i'm a huge advocate on this youtube channel of always keeping your sales pipeline full
of consistently hitting your outreach targets and every single day hitting a large list of highly
qualified leads in your chosen industry for you to reach out to and arrange sales meetings with
because sales is a numbers game and you need to stay consistent to your outreach but that's
all well and good but if you can't close then you're not going to get anywhere now before
i jump into my top tips on closing tips that have helped me and my sales team close over 30
000 in new monthly recurring revenue in the last 30 days alone you need to understand what
high ticket closing actually is and the number one reason that businesses fail at selling high ticket
products and services i personally don't class anything as high ticket unless your product or
service is worth at least one thousand dollars but it doesn't matter if your company is b2c so
business to consumer or b2b business to business your offer is the most important thing your offer
must solve problems and must do at least one of these six things number one increase their number
of customers or increase their revenue number two reduce their current costs number three
expand their market share four save them time five improve their health or well-being and six
enhance their status now in my marketing agency the affluent agency the service we offer
is paid advertising our service is purely b2b so we work with businesses and we help them to
increase their revenue so we solve problem number one now we can track this easily on facebook and
other advertising platforms it's very easy for us to show a customer how much money they have spent
and how much money we have returned them but in the past we used to offer services like social
media management which is the organic management of someone's instagram and maybe their facebook
page is actually posting these posts on their behalf the problem is there is you can't actually
track what kind of return you're getting sure you can look at engagement numbers you can look at how
many likes comments and shares you've got but you don't actually know how much that actually equates
to sales which makes it a difficult sell for potential customers back in the day when i first
started my agency i tried to sell social media management as a service that increases clients
revenue number one but actually what it just does is it saves them time business owners know that
they need to be posting on instagram be posting on facebook be sharing photos and videos content
of their brand but a majority of them simply do not have the time because they're busy running the
operations of their business so instead of selling that service based on increasing their revenue
i should have simply sold it based on saving them time now the reason i'm telling you this is so you
cement your offer and ensure it is relevant to the solution your product or service actually provides
so before you go into any sales environment before you even think about closing consider whether or
not your sales strategy is relevant and congruent with the solution your service or product provides
okay so here are free closing strategies that you can use to increase your close rate exponentially
number one future pacing now this technique helps our potential customer envision themselves
after they have bought our product or service and this is very important generally people will not
part with their hard-earned cash unless they can envision in their brains what their life will be
like when they have actually bought your product or service how will their life change
how will a certain scenario change for them they need to envision that and they need to encompass
that feeling what i'm not talking about here is asking your potential customers to close their
eyes and say just imagine what your life is going to be like when you have this vacuum cleaner in
your life okay that's that's weird no one's going to buy a product like that i certainly
wouldn't what i'm asking you to do and what i'm going to help you to understand how to do
is start introducing future paced language in your closing and to start asking questions that'll help
your prospects envision what their life will be like when they are working with you so we're going
to make comments and use language that indicate that they have already purchased a product or
service and we're gonna lay out the future and what that actually looks like for them so let's
say you're selling advertising to a business like myself in my agency at some point in the meeting
i very often say something like look trust me in a few months we're going to be rubbing our hands
together looking at how much return on investment you're getting from your ads what i'm doing there
is i'm laying out what it looks like for them to work with me and i'm also allowing them to
feel their emotions before they've even fought them in their brain they're going to be thinking
about that meeting with me when we are looking at the return on investment on their ad account
and we're having a laugh at it and being like wow that really did work jordan so trust me look we're
going to be rubbing our hands together we're going to be looking at the return on investment you're
getting from your ads so we're painting that picture of what it is already like and presuming
that they're already going to work with us another thing i like to say is look when we've scaled your
facebook ads we'll probably move over to tick tock and snapchat as well what i'm doing here is i'm
selling facebook ads right now but i'm already dismissing it as a successful product presuming
that we've already worked on it with them okay so whilst i'm selling facebook ads right now
i'm future pacing onto the additional services that i'm gonna offer them once facebook had
successful despite that being the service i'm selling right now so i'm laying that aside and
saying this is what we'll do in the future because of course facebook ads is going to be successful
i'm presuming that they've already enrolled in that i'm presuming that they're already going to
be a customer technique number two assuming action now this is similar to previous future pacing
but instead of the future they're going to resume action right now we're going to lay out the steps
for this potential customer to actually become a customer and buy a product or a service and
get them on board now generally speaking in a sales based environment if people are not
pressured into making a decision they won't make one and by pressure i'm not talking about
high pressure sales and forcing something down someone's throat all i'm simply talking about it's
giving somebody the necessary push to take action and pull the trigger whilst you are speaking to
them so what we're going to do when we get towards the end of our sales meeting is we're going to get
permission to actually close them i like to do this in a simple two question close first
question do you think i can solve the problems you're facing as a business okay we are validating
that they think we are the correct person to help them solve the issue they are facing number two
are you ready to take the next step right yes yes what they're doing here is they're letting
us know that they have intention to buy okay that they actually want a product or have desire for a
product or service but it needs to go a little step further we need to assume because they've
