typically that marketing review goes for
twenty to thirty thousand dollars okay
and then I don't talk until they say
something and the leaders say twenty
thousand dollars that seems like a crazy
amount of money I don't think I can
afford that or they'll say all right
yeah and if they say all right yeah here
are five tips to close more b2b sales I
bet a b2b salesman my whole life well I
started actually in b2b to see which is
business to business to consumer but the
last six years of my career have all
been in business-to-business helping
customers buy from our companies and
I've generated millions of dollars doing
that I was actually the number one
salesman at a Inc 5000 fastest-growing
company
I beat the Director of Sales and I beat
the founders who were actively selling
now I've been able to generate multiple
millions of dollars in sales with our
own companies X 27 to 20 coaching and
email 10k along with my co-founder b2b
selling is in my blood so let's go
through five tips to close more b2b
sales implement these things and you
will start selling more I've seen this
across our coaching clients I've seen
this across my own sales let's do it the
first tip is make sure the people that
you're selling to are qualified meaning
can they afford you do they actually
have the money or are you talking to
small businesses that have to rake
together a couple hundred dollars a
month to even try to afford you are you
going after those guys or are you going
after enterprises who have millions of
dollars to spend can the person you're
talking to actually afford your service
ask yourself that and do they need your
service is this the type of customer you
should be talking to is your business
proven and are you talking to a
time-waster basically make sure that the
people you're talking to are qualified
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the video I would watch if I were you is
the your to expensive video that we made
because i goes to a couple
reasons why they're saying you're too
expensive aka they're not qualified
number two is price check early on call
one typically and what I do is on the
first sales call I will talk about their
business a little bit we'll get
something going I actually have a video
on what to say on this first call that
you can check out and we also go into
more detail crazy amount of detail in
our course email 10K which I recommend
if you're trying to become a better
salesman or grow your company but I'll
normally say something at the end of the
call like typically that marketing
review goes for twenty to thirty
thousand dollars okay and then I don't
talk until they say something and the
leaders say twenty thousand dollars that
seems like a crazy amount of money I
don't think I can afford that or they'll
say alright yeah and if they say alright
yeah they're qualified now contrast that
with what my company taught me to do
back when I was working full time they
wouldn't show the price until the
proposal meaning we'd have that whole
call and then the whole second call
where we're going through this proposal
and then at the end of the proposal
there's a price and only then we'd find
out if the customer can afford us or not
and a few times we've had the customer
be completely blindsided by how high the
price was because we were charging
thirty forty fifty K up to 150 K for
these mobile apps and websites but by
telling them the price I'm called one
you're able to get them out of the
funnel get them to say no quickly and
that way you are freed up to only focus
on people that can actually afford you
speaking of the proposal number three is
don't send a proposal until the call is
about to happen typically our sales
process is introduction call where I'm
trying to close them at the end of that
call but normally they want to see a
proposal of services then call to is
going through the proposal I try to
close them at the end of that call too
but if they have any questions then call
three is the revised proposal call try
to close them at the end of that call
and then we just go on a loop of
revising the proposal until we have
something we're both in agreement on
usually that doesn't
more than two calls and then they're
closed now the reason I don't send the
proposal before the call is you want to
run the client through each line of this
proposal and contextualize every word
before they see the price if the clients
just see a number and we measured this
in our sales emails we used to track the
pages people would see on the proposal
and we found that when we sent the
proposal before the call clients would
typically read half of the first page
then scroll all the way down to the last
page and look at the price they skipped
all of the hard work and just went to
the price and sometimes they would even
cancel the call so typically now we send
the proposal either five minutes before
the call or we don't even send the
proposal until after the call we run
through the proposal on the call via
screen share the fourth tip to close
more b2b sales is to ask for the close
and that means run right into the buying
process I mentioned earlier that I'm
trying to close them on all of these
sales calls throughout the funnel the
proposal review the initial discovery
call the second proposal review all of
these I'm trying to close and the way
that that looks is I'll say something
like that marketing review will be
$8,500 did you want to put it on a Visa
or MasterCard and then you shut up until
they say something if you assume they're
going to buy on cold one sometimes
that'll happen we've had that app but a
bunch of times where clients will pay us
$8,500 for a marketing review without
even seeing a proposal they just have
the bullet points that I sent them in an
email
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the way the actual back and forth email
scripts of how we're closing these two
thousand dollar deals I think one is a
forty nine thousand dollar deal one's a
Hundred twenty five ish thousand dollar
Deal something like that a six-figure deal if I figure
deal and a four figure deal the back and
forth emails are all in our course email
10k.com so check that out email 10k.com
it's super valuable stuff
tip number five is follow up forever if
a client expresses interest never stop
emailing them until you get a yes or not
the keys to never stop messaging if they
were interested at one point in time
now your job as a salesperson is to
figure out either what happened why are
they disappearing or get them to buy
maybe they're super busy and you just
got to chase them down and the actual
follow up scripts we've talked about
follow-ups on this channel you can see
another video on follow ups these are
also covered in depth in our course
email 10k so in review the five tips to
close more b2b sales are make sure the
people you're talking to are qualified
price check early on call one don't send
the proposal until the call or even
after the call ask for the close and
follow-up forever do those things and
you can sell way more this year if you
want more sales tips like this subscribe
to this channel and also check out our
past videos we've done hundreds of
videos all about sales and marketing and
there's a lot of free content here on
how to improve like this video to
encourage this type of content and leave
a comment down below what are some tips
that I'm missing what are some other
sales tips that you know work let's get
a conversation going thanks for watching
the video I'm Alex Berman