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/
Im in sales and i use this alot naturally! Its the only way to let someone know that you understand them and that you are the answer to their problem. I even used this to nail my interviews.. hahaha!!!
This is gold. Thanks for sharing. As someone who’s done a lot of reading to understand sales I can say that this idea of the “Challenger sale“ or person who is educating the customer is a sound philosophy. Thanks again for making this video it was a critical reminder I needed to implement this technique
1. Show you know what's going on in the marketplace. "Right now I see this happening in your sector." 2. List 3 common challenges going on in the marketplace that you solve. "A lot companies are losing to low cost competitors, can't find prospects, can't run good sales meetings." 3. Do any of those issues ring true to you?
I use this all the time with existing customers, I still have trouble closing, I don't feel comfortable pressuring people but when I try to upsell as a door to door guy to add more services I often get offered inside. I can start the conversation and make a prospect feel valued this way.
Wow! Focusing on others, rather than how great you yourself are.-what a concept! 😄 It's actually more than just an important sales strategy; it's the most important interpersonal skill ever. Many non-salespeople could learn much from this too. Thanks!
mark waysak, mark my words, I'm 22 and working on my script now and I want to send you some of our rewards. I couldn't figure how to do the work without you and your pure great content
I like how you use the term challenge instead of issues or problems. Challenge is far more positive and not stressful when repeatedly used, unlike the other 2.
This video pisses my off🤣👍🏼 I’ve been working as a Technical Sales Specialist for over 25 years and I can’t (or I don’t want to) remember how many years, frustration and mistakes I had to go through before I achieved that level of professional awareness...! I wish I had someone providing me with those advice...!
Fantastic video, quick to the point and very valuable information! I am not a salesperson but am being asked to add sales to my repertoire. As I am being told everything I am dong is "the wrong way" Marc gave me a fresh perspective that actually makes sense.
Super method for engaging sales prospects in todays competitive market, the only way really! Structure the prospecting this way and people WILL listen..... if you have a viable solution, you're in. Thanks for sharing Marc! All the best!
Interesting way. Usually I go about it establish they made a commitment to book the call. Then I start asking them what do they know about us. Then what resoults they are looking to achieve by working with us. Then I will implement what you are saying and repeat back what's important to them.
Commercial insurance agent, working to established a book of business of commercial office buildings, trying to established my approach to this market.
Hey Marc, I'm starting out website design and digital marketing career. I'll be following your guidelines to talk to my first potential client and so on.. Thanks very much.
Your vibe and simple, straight-forward approach really let your message land home. It did, however, feel like this particular expression of it seemed like it was primarily geared toward people who are selling high-end products in a business meeting, or in a context where the appropriateness is assumed. I feel like the problem I'm running into is a little and different and I'd love to get some feed back. I'm an artist and over the last 6-8 months, I got photoshop to design clothing and apparel. Now, I've got several full lines of clothes, a functional website and no money to pay for facebook ads, or instagram affiliates (at this stage, that was expected). My present plan is to go to facebook groups, join any conversation that looks interesting, try to be friendly and then approach the people through Messanger with a statement about how I enjoyed the conversation and then share my store. I would be greatly appreciative of any insight you may have about how to go about this in an organic way that's as respectful of the communities as possible... and will turn into sales. I love what I'm making, but have never experienced myself as a natural sales person... I'm awkward around the whole process...
Thank you for your video. I just find out that I am missing the real problem with my zoom presentation for the prospects. I’m gonna apply your tips in upcoming meetings next week and also will share how results are.
I got hired last February 17, 2021 as s Sales Representative . I'm watching this videos because I want to get an idea from you. I already had the training but still it gives me hard time to connect the call flow especially if the scenario will be the client is passive. Can you help me on how to handle passive customer and handling objection? My previous job is very different from where I am today.
I would say because of a certain selling point that you made to them. If they needed shoes they would have gone to the store and gotten them. They are however constantly in the market for a deal
Hi Marc..im a salesperson and my product is unit trust investment, its not a physical product like food item,machines etc..how do i start a conversation with my clients...fyi i m a very new to sales & marketing...really new that i've yet to go out talking to my prospects...a word or two from you would be very interesting and motivational. Thank you from Malaysia...
