- What do you think is the number one, the biggest
mistake that salespeople make?
Let me ask you a question, what's your
impression of a typical salesperson?
Go ahead and comment below.
What comes to mind?
Do they talk fast, or do they talk slow?
Are they overly excited, overly enthusiastic,
or are they calm?
Are they just after your money or are they sincere?
So go ahead and comment below.
You see, one of the biggest mistakes
that I see all the time that salespeople make is
they talk too much.
I remember one time I was teaching my high-ticket
closer class and I had two of my students
during the class, and I say "Okay, why don't you
"role play with each other?
"One will be a closer and one will be a prospect."
And after about 20 minutes into the role play,
and I could see the closers, it's always pushing
about the features and the benefits, and about
how trustworthy he is, and how professional he is,
and about how credible the company is, and the
money-back guarantee and all of that stuff.
And after 20 minutes I said "Stop, okay, this is horrible.
"This is bad." I asked the closer,
first of all, the prospect, at the end of the role play
the prospect says, "No, I want to think about it."
That's it, so he didn't close the sale
during their role play.
And I asked the closer, "So what have
"you learned from this?"
I said "I don't know, I just do my thing and
"I want to make sure I show my enthusiasm,
"that I'm passionate about my product!
"That I make sure that they get it, and I wanna make sure
"that I got all the information because I only got
"20 minutes, so I talk really really fast,
"and make sure that I don't even wanna have
"any kind of space."
I said "Okay, so what do you know
"about your prospect?"
"Uh... what do you mean, Dan?"
I said "What do you know about your prospect?
"Do you know what his needs are?"
"No." "Do you know if he is able
"to qualify, to pay.
"Do you know if he has any kind of spurgency?
"Do you know his why, do you know his ping points?"
None, zero, not one bit.
That's the problem, you have to understand,
every salesperson, they try to push and push and push,
they think selling is by talking, that's what it's about.
No, you don't sell with your mouth.
They hire you to be closer, what we do,
a professional, we sell with our ears.
We sell by listening, not by talking.
If, during a sales conversation, if you're talking
80, 90% of the time, you are fucking it up.
That's not what you do, you're making a big mistake.
You should be doing less talking.
I always teach all my students, all my closers,
The less you talk, the more you make.
Write it down, the less you talk, the more you make.
You should not be talking too much,
you should be asking questions.
Why do you wanna ask questions?
'Cause questions hook the mind.
Questions help you discover your prospect's needs,
questions help you gather information, information
that you could use later in the sales conversation
to bring back to their needs, and circle back
and close the sale.
Questions are very, very powerful,
I want you to go back and re-watch this video.
What did I start off with, a question.
What's the second thing that I said, a question.
I asked you a series of questions
in the beginning of this video.
Questions are extremely, extremely powerful.
By talking too much as a salesperson,
it's counterproductive.
So I want you to think about a typical salesperson.
They are pushing, they're always pushing features
and benefits, they're shoveling their offer
Down the prospect's throat and
the prospect doesn't want it.
But a master closer, a high-ticket closer, will pull.
There's a big difference between
pushing and selling, versus pulling.
We don't sell, we make people want to buy.
We find out all their needs and we present the solutions.
So that at the end of the conversation, at the end
of the sales call, there's a natural conclusion,
"Okay, of course I'm gonna buy.
"This makes a lot of sense.
"This is gonna help me solve my problem.
"Yes, what's the term, what's the money,
"how do I get started?"
It becomes a very natural conversation,
a very natural close.
So if you're sick and tired of pushing and convincing
your prospects to pay attention, and twisting their arms
to buy, instead you want to master the art of pulling.
Making people want to buy from you, and at the end
of the close they actually say thank you.
If you want to master that skill, click the link below
or somewhere on this screen and join me
for my high-ticket closing MasterClass.
I promise you, this will be one of the most
powerful things that you can do for your business,
and for your career, it will take what you do
to a whole new level, I'll see you in class.