How to Sell Anything to Anyone - Best Sales Tips & Techniques to Sell a Product (Sales Training) | Patrick Dang | Skillshare

How to Sell Anything to Anyone - Best Sales Tips & Techniques to Sell a Product (Sales Training)

Patrick Dang, International Sales Trainer

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6 Lessons (50m)
    • 1. How to Sell Anything To Anyone Top 3 Tips Course Intro

      0:39
    • 2. How To Sell Anything to Anyone Course

      11:58
    • 3. How To Close The Sale

      14:06
    • 4. Sales Strategies to Run Your Sales Meetings

      11:18
    • 5. Mastering the Psychology of Sales

      11:49
    • 6. Next Steps

      0:22
11 students are watching this class

About This Class

In this course on sales training, you'll learn the 3 Sales Tips to Sell Anything To Anyone.

If you've ever worked in sales before, you might have found yourself in this situation before...

You meet a prospect for the first time, and they say, " What are you selling?"

And immediately you start selling and go into your sales pitch to explain to them all the reasons why they should buy your product.

After finishing your pitch, the prospect might look at you and say, "Let me think about it."

Now, this happens to almost everyone starting in sales.

So in this video, we'll be covering the three best sales tips on how you can sell anything to anyone (also works with high ticket sales) and prevent prospects from saying, "Let me think about it."

1) The first sales technique will be demonstrating is uncovering the prospects of latent pain. And a latent pain is simply a pain your prospect has, but doesn't realize they have.

2) Once you learn to uncover the prospects Latent Pain, you then move to step 2, which is making that Latent pain a Realized Pain. This sales strategy helps the prospect become conscious of a severe problem they didn't know they had, which you will later solve.

3) The next sales technique is to get the prospect to articulate what their ideal scenario looks like clearly. Specifically, what would their life be like if their pain could magically disappear? Once you get the prospect to pain this picture, only then you can position your product or service as the solution to their pains.

Remember, people don't like to be SOLD, but they love to BUY!

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If you enjoyed this course, be sure to give it a LIKE and leave a REVIEW!

