Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
This is an amazing video. So many Gems in here it's hard to distill it down to 1. What stood out was: Taking risks, Getting them talking and to make it about them, Shut up and you must listen to them, Dig into challenges, Understand the upside for them, Establish a budget later on in discovery, Know the process, Keep the presentation brief, 60 Second rule, Feedback loop, Stop Closing, Clear and Scheduled Next steps, SW3N. Don't beat yourself up. Fall in love with the process and you'll become a Sales Champion in no time.
Thank you, Marc, for your terrific presentations. By discussing the psychology involved in the interactions (and thus the sales prospects, but less so one’s sales product), you hit the nail on the head. And tapping into the likely “fears” that many people have about what approach to best use with customers, and assuaging those fears with good, psychological know-how, makes the best sense in the world.👍👏
My major takeaway is to be unique in how I pitch and sell my product. Furthermore, engaging the client while allowing him/her to speak more than I do by trying to understand their buying/decision process. I hope to keep on learning and experiencing positive impacts in my sales, thank you for everything Marc.
i just found this video and im going to implement these tactics tomorrow. I am an assistant manager for Vector Marketing and the 17 closing tips video helped me reach a 500 dollar average order this summer. 396 dollar average over my career. Amazing tips, very accurate information, and when implemented there is immediate results.
A lot of these help. I love "60 second rule" and "Feedback loop". But wow. SOME WILL SOME WONT SO WHAT NEXT! That has to be my favorite. Great advice for someone having a tough month! Thanks
1.) Stop being like others, be different 2.) Take calculated risks with prospects 3.) Get them talking as much as possible 4.) Listen more talk less 5.) Nobody cares about the company, only how you benefit them 6.) Quit pitching, engage the prospect in conversation 7.) Dig into challenges they're facing 8.) Disqualify the non fits 9.) Help them understand the upside 10.) Establish a budget later on in the discovery process 11.) Understand their buying process approach 12.) Keep the presentation brief, key points only based on their challenges aforementioned 13.) 60 second rule, never want to go more than a minute without engaging with prospect 14.) Feed back loops, ask questions to get feedback. "Does that make sense?" "How's that sound?" 15.) Stop closing, get good at Discovery first to solve their problems so the close comes naturally. 16.) Clear and scheduled next steps. 17.) Some will buy, some won't, so what? Next!
So I used a Combination of theses skills I learnt from this video at a telemarketing job and oh my god the sales with these tips so easy the customer got it all they decided there buying process on their own it was amazing thanks buddy you just made me a better sales rep!!
Thanks for posting. The Closing part is beautiful. I also agree that as well. We have to truly give the value not forcing customer to buy. because if they do not see that real value , they will not appreciate that and we'll get the pain point feedback later.
Thanks for this excellent presentation. I am in sales for years and never got so many tips in how to convince people to buy. I totally agree that its not closing. If the client is in on product or service they should buy automatically
Thank you i just saw 4-5 videos of you, u r doing a great job, I watch you and Dan lok both, i've implemented only few methods, but it's giving unique results - I'm no more a ordinary sales guy
Good to hear my sales training validated here. Sam Ovens, Harry Whelchel, Dan Lok. Guess I just give off no confidence. Plus I need to practice a lot more: more real sales calls, more practice calls with other entrepreneurs/salespeople.
This video was legit and very helpful. In general in needs practice and cannot be expained by words. art of sales, this is something you gotta have some kind of inner understanding and on the other hand going forward step by step in the process of learning these things.
To me, number 10 & 11 are the most helpful in this video. Discovery, creating value during selling process first and understanding propects´ buying process are crucial. Stopping my presentation as much as I can is important , also. Thanks for sharing this to us.
Agreed. If a salesman asks me to early #10 I basically tell them to pound sand. #11, can easily be found out of their buying approach simply how they purchased other products in the past.
Mentally, I am right there with you, bro. SW3N. Your teaching is original, refreshing, and empowering. Thanks! I used to be sensitive, not anymore. I learned dgtf attitude and love it. If you don't buy from me, then get out of my face, next. no kissing asses.
Hey Marc, great video. Thanks for the value, you mentioned on #16 you don’t often see same day closing sales cycle. I sell vacation ownership, and we have to close same day as meeting prospect. 120 min presentations, can you make a video based on this type of sales cycle or suggestions? Thanks
Hi Marc and people. Thanks for your amazing videos and the community. I am a new sales person who get lost and frustrated. Thanks for all the advise, give me a lot to think about. Wish I could come back to this comment when I make a slae. Thank you!
