Would you like to be closing more deals
in today's marketplace?
Of course, your answer is yes.
Now, what's crazy about closing deals
in this particular marketplace
is that there are actually things
that top performers are doing that separate themselves
from the hoards of other people
that allow them to close more sales.
And we just came out with some new data
based on analyzing about 24,000 conversations
to determine what top performing reps are doing
to close more deals.
So in this video,
I'm going to show you five closing sales tips
based on brand new data.
Check it out.
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Number One- Make it back and forth.
What we learned from the data is that top performers
have 54% more conversation switches in discovery
and 78% more conversation switches during presentations.
So a conversation switch is literally, I talk, you talk,
that's a conversation switch.
I talk, you talk.
Every time there's a switch of person,
that's a conversation switch.
And top performers are going back and forth
so much more than everyone else.
This is truly a groundbreaking understanding
of how top performers are selling.
So what we need to be doing is making sure
that we're constantly bringing the prospect
back into the conversation.
And even when they're talking, we are constantly
bringing ourselves back into the conversation,
showing that we are actively engaged
with little prompts like,
"Hmm, I understand what you're saying,"
or "That makes sense," or "Interesting," right?
Those little comments, that's a conversation switch.
At the same time, when we're talking,
we want to bring them back into the conversation
with little feedback loops, little questions like,
"Do you see what I mean?"
Or, "Does that make sense in your world?"
Right, getting them to come back into the conversation,
going back and forth.
Number Two- Demand more time.
What we learned is that top performers' discovery calls
are 76% longer than those of the rest of the team.
And what's more is that top performers' presentation calls
are also longer by a difference of about 55%.
So we must be expecting more time from our prospects
when we schedule that meeting.
There's no just getting your foot in the door,
trying to get five minutes or seven minutes of their time
and then trying to get longer.
Instead, we want to expect more time up front.
And then, of course, we need to engage them along the way
to make sure that the conversation goes further.
But we are not going to close the sale
by having these really, really short conversations.
They've got to be enough time to accomplish
whatever needs to happen.
Number Three- Ask and get more questions.
What the data shows
is that top performers ask 39% more questions in discovery
and 40% more questions during presentations.
And even more interesting is that the data shows
that the number of questions that the prospect is asking
of a top performing sales rep is 40% higher in discovery
and 43% higher during presentation.
So those top performers are both asking way more questions
and they're receiving way more questions.
So what we understand from this
is that the conversations are way more engaged.
Prospects are fully present.
They're not just texting or checking their email,
they're really listening
and as a result they're asking more questions.
And at the same time,
the salesperson is asking more questions of the prospect
to show far more engagement.
Having this level of questions back and forth
is critical to the success of a sale.
Number Four- Slow things down.
What we learned from this new data
is that top performers speak
at an average of about 171 words per minute.
While the rest of the team speaks
at an average of 182 words per minute.
That's about a six and a half percent difference.
And what's even more interesting is that the pace
at which their prospects speak is different as well.
Top performers' prospects
speak only around 174 words per minute,
whereas the rest of the team has prospects
who speak 198 words per minute.
That's a 14% difference between top performers' prospects
and everyone else's prospects.
So what this tells us is that top performers
are able to slow down the conversation on both sides
to get the prospect to really engage
with what they're focused on.
They're not just trying to rush through,
trying to just get through this discovery
and try to move on to the next thing.
Instead, they're fully engaged.
So be willing to slow down the conversation,
get comfortable at that slower pace,
because that's going to have a huge impact
on the likelihood of ultimately closing the deal.
Number Five- Features are sales death.
Now, what we learn from the data is that top performers
discuss features during their discovery about half as much
as everyone else, half as much.
And at the same time,
top performers' presentations discuss features
about 63% less than everyone else.
This means that top performers are way less focused
on selling features.
We must move into the new world of selling,
which is not focused on product features.
Instead, it's focused on solutions.
Your features are great, that's good for you,
but your prospects don't care.
What they care about is that you can solve their problems.
So instead of focusing on your features
of your product or your service,
instead, focus on the ultimate solutions and outcomes
that your prospects are looking to accomplish.
So there are five closing sales tips
based on brand new data.
And if you enjoyed this video,
then have an amazing free training
on the step-by-step formula to closing more deals.
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 deals at higher prices,
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