Transcripts

1. How to Sell Anything To Anyone Top 3 Tips Course Intro: everybody. What's going on? Is Patrick saying here now, in this course where you're gonna do is you're gonna learn how to sell anything to anyone using my three simple steps in recovery pain. There's gonna be especially important whether you're entrepreneur, freelancer, sales person have your own business because no matter what kind of business you're in, you're always in the business of sales for our class project. I want you to share the three main lessons that you learned in this course and share it with the rest of the community. Now, of course, if you have any questions, feel free to reach out, to meet directly as well. So with that said, if you are excited to learn the three secrets on how to sell anything to anyone, I'm looking forward to seeing you inside. 2. How To Sell Anything to Anyone Course: everybody. What's going on? It's Patrick doing here now, In this video, what you're gonna do is you're gonna learn how to sell anything to anybody. Now, if you ever worked in sales, you might have found yourself in a situation like this. You meet a prospect and let's say you're meeting them in person, right? And the prospect, which is someone who might be a potential customer for you says All right, show me what you got right. What's the pitch? You know, what are you selling? And suddenly you go into this pitching mode of okay, let me tell you about what I do. People that we helped A Let me try to demonstrate what the product does, and you do this crazy presentation. Then finally, at the end, you try to go for the clothes, and once you do all of this, the prospect might just look at you in the eye and say, Sounds interesting. Let me think about it. And then days go by months, go by and you tried to follow up with them, and you just never hear from them again. It's almost as if they just disappeared on the face of the earth, right? And a lot of people who are in sales, especially if you're just starting out, fall into this trap where people tell you, let me think about it. But you don't actually understand what they need to think about or why they're not buying. And when people fall into this trap, they go into the mindset of that. Sales is a numbers game, right? And they go to a customer and they try to pitch. They don't get the sale to go to the next one pitch. Next, one pitch next one pitch. Now, although sales is somewhat a numbers game, you should always be increasing your closing ratio. And if you don't understand why people aren't buying and they just say, Hey, let me think about it, then you're not going to get better. And so in this video, what we're gonna do is we're gonna completely reverse the script, and instead of you doing a dog and pony show trying to impress other people to get them to buy, you're going to reverse it. And you're going to get the Prospect toe Want to buy from you, okay? And to understand how this all works, you gotta understand human psychology. And that is people buy emotionally and they justify their decision logically. And the strongest emotion to get someone to take an action, a k A buy your product or service is pain. Think about the last time you went to the doctor. Right? Is usually because you have a pain. You have a problem. You go to a doctor, hopefully to buy some products and services to make that pain go away. It's almost as if these things sell themselves. And so we want to apply that lesson into our sale and find the pains that are prospects have and show them that we can be the solution to their pain. Now, it doesn't matter what industry you're in or if you think your product or service is special. The fundamentals of why people buy is always gonna be the same. And if you can identify these pains, you can get people to buy and some of this video I'm gonna show you three simple steps to uncover someone's pain so that you can sell anything to anybody. So if you're excited to learn these three simple steps to sell anything to anybody, go ahead and drop a like in this video because every, like, it does help this video reach new audiences. And if you're new to the channel, go ahead and subscribe, because I'm gonna be releasing new videos every single week. So with that said, let's go ahead and dive into the three steps to sell anything to anybody. So here are going to be the three steps to sell anything to anybody. September 1 is laying pain step number to realize pain and step. Number three is a desired solution, so let's go ahead and go one by one, so you understand the entire process. So in step number one, it's all about the late in pain so well, a campaign is essentially a pain someone has, but they don't know they actually have it right, So your job, it's to convince them that they have a brain. So a lot of times when you go into a sales meeting and you try to pitch your product or service, the reason why it doesn't work is because customers don't feel like there's enough pain for them to actually give you money to make the pain go away. So no pain, no sale, and you have to make the person realize that they have a pain. All right, so let me give you an example of late in pain, right? So back when I used to work at Oracle, I would sell into large hospitals who had 1000 or more employees and all these hospitals, websites. If you wanted to apply for a job there, you would have to email jobs at company that come. The problem with this is that if a hospital is getting hundreds of applications every single day, then someone has to manually process all this information and put it into excel sheets. Now, obviously, that's gonna be a lot of time. So the software that I was selling basically automated this entire process, you don't need any humans evolve. And basically this offer will do everything for you, right? So as a late and pain, I have to convince the hospitals that they have a problem. Problem is that you shouldn't be spending time, money and energy having someone full time manually processing all this data, and it's kind of expensive to hire someone full time to do this when you could just pay for a simple software to automate the entire process. So once they realize that they have a pain, we actually going to step number two, which is a realized pain. Right. So we take a late in pain, take a problem someone doesn't know they have and make them aware that they have it. And then you move them into step number two, which is making them realize they have that pain. And so once the customer starts realizing, Oh, I actually have a problem. We're wasting a lot of time, money and energy doing these things. We should figure out a way to solve it. Right? And once you see this little hint of pain, right, whether it's with their wasting time, they're wasting money, they're wasting energy and things