17 Super Quick Tips to Close the Sale

I’m curious. Are you looking to close more
sales than you do right now? Of course you are. But the real question is,
how do you tactically change what you’re doing right now
to close some more sales? Well, the data suggests
that just 18% of salespeople are actually classified by buyers as trusted advisors whom they respect. This means that 82% are not
seen as trusted advisors. There are so many small
changes that you can make and if you only implement
just a few of them, you’re gonna make a huge
impact on your selling. In this video, I’m going to show you 17 super quick tips to close the sale. Check it out. Number one, be the total
opposite of what they expect. You know, my father used
to say that if everyone is marching east, then
you should march west. And I’ve always lived by that, but this is so true in sales
and the more we are perceived as different from everyone
else, the better off we are. Just think of how many salespeople your prospects deal with
each and every week. Is it 10 people a week? Is
it 20 salespeople a week? Is it 30 salespeople a week?
Is it 100 salespeople a week? Of course, that depends on your industry and the type of people you’re selling to, but if you are perceived as similar to the 30 other salespeople
that your prospect has met with over the course of the past
week, then you are dead. It’s time to be the exact
opposite of what they expect. Number two, break the pattern. When you are like others, your prospect is going to naturally go
into a patterned response. So what you want to do
is you want to be willing to break that pattern with what
we call a pattern interrupt. And what you want to do is again, this is about being distinct,
this is about being different. You’re going to have to take risks, even be willing to be a little weird. So don’t start a conversation,
for example, with, “Hey, George, how are you today?” Instead, mix it up, do something
that’s completely different from what your prospect expects. Number three, map out
your first seven seconds. The data suggests that prospects
make immediate decisions about you in the first few
seconds of that interaction. Do you pay attention to how you’re really starting most interactions? I’ll tell you, most salespeople don’t. So script out your first seven
seconds with any prospect or even customer or
client, for that matter. Number four, zoom out to 30,000 feet. It’s so easy to get stuck
in the weeds when selling, but the top salespeople are
constantly zooming back out and focusing the conversation
on the big picture. For example, data from an
organization called Gong.io, which does amazing research
on sales interactions, shows that top reps ask about
two times as many big picture, business-related questions
than average-performing reps. That’s a huge difference. So we need to be willing
to take a step back with prospects and really
understand the big picture of what they’re looking to accomplish. Number five, accept that “no” is okay. When you make it clear to a prospect that you are not going to accept a “no,” you’re actually making them uncomfortable. And by the way, this is what most of us have been taught to do. And by the way, putting
this pressure on a prospect to give you a “yes” doesn’t
make them more likely to do business with you, in
fact, it’s quite the opposite. You’re actually more
likely to lose the sale when you put that pressure on. And they’re also more
likely to give you that, “Hey, George, I need to
think this one over.” So when you make “no” an okay
outcome with something like, “You know what, George,
I just want you to know, “if you don’t think this is a fit, “just let me know, no big deal,” you’re gonna take off all that pressure and you’re gonna make them
so much more comfortable. Number six, ask questions, expect answer. You know, just the other day, a person in one of my mastermind groups told me that he has trouble getting
answers to his questions. But the reality is that most
salespeople ask questions timidly and the prospect
immediately can feel that. When you ask questions, expect answers and they’re gonna come. Number seven, dig into vague terms. Prospects love to throw out
vague terms to salespeople. And by the way, the vast majority of salespeople just let them go. Just think of phrases like, “Yes, our team “has had a bumpy ride,
if you know what I mean.” Or, “Things really blew up for us.” Basically any statement
that could mean a lot of different things is a vague
term or a vague statement. Just take the phrase, “Things
really blew up for us.” Is that a good thing? Is that a bad thing? Obviously, context would help, but you’ll still never
really know what it means because it’s pretty vague,
there’s no meat on the bones. So most salespeople will hear
that and they’ll just nod. But if you say something
like, “You know what, George, “help me understand exactly
what you mean by that,” you are going to be way ahead of the pack. Number eight, why, why, why. The best word on the planet
for salespeople is “why?” The more you ask your prospects “why,” the better off you are. “Why” is the ultimate unpacking question. Just try it with your friend
next time they say anything. Just respond with, “Why is that?” They are likely to go on and on and prospects tend to gloss
over the really important stuff, so the more you dig in by asking, “why?” The greater value you’re
going to create in their eyes. Number nine, establish a
budget before presenting. There isn’t one idea in sales that I get more pushback from than
the budget strategy. I hear things all the time like, “Asking for a budget just doesn’t work.” That is crap. Yes, maybe the first time
that you ask a prospect for a budget, they’re gonna say, “Well, you know, that’s why you’re here.” But if you hang in there,
you can almost always establish some kind of a budget before you present your ideas. This ensures that you’re
going to be on the same page and that you maximize the opportunity. Notice that I didn’t
say ask for the budget, I said establish the budget because establishing a budget means that you don’t have to just throw out a really vague question
like, “What’s your budget?” You can establish a budget together. So think of this kind of a
question as a last resort. “You know, George, typically a solution “for something that
we’re talking about here “would range anywhere
from $10,000 to $70,000. “Where on that kind of a
range could you see yourself?” You’re establishing the
budget without asking them in a way that’s pretty uncomfortable. Number 10, know their process. You know, the data shows
that one of the top reasons salespeople lose B to B sales
is that they don’t understand the prospect company’s buying process. So get intimately familiar with their whole decision-making process. Know who are the people
that are really important. Understand what are all the
