Closing Sales - How To Run Your Sales Meetings Attract New Clients | Patrick Dang | Skillshare

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Closing Sales - How To Run Your Sales Meetings Attract New Clients

teacher avatar Patrick Dang, International Sales Trainer

Watch this class and thousands more

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

5 Lessons (32m)
    • 1. Closing the Sale Intro

    • 2. Strategies To Close The Sale

    • 3. Techniques to Follow Up Over The Phone

    • 4. 5 Easy Phone Tips For Closing Bonus

    • 5. Next Steps

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About This Class

Early in my sales career, I remember talking to a potential customer who enthusiastically claimed he was extremely interested in buying my products.

He even said, "Yes, I'm interested in this!" So I left the meeting at that and tried to follow up a day later actually to get the sale. But when I followed up...he ghosted me... I thought that was strange. Why would someone tell me they're interested one day and ghost me the next?

That's when I realized two valuable lessons that changed my perspective on sales.

#1) People naturally lie to avoid being uncomfortable (for example, telling a salesperson they are interested when they really can't wait to get out of the meeting).

#2) There's a difference between "sales" and "closing".

Many salespeople (including myself at one point) fall into the trap of providing free consulting. They'll help the customer by answering all their questions and giving them their advice with hopes to get a sale at the end. This is especially true for many high ticket closers who send premium products.

But what these potential customers tend to do is try to get as much free advice as possible and walk away without any intention of buying anything. To be a "closer" means you're not afraid of asking the tough questions to see whether or not someone is serious.

It's challenging to shift into that "closing" mindset, but it doesn't have to be complicated. So in my latest YouTube video, I'll be revealing my secrets on how to stop customers from taking advantage of you and start becoming a closer and close more deals. Whether you're an entrepreneur, business development rep, sales development rep, or an account executive, these strategies will work if you do any type of B2B sales where you sell over the phone or in person.

So in this course, I'll be sharing my best strategies to run you rsales meeting and close more clients.

Meet Your Teacher

Teacher Profile Image

Patrick Dang

International Sales Trainer


Hey, it's Patrick here!

Now, I’m on a mission to help everyday people to generate more sales for their business using the most cutting-edge B2B sales strategies.

After a successful sales career in Silicon Valley, I packed two suitcases and booked a one-way ticket to Thailand and started my journey with the aspiration of creating world-class online B2B sales training all while living a digital nomadic lifestyle.

And since then, I’ve traveled to many countries while creating programs training over +30,000 students in over 150 countries.

And over time, it became clear that no matter what country you’re from, what your background is, or whether or not you think you have the talent to sell...I’ve found that sales is a skill anyone can learn... See full profile