like that. You want to go really deep, Okay, so you can't just have a little pain and try to pitch your product right there. You have to really understand their pain and get the customer to even understand their own pains and realize how big of a problem it actually is. So in the case of me, something HR software I could say. Okay, so you have this person of recruiter who you're paying $50,000 a year to manually process information into an excel she And so what I'll do is I'll ask more questions right to really understand the pains. And I could say, Well, instead of that person manually entering data, don't you think they would be better off recruiting and actually find the best talent for your hospital when it asked that question? But the customer is gonna have a light bulb in their head and say, Well, that's actually a really good point. Why are we spending $50,000 for someone to do administrative task when their job is actually to recruit? Right. And so then you go even deeper into the pants. I could say something like, Okay, well, what happens if you do nothing? What happens if you just keep doing it the way you've been always doing it, then they're gonna think high. If we keep doing it the way we're doing it, then we're not gonna be able to get the best talent if we don't have the best talent, our hospitals not gonna be the best. We're not gonna make enough revenue to hit our goals. And then continues further on and gets even deeper and deeper and deeper into the pain. Right? So you take a simple problem like, Hey, you're not automating your recruiting process and you tie that all the way into their core problems, which is you're not going to make money. You're not going to be the best hospital in the area. People are gonna come to you, you're not gonna have the best reputation, and then you're gonna go downhill, right? And so he started. Now, this little minor problem becomes a really big problem. And that realized pain just became a extreme realized pain. And now people want a solution, right? And so from there, we're going to go into step number three, which is the desired solution. So now that the customer understands that they have a problem now they're going to look for solutions. And all you gotta do is ask more questions, toe, understand what their ideal situation looks like. So I could say, OK, so now we understand your pains. In an ideal world, what would you want this to look like? And they would say something like, Well, we would preferably we would have something that automates since higher process and blah blah blah, blah, blah right. So they talk about their ideal situation. And based on your questions, you're actually framing the entire conversation so that the solution that they talk about where they want just so happens to be what your product or service does. So once a customer explains their desired outcome, Onley, then you can pitch your product or service right. And why this is important is because if you just go into every customer and you try to pitch right away, it's not gonna work because you don't understand their pains. You don't empathize what they're going through. But if you understand their pains and you clearly define it by turning out late in pain into a realize pain and then getting the customer to talk about their desired solution, then you can pitch your product and service in a way that helps them get from a realize pain to the desired outcome. So all you're really doing is taking them from point A to point B and showing that your products and services can get them to where they already wants ago. But of course, because you're asking questions and understand their pains. You're framing the entire conversation to lead up to this moment. Then you could say, OK, I think I can actually help you get to your desired outcome. Do you mind if I tell you a little bit about what I do? And of course, they're going to say Sure, why not? And from there you are ready to actually pitch your product or service right? And when it comes to the actual pitch, you don't necessarily have to have this perfect script or anything like that because your pitch is always tailored for that specific problem. And it basically you're just showing the customer that you can be the solution to their pain. So for me, I don't worry about I should say X y Z. Then I should show my case studies and I should do this and that all they have to do is remember or write down what this person problems are, and then show them how I couldn't solve their problems one by one. So in the case of me selling HR software, all they would have to do is write down all the problems the person is facing, and I could say OK, so you're having someone manually process all this data. Let me show you how this software will automate that for you and I just show them how it works. And naturally, they're gonna think, Ah, that's exactly what I need to make my problem go away. And so from here, I'm actually reversing the situation instead of me going in and just pitching cold. I understand the customer. First I understand their problems. And then I just asked them, Hey, I think I could help. Do you mind if I show you what I do? They will say yes, and I just show up exactly how I can help them. So now the situation is reversed because now they're coming to me. It's almost as if I'm a doctor where they're coming to me, wolf a problem which I identified. And now they realize. And then I showed them and I prescribe them thes solution. And now they're gonna want to buy my products and services versus me trying toe, push it onto them. And the thing about people is that people don't like to be sold, but they loved by right. Think about that. People don't like to be so, but they love to buy. So if you can show people that you have something that will bring them value, they will love to buy your products and services because you're bringing value and you're solving their problems that they don't want to solve by themselves. Now, to summarize everything that we talked about in this video is Step number one is identifying the late and pain, which is a pain. People realize that they don't have 7/2, is turning that late and paint into a realize pain, making them aware and conscious that they actually have a problem and showing them how bad that problem actually is. And step number three is the desired outcome. Once the customer understands that they actually have a pain, asked them what they would want their ideal situation to look like. So, for example, in a perfect world, but what would you want to happen? Right. And they're going to describe exactly their desired outcome from there. All you gotta do is position your product and service in the way that helps them get from their realize pain to the desired outcome, and it's gonna be so obvious that