said yes here that they're going to say yes to our price so they're already pre-sold so
we're going to offer a relevant service and we're going to go through our price and if we don't get
any immediate kickback if they're uming and ouring like most people are in a sales environment we're
simply going to nudge them over the line we're going to ask them questions like so can we get
started on monday or should we start with just facebook ads or email marketing too and notice
the tone there i'm very very relaxed okay should we start with just facebook ads or email marketing
too i'm assuming action i'm assuming because they've said yes beforehand that they've said
yes i'm ready to take the next step now regardless of my price because it solves the problem for them
and the paint point is there and i've made sure my price is relevant to them and it's still a steal
for them and the return on investment is there if your offer is correct at this stage we can assume
action okay so can we get started on monday right at this point they're probably going to be a bit
fumbled right they're going to be on the back foot you're gonna be like oh uh yeah okay maybe i can
because people are indecisive okay people don't really like to make decisions right away and so
when they're met with that assumption of action and they're met with an authoritative figure on
the other end of the phone or on a zoom meeting or face to face with them it actually pushes them to
take that action and it's the necessary step that many many people need to actually close i've been
in many sales based environments and i've assumed they're going to go ahead and that has made them
make that final decision on the phone so quick recap we're gonna get permission to close them
once we have that permission we're gonna assume action give them that little nudge over the line
okay so final technique number three the call out this is my personal favorite and there are not
many sales people out there that feel confident enough to do this right but if you do you're going
to increase your close rate exponentially believe me i use this all the time people are hesitant
we've already covered that and many people don't like to make a decision on a high ticket product
or service over the phone especially if they've only just met someone right but there was a reason
why at our agency over 70 of our calls are one call closers people have sent a cold email to two
weeks later they've jumped on a call with us we've closed them on multiple thousands of pounds on a
monthly package right because we've delivered the value throughout our call we've gained their trust
we have got permission to sell to them and we have presented them with an offer which is relevant
to them and solves the issue they are facing as a business right if you don't have any of that stuff
you really need to go work on that first before you use any kind of direct caller but even still
at the end of a call someone might be humming and arriving ah i need to think about this i need to
ask my wife i need to ask my my business partner i just need a couple of days and in that instance
i always go back and i say look we can sit and chat for hours we can jump on another two or three
calls but you know that you need my service to help you to get from point a to point b and we're
going to look at them dead in the eyes i'm going to ask them what is actually stopping you from
making the decision on this right now sometimes i leave out the first bit and i'll say okay fine but
we can sit we can chit chat we can jump on another call you can speak to your business partner but
what is actually stopping you from making a decision on this right now you told me you're
a decision maker so what's on your mind and what we're doing here is we're putting them on the spot
many people will think that most sales people are going to be okay with jumping on another call with
following up via email and many people are because they're afraid of the out they're afraid to get
down to the nitty-gritty but this is essential if you want to close people when you want to
increase your close rate and have more one call high ticket closes we need to put them on the spot
and ask them what is actually on their mind because nine times out of ten is going to be one
of three of these very simple reasons number one they can't actually afford you number two they've
got some kind of doubt that's lingering number three there is no reason right they just need
pushing over the line and the call out does that very very well now it's financial you can explore
payment plan or they might just not be suitable for you okay they might have slipped through it in
there and not actually meet your client criteria number two if they have some kind of a doubt this
is the perfect time to overcome their objections talk them through it ask them exactly what it is
that they have doubts about maybe they're not sure that they can track results for example and
then you can run them through that system okay but you need to ask the questions have the opportunity
to overcome the objection and remember an objection is not a rejection it is just a request
for more information now number three would you solve that one sometimes people just need pushing
over the line but this is really really essential always call out and don't be afraid to double call
out if they give you another [ __ ] excuse yeah they give you another reason as to why they can't
make a decision right now push back on it if you don't think it's a sufficient enough reason this
is not pressure sales all we are trying to do is guide them into buying a product or their service
that will genuinely help them get from the point that they're at right now to the point they want
to get to i went through earlier when i said look you need my service to help you get from point a
to point b now in an ideal world what i would do on a call is i would run through okay so you
to get you from 10k a month to 100k a month okay based on the targets i've spoken to about
on that meeting i always like to ask people what their targets are if my service is
revenue generating okay so if you're providing a service that helps them to increase their revenue
ask them where they are right now where they want to be and then you can bridge that gap so
you say look you need my service to get you from 10k to 100k so what is stopping you from making
a decision on this right now tweet that's cool down guys hope you've enjoyed this video now if
you haven't done already make sure you comment underneath this video and enter our one in 100
10k coaching call giveaway where within 24 hours of every single new upload one person will be
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gonna personally help you make your first or your next ten thousand dollars online we're going to
build a road map to how you can do that regardless of your business model you don't even have to be
an agency owner now if you've got any other closing tips at all drop them down below you
can use that as an opportunity for your entry i want to get everybody in here mucking in and
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playlist it's either going to be above here it's going to be in the description because i've got
a whole bunch of other sales training videos that are already uploaded to this channel if you have
any other ideas let me know content you want producing sweet that's it see you soon cheers