Very Interesting (somewhat entertaining video). Lots of very good info for any salesperson. I would be happy if salespersons calling me would stop using ancient sales techniques as the result in an instant hang up on my part. Also, I agree with Duncan Shaw's comment below on the re-engaging phrases as most people overuse those phrases and it becomes negative at some point. Try getting creative and come up with a phrase not generally used and one that fits the context.
What salespeople need is a undercover video showing real applications of what he is talking about. Just mask the faces and the voices and literally show me these techniques in action.
I think that if you embody the ideal that he is talking about as a whole, it would come naturaly. Its just a mindset based on listening and also being aware of how people percive you, and adapting to the person you are talking to.
Stop Closing!!! In a very competitive market Closing is still the key that will make a difference in your numbers. There's no magic that will happen just base on the fact that you gave your prospects good information. Closing may get uncomfortable but it is still necessary.
Here's the list 1. Don't be like other sales people 2. Take risks with prospects, especially the ones that you could be losing 3. Listen more, get them talking. 4. Shut up. 5. No one cares about your company. Focus on the customers & their challenges 6. Quit pitching. Engage prospects in conversations. 7. Dig deep into challenges. Help uncover something useful, create value and then offer solutions. 8. Disqualify the misfits, quick and early. 9. Understand the upside 10. Discuss the pricing and establish budget later in the conversation 11. Know the buying process 12. Keep presentations extremely brief, focus on discovery conversations 13. The 60 second rule - Talk for less than a minute, reengage the customer into the conversations 14. Feedback loops - "Does that make sense" or "Is that ok" 15. Stop closing - Let it happen naturally. Ask "What would you like to do next?" 16. Clear and scheduled next steps after every single interaction. 17. S W cubed N - Some will, Some won't, So what... Next. In short ask good questions don't sell, listen, dig, learn, create & establish value before offering solutions or trying to close a sale. Talk less, keep them engaged and always schedule the next steps. Some overlap between the points but very useful nevertheless. Thanks!!
Here's an issue I have, if you have any advice. That last tip about basically disqualifying prospects. I have people that I basically partner with. My sales are their sales. I'm In over my head in leads so I want to get rid of some of these, but I'm worried, because there have been lead before that I have disqualified, and they ended up closing the sale with someone else, at a different store. I didn't get paid. They didn't get paid. And now they don't want to work with me anymore which means I don't get any more leads which means I don't get paid. Advice on how to handle those? I kind of want to leave some in the queue in case they want to close or something but then again I can't waste all of my time on people that are playing
He explains it... have the discussion with your team about what you consider a viable prospect. Tell the truth in that it does not mean they will never buy, but you may have determined that at the point in time you interferes with them, they were not a viable customer. Explain your process and related steps so it is not a surprise to them.
Im a sales person. I realy wish instead of listening and watching these videos, is there any website where we can share our challenges in sales and some PRO or coaches to help us answer the better way? Im tired of customer who use other brand but not interested in my product even though mine is better in all way!
Sir,how to increase sales in Network marketing,or how to Retail more products in cold market, because 90 percent sales comes from strangers, give me some tips to close more sales
Next time please with subtitle because not every people watch video like this , can understand English very well but need really video like this and it's me 😁😁
Is there a way I can have you talk to my boss at tlca in elpaso? We are struggling to make sales in the call center and I really want to see the company expand
I like to pretty much make the decision for them. Not to ask them, does this work for you. Assume is a bad word, but don't we know when they are sold? Just finish it.
I sell moving package that average around $2,500. I hace no control over the lead source From this video I get the feeling it's not for me. There are reps make $2800 a week though. I made 1k my first week with a Terrible script. No rebuttals. All done over the phone.
Im selling Home Security System, one sign would mean 50'000 SEK within 20 Years for the client but I still cant get that sign. Thats just bad salesman... now I understand it...