they're gonna want to purchase whatever it is that you have because actually helps them achieve their goals. Right? People don't like to be sold, but they love to buy. And now you know the three steps to sell anything to anybody. And again, this is applicability. Toe pretty much any cell, whether you're an agency, a coach or consultant selling software, selling physical products. If you're able to figure out, uncover someone's pain and show that your products and service can make that pain go away and help them get to where they want to go, it's going to be much more likely that they purchase whatever it is that you're selling. So the last thing I'm gonna leave you with is this. When it comes to sales, it's not about being a smooth talker or knowing the best things to say and being quick and witty right? The best salespeople that I personally know are actually the best listeners, right. It's not about doing a dog and pony show and doing a grand presentation. Actually, all sales really is is understand the customer, asking questions, listening and then giving them a solution to make their pains go away. And if you could do that, you're gonna be one step closer to being the sales person you always wanted to be. So again, if you enjoyed this video so far and you learn a little something, go ahead and give this video alike because every like does help. And this is a new channel. And if you are new to the channel, go ahead and subscribe because I'm gonna be releasing new sales, training and business videos every single week. So go ahead and describe in turn on notifications. So with that said, that's it for this video, and I'm going to see you guys in the next one. 3. How 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 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 gonna 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 show 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 picture day and 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 clothes. 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 open my eyes. So in that situation, I'm willing to pay a lot of money to make my eyes better and made all that pain go 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, 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, 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, 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 like, hey look, company or a 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, it was 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 there, 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 will be 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 at 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 close, right? 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've 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 gonna think about everything you talked about in the meeting and they're moving, 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. Alright, 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 type. 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 these 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, I 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 you know, 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, everybody likes me, he's given me a discount and you might 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 gonna 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, for this example, it was $900. Now if you know that the prospect can make the decision right there on the phone, right? Let's say you solve maybe something cheaper and it's easier for them to make a decision. You can say, 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, and they don't get the deal. I didn't know why and it's because there's no timely. 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 give me the best deal, they won't go sue because, you know, 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, 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 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. You know, 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 binding 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 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. 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 and he just run, 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 gonna 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 it 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. 4. Sales Strategies to Run Your Sales Meetings: Now most people who are starting out in sales may not realize that sales is very much a scientific process. And what I mean by this is that the average salesperson who doesn't realize that this is a scientific process, they'll go into a meeting and just ask them questions, pitch your product and service, and hopefully the prospect will buy. And this typically doesn't work because it's very unpredictable on how the prospect with a potential costumer might respond to your offering, your product or service and you don't really know what's going to happen, just kinda jump in there. And I guess in the beginning, that's all right. But if you want to consistently close deals, you've gotta have a scientific process and know exactly how the prospects will react during each step. Now over the years, what I've discovered is that there is a process that you can take someone step-by-step and it's very predictable. So when I go into a sales meeting, I know already what's exactly going to happen step-by-step from the beginning to the end of the conversation. And what I wanna do in this video is I want to shed some light on this methodology and show you exactly how you can use the exact same framework that I have used in 1000 of my students have used to successfully close deals. And you wanna make sure you watch this video until the end. Because if you miss out on this framework and you don't know exactly how you can run your sales meetings or discovery cause or strategy sessions. Well, you're going to have to be able to close these deals and figure out why people are not closing. And once you learn this framework, even if you're not a natural born seller or maybe you're not the best smooth talker, you're closing rate is going to increase dramatically just from following these steps. Hey, what's going on, everybody? My name is Patrick dang. Well, into my channel wherever we're gonna talk about all things sales. So I'm gonna give you the step I substructure on how you can run your discovery cause and strategy sessions. Now to quickly define discovery calls and strategy sessions, all that really means is that's going to be either the first sales meeting or it could be the second sales meeting where you're just asking questions to the prospect to understand whether or not they should buy your product or service. You're not actually pitching hardcore. It's not necessarily a demo or presentation quite yet. Most of the time, 80% of the time you're just asking questions, letting the prospect talk. And maybe 20% of the time at the end of the conversation, that's when you actually do in type of pitching or ask the prospect to take the next step of your sales process, which might be to do a demonstration or a presentation. So this is where you're just uncovering or discovering the prospect's pain to see whether or not they should buy your product or service. Now when it comes to using this methodology, the first step you want to do is you want to build rapport with the prospect, right? So in the beginning of the meeting, sometimes I know it can be a little awkward when you're chatting on the phone or meeting them in person, like, what exactly are you supposed to talk about, right? How do you get the person to like you during the sales conversation? Because people like to buy from other people that they enjoy or like being around, right? So you wanna make sure that you are a likable person. And when it comes to report quickly to get you the idea how it works, most of it is actually is going to be determined by your physical appearance and your tonality. Not necessarily the words who say, it's just how you look and how you sound if you're over the phone. And most of it is how you sound over the phone. So you wanna make sure that where you look and the way you present yourself. Is in a respectful manner and actually kinda matches the way the other person represents themselves. So people like other people that are similar to themselves. So the more you like someone else, the more they will like you. So that's like a quick summary and it doesn't really matter what you say. So for example, if I'm on the phone and I'm talking to a prospect, all I really have to say is, you know, go on their LinkedIn, see where they're from and see where they're working. I'll say something like, Hey, dad has a going Johnson as I cool, what's up adjunct and say, oh, I saw you are from the Chicago area. How do you like it over there? And we just start a conversation like that. You know, honestly it doesn't really matter what I say. People just resonate with my tonality. It we talk about the weather, we talk about how things are going and then I just get the meeting started. And after you build rapport for you, maybe a minute or two. And you know however long you want to do it, you don't undo it too long honestly. And you just want to get the ball rolling and start the meeting. So how I like to start is I would go into the agenda phase of the meeting. You just want to set the expectations to what's going to happen during the meeting. So I usually start off like this, hey John, you know, you might have to go ahead and get started. John's gonna say sure it let's go ahead. So then from there, I earn permission to set the expectations for the car. And I will say something like so I reached out to you because I want to see if I can help you of x-y-z. So what we're gonna do with this call is I wanted to learn a little bit more about you, what you're doing and what your goals are and see if I can help you in any way. And by the end of the call, if we find that there's a fit to work together, great, we can move on to the next step of what that looks like. Find that, hey, you know, maybe it's not the best fit, that's totally fine. Is that okay with you, Dan and John's gonna say, that's all right and we get the ball rolling. But as you can see, I set the agenda. John knows exactly what's going to happen, meaning I'm gonna ask a bunch of questions, see if we can work together and then move to the next step. I also made a more comfortable and make them feel like that he can tell me anything. And if he thinks it's not a good fit, you can tell me right away from the agenda, you move into the pain, right? So the pain is probably the most important part of a sales meeting and that's where you uncover the person's problems. Because if they don't have any problems that you can solve, well, they're not going to buy your product or service. So majority of the sales meeting, in my perspective, should be spent on uncovering pain. So to start things off right, you can basically get an understanding of where the person is currently at and then where they're trying to go, as simple as that. So for example, let's say John is trying to grow his business, right? So I can say, hey John, I noticed that, you know, you have couple salespeople bar on your team and I'm just curious to know how exactly were you doing a cold email right now to reach out to new prospects? And John might say like, oh, we're trying this, but it's not working. We're trying that. It's not working either. Right. So I'm getting a feel of where John is currently at. Okay. Then who asked questions like okay, well, now that I understand where you're currently and what the problems are, what is your ideal goal? And John might say something like, you know, I want my sales rep to get, you know, 123 meetings every single day. I want these on my revenue goals and whatever it is, right? So we're, we're basically getting where this person in where they're trying to go and we're trying to figure out what's stopping them. Okay. And I were asked more questions and say like, okay, well, what exactly is stopping you from achieving the goals that you just told me? And John's going to tell you exactly what's stopping him and I'm uncovering more pain, diving deeper into it and making sure that we are both aware of what his problems are because if there's no pain, there's no sale. So, you know, after you spend a good amount of time understanding the pain, then you want to understand whether or not this person can buy your product or service and if they're qualified to even buy, right? So the next step I would usually go into, and you don't have to do this in this order is budget. Okay. So I will ask John the budget. You know, if there's companies set aside a budget to invest in a solution like I'm offering, right? So if I'm offering like coaching or consulting, I need to understand if they have money and if they're willing to spend money to buy my services essentially. Or if you're selling a product is the same exact thing. So you ask question like, hey John, you know, just curious. Did you have a budget set aside for something like this and John will give you here. But after you do the budget, what you wanna do is you want to understand the decision-making process of this company, right? So this is gonna be Authority, Okay? So who exactly needs to sign off on the deal? Does John is that the director? Is that the vp is CEO or the I have to sign. You need to