Hello there! I believe the title which you gave for this video is actually not giving me a clear picture.. I like the way you approach. How ever i did expect something which could help me understand my customers need and then pitch for a sale. How is a good opening and a good closing suppose to be? I would be grateful to you if you let me know the same
hi Marc, thank you for sharing valuable points to start a conversation. however, on the 3rd point I have question that most of the times during December to March -companies come up with an answer to start in next financial year. what should be our response?
i am a b2b process trainer, swati when i was a telemarketer i interacted with these objections number of times. the only way to handle this objection is to put the ball in the prospects court. What I mean is at the beginning avoid the starting of your call where you sounded confused or nervous, this is something which you dont notice but the prospect does and you miss nailing the target. Be focussed, motivated and calm. Best of luck.
Based on my 20 years of very successful sales I disagree totally on your opinions of the first two points that you mentioned.id be curious to know what is your degree of sales experience
I'm curious to learn why you disagree. Also I would like to hear what you do instead. I respect your experience and would like to use it to better my sales game
Hi i am an agent life insurance, i want to get the name & phone number of a prospect by explaining to them about the insurance while giving them the flyers. The results i didn't get it, can you show me a some advice or tips to improve my presentation?
Hi Jay, whatever marc said works in both one 2 one and telephonic conversation. But before you implement what he said you should obviously have a better knowledge than the prospect in order to nail them down and achieve your sales targets. Best Of Luck.
Say I call or meet prospect how to begin then.. If I introduce myself from xyz company and offering this which is not correct and straight aways asking these questions would be without context..
I've been having a difficult time pitching my custom lapel pin services to prospects all year long but I'm not sure whether it's covid related, like constricting their budgets, or if I'm just to new to the game and sound like an idiot LOL
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/
Im in sales and i use this alot naturally! Its the only way to let someone know that you understand them and that you are the answer to their problem. I even used this to nail my interviews.. hahaha!!!
Best 5 minutes I've spent this month
Rhett Wallace your mrs is a lucky lady 😂
@@Seren2010kinder it was 2 min only
This is gold. Thanks for sharing. As someone who’s done a lot of reading to understand sales I can say that this idea of the “Challenger sale“ or person who is educating the customer is a sound philosophy. Thanks again for making this video it was a critical reminder I needed to implement this technique
1. Show you know what's going on in the marketplace. "Right now I see this happening in your sector."
2. List 3 common challenges going on in the marketplace that you solve. "A lot companies are losing to low cost competitors, can't find prospects, can't run good sales meetings."
3. Do any of those issues ring true to you?
Awesome
Awesome tips
Great idea! Only negative from that is the closed question at end as it may leave you open to a shut down
Jack I totally agree. That question at the end need some work. Set up for a big no
Which of these ring true to you?
Something that resonates with me is your poise, excitement to great but, also being calm and likable are key. Many of your videos are very helpful
I use this all the time with existing customers, I still have trouble closing, I don't feel comfortable pressuring people but when I try to upsell as a door to door guy to add more services I often get offered inside. I can start the conversation and make a prospect feel valued this way.
Yes I have tried this by showing concern about the prospect's requirements n resolved their queries n it really works out... Thanks
Wow! Focusing on others, rather than how great you yourself are.-what a concept! 😄 It's actually more than just an important sales strategy; it's the most important interpersonal skill ever. Many non-salespeople could learn much from this too. Thanks!
mark waysak, mark my words, I'm 22 and working on my script now and I want to send you some of our rewards. I couldn't figure how to do the work without you and your pure great content
Possible if I can see a script that you've made?
I like how you use the term challenge instead of issues or problems. Challenge is far more positive and not stressful when repeatedly used, unlike the other 2.
This video pisses my off🤣👍🏼
I’ve been working as a Technical Sales Specialist for over 25 years and I can’t (or I don’t want to) remember how many years, frustration and mistakes I had to go through before I achieved that level of professional awareness...!
I wish I had someone providing me with those advice...!
so your saying its good right?
@@KevsGuide very good
This is phenomenal! I've been pitching my prospects, and I will implement this approach right away
Hey , Can you please tell me the result of it now?
@@preet2081 smart 😂
I landed my first SDR opportunity with a software company by role playing this opening advice at the interview 2 weeks ago.
Your videos are a great source of value addition for sales professionals.
Thank you for bringing this one.
Thanks Marc, your videos add massive flavor to the serious sales help options like Cardone or Robbins. Great information.
I'll be meeting my first client of BMW to supply merchandise for their employees. This video did help out a lot for me. Thanks.
