- In this video, I'm gonna show you six words,
six words that you must use to increase your sales,
and more importantly, your closing conversions.
My name is Matthew Elwell of the Elite Closing Academy.
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you're watching this channel,
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During this video, I'm gonna show you the six words that
you must use to increase closing and to get more sales.
What are the key six words that sales people all over
the world should be using right now?
They are commonly known as open questions.
Sound a bit obvious?
Yes, of course it does.
But let me write down on this board the six questions.
I call them the five Ws and a H.
So every single question that you ask during the sale
cycle should start with one of these six words.
The power of it is these words open up the brain,
the left hand side where logic lives,
the right hand side where creativity lives,
and avoids the part of the brain where
yes and no lives and fear dwells,
which is the ancient part of your brain.
So what are the six questions, six words?
What,
when,
here comes the H,
how,
who,
which,
and when.
All six of these questions are very powerful
questions that open the brain up,
that challenge the person to think
for themselves about the answer.
Let me give you an example.
Here's a great question,
what is it, Mr, Prospect,
that you've seen or heard about me, my products or services,
that you think would get you a result right now?
That's just a really powerul question.
Rather than being told,
in our class, selling and telling
are something that we need to clear of.
We ask a powerful question.
When would you like to get started?
How many more sales would you need to get
for this 12 week sales program of mine
to be the greatest decision you've ever made?
Who do you know right now who also would benefit
from our products or services?
There are two days to get started.
Monday, the first of June,
Wednesday, the third of June.
Which one suits you best?
And last but not least,
where did you first find out about me?
All of those are little examples
of what we call hard, high quality questions.
Five Ws and a H.
I promise you, you master these six words,
and you master the sentences around these six words,
the data that you extract,
the information that you get from people
completely and utterly changes.
The quality of your leads increase,
the quality of your conversations increase.
Do you know what, this will even affect
your life in a really positive way
by understanding people around you.
Just be asking the right questions.
And I'm a big believer that if you ask a world
class human being a world class question,
you will get a world class answer.
That is how you affect your sales cycle,
your conversions and your prospects,
particularly the quality of your prospects, enormously.
Master these six questions,
you will improve enormously as a sales person and as a unit.
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My name is Matthew Elwell from the Elite Closing Academy.
Hope you've enjoyed it.
Thank you so much.