understand how a company internally works so that everyone who is approved and, you know, deal gets through. And if you're selling to, let's say individual or like a solo entrepreneur or just a regular person. Does their wife had to approve or their spouse or their husband had to approve something like this before they make a purchasing decision, right? So you know, whether you're selling to a big business or you're telling to, you know, like a mom-and-pop shop, you wanna make sure, you know, everybody who needs to be involved in the decision-making process to move the Afford. So now that we have covered authority, the next thing we have to figure out during the discovery car is timing. When exactly can people move forward with the deal, when it comes to you sign that contract or actually getting started in implementing your services or buying your product or service. So an example would be if I was selling, coaching and consulting services to companies, I would say something like, hey, you know, if we were to work together, when do you want to get started? And they would give me a day on, you know, what that looks like in its kinda like future pieces, right? Make it imagine what it would be like to work with me. And then they give me a date in the future. And then from there, if I know the wanting to start in two weeks, then I have some room to figure out, okay. Well, when you once signed the deal, then I would say something like, OK, so if we're gonna get started over here, when do you think we can expect to finish the contract and get all the ingredients going so we can move forward. And the person will, might say, okay, well next week is probably a good day and that's when we get that's when we'll have a meeting to decision-makers to see if whether or not we should do this. So timing is extremely important because if you don't know the timing on when someone will buy your product or service, then, you know, time's gonna pass and I'm just going to wait and wait and wait until they get back to you. And it's gonna be really weird. But if you know the timing of when people were actually make a decision, then you can forecast your sales appropriately and finding when you don't get the timing down, the next step is the close. Okay? So when it comes to sales, there are many different type of cells. Some sales, you know, you can actually close and one on the first car and other cells, it might take multiple meetings before you actually close a deal. Now, I've done both before. And typically if you are closing on the first car, well, after you go through this entire discovery process, then you can actually pitch your product or service and, and just close the deal right there. And how you start that off as you can say, OK, well, thanks for sharing all this with me. Now I might be able to help you solve some of your challenges. Do you mind if I just share a little bit about what I do? And they're going to say Sure, and then that's going to open it up for you to pitch your product or service. If you know that people are not going to buy on the first car, let's say you're selling something to the enterprise where it's like tens of thousands of dollars. And you know, someone's not gonna make like a $50 thousand decision on one car. Well, what's going to happen is you're going to set it up for the next car and you're gonna say, okay, you know, thanks for sharing all of that with me. Now I might be able to help you. Do you want me to share with you what typically the next step is to move forward with our products or services. And they might say, Sure. And then from there you kinda described to them, OK, so we did a discovery car. Next step is to do a presentation and you give outline of what that looks like. And then you see whether or not they're interested enough to do a presentation or a demo, meet in person or whatever it is, right? So whether you're closing our first car or closing out the meeting to get to the next part of the cell cycle is pretty much the same thing, right? It's kinda like you get an idea of what you do and then you get them interested enough to move to the next step. Now when you get to the next step, if it's a presentation, then you actually do your pitching of what your private services do and you tailor it to that specific pains that they shared with you on the discovery cock. So that's pretty much the general strategy when it comes to writing your sales meetings and your discovery calls. Understanding at the prospect should even buy your products and service. When you go through this entire methodology, you really have a good understanding of whether or not someone will buy, you know, their timeline. You know, that the decision makers, you know, they have a problem. You know, everything you need to know when it comes to closing a deal. So there's no real question to whether or not someone will buy and if they don't fulfill all the qualifications, for example, they don't have a need, they don't have a budget. Well, you already know they're not going to buy. But so go ahead and uses process applied to your cells and see whether or not it makes a difference when it comes to, you know, understand your prospects and closing more deals. So that said, my name is Patrick Day and I am going to see you guys in the next one. 5. Mastering the Psychology of Sales: One of the biggest secrets to be successful and sales is actually just to sell to people who are qualified to buy your product or service. Now, more sales people make the mistake of trainer, sell something to somebody that doesn't actually need what you have to offer. And when this happens, sometimes you can put a lot of energy trying to sell someone and kind of push them in the right direction. But in the end they never buy because they were never qualified to buy in the first place. Now to qualify your prospects and make sure that whoever you're talking to can actually buy your product or service. I'm going to teach you a special framework. Been around for decades and it's proven to work and it's called bent B, E, a, and T. And what we're gonna do is I'm going to show you step by step how you can use this framework during your sales meeting to figure out whether or not someone should buy your product or service. And you wanna make sure you watch this video until the end. Because if you don't know how to use this framework and you're not using Bant properly, it's going to be extremely difficult for you to close deals. Hey, what's going on, everybody? My name is Patrick day and welcome to my channel where we're going to talk about offing salesmen now diving right into it. We're going to talk all about bands ba and T. Now bent is going to be an acronym for budget, authority, need, and time. How are we going to use? This is during any type of sales