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1. Closing the Sale Intro: Hey everybody, it's Patrick Dang here. Now in this course, I'm gonna show you some of the best secrets when it comes to closing the sale. This is going to be extremely applicable if you had any type of sales role like an account executive or a business development rep or account manager. Or if you're an entrepreneur or freelancer, these skills will still apply. And the big problem that a lot of people have is that sure they can take a meeting with a potential customer. But if they can't actually get the customer to sign a deal and start working with them while they can't generate revenue. So I'm gonna show you some of the best ways that I figured out to close a deal. And I'm going to show you how you can apply these skills, your sale step-by-step so you know exactly what to do, exactly what to say, exactly how to set it up so that the sales become a lot more easier and for a class project. But I want you to do is I want you to use a material and his content and write your own closing script that you will use in the real-world and try it out and let us know in the group and share your closing script with the rest of the class, OK, insight, giving you feedback and helping you out. So if you are ready to learn how to master the art of closing, Make sure you enroll in this course. Now. 2. Strategies To Close The Sale: Have you ever found yourself in a sales meeting with a potential customer and everything seems to be going okay. They're saying, yeah, we could really see ourselves using your product and dadadadada. But when it comes to actually signing the deal, closing and actually collecting revenue from the prospect, they just suddenly go quiet or they just get cold feet and disappear. And that's a training thousands of salespeople and business development people around the world. Here's what I've realized. The problem is closing. You see there's gonna be a big difference between sales and closing for sales. And a lot of times, you know, people go into a sales meeting and they offer free consulting and they just kinda answer questions the customer has and tries to help them as much as possible, hoping that in the end they will get the business. But in reality, sales is very different from closing because when you are focused on closing, sure you're helping your customer. But at the end, you're making sure that the customer makes a concrete decision on whether or not they want to buy. And hopefully if you'd done the job right, they actually close at the end. And this is where most sales and business development people struggle with the actual closing part of the sale cycle. So in this video, I'm going to show you some of my best closing strategies that you can implement, right? A way to start getting results and make sure you watch this video until the end. Because if you don't know how to close, you're going to waste your time going into sales meetings and, you know, just dealing with tire kickers and people who aren't really serious and buying your product or service. And I'm showing you exactly what to do, exactly what to say to actually close that deal. And it's going to be extremely applicable if you or any type of sales role like an account executive, business development Rep, Sales of L, my rep account manager. Or even if you are an entrepreneur, because the foundations of closing are going to be the same. And I'm gonna show you all the secrets right here in this video. My name is pressure during Welcome to my channel where we're gonna talk about odd things, sales. So let's go ahead and get this started. The first we're going to cover is setting up for the closed and I have a question for you guys. When it comes to closing, when do you think closing actually happens? Do you think it happens in the beginning of a call, the middle or maybe the end. Go ahead and leave it in the comments and let me know where you think closing happens. Now, to ask a question for you, most people believe that closing actually happens at the end of the car where they asked for the business. But in reality, closing, right, the art of getting someone to actually motivate them and get them to sign a deal happens throughout the entire conversation, whether it's over the phone or in person. So that means you're closing the moment you shake someone's hand and you meet them and the middle of the conversation and at the end, because the entire time when you are having a sales meeting, your only goal is really to set the prospect up, meaning setting the customer up so that when you actually ask for the business at the end, it's going to be a lot more smoother. But to get that close at the end, you have to set it up way in the beginning, at the beginning of the conversation. And you might be wondering, okay, well, how exactly can you set up for a close at the beginning of the conversation? And how you do that is you want to ask questions, OK? You want to ask questions way in the beginning of the meeting, right in the beginning to identify the customer's pain. And the reason is because if you didn't know the Zhuangzi motion to get someone to take some type of action, whether it's just a do something or buy something is pain. Okay. I'll give you an example. The other day I went surfing at the beach and I got a lot of water, saltwater in my eyes and I thought it was okay. But then when I went to sleep and the next morning, my eyes were hurting so much. I literally cannot open them right. So I was like walking around like this and I just can see anything. I was in so much pain and it felt like I was dying. Okay, so in that moment in my life, I was in so much pain that think about it. How much money do you think I would be willing to pay someone like a doctor or pharmacist to give me something to make their pain go away. And you bet I would be willing to pay a lot of money, right? Especially if I feel like I'm dying and I can't open my eyes. So in that situation, I'm willing to pay a lot of money to make my eyes better and make all that pain goes away. So now when we apply it into sales is the exact same thing in everyday life, or in someone's career or their business life or in their business. Particularly, everybody is experiencing some type of pain and they're willing to pay money to make the pain go away. Similar to how I'm willing to pay money to make the pain in my eyes go away. But to actually identify the pins, you have to ask these questions to even understand the customer and see where they're coming from because people aren't going to really give you their pains right off the bat. They're not gonna go into a sales meeting and be like, Hey Patrick, here's all my problems. 1-2-3, It can you solve them for me? It doesn't really work like that. Usually they come into a meeting and they say, hey, how are you and when you know, and you just have a little small talk, but it's your job as a sales and business development person to identify their pain. So for example, let's say you own a development app agency, right? So you go into other companies and you develop your apps and basically they're outsourcing software development to you, okay? So if you go into a company and you say, hey, you know, we offer app development services and this is what we can do, blah, blah, blah, blah. A lot of times they're not going to buy in, a lot of times you're not going to be interested because there's no pain, right? Just because you can do the work doesn't mean you're solving problem. So instead of just pitching and saying all these things about how great you are, you want to reverse it and say, hey, look, company or prospect, just curious, have you guys ever tried developing your own app before? And they might say, Yeah, we've tried it but it didn't work. And then you say, okay, well, that's kinda interesting. Widen in work exactly. And then they start going into the reasons. Well, we try to hire a couple engineers, but they just weren't good at the job and they cost a lot of money because they're a junior, but we're trying to cut costs, but in the end there's just a complete waste of time. And then you see now you're starting to get pain, right? And you say, Oh, they wasted money, they wasted time. They have some hurt in them. And then you start asking more questions and you can say something like, well, you know, why exactly did you hired those people if they weren't really qualified? And then the prospect might say, well, we hired them because, you know, we just didn't have a network of engineers that we can trust or we just went for the cheapest price and we just hired some kids out of college. Right? And you start getting more and more depth into the pain and then, you know, you make that preserve hurt. You make them realize like, oh man, they really made a mistake in the past and you don't wanna do it again. So. Once you ask all those questions, you're setting it up so that when you start pitching your services on app development to outsource all the development work. You can say something like, hey, look, you know, you try something in the past, I understand that and it didn't work cool. But what if I said that you can actually develop an app for a cheaper price, but have higher-quality engineers working on it to make sure the product is actually good. How would that V2? And then they would say like, wow, we're actually sound really good. Or what exactly do you have the offer, right? And you start getting into that conversation, but you see to even get to that point at to set it up before I can even start pitching my product or service. Because if you start pitching in the beginning, people don't experience, you don't understand the value to why they should be listening to you. But if you ask these questions, understand their problems, and then pitch a product or service as a solution to their problem. Then they start really thinking about like maybe this guy is onto something. So now we're gonna move into the next part of the clause and that's actually asking for the close rate. So this particular video is not about how to pitch. I have another video about that. Go ahead and check out the link in the description or somewhere on the screen for, you know exactly how to pitch. But when it comes to the closed, after you pitch, this is what you're gonna say once you share what value you give to the customer, people love one-liners and I know you guys want some one liners of exactly what to say. So I'm gonna go ahead and give you that right now. So if you want to close, you want to ask for the money after you purchase a something like this. Based on everything we talked about so far, are do you feel we might be able to be a good fit to work together? Right? And it's a question, and basically you pass right there. And then the prospect, it's their turn to talk and they're going to think about that. And they're going to think about everything you talked about in the meeting and they're making they're gonna say something like yeah, possibly, possibly. So now you're getting the feel right if they say Yes, let's get sorry, right away, boom, that deals already done. But if they say something like, yeah, maybe it seems like we might be a good fit possibly. And