
and when you do, guess what happens?
You close everything that's closable
because through serving and selling,
you'll earn the right to ask a closing question
to a person or a business
that needs what you do.
If that's been helpful,
three things I want you to do.
First, comment in the box below.
What is your serve, sell, close cycle now?
And what works?
How could we possibly help each other
to get even better?
Other thing is you must subscribe to this channel
and let people in your community know about it.
This is a powerful message
that helps people on a high level create wealth
and serve lots more people
through closing and lastly,
be sure to click the notification button
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and don't forget the videos on the other side of the screen.