meeting where you're talking to someone over the phone or in person. We want to go through each of the steps. It doesn't have to be in these exact order. It can be in any order you want. But by the end of the call, you need to understand if a prospect has a budget, who the authority decision-makers are, if there's a need for the prospect that even by and timing on when they will buy. So we're going to break down these steps one by one. Enemas show you exactly how you can execute on these strategies during your sales meetings. Now the first slide that we're going to cover is going to be the B budget, okay? So in any type of sales meeting, you have to understand whether or not the prospect or the customer that is going to buy from you, a budget, you know, do they even have money set aside to buy what you have to offer it? Because if they don't have money in the bank and they don't even have a budget to buy whatever it is you're selling. Well, you can't actually close a deal even if they wanted to buy. They can't because they don't have the money to afford it. So that's why doing your sales meeting, usually it's in the middle or at the end. You want to ask a prospect if they have a budget. For example, you can say something like, hey Sally, I was just curious. Did you already set aside a budget for something like this? And when you ask Sally or the prospect, this type of question, they might say, yeah, you know, we have a budget of about three to $5 thousand a month to invest in this type of solution. So when you ask it like that, you know, people are willing to give you an answer if they have a budget. Now in some scenarios, they may be a little hesitant to give you their budget because they might feel like if they give you a budget, you're going to charge the max amount of money that they have, right? Because even when you're selling, it always is some type of negotiation. So when someone is hesitant to give you a budget, right? If you say, hey Sally, you know, do you have a budget set aside to invest in something like this? Salary might say, yeah, we kinda have a budget and she might just start talking there, right. And she didn't want to give you a number. And you need to figure out that number because one, you need to charge appropriately so you don't come in too high and you don't come in too low. And second, you need a qualify Sally, and to make sure that she can buy your product or service. So you can go a little further and say, OK, cool, you have a budget. I just curious, you know, when it comes to that budget, do you have like a range or working with whether it's 100003 thousand or maybe 3 thousand to 5 thousand was arranged looking like. And Sally might just give you a number and she might say, oh, you know, it was probably a second one, like 3 thousand to 5 thousand. And you don't have to get the exact amount of budget that she has, but you need to get some type of range so that when you give your pricing towards the end of the call, sally doesn't get shocked and be like, oh my God, that was so expensive, it has to be fitting to what Sally wants. Now, there are scenarios where maybe sometimes the process who asked you how much your products or services costs. And you're in a situation where you kinda have to answer and what you wanna do is one, the first thing you got to try is instead of answering with a number directly, so you can see something like this. Salyut, thanks for asking that question. I really appreciate it now before I go ahead and give you a budget, I wanna make sure that, you know, this is something that fits you and what you're looking for stores the range of investment you, we're looking forward to invest in something like this. So as you can see, I'm not answering the question directly. I'm actually just answering her question with another question so that she can give me her budget. She gives me her budget, then I'll give you her my price based on her budget, right? So you want to try that a couple times, and if you know Sally or whoever it is keeps pushing to just get a number and she doesn't wanna give any numbers, then fine. You can kind of anchor it high and then negotiate from there. That would be my recommendation. Now that we've covered the budget, we're going to go into the next letter which is a, and that is authority. Now, Authority is all about who has the decision-making power when it comes to buying a product or service. For example, the other day I was on a sales call selling some consulting and coaching services, right. And I was talking to a Director of Marketing Director sales type a person, although this person is a person in charge and running the sales team, I need to figure out whether or not this person is the one who is actually going to sign off in the decision, right? Because, you know, even if the director is executing on the strategy, sometimes they need approval from their boss, like a VP or a CEO, or a chairman or somebody who needs to sign off and spend the money to buy my coaching services, right? So I can say something like, Hey John, I really just curious, I understand that you're the director of sales, you're the one that's going to be executing on this. But I'm curious to know if we were to move forward with this coaching program. Is there anybody else? And we need to involve before we actually move forward with the deal. And John might say, yeah, I'm the one that needs to filter it out and find the right person, but I need to give it to my boss and make sure he's okay with it and sign off and approve the budget before we get started, you know, as simple as that, you just need to ask, is there anybody else we need to involve Before we move forward with this deal? And people are really OK with telling you how the decision-making process works in their company. Because if they like you, they like your product or service, they see a clear fit, then they're just going to tell you how they work internally and give you all the steps. So then from there, you can kind of figure out if you need to get on the phone what their boss or if you just need to send a proposal and they pass it to their boss, you know, whatever the case is, and you just move from there. But the most important thing is to understand who makes a decision, right? Because you don't want to talk to, let's say, a lower level person, let's say like, like a sales rep or sales manager and hope that they're going to push your deal. Their boss and through their boss because it's very difficult to do that, right? You want to make sure you talk to the director level or above, because you want people who actually have some sort of influence within their company. And the higher the better, right? Because if you're talking directly to the CEO and that's the person that makes the decision. Well, there's