Fantastic video, quick to the point and very valuable information! I am not a salesperson but am being asked to add sales to my repertoire. As I am being told everything I am dong is "the wrong way" Marc gave me a fresh perspective that actually makes sense.
Super method for engaging sales prospects in todays competitive market, the only way really! Structure the prospecting this way and people WILL listen..... if you have a viable solution, you're in. Thanks for sharing Marc! All the best!
Dear Mark, I am your fan. Thank you so much. I love watching your videos, teaches me a lot about sales that I never knew...👍
I am a student and I really like your pitch.
🍁 good stuff- thank you - cheers from Beautiful Vancouver, Canada 💙
Never used this technique but looking forward to it
Interesting way.
Usually I go about it establish they made a commitment to book the call.
Then I start asking them what do they know about us.
Then what resoults they are looking to achieve by working with us.
Then I will implement what you are saying and repeat back what's important to them.
I'm in commercial real estate investment sales, so I cold call building owners. Everything you said is very relevant to my work. Thank you!
Hi, Thanks for your valuable ideas. This is the creative approach to sales. So, I think with practice we will close more sales.
This approach i already used after seeing your video and it truly works out, Thanks for sharing...
I love how you talk very convincing, I wish to have your book for free.
I'm from Philippines..
Wow, it's such a fantastic video... All thanks 😊😊
Marc, excellent topic and delivery. Trying it right away!
Thanks Marc, just used that tactic on my sale diagram. I'll try it tomorrow morning! :D
Keep at it Mark! love the energy and honesty. Best to you and respect.
you're a righteous and generous gentlemen and wise man
This guy is amazing. I always learn something new🔥
when a sales guy tries to sell his ideas to other salespeople. Brilliant.
Commercial insurance agent, working to established a book of business of commercial office buildings, trying to established my approach to this market.
Marc, youre awesome. Thanks man!
I'm starting is SaaS sales next week. Wish me luck
Man there is some golden nuggets here
This is great and amazing
It's so informative . I like it . Thank you. Maheen from Toronto Canada
Marc Thank you for this informative video, it intrigues me to upgrade my selling strategies.
Hey Marc, I'm starting out website design and digital marketing career. I'll be following your guidelines to talk to my first potential client and so on.. Thanks very much.
How are things going?
How has it been like?
How did this workout for you?
Really valuable info. From now on I am gonna use these approach in my conversatians.
They are very great tips because before I use pitch of my company's promotion which prospect hated
I'd be bankrupt if I greeted my customers with Marc's opening line.
Your vibe and simple, straight-forward approach really let your message land home. It did, however, feel like this particular expression of it seemed like it was primarily geared toward people who are selling high-end products in a business meeting, or in a context where the appropriateness is assumed. I feel like the problem I'm running into is a little and different and I'd love to get some feed back. I'm an artist and over the last 6-8 months, I got photoshop to design clothing and apparel. Now, I've got several full lines of clothes, a functional website and no money to pay for facebook ads, or instagram affiliates (at this stage, that was expected). My present plan is to go to facebook groups, join any conversation that looks interesting, try to be friendly and then approach the people through Messanger with a statement about how I enjoyed the conversation and then share my store. I would be greatly appreciative of any insight you may have about how to go about this in an organic way that's as respectful of the communities as possible... and will turn into sales. I love what I'm making, but have never experienced myself as a natural sales person... I'm awkward around the whole process...
Awesome tips to move forward to close the sales...effectively for long term business relationship with our customers..
About to use this in a live.
Can u send me a a ready made questionnaire asking fro sales officer from best builders n construction what should I ask him
Great video my friend, I appreciate all the content.
You info is top notch
Thank you for your video. I just find out that I am missing the real problem with my zoom presentation for the prospects. I’m gonna apply your tips in upcoming meetings next week and also will share how results are.
What were your results?
Following...
Hi I like your tips! I could use these for warm market also. But really great for cold.
This guy reminds me of Sylvester Stallone
Gabriel Faria should have gone to specsavers 😎
"Is not about how hard you pitch; is about how hard you can get rejected and keep moving forward. Thats how winning is done!"
Nailed it :)
Gabriel Faria Rambo!
He is a prize fighter in sales advice. 😊
This is so AWESOME!!!!! Sharing with my team.
hey i got some value from this video.. good job man, thanks guy !!
