Sales prospecting strategies, sales closing techniques, and marketing ideas for salespeople and sales managers. From a 40 year veteran salesperson who gives talks on aspects of selling like referral prospecting, cold calling, and one call closing when on a sales appointment. Claude is the author of several books on sales prospecting and closing sales. These videos are mostly sales training and selling tips if you want to improve your selling technique.
Claude has videos and articles on the following subjects. Sales prospecting, cold calling, prospecting by referral, social selling, referral selling, sales prospecting techniques, how to get referrals, how to cold call strategically, the best cold calling techniques, sales training, closing techniques, answering sales objections, Cold calling scripts, referral selling scripts, and one call closing.
My first lesson in selling was by my father ,he had a antique shop that was very well known ,I restored a rare oak ice chest I found at a yard sale and was about to wheel it into the shop ,when a lady saw me and said I want that ice chest mate ❤so I sold it to her in the car park ,she took off all happy as was I 😂then dad said best be giving me my commission son 😂I said dad I didn’t even get into the shop mate 😂he said I’m the hub of sales son you now pay me for that privilege ❤I was young 😂
One in million dope that states shit everyone already knows! This hack who can’t even make him presentable?!? Looks like he slept on couch with suit on and went to work!
This is crazy how close this is to an experience I had at the end of one night, roommate and I selling Kirby's just doing one more street, closing in on last house of cul de sac and very last door, the like were virtually ready to buy at the door, so I got in and made the sale... like maybe 8 or 9 pm, very similar to what you described here. Uncanny. But also, just practically running door to door not overthinking and just going after it take no prisoners, something can often happen, it's crazy! Great testimony
Very good. Over a 25 year period, I sold 7,200 Tri-Star vacuums out of about 12,000 presentations. All were one call closes. Most sold by referral, although I cold called my first 6-8 years.
VERY GREAT INFORMATION CLAUDE...I'VE SEEN YOUR VIDEO A COUPLE TIMES..MY MISSION AS A NEW LIFE INSURANCE AGENT IT'S TO EDUCATE AND TEACH OUR LATINO COMMUNITY THE BENEFIT- PROTECTION AND COVERAGE OF HAVING LIFE INSURANCE VS NOT HAVING IT...ALWAYS TREATING THEM LIKE FAMILY WITH RESPECT AND HONESTY.....BLESSINGS FROM ORANGE CALIFORNIA
Mr. Whitaker, I'm sending alot of appreciations and respect from Pakistan. Your teachings actually make sense and I've experienced them personally. May God bless you
What I also heard was that you pre-framed the presentation in that the client would make a decision that day. This is in addition to the fact that you knocked until you went through so many No's to get to a Yes.
I have been in sales for many years, from b2b, b2c, inside sales, outside sales, death care sales, life insurance sales, I have tried many things and one common sales tactic that always helps regardless of the industry you are in. 1) rapport, get to know the people you are talking to a bit before you jump in. Get a decent foundation down before you start throwing something at them. Ask how they are small talk stuff. If you are good, you will talk for a while before jumping in. 2) Ask, question after question. Get to know what they like, what they don't like, find their pain points, and so forth. This plays with number 1 and sometimes you can do them both at the same time. 3) Present, you can't sell if you don't tell, as they say. Base your presentation off what the customer needs, and you will prevail! 4) ASK FOR THE BUSINESS! Most salespeople fail to get a sale for mostly one reason, they don't ask for it. They do the best presentation, the customer is on board, they are ready to buy, but you never ask! ASK FOR THE SALE. If you do those 4 things, treat the customer as a friend and be 100% honest with them (within reason of course) you will make money in sales and you will never work a day in your life. Best wishes!
Thank you for this! I can’t believe this video has been out for 6 years and you don’t have any comments😮 But this is exactly what I was looking for. I am pre-need planning Advisor for folks that want to pre-plan their cremation. I was trying to think of some good gifts that are not super expensive but would help me set appointments. I don’t make a whole lot of money off of each sale. However, if I get enough sales in the month, that equals a bonus for me and that would help so if you see this comment, I would love it if you throw some suggestions out as to what you think a good gift to give away would be for seniors. Thank you!