then so you you're in the right direction, right? So after you get a confirmation that they're actually interested, you can say something like, alright, well what would you like to do now? And you pass, okay? And when you pause, you signal to the other person that it's their turn to talk. You've got to really pause them and let them speak. And so once they speak, they're gonna say, well, I'd like to do now, well, how exactly do I work with you? And then you earned permission to kinda share of your pricing would end with a process that takes to actually work with you. So after they asked you or how exactly can you work together, you can say, hey, look, typically we're gonna charge $9 thousand a month for the services, but I really feel like, you know, we're really good fit to work together. I like you and I feel like we can actually get you some real results. So if you can actually make the decision by the end of this week, I can actually lower the price from $9 thousand to $70 thousand and we can get started right away. And the reason is because you know, like you, but at the same time, I don't want to go back and forth and trying to find the right price. I rather just give you a discount, a fair price. And, but it's only valid if you are able to make the decision by the end of the week. So in that situation, you're, you're basically what you're doing is you're setting the price high and then you're giving them a discount. So they feel like, oh, this guy really likes me, he's given me a discount and you may be giving them a discount rate. And then from there, if they can make the decision by the end of the week, boom, they're going to get the discount. If they cannot make the decision by the end of the week, then you go back to your normal pricing, which is, well, for this example, it wasn't paying $1000. Now if you know that the prospect can make the decision right there on the phone rate, let's say you sell maybe something cheaper and it's easier for them to make a decision. Say like, hey, look, if you are able to make the decision by the end of the car, we'll give you the special discount right now, but it's only available if you can make the decision on the call. So whatever timeline you want to create this as the magic, you can either do it, make a decision on the call if you know that people are willing to buy right there, right then. But other times in the sales, meaning you can get the feel like maybe this person isn't gonna make the decision on the car. Maybe they have to get approval from somebody else. So you can say by the end of the week or by the end of the month in what you wanna do is you want to incentivize them to actually make a decision whether it's a yes or no, using these timelines. Now the reason why you want to do this is because most people don't use this technique. They don't use timelines, they don't use discounts. And they'll just say like, hey, look, if you want to work with me, just let me know. And then what happens is the customer or prospect doesn't really get back to them. There's no reason for why they should respond. And then a week goes by, a month goes by, they don't get the deal. I didn't know why and it's because there's no timeline. So you really have to make a timeline and yet to give people an incentive to why they should follow your timeline. And if you're really giving them a discount and they feel like, wow, this guy really is paying attention to me and he's trying to get me the best deal. They won't go sue because you're really trying to help them out. Now if they love everything with the deal and they're gonna make the decision on time they signed a deal. Boom, you are done. You got the deal. Congratulations. Now for people who have objections, right, we're gonna show you how to handle objections. And of course, the last cells actually, you're always gonna have objections. So how exactly do you handle that when people don't say yes right away. So let's say you do all these things. I said in the prospect says, hey, look, you know, I'm just not really sure if this is the right fit for me. Right. They say give you a maybe, right? Okay, so what you wanna do is you want to get to the truth of why exactly they're not buying right? Because you want a yes or no and no is OK if it's not a good fit, but you don't want a maybe because it maybe is like it's just a waste of time. So on the car or in the in-person meeting, here's what you wanna say to really get a feel of whether or not someone is a customer or not. So you can say something like this, halo. Now, I'm not trying to force you to buy anything. But from our conversation so far, it seemed like we were a really good fit to work together because of these reasons and other reasons. Now, because of this, I'm actually really curious. Can you let me know exactly what you would need to see if we were to move forward on this. So I'm acknowledging that the prospect has an objection. I'm not forcing them to bind thing. My goal is just to get the truth of why exactly. They're not sure, right? Again, I said, hey, look, I'm not trying to force you to buy anything. I'm just trying to understand where you're coming from so that we're on the same page, right? And then from there what I say is look, I don't want to push you into anything, but it seemed like I might be able to bring you a lot of value, but it seems like you're unsure about something. So what exactly do you need to see before you move forward on something like this? And then they're gonna say, Well Patrick, I need to see XYZ, right? For example, I need to have a guarantee. I need to be sure that I get results. I need to make sure that if we do this, that it's going to work and I don't waste my money and time, right. Whatever the objections are, that is the opportunity for them to tell you. So once they tell you what these objections are, then you can handle these objections one by one. But before you can even handle objections, you have to be able to earn the right for the person to feel comfortable to tell you their problems, right? Because a lot of times salespeople are so pushy that the customer, you kinda clams up when they're doing that and they just, they're just like OK, I'm adding here, I don't want to talk to this person. He just tried unfortunately buy something. But instead of being aggressive and pushy and you try to make it seem like and you are you just trying to look out for them and do what's best for them. People are a lot more open, more comfortable, and they're going to tell you all these objections and then you can one by one, panel them. And again, it's not about like forcing someone to buy something, right? You don't want to trick someone into buying your product or service, because if you do that, they're just gonna get mad there. You're going to ask for a refund and they're going to tell everybody like this company is not good because they have bad salespeople. Instead, you want to work with the customer, finds a solution, right? It's like solution selling and then actually deliver on those solutions and make their lives so much better. Because when you're selling from that position, sales becomes a lot less Liza last less, sales oil salesmen style. And it's more about helping other people, helping come up with solutions and providing value. And suddenly sales becomes really cool because you're actually helping someone in their business and in their everyday life. So that's that's going to be the general strategy when it comes to closing. So that's My name is paginating. Hope you guys got some value out of this video and I'm gonna see you guys in the next one. 3. Techniques to Follow Up Over The Phone: Hey everybody, what's going on? It's post-reading here. Now when it comes to sales, you might have had the perfect meeting with a potential customer. Everything well, went well in the meeting, they love your product and service and they want to move forward with the next step and you schedule the next step, right? But a lot of times in sales situation is that when that next meeting comes around, sometimes the prospect does not show up and it can be a really big mystery because they said they were interested. They said they wanted to buy the product, but then they don't show up to the next meeting is kind of strange, right? And so in this video, what I wanna do is I want to show you what to do and what to say when this happens. And I'm gonna show you exactly follow up with your prospects over the phone. Alright, so when you are in a sales meeting, let's say as your first meeting, you qualify the customer they want to buy and you're getting towards the end of that meeting where most people make the mistake when it comes to sales is that they don't really have a clear call to action on what exactly is going to happen next at the next meeting, right? So they might say something like, hey, you know, great talking to you. Let's Be in touch or hey, it was great meeting you. Let's schedule another meeting. But the challenge here is that a lot of people don't talk about what exactly is going to happen on that next meeting. And they're not giving a clear reason for why someone should even show what. So on the first meaning, if you don't have clear expectations of the next meeting, highly unlikely the person will solve for the second meaning because there's no reason for them to show up. So if your crystal clear on exactly what's going to happen on the next meeting, a lot of times people will show up and you don't even have to follow up because they know what they're getting on the next meeting and they want to get that thing. And you already set that expectation. But in case you do set those expectations on the first meeting and they still don't show up. I'm gonna show you exactly what to do next. So let's say in this example you are selling a SaaS product, right? It's software as a service. And you do your first meeting where you just talk to the person over the phone and then you qualify them, see if they're interested. And if they are interested, you do another meeting and another day where you do a presentation or a demonstration on how your product works and how it's going to benefit them, okay, so it's two-step process here. So on that first call right before the presentation, before the demo on the first call, you want to set clear expectations at the end of the meeting, so the prospect knows exactly what's going to happen on the next meeting. If they know exactly what's going to happen and they are interested in the result of that meeting, then they will show how do you do that exactly. Well, all you gotta do towards the end of the meeting of the first meeting is say. So typically the next step we have our clients take is to schedule another meeting where we're going to give you and your team a demonstration on exactly how our product works, how it solves the pains that we talked about in this meeting, and how you can ultimately benefit based on a conversation so far, is this something you would like to be interested in? And they might say yes. So in this situation, if they aren't just said they're going to say yes and then you schedule a specific time. They and you also make sure all the right decision makers are on that call. Now