no approval process. That person doesn't have to go one level higher. They just have to, you know, either like you or not and signed the deal. All right, the next video we're going to cover is n, which is neat. Alright? So when it comes to need, all that really means is this a prospect needs your product or service. A lot of times we might feel like our product or service is so good that we should sell it to everybody. But if people don't really need what you have to offer, Well, they shouldn't even be buying in the first place. That's why during a sales meeting you have to ask questions to uncover pane, which I talked a lot about in all my other videos and uncover these paints, see if your product or service solve those pains and that will give you your answer to whether or not the prospect has a need, right? There's no need to buy your product or service, no matter what you do, they're not going to buy, right? Because there's no need, there's no reason for them to buy. But if you find that need, then OK, now it's starting to make sense and you can kind of move forward with the deal. So when it comes to need an uncovering the need from a prospect. So basically it's like this. You have as current situation of where the prospect currently is, right? And they have a certain goal that they want to achieve. And you want to find all the things are blocking them from achieving their goals, whether it's to generate more revenue, hire more employees, become more efficient, whatever their goals are, what stopping them, right? And hopefully your products or service, remove those blockers so that they can get from point a to point B, easy as that, right? So if they want to go somewhere but something stopping them, you want to dig deeper of what exactly a stopping them. How long has it been stopping them? Why haven't had been able to fix it on their own? Why do they need help from an outsider to get this job done? You start asking these questions and you uncovered the need. And again, if there's no real need for your product or service, there's no way you are going to sell it. Now the final letter of bad acronym is going to be T, which is going to be time. Timing is especially important because I remember when I was at Oracle, somebody said ON time kills all deals. And that is somewhat true, right? It because sometimes when you're in a sales meeting, everything's going good. And the prospect says they're going to buy and they'll say something like okay, you know, be in touch, right? And then the more time that passes, the more chances your deal is killed. And you always want to know the timeline on when someone will make a decision. So at the end of the meeting, instead of just saying like, Oh, you know, let's be in touch and hopefully they'll come back to you. You want to say like, hey, look, you know, when exactly do you want to move forward with something like this? If we were to move forward and they're going to give you a Thailand, they might say, you know, if we did hire you Patrick. Well, we want to get started two weeks from now. Okay. Cool. So you have a timeline on when they want to get started, then you ask questions like, okay, well, when it comes to actually finalizing the deal, was there a certain date that you're trying to get this done by? And it might say, yeah, if we're gonna do it, we might sign the deal by next week, right? So now you're getting a timeline on how their decision-making process works. If you don't know this timeline, it's hard to really know when you can close a deal where you always have to forecast when these deals are coming in. And that's why you always have to ask the prospect. When is there a timeline? When are the trend assigned that deal, or when are they trying to do a demo if there's multi stages before you sign a deal and when you signed the deal, when they tried to get started. And the reason why you want to do this is because, you know, sometimes things fall through the cracks. They might say, hey, we want to get this done by next week, and then next week comes by and they don't respond back to you, right? And it's kinda like OK, well, you set next week but you didn't really do it. So what do I do now? Because you asked for the time in the initial meeting when it comes to following up, all you wanna do is remind them about the conversation that you had and you say something like, Hey Jim, you know, last week we talked and you let me know that you are going to talk to your boss on next week to see whether or not this is going to work for you. I haven't heard back from you yet, so I'm just curious to know if you had any more additional questions or if there's any help that I can offer before you can actually make a decision. It's when you're following up with this person. It's not as if you're bothering them and just saying something like hey, just checking in, you're actually using contacts and you're using something that somebody said last week or in the past, and you just remind them that they actually said it. So when you use that contacts in your follow-up email, you say like, hey, you told me this but I didn't hear back from you. Now they feel a little guilty, right? That, you know, what their, what they said, does it match with what they did? And people don't want to feel like they're lying or incongruent with what they say and what they do. So they will give you an immediate response a lot of the times because they don't want to feel like they're lying, right? And so they might say, Oh, I meant to follow up u, but this, and this happened and I'm gonna reach back to you in like three days, right? So it could be something like that. And so you say, OK, cool, totally fine. And then through those happen and you say, oh, hey John, you know, it's been three days and you'd let me know that you're going to follow up, you know, Is there anything that you need help work and things like that? And that's why I always want to have contexts and get a timeline. If you don't get a timeline, you don't have permission to follow up in just a few as natural. So that's pretty much how band is going to work. Budget authority, need time in any sales meeting, make sure you ask the right questions to uncover all of these things. If you're missing one of these pieces is very difficult to know if a deal will close. And so with that said, my name is Patrick day. Hope you guys enjoyed this video and I am going to see you guys in the next one. 6. Next Steps: Now, if you're getting any value out of these courses, make sure to leave a positive review. Sharing your experiences. I read every single review, and I really do appreciate your feedback. And if you want to see more videos like this, make sure to follow me on skill share so you could be notified on when I release my latest courses.