The best gifts I've used for appointments are umbrellas (Nice big ones), and really good cutlery sets. The cutlery sets I bout at The B&F System. The umbrellas I bought in bulk from ckbproducts.com. You'll end up giving away some gifts to unqualified prospects, but you'll be flush with appointments. Good luck.
I'm not sure what kind of advertising you would buy that you pay for by the year. Usually it's by the month. And ad reps are selling advertising space ((or time), not results. The smartest thing an advertiser can do is learn how to advertise before they spend money on ads...or at least learn as you go. Personally, if I bought one ad insertion, and it didn't produce any sales, I simply stopped using that ad. Never rely on ad reps to know how to create sales with your ads, you'll be disappointed.
No idea where he is. The store he worked at closed several years ago. We bought this furniture maybe 15 years ago, and he was about 60 years old then. I assume he's retired. The store was Lavin's in Fairlawn Ohio.
Love your passion for sales. I watched my dad hard sale people growing up and grew a distaste for the business as my dad was very much the stereotypical sleazy salesperson who had no interest in the customer whatsoever. Years later I found myself in real estate. This year I started my career as a real estate agent and struggled a ton! I then realized it’s because I had a fear of being a “salesperson” the way I viewed my dad. Then I get to see people like you, Steve, and many other great salespeople do an amazing job helping their customers and making a ton while doing it. Thats what I’m striving for and I am beginning to obsess over the power of question based selling. I still have a long way to go but feel like I have grown so much since I started real estate sales this past year. Thanks for an amazing video!
This is a true fact I worked for world perfume and Kirby vacuum cleaners in consecutive Summers early on - earliest part of my sales career world perfume when I was still a teenager and Kirby vacuum cleaners when I was just become an 18. Those two positions Taught me more about sales than anything else that I’ve ever done.
What a great way to describe selling ads. "I'm not selling advertising, I'm selling new customers." I'll check out your book. I have 2 so far. Looks like I'll own them at this rate. Thanks Claude
Some great nuggets there Claude. Thanks. Steve sounds like an excellent salesperson for sure. No hype, just a focus on delivering the best solution for his customers.
Hi Claude. A great video. I'm devouring your videos and books at the moment. Fantastic content. Thanks. In your book 'The Unfair Advantage', how you explain the importance of building and nurturing a HERD is really well explained. You've really helped me think through an area I was stuck in. Regards. John from Ireland.
Just wanted to say sir, that even after all these years of being in sales (6 years), I ALWAYS come back to get those basic no nonsense sales tips and principles.
Popular is a great word. "Can I tell you what the most popular thing is?" is great. Yes, we all want to "fit in." The basics of social psychology. Everyone wants that validation for sure.
Yup. We all want to be seen as special, but we all want to fit in. The best advertisement for any location is a photo of a long line outside he door. We all want what everyone else wants...because everyone else wants it, and we want to fit in.
I appreciate the thought. But no, he just didn't know what else to say at the door. He told me it took him about a week to knock on doors to get 100 people to talk to him. That's not on the video. What he was getting were those rare people that were going to buy a new vacuum cleaner that day, and he just talked to them before they went shopping. An approach that taught me something about selling. There are those "I'm ready to buy" people out there if you look hard enough.
I think the important thing here is that Steve was genuinely interested in his customers, he was asking about the house, he asked about their preferences, he put himself in their shoes and felt the excitement of a their new house an the love they had for it, so he took their emotions out!language I am so exited I am about to start my new job at a furniture store. Olivia Furniture, for those in Houston, come and buy.
I was qualified in that I had money. I wasn't a lay down. he asked the right questions. A lesser salesman would have sold me a cheap ottoman, maybe a couple of end tables. I love buying from great salespeople. And this one was great.
im not sure if youre still on youtube or not since it has been a few years. but do you happen to have any videos on the actual selling part of the ads. initial cold calls this video just says know how to do ads. (check) but i call up dentists and stuff hey would you like to have a google ad campaign managed for a week and is literally like NO, BYE are the first two words