if you do this right, like I just mentioned, most of the time, you don't really have to follow because people would just show up. But in the event that they don't show up and you want to follow up. Here is what you want to think about. First of all, you really have to have the right mindset when people don't show up, when they say they will write, because sometimes someone really wants to go to that meeting, but maybe an emergency happened in their business or their personal life and they just couldn't show up and they forgot to let you know, right? The reality is when someone doesn't show up to your next meeting, don't take it personally because you don't actually know why they didn't show up and they may have had good intentions, but life often gets in the way, so don't let you know when people don't show up, don't affect your emotions negatively. So instead of making assumptions when you go into your follow-up, when you're talking to someone over the phone, you're calling them. You want to seek the truth. Don't blame them. Don't say things like, Hey, you would show up to the meeting. Why didn't you show up? Don't get angry, uncover the truth, and then work from there. So the first step when it comes to following up is first one, call them obviously. So if you had the first meeting, you probably do have their phone number. If you don't have it checked their email signature, it's probably in there. And if it's not in there, called the company, they worked out and get to the receptionist and tell them to redirect you write, you want to get on the phone with the person you're going to have the meeting was right? So when you call them, the strategy is you summarize everything you've talked about on the first meeting and then you basically have a call to action on what you're going to do next, which is scheduled the next meeting. So here is how you can do it, right? So let's say I had a meeting scheduled the person then show up and I want to call them to follow up to see if they wanted to the meeting. Right. So I call them ring, ring, ring and I say, hey, John, how's it going? John says it's going, well, what's not patrick? So I'm not sure if you remember John, but we actually had a demo scheduled for yesterday where we're going to talk about, you know, how are we going to solve the challenges we talked about earlier and how you can ultimately benefit if you decide to use our software, but it seems like you weren't able to make it. So I'm just curious to know what happened. They Jon is going to give me a reason like, oh, I forgot or, you know, we had this emergency, you blah, blah, blah. And you say, okay, That's totally fine. Well, if you're so interested, Would you like to reschedule for another day? And then John might say, sure, let's go ahead and reschedule and the new schedule the next day. So as you can see here, I'm just summarizing what happened on the first meeting, talking about their problems, showing how I can solve their problems, and then I'm not blame them for not showing up. I'm just saying like, Hey, what happened there? And they're going to give me a reason and I'm going to ask the person if they want to reschedule for another meeting. So if they say yes, you are good to go, you schedule another meeting and you just go on. But if they say no, that's okay too, because sometimes on the first call maybe you didn't fully qualify them and maybe they're not a good fit for your product or service. So, you know, when they say no, just think of it like an objection, right? And now if you see an objection, gotta handle it. So if they say no, but I can say Yes, that's pretty interesting. It seemed like solving XYZ problem was something you really want it to take care of last time we spoke. I'm just curious what happened between then and now. Right. So what happened from a to B? You know, what changed in your mind? And that person is going to tell you something like, oh, you know, it was something I was interested in, but we don't have the budget. It maybe six months down the line, Bob, I so they're going to give you whatever reason they're gonna give you, right. And you have to decide whether or not they are still qualify. But maybe the timing is not right or maybe there's some kind of obstacle you have to overcome whatever the case is handled that objection. So if you handle it and you're able to reschedule another meeting, great. If you've got to reschedule a at a future date, that's okay, too. But if you find that, you know, they're just not interested anymore or, you know, their bosses and want to do something like this, then that's totally fine. Maybe in the future you can follow up to see if anything changes. But if not, you move on. So if that's the case and they're not interested anymore, you can say, okay, great John, thanks for letting me know if anything changes in the future. A few for you to reach out at anytime and I'll go ahead and follow up with you six months on online just to see how you're doing. And if you're still interested in, this is our i dot will say, okay, sure. Then that's it. You follow up in the future or you can just leave it at that. But that's, that's pretty much how you are going to follow up if anybody over the phone, quite simple. It's a simple process. And one more thing, make sure you subscribe to my email newsletter if you want to get the latest access to free trainings, free guides and everything like that, and to know when new videos come out there as well. So if you want to sign up for my email newsletter, click the link in the description and it's gonna take you right there. And one more thing. If you enjoyed this video, let me know in the comments as well and let me know what kind of videos you guys want to see you in the future because I'm always happy to hear your suggestions, get ideas, and create new videos for you guys. So with that said, my name's Patrick dang. Thank you for watching and I'll see you guys in the next one. 4. 