A higher word count by the prospect is only going to contribute to the sale if what they are talking about is relevant to the sale. Most often sales prople fall into the trap of well if the prospect is telling me everything about their life then im building rapport. No youre definitely not, if anything you are coming across as a professional who does not value his time and is happy to sit there listening to nonsense that doesn’t help the client solve his problem or you to make them a client. Coming across as novice. The key question in amongst all the chit chat Thats irrelevant is getting back to your goal of…. And do this as quick as possible. Prospects are not looking for a friend they are looking for someone who solves their problems. Thats my take
1) be unique stop being like other, different approach 2) take calculated risk with prospect, risk averse human behaviour ( 3) let them talk during discovery conversation: more info you get about challenges, concerns of business 4) shut up: no long monologue, have dialogue 5) your prospects don't care about your company, history, awards etc. Care about their own challenge, target 6) quit pitching: obsolete technique, have conversations to understand prospect then put up the solutions 7) dig into issue: about target, failure then present solutions 8) target fitting, well qualifying prospect not everyone 9) understand their upside (not tell them roi) : present solutions and let them come to understanding/ realisation of positive results 10) budgeting , pricing comes letter: never lead with it. 11) know their process especially buying process: about authority, duration, clearance etc. Knowledge is power 12) brief presentation: more time in discovery process. Be direct in presentation 13) 60 seconds rules: no monologue longer then 60 seconds even in presentation 14) feedback loop: genuine interest, questions, same page 15) stop closing: no artificial closi, be natural, stong discovery and presentation 16) clear and schedule follow up steps: make it easier for them to translate their willingness into action 17) SW'N: It's a mixed bag. Failure, rejection is part of game.
Tips 1. Stop being like others A. Focus on an effective discovery upfront use a different approach. 2. Take risk with sales prospects 3. Get them talking 4. Shut up 5. Nobody cares about there company A. Can this person solve their challenges 6. Quit pitching A. Engage prospects Through a proper discover questions 7. Dig into challenges 1. Understand key challenges 8. Disqualify the nonfits 9. Understand the upside 10. Establish a budget later on 11. Know their process for buying 12. Keep the presentation brief Top performers spend more time on discovery. 13. 60-second rule 1. Never go on more than 60 seconds without engaging the prospect 14. Feedback loops 1. Reengaging the prospect in the convo 1. Questions like 1. Does that make sense? Is that okay? 15. Stop Closing. 16. Clear and schedule next steps 17. SW^3 N 1. Some will 2. Some won’t 3. So what 4. Next
This guy knows his stuff without a doubt. A conversational dialogue is key in todays world. Traditional sales techniques focus on product pushing & “controlling” the conversation. It’s interesting how skilled questions would naturally lead to you seeming like the expert & in control of the convo, even though you’ve said one sentence in a 15 minute convo.
I just love the SW3N. Sales is about moving on process. Disqualify those unfit and move on. Don't feel you are wrong , but instead it doesn't matter. All the tips are so great!
You nailed everything my friend. Great information, all sales people that's trying to get better needs to listen and apply this. Because I know it works. Not bragging but I been one of top the salesman no matter what company I'd worked for. Because I have and still do use these techniques. This without ever seeing this video. Confirmation !!!
I love your videos. Im in car sales and have not found any I can relate to. Most seem to regurgitate the same selling strategies from the 70s. Your approach is a breath of fresh air. Thank you!
YES. Key revelation here for me is closing technique. I was trained with a very cumbersome close. What I didn't realize is, you're already there! A trustworthy statement like, "John, what would you like to do next?" Is perfect. Opening dialogue and uncovering their thoughts, feelings, and what they want to do. So key! So simple. Shows confidence as well--forced, pressure closing almost implies a fear of failure by the sales person or implies a presumption that they dont understand or that they won't close after you've left. Time is ok! Doesn't mean they'll buy somewhere else.
I use your videos as a stripper all the time! I used to think being bedazzling and holding all the witty conversation would put me in VIP, but you taught me that a 2 way conversation is best. The more I get a customer talking about what they're into, the easier it is for me to close the sale and make my service about what the customer is needing! Thank you!! Sold 3 $1500 VIP rooms in a single night 💕
Thanks so much for these videos, Marc! I'm getting back into the sales game after a long absence and the selling landscape has definitely changed for the better, imo. When I first started in sales 20+ years ago I was taught, "Follow the scripted pitch EXACTLY even if it makes no sense for the prospect's situation, be loud and enthusiastic, repeat the prospect's name over and over, don't let the prospect talk at all because that means you're 'losing control,' they should only be asking questions that follow the script, and if they have any other questions or concerns, it means you're failed. Threaten them with dire consequences and if they don't buy, and don't take no for an answer!" Lol. When I asked my old boss if he liked being sold to that way, he got mad and shouted, "That's how it works! If you don't like it, get out!" Lmao. No, no one likes or trusts those outdated techniques. As you've said, a sales person should be positioning themselves more as a trusted advisor.
Yikes, I think I have been talking too much. Thanks for the tip. Will rethink my presentation and spend more time in discovery, and engaging the prospect.