steps to making a decision. And by the way, don’t be afraid, just ask. You know, prospects are
typically really happy to share this information
because it’s ultimately going to, assuming they’re a serious
prospect, it’s ultimately going to make their life a lot easier. Number 11, always have a
clear and scheduled next step. Nothing screws up a sale
more than not having a clear and scheduled next step. So let’s just say that
you present to a prospect and they’re excited, but they
really need to talk this over with some colleagues, not
an unreasonable request. But don’t just say, “Oh, you know what, “how about I follow up
with you next week?” No, no, no. That’s weak. Instead, get a call or
meeting on the calendar. Say something like,
“You know what, George, “because we’re both really busy “and to avoid that back and forth, “how about we just put
something on the calendar?” Really simple. Number 12, use case studies. The data shows that once
the brain loses interest in what another person is
saying, they shut down. And by the way, they don’t buy. When presentations go on
and on for a long time, packed with tons of features and benefits, people start to lose
interest, and as a result of losing interest,
basically they get bored and they’re less likely to buy. Case study presentations,
on the other hand, are a far more effective way to present your offering to prospects. So here’s what you have to do. Just mix in a few case studies or examples of other clients to really
tell them some stories and show them how you helped
another client accomplish what this particular prospect
is looking to accomplish. Give specifics and work
that into the presentation. By the way, you don’t even
have to give the specific name of the client that you’re
using in the case study, just tell some examples and stories and some results and outcomes. This will be far more engaging and ultimately more compelling. Number 13, never go on
for more than 60 seconds. Research from my friends
over at Gong.io shows that top-performing reps have far
more conversation switches than average and under-performing reps. I mean by a lot. In fact, in analyzing thousands of sales, they found that the sales
that closed rarely went for more than about 70
seconds of one person talking before switching the speaker
in the selling situation. So in other words, sales that closed, it really engaged the prospect in a back-and-forth, two-way conversation. This is what leads to my 60-second rule, which is simply this. Never go on for more than 60 seconds without roping the prospect
back into the conversation. Long monologues are the death of sales. Number 14, get feedback constantly. Building on the last point,
get constant feedback from your prospects
throughout your presentation and never go for more than 60 seconds without getting that feedback. This means that you need to use what I call feedback loops
to bring them back in. Now you get what I’m saying? Now do you see what I just did there? Use little questions like, “Make sense?” Or, “Does this work for you?” Or, “Are we on the same page here?” You want to ask these little questions to bring prospects back in. Cool? Number 15, no big hard close. The idea of the hard close
is still being taught by gurus everywhere and it’s ridiculous. Prospects can see this crap
coming from miles away. Stop undermining the
intelligence of your prospects to think that you can use some ninja kung-fu headlock close on them. Instead, just use the sales
process to create value and then in the process
of getting many, many feedback loops, you
essentially are getting these little micro-closes
throughout the presentation, so at the end, there doesn’t need to be some big, hard, headlock close. Number 16, take their temperature. Now, if at the end of your presentation, you’ve gotten tons of feedback loops and it’s still not clear
exactly where your prospect is, it’s time to take their temperature. So it would sound something like this. “You know, on a one to 10 scale, “how are you feeling right
now about this conversation?” That simple question is so
powerful because it’s not putting pressure on them to
say yes or no, it’s just asking them how they’re feeling
about the conversation and they’re going to
respond with a number. And then simply dig into why
they came up with that number. Number 17, don’t sweat the losses. One of my mentors used to always
quote the SW cubed N rule. Again, it’s SW cubed N. And what this means is some
will, some won’t, so what, next. At the end of the day, you
can’t control everything. You can only control what you can control. So only worry about the stuff
that you can actually control. If, for example, you lose
a sale, just find out why. Don’t freak out, don’t beat yourself up. Just get better. Improve your process. But don’t, don’t get down on yourself. The best salespeople on the
planet lose sales all the time. Don’t take it personally,
because if you do, then you’re just not gonna
last in this game of sales. Play it like a sport and look
to win more, but you don’t have to win every single time
in order to be successful. And in fact, you won’t be
winning every single time. So there are 17 super quick
tips to close the sale. And if you enjoyed this video, then I have an awesome free e-book on 25 tips to crush your sales goal. Just click right here
to get instant access. Seriously, just click right here. Also, if you got some value,
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18 thoughts on “17 Super Quick Tips to Close the Sale

  1. happy 2018 Marc.. You have the BEST sales videos on youtube! I get MANY of my sales techniques from your content. In music sales, they work WONDERS!

  2. I have an assessment day on Friday. This has prepared me on how I can present myself

  3. you know its good sales content when you feel comfortable using it. Like you arent being scumbag and you are tring to help. Love your stuff.

  4. are you poor retards only interested in this man's hair? maybe sales isn't your thing- go be a freakin hair stylist you conts

  5. Everybody is commenting on your hair. I'm too busy taking notes because your teachings empower me to make more money !!! Effectiveness is the measure of truth. THANKS.

  6. Why is a terrible word in sales. It makes people dig in and defend… and layer lots of BS on top. Rephrase as a 'what' question for far better results. Just try it.

  7. Useful setences: Could you help me understand exactly what it mean? on vague terms. Because we are both busy, and to avoid back and forth, how about we just put something on calender right now? On 1-10 scales, how are you feeling on this conversation? Thank you for your presentation.

  8. Hi Marc, thank you for sharing your awesome videos. Are you gonna have a video about retail sales strategies anytime soon?

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