5 Easy Phone Tips For Closing Bonus: Selling over the phone can be one of the most challenging parts of sales. You're constantly facing rejection. And sometimes when you're not doing so well, you kind of think, you know, are you even cut out to be a salesperson. And I know for my career when I first started, I kinda felt the same way. But over the years as I stuck through it, got more experience and got more insights. I kinda figured out what works and what doesn't. So what I wanna do in this video is share some of my best tips when it comes to selling over the phone that you can apply right away. So you can start turning total strangers into paying customers. And you wanna make sure you watch this video until the end. Because if you ever felt like you are not a natural and sales and, you know, it's kinda difficult for you to communicate with people effortlessly. I'm gonna show you some tips that will dramatically increase your success when it comes to selling over the phone, even if you are not unnatural. And we're gonna help you get to the place where you want to be. Now, the first tip I have for you when it comes to selling over the phone is through actually create an environment where you can focus. Now this is extremely important, right? Because I know that when you're selling a phone, sometimes if you're in an office and you got a bunch of people around you, it can feel kind of weird because it may feel like people are judging you on how you're doing on the call or if you make a mistake, if feels like everyone's listening and it kind of throws you off, right? So when you're doing your sales phone calls, right. And if you're working in office, if you can, you can also do you wanna make sure you have an environment where you can focus? So that means if you're taking a sales meeting and it's a scheduled meeting, well, can you take it in a conference room where it's just you and your customer over the phone. Or if you're taking it at your desk, you wanna make sure that nobody is bothering you and nobody is coming in and trying to chat with you when you're on the phone. And if you are working from home and you're selling remotely, you wanna make sure you are in a room, close the door, lock the door, and make sure there's no distractions. You don't have any pets bothering you or anybody living in the same house or apartment bothering you, they know that you are working and you can a 100% focus in talking to your customer. If your environment is distracting you and the customer can feel that you're not paying a 100% attention. It makes a difference, right? Because people buy from people that they'd like. And if you're distracted and you're trying to just manage everything around you, then you can't focus on selling. So make sure no matter what you're selling situation is and what your environment is, create a place where you can focus and pay attention and help your prospect. The next tip, a half u, is it's important to have the intention to help versus cell. So what does that mean exactly? Well, a lot of salespeople, when they go into a sales meeting, all they really want to do as cellae, cellae, cellae because there they only care about generating commissions for themselves and making more money. Now that can work, but it's not the right approach because people can feel it when a salesperson as being too pushy and said what you wanna do is you want to come from the perspective of helping. So instead of just thinking about yourself and making more Commission, think about how is selling your product or service going to change the prospects life for the better. Because when you come from, in, from that perspective, people can really feel the difference. And if you have a great product and service and you demonstrate. Life-changing. It can be, well, it's going to be easy for people to buy whatever it is you're selling. But if you're just seeing like you bye-bye, bye-bye. Well, people don't want to buy the fuel like it's weird because you're pushing so hard and they're thinking to themselves, why does this person pushing so hard is something wrong with the product? Is he trying to trick me into buying something, I don't need it. So have the best intentions for your prospect. If the person shouldn't buy your product and service, don't force it on them, let it go. But if you qualify them and you know that if they bought this thing that you are selling well, completely game-changer in their life. Well, you know, come in with that intention and people will feel it. And you'll probably start generating more sales because people like to buy from people that they like. Next tip I have for you guys is let the prospect talk 80% of the time and you yourself will be talking 20% of the time. So what does that mean exactly? Well, in a sales meeting, you wanna make sure the prospect is talking all the time, right? You're asking questions and getting the prospect to tell you about their situation, what their pains are, what their ideal situation is. You kind of see how you can help them get from point a to point B. Now, I personally myself have been in sales meetings where I'm the buyer and someone is selling to me, right? And a lot of times what happens is the salesperson will be talking 80% of the time and barely ask me any questions and they just tell me, go on and on and on about why they're so great and things like that. But I really don't care about what they have the same, right? Because it's natural for a customer to care about themselves and what they want. So if a salesperson who's talking so much, how does that salesperson even know the prospect is qualified to buy the product or service. They don't, they're just pushing, pushing, pushing without qualifying. So that's why you want to talk 20% of the time, ask questions so that you understand where there's customers coming from, what their goals are, and if you can help them achieve their goals, is going to be an easy sell. But if you're talking all the time and you don't really understand who this person is and why they should buy. Well, they're not going to buy and you're, you're going to wonder why. But if you're asking questions, you know exactly why they don't buy in it, they don't buy. You can ask more questions to see what are these objections and if you can overcome them, now, if you can overcome them, great, you get more sales. But if you can't, you learn and you understand what type of person is not a good fit for your product and service and you take that information and you'd go into your next sales meeting more equipped to actually close more deals. And speaking of objections, The next tip I have for you guys is to have a backup plan. So no matter who you're talking to and what kind of sales meeting you're going to go into or your product or service is you always need a backup plan because you will not get yes. A 100% of the time people are gonna see no for different reasons, right? So if you know the common objections for why people will say No, you want to prepare that ahead of time, right. So that when someone tells you that objection, you already have an answer ready to go to over come it. But if you don't prepare at all, you don't write down or memorize what these objections are ahead of time while you're going to be free sailing it every time you go into a meeting and it's kinda difficult because yes, if you freestyle it, sometimes you might get it right and you overcome the objections, but sometimes you may fumble on your words because it's your first time saying pitching your product in a certain way to overcome that objection. And if it's not good enough, they don't buy. So whatever common objections that you get a write them all down. And then when you come across a customer that has an objection, you already know what to say and what to do to get over that objection and get them to buy. For example, if you're selling, let's say a social media marketing services, right? And you're selling to a brick and mortar store that doesn't do online sales. That brick and mortar Sarah might just say like, hey, are, you know, there's not really something I'm interested in. And then, you know, a common that's a common objection, right? So you can see some pretty interesting. So it doesn't seem like you want to generate more sales online and you want to solely rely on brick-and-mortar for your business is I write, even the prospect will be like, I didn't say that. I mean, like this are realizing how much of a big opportunity there missing on the online weren't generating online sales. And then you start bringing up the conversation again and you start handling those objections, right? So that's only possible when you think deeply about why people are coming up with these ejections and how you can see the perfect line to handle objections to get the conversation going again. And then get them to really think about, you know, using your product or service in whatever it is. And then the final tip I have for you guys is you want to always have the next step in mind, meaning, you know, what is your call to action? What do you want to happen at the end of a meeting, right? So in your first meeting, you know, if you have a multi multistage sales process where you need multiple meetings, do the first one and that's just a qualified prospect. You wanna make sure that the end of the meeting, you know what's going to happen. You don't want to leave it at o I'll call you back or, you know, let's be in touch. You wanna say, okay, hey, look, you know, seems like you're really interested in our products and services. Seems like you have real pain that we can solve and that's cool. But I want to do for our next meeting is actually scheduled demonstration where I can show you how we solve Europeans in this particular way. And then you need to schedule the meeting from there. So you kinda see what I'm doing. It's like that it's a natural transition from the first meeting to the next. Or if your goal is to close them on the first call, you need the perfect seal script to close on the first car, right? You'd never want to leave it up to chance and Free salad. You always need to have the next step in mind when the prospect, and if you want to schedule another meeting of a prospect, that prospect has to know exactly what they are getting the next time they are meeting you. Because if it's not clear and if you're just saying that, Hey, we should just have another meeting, they're not gonna take the meeting because there's no real reason to. So you have to clearly share with them why you need that next step and what exactly needs to happen in the next step. And so with that said, those are going to be my five phone sales tips that you can use right away to start increasing your chances of success. If so, that said my name is Patrick Dang and I will see you guys in the next one. 5. 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