Do you have one of these for door knocking or can you make one? People are more resistant to small talk and friendly conversation
Thank you Marc for the tips. I am into real estate, how can this tips help me in my sales and marketing?
This guy is awesome!
Awesome video Marc. I'll definitely be using this. Great advice.
Great videos brother!
Love this...thank you.
Another concise yet effective vid
Great Value
Very soon going to do my first sales call. Really nervous. Please give me some useful tips to start with. Thank you
I got hired last February 17, 2021 as s Sales Representative . I'm watching this videos because I want to get an idea from you. I already had the training but still it gives me hard time to connect the call flow especially if the scenario will be the client is passive. Can you help me on how to handle passive customer and handling objection? My previous job is very different from where I am today.
A question, if am selling footwear for instance, do customers buy bcz they need shoes or bcz i somehow made them? Is it me or the customer?
I would say because of a certain selling point that you made to them. If they needed shoes they would have gone to the store and gotten them. They are however constantly in the market for a deal
How do I close if their system they have in place looks good after that conversation
Thank you for your content, very helpful 👍🏼💯
Could you share how to approach by insurance sales?
Mark... thank you so much
Hi Marc..im a salesperson and my product is unit trust investment, its not a physical product like food item,machines etc..how do i start a conversation with my clients...fyi i m a very new to sales & marketing...really new that i've yet to go out talking to my prospects...a word or two from you would be very interesting and motivational. Thank you from Malaysia...
Nice insights!
Hello there! I believe the title which you gave for this video is actually not giving me a clear picture.. I like the way you approach. How ever i did expect something which could help me understand my customers need and then pitch for a sale. How is a good opening and a good closing suppose to be? I would be grateful to you if you let me know the same
Thanks for great information.
hi Marc, thank you for sharing valuable points to start a conversation. however, on the 3rd point I have question that most of the times during December to March -companies come up with an answer to start in next financial year. what should be our response?
Then forget pursuing that client.
***** I m not working in Stock market. I m working in online b2b industry.
i am a b2b process trainer, swati when i was a telemarketer i interacted with these objections number of times. the only way to handle this objection is to put the ball in the prospects court. What I mean is at the beginning avoid the starting of your call where you sounded confused or nervous, this is something which you dont notice but the prospect does and you miss nailing the target. Be focussed, motivated and calm. Best of luck.
Hey Marc, thank for the video. What will be your advise if you calling to a prospect and you only know the name(last name) and the phone number?
Can you list the 3 most common generic challenges that any client normally would be facing?
dude, depends from industry to industry.... sales is not something generic.
WOW You are so right. Great video
Based on my 20 years of very successful sales I disagree totally on your opinions of the first two points that you mentioned.id be curious to know what is your degree of
sales experience
I'm curious to learn why you disagree. Also I would like to hear what you do instead. I respect your experience and would like to use it to better my sales game
How can I wproach a new client for custodial cleaning?
How can I get the e-books
how to introduce your wholesale products to your prospect.
I am new to this field?
Thank you so much for this helpful advice. Is this applicable via email?
Mr.Marc I'm a chess coach how can I offer my lessons to students?Can you help?Thank you
Hi Marc I am a beginner and am determined to make it in being a sales lady....how would you help me
I couldnt clink the link for your book. I have a samsung
Hi i am an agent life insurance, i want to get the name & phone number of a prospect by explaining to them about the insurance while giving them the flyers. The results i didn't get it, can you show me a some advice or tips to improve my presentation?
Where does one get a client list
Gosh. Thank you!!!
I never got the free ebook. It’s part of your lead magnet.
Thank you man
Unable to acces your website contents
Where can I find sales closing jobs. I am 19 so I want to work for entrepreneurs and online businesses
This is great!
Quick question marc: Does this work in one-to-one interactions or is it optimized for sales letters and social media?
Hi Jay, whatever marc said works in both one 2 one and telephonic conversation. But before you implement what he said you should obviously have a better knowledge than the prospect in order to nail them down and achieve your sales targets. Best Of Luck.
Say I call or meet prospect how to begin then.. If I introduce myself from xyz company and offering this which is not correct and straight aways asking these questions would be without context..
This is the Sandler Sales System.
I've been having a difficult time pitching my custom lapel pin services to prospects all year long but I'm not sure whether it's covid related, like constricting their budgets, or if I'm just to new to the game and sound like an idiot LOL