Inbound Closer - A Guide To Closing Deals for Sales & Business Development | Patrick Dang | Skillshare

Inbound Closer - A Guide To Closing Deals for Sales & Business Development

Patrick Dang, International Sales Trainer

Inbound Closer - A Guide To Closing Deals for Sales & Business Development

Patrick Dang, International Sales Trainer

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6 Lessons (45m)
    • 1. Inbound Closer Intro

      0:48
    • 2. What is an Inbound Closer

      9:56
    • 3. How to Become An Inbound Closer

      12:29
    • 4. Top Skills To Become an Inbound Closer

      9:33
    • 5. Inbound Closer 3 Strategies To Close More Sales

      12:12
    • 6. Next Steps

      0:22
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About This Class

Learn everything you need to know about being an inbound closer and how it companies to being a high ticket closer.

There's been a lot of talk online about this new type of closing role called an Inbound Closer.

And if you've ever heard of the term, you might be wondering what exactly does that mean and how is it different from being a high ticket closer?

I know for some of you reading this, this type of sales role might be extremely appealing to you.

Especially because an Inbound Closer DOES NOT have to generate their own leads.

That's right. When you're an inbound closer working at a good company, your days will be filled with piping white-hot leads.

All you have to do is take the sales call over the phone and close the deal.

WHAT IS THE DIFFERENCE BETWEEN INBOUND SALES AND OUTBOUND SALES?
Outbound sales are when a sales or business development person reaches out to the potential prospect with cold email, LinkedIn, or cold calling. Inbound sales is when a company already leverages some type of marketing, whether it's blogs, ads, or any other marketing type, to bring leads into the company. Those leads later become converted into phone calls where an inbound closer will come in and try to close the deal. The key difference between inbound closing and outbound closing is outbound is when you're reaching out to cold prospects, and inbound is when a sales or business development person is selling to a warm prospect (someone who is already familiar with your brand and products or services)

INBOUND CLOSING VS. HIGH TICKET SALES
High ticket sales are when a salesperson is selling a
high ticket" product or service, which usually means something that costs anywhere between $2,000 to + $ 25,000. Typically a prospect needs to talk to a high ticket closer before making a big purchasing decision like this. Technically, when someone is an inbound closer, they can also be a high ticket closer at the same time. All inbound closing means is a salesperson is selling to a warm lead. The inbound closer can be selling a high ticket product or service to a warm lead

DAY-TO-DAY OF AN INBOUND CLOSER
The typical day of an inbound closer is spending the majority of the time on their computer and phone selling from an office or the comfort of their own home. Inbound closers are common among industries like tech, SaaS, consulting, and agencies. An inbound closer will either reach out to warm leads on their own using email or will already have their calendar filled with hot leads.

WHO IS HIRING FOR INBOUND CLOSERS AND HOW MUCH CAN YOU MAKE
Any company that sells a high ticket offer, does inbound marketing, and already has a sales team is probably looking for more inbound closers. This can include large technology companies like Oracle all the way to startups. If you're looking for an inbound closing job, check a companies career page to see what sales positions are open. Make sure the role clearly states they have warm leads waiting for you to be called on if you want to be an inbound closer specifically. This would make sure that you don't have to generate your own leads.

Meet Your Teacher

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Patrick Dang

International Sales Trainer

Teacher

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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Transcripts

1. Inbound Closer Intro: Hey everybody, what's going on? It's Pachet Dang here. Now in this course we're gonna talk about inbound closing. I'm gonna share with you exactly what inbound closing is, how it works and whether or not it's something you should be interested. Now this course is going to be amazing for anybody who does any type of B2B sales where you have to do inbound closing. And that means when you have a lead, that can lead to a company and you have to figure out how to turn that lead into a phone call and turn a phone call into an actual sale and for a class project. But I want you to do is show the number one thing that you learned in this course and share it with the rest of the class. So if you want to master the art and science of becoming an closer and learning exactly what it is step-by-step. Make sure you enroll in this course. Now. 2. What is an Inbound Closer: Hey, what's going on, everybody? It's Patrick Dang here. Now in this video we're gonna talk out beings inbound closing. Now if you're watching this video, you probably have heard of inbound closing before and you might have questions like, what exactly is it? How does it work? And what's the difference between inbound closing in height to get sales and how much money you can actