13 Sales Techniques You Must Know TODAY to Close Deals
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- Опубликовано: 24 июл 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
KEY MOMENTS:
0:38 1. Be a peer.
1:44 2. Tonality matters.
3:18 3. Soften then clarify.
4:32 4. Drop the pitch.
5:28 5. Calm and steady.
6:44 6. Less rapport, more value.
8:04 7. Opening Play.
9:22 8. Disqualify.
10:35 9. Case studies.
11:53 10. Get feedback.
13:00 11. Ask for questions.
14:11 12. Be N.S.O.
15:36 13. Slow down objections.
1. Be a peer.
Many salespeople treat prospects like they’re royalty. But putting prospects up on a pedestal is the ultimate way to ensure that they’ll have very little respect for you. Just treat them like they’re a peer, a normal person in a peer-to-peer relationship.
2. Tonality matters.
The tonality is what makes the script actually work. Pay close attention to your pace, voice fluctuations, and the way you approach the different lines in the script. That’s what makes it authentic.
3. Soften then clarify.
Soften basically means giving them a little compliment. And then you want to clarify-or in some cases, redirect.
4. Drop the pitch.
Salespeople often start their conversations right out the gate with a pre-planned pitch, aiming to be the most persuasive thing the prospect has ever heard. But the reality is that all of your competitors are doing the same silly pitch. You’ve got to drop the pitch. Instead, focus on the challenges that your prospects are facing. Focus on understanding them, not on pitching your product or service.
5. Calm and steady.
In traditional sales, it's all about enthusiasm, excitement, and passion. Old-school selling tells us to “wow” our prospects with a high-energy, overly cheerful approach. That’s all junk. Instead, stay calm and steady when talking to prospects. Engage them in a simple human-to-human conversation. Don't get excited. Don’t be overly animated.
6. Less rapport, more value.
In general-and especially in the time since the pandemic began-salespeople spend way too much time on rapport-building in their conversations. Your prospects are busy people. They don’t care about rapport. They want value.
7. Opening Play.
The “Opening Play” is simply my term for engaging the prospect in a conversation. It’s the first 25 seconds of any sales conversation, and it emcompasses how you're actually going about engaging the prospect in a real conversation. The key to a successful Opening Play is to briefly explain what you do in one short sentence. Ditch the whole monologue about everything you do, and replace it with just one concise sentence that explains who you are and what you help your clients accomplish. Once you’ve done that, leverage your bird's-eye view of your industry to demonstrate that you understand the key challenges your prospects typically face. Use those challenges to engage the prospect in a conversation that rings true to them.
8. Disqualify.
Most salespeople are told that they must qualify prospects, persuade them, or convince them. Throw all of that out. Instead, adopt a mindset that's focused on disqualifying prospects. The data shows that less than 50% of the prospects we come across will ultimately be a fit for what we sell. So don’t waste your time on those who are never going to buy in the first place. Disqualify, disqualify, disqualify.
9. Case studies.
There is no better way to explain what you do than through a compelling true story in the form of a case study. Most salespeople and business owners describe what they do by giving a long-winded explanation of all their abilities, features, and benefits. But this dry explanation-approach is like the textbook of selling: boring and forgettable.
10. Get feedback.
In the presentation phase of the sale, when you're starting to demonstrate what you do, it’s important not to fall into the track of giving a monologue. The presentation should never be a one-way conversation. You should constantly be getting feedback from the prospect to make sure you’re on track.
11. Ask for questions.
Traditional sales presentations run over the allotted time and don’t leave any room for questions from prospects. But your prospects’ questions are the most important part! The only thing that truly matters is what the prospect cares about.
12. Be N.S.O.
N.S.O. stands for Next Step Obsessed. One of the most important sales techniques to learn is simply to be Next Step Obsessed-constantly. When talking to a prospect, all that matters is determining whether they're a fit, and if they are, then scheduling a next step at the end of the conversation.
13. Slow down objections.
The data shows that when most average and bottom-performing salespeople get objections, the rate of their speech actually increases. They go on these long, meandering monologues to respond to a particular objection. Top performers do something totally different. When they get objections, they slow down the interaction.
Be sure to register for my free training on, "The 7-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Decades ago people had to travel or pay big money for this level of education and quality. Incredible video!
Absolutely!
Dude this is the first legit sales advice I have ever found on RUclips. Hope more people listen to you. Subscribed.
Love the tips! This is going to help a lot of people. Love how you started with people want to be treated as equals and not put on a pedestal
Great Sales Techniques - Just be a real person!
Thank you very much for sharing, some of good sale's points, would like to know specific sale's points for capital goods industry.. ☺️👍❤️
Excellent video sir
Gonna see this video like 4 more times.
Saludos desde México dude.
On Point!
Thanks sir❤
great content
Very Great Video
Thanks so much for your videos, Mark. I learn a lot from them. 2 questions: 1 - Do you always email prospects before calling them? 2 - English isn't my first language and when I call companies most of the time I can't understand the person's name. What would you recommend in those cases? Thanks brother.
Great content 💯
Great video very good tios
Great Tips Very Tips
Impressive by all means!
Good stuff
Leave fear of losing and enjoy the moment
Dropping 🅿️gems I see. Thank you mate🚫🧢
I would say the No. 6 is more depending on the Cultures and different Personalities between prospects. There may be no General Rule for human being...
Great stuff Mark, do you have any insight for solar sales? Would love to hear your input on that topic!
Thank you. Could you share more tips about tonality ? Like how to practice and improve?
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Doing a Replay
The "tonality" sounds like your actually condescening to the prospect, just like you warn for in the first point.
depends on how you use it. if you can match the other person's tonality, then you can be equal and actually this often helps alot matching the customers "Level", but of course not if they have an angry tonality or alike
❤❤
So Marc I listen to your free training course and registered for the call to see if I can get into your mentor program and you canceled it, I know that you said that you have a select amount of people that you choose to be in your group, but I didn’t think that you would discriminate against me,
was it my name ? was at the fact that I work in home improvements ?or did I not fit in your box ? Either way, I don’t need you I can be my own cheerleader, I can train myself because I’m out in the real world talking to real people in a sales environment. Do you know what they say about teachers teachers teach because they can’t do. Thanks for nothing.
JESUS LOVES YOU ALL❣
Rapport is such baloney. It only worked in the 1950s when guys were selling insurance in rural areas .
5:37 - Not taking his own advice.
He's making a point, genius !!!!!