Closing the sale is still the most important thing
that we can do as salespeople.
Making sure that we have a process
for consistently closing sales
and that is why we must follow a process.
We can't be willy-nilly and all over the place,
and that's why we have put together
nine super quick and easy closing sales tips, check it out.
Number one- Focus on discovery, not closing.
Now you might be saying, "Hey, these are closing tips.
"What's going on?"
Well, the reality is that the goal is to close the sale,
but that doesn't mean that you have to focus on the close.
There is way too much focus in sales on the actual close,
that moment before the sale is figured out
where we're closing the sale.
Way too much is focused on that.
By the time you're at that point,
you either kind of had the sale or you don't.
Instead, what we want to do
is focus on the early part of the sale,
the discovery where we're really learning
what's going on in their business.
Focus on that part of the sale, not the close.
Number two- Show some insight.
We have seen in modern selling
that reps are focused too much
on asking questions early on in the sales process,
but the reality is, is that you need to demonstrate value
before you can start pegging them with questions.
Let's just imagine that you're a prospect
and I'm a salesperson and I say something like,
"George, would it make sense to get on the phone some time
"where I can find out more about your business?"
What's the likelihood that you're going to say yes to that?
Zero, nobody wants to get on the phone with you
so that way they can learn more about your business.
Instead, they want insight.
That means demonstrate insight early on in the sales process
so that way the person's thinking,
"Ah, this person's an expert.
"You know what, I do want to answer their questions.
"I do want to get into a conversation with them."
Number three- Get them talking.
Once you've demonstrated some insight,
now it's time to get them talking,
to get them to really open up,
to get them emotionally involved in the moment.
This means asking questions, finding out what's going on,
doing whatever you can to be focused completely on them
so that way they start to reveal what is actually going on.
Number four- Know your questions.
You want to have a consistent cadence of questions
that you're using with pretty much every prospect
to take them through a process
to determine whether they are truly qualified or not.
This means you must know
what those questions are ahead of time.
Now, this doesn't mean that we're a robot,
and we're just hitting them with the same exact questions
and we're never changing ever, of course not,
but you want to have a consistent cadence of questions
that you can follow that are both demonstrating value
and are getting the prospect
to reveal what's actually going on.
Number five- Dig, dig, dig.
Now we've just talked about knowing your questions,
but in between those questions, you want to dig deeper.
You want to really use a set of spontaneous questions
to find out what's going on.
So let's just say the prospect says,
"Oh yeah, things have been crazy around here lately."
You want to dig into that, how do you dig?
You simply ask, you say, things have been crazy lately,
tell me what's going on.
Get into the real deal of what's actually happening.
Keep digging.
Think of yourself as a doctor,
looking for what's really happening.
Number six- Be next-step-obsessed.
One of the traits that is consistent among top sales reps
is that they are obsessed with scheduling next steps
whenever they are in front of a prospect.
So they never end an interaction with a prospect
without ensuring that they have a clear next step scheduled.
This is so key.
If you're having a great conversation with a prospect
and then you end it with some version of,
"Well, why don't I check in with you sometime next week."
And then you walk away from that
and you pat yourself on the back saying,
Hey, you did a great job, you just messed up
because you did not schedule a clear next step.
Be obsessed with scheduling next steps.
This is the one time in sales
where we actually want to be a little bit more pushy
if we have to, schedule those next steps.
Be really firm about getting a next step on the calendar.
Number seven- Disqualify non-fits.
We want to disqualify people that are not a fit.
This is a pretty big shift
for people who have sold pretty traditionally,
which of course back in the day they used to say,
oh yeah, so and so is such a great sales person.
They could sell ice to an Eskimo,
which of course in this day and age
sounds like a ridiculous thing to say,
but it was what people were thinking at the time,
that the idea that you could sell anything to anyone
was somehow considered valiant or good,
but the reality is, is that top performing sales people
aren't selling anything to anyone.
They're selling the right thing to the right person,
and anyone who is not a fit, they're moving on.
Be willing to disqualify people that are not a fit.
Now, this doesn't mean that if a prospect
is a little cranky with you on the phone
early on in a conversation
that they're suddenly not a fit, no, no, no.
We want to disqualify people
after we've determined that maybe they don't have the budget
or they don't have the right sets of challenges
to be a real fit,
or they're not the right size organization.
Disqualify those people and move on.
Focus your time on people that are a fit.
Number eight- Only present to their challenges.
Now, I find myself saying this so much lately,
but it is such an important concept
in terms of closing sales
because we as sales reps get excited about our stuff,
but the reality is,
is that your prospects don't care about your offering.
What they care about is the solution to their challenges,
so only present to those challenges.
If you are presenting all of the bells and whistles
and the features and benefits of your product or service,
you are shooting yourself in the foot,
only present to the challenges
that they have already stated that they have,
so that way a sales process would look something like this.
You find out what's really going on,
what those challenges are,
and then you're presenting the solution to those challenges.
That's it, nothing else.
Number nine- Pause for objections.
Now, objections are inevitable.
No matter how strong you are in the sales process,
it's still is likely
that you're going to get some objections.
Now, if you have done a poor job in the sales process,
you're going to get a lot of objections, that can be bad,
but even if you've done a great job in the sales process,
towards the end, you're going to get objections.
Don't react, don't go on a five minute monologue
trying to answer every objection.
Don't try to convince them or persuade them
why their objection is not valid.
Instead, slow it down, pause, take a couple of seconds
and then dig into what's really going on.
Be willing to pause when you hear an objection.
The data shows that top performing reps
are pausing for about four seconds
when they hear an objection.
So the prospect says an objection, pause,
and then a top performing rep
digs into what the prospect is really asking.
They try to respond with a question
to find out what's going on, but what they're not doing
is going on a 90-second or three minute monologue
answering it and immediately responding.
That is immediately going to turn a prospect off.
So there are nine super quick and easy closing sales tips.
And if you enjoyed this video,
then I have an awesome free training
on the data driven approach
to help you crush your sales goals.
Just click right here to get registered instantly.
Seriously, just click right here.
This is an in-depth training
that will help you close more sales at higher prices,
all while generating more meetings.
Also, if you got some value
please like this video below on YouTube
and be sure to subscribe to my channel by clicking my face,
it should be right about here
to get access to a new video just like this one each week.