Nothing is more disappointing when you spend all that time and effort talking to a prospect, and then at the end, you don't close the sale. Today, I'm going to teach you the three most important sales skills that you must understand and master in sales if you want to be a successful entrepreneur or a successful salesperson.
You see, many people don't know how to communicate. Some know how to sell, almost no one knows how to close a sale. If you're a salesperson or business owner then it is your duty, it is your obligation to close that sale.
Maybe, the kind of sale close that happens, maybe it happens after your presentation that you have given in a conference room.
Maybe it happens over the phone, shop, showroom, or online demo. Whenever and wherever a close is supposed to happen, it is your responsibility and your responsibility alone to close that sale.
Most salespeople do not get this, right?
They get very good at everything else like prospecting. Cold calling, outbound, presentations, or online demo.
But unless you close that sale, nothing happens.
You become a very, very good presentation giver or a very good demo guy but guess what?
Those things don't get you to the bank. A closing sale is the only thing that gets you to the bank.
So today, let me teach you three things, the three skills that you must know, three important skills you must master if you want to earn more money.
You see, if you're selling a cheap item, or you're selling a commodity and you work in a local shop, people come in, they grab and go, or you're selling something that's transactional. You just show them the stuff.
Well, you don't need to have empathy, because you're just providing a quick answer, a quick solution.
However, if you're selling anything that is significant, if you're selling something that's the high ticket, you need to have deep empathy.
One thing I always say: people do not care how much you know until they know how much you care.
When you are selling something at an expensive price, your customers need to know that you've got their back. So you have to be able to connect with customers.
You know what, if you want one great secret when it comes to having tremendous success when it comes to closing, here's one: give a damn.
Actually, give a damn about the wellbeing of your buyers or customers.
Give a damn about their results.
Give a damn about their outcome.
When you give a damn, if your product or service is not a good fit, you going to tell them it's not a good fit. If there are other people, that could provide a great service, better than you, you will not hesitate to recommend that to your prospect.
That is what I'm speaking about: giving a damn.
I always say, no pain, no sale.
This is not the problem that you don't know how to sell. The problem is, you don't know how to diagnose a problem.
Most salespeople, talk too much. They don't know how to ask questions.
You are losing sales, not because you don't have product knowledge. You know your products or services very well. You're losing sales because you cannot diagnose exactly what your prospects' problems and interests are. You see, your product does not drive sales.
Nobody cares about that.
Problems drive sales.
In order for you to motivate, encourage and empower your prospects to buy right now, you need to be able to recognize and diagnose exactly what their problems are.
Does that make sense?
If all you do is keep pushing your product or service features and benefits, they're not going to buy. That does not motivate them to buy. Then you're going to get objections. When you can help your prospects understand that you are the perfect company to help them, that's when they buy.
See, sometimes the problem is not what it seems like or what it looks like. Sometimes they don't even know exactly what their problems are.
They might say, they come to you and say, "Hey, I want XYZ", and they might think, XYZ, that's what's going to solve their problems. But actually, they actually need something else. Maybe they need ” DFG”, right?
They need something completely different. But they don't know so it is your job to help them understand, it is also your job, just goes beyond your products and services, it's your job to understand the big picture, and how your services or products best fit to help them solve their problem.
You cannot do that if you don't have the ability to reveal challenges and diagnose their problems.
Now, you've seen this a lot of people talk about how to handle objections in sales. You know, your prospect says this, then you are going to say that.
This is how you are going to respond. All that is excellent, but my approach when it comes to objections, I actually do not like to handle objections, because the way I see this, if you're thinking about handling objections, you're being reactive.
You're waiting for the prospect, you say this, then I'm going to do that.
It's like a martial art, right?
Someone throws a punch, and then I'm going to do this, and then he throws a kick, then I'm going to do that.
You're always playing catch up, you're playing defense. You must play offense. I believe the great defense is a good offense. Always set the agenda so objections don't even come up. And another thing I believe in is, don't use a script.
A lot of fake sales gurus or trainers, they want to teach you, okay, this is a script that you use. This is exactly what you're going to say, this is how you say it line-by-line.
I compare that, it's like going to a boxing match with a predetermined plan.
You cannot pre-plan too much.
You should have flexibility like Bruce Lee said, you gotta be like water.
There are more reliable and smarter ways to sell and close a sale. You do not have to do what everyone else is doing. There are better ways to do this.
I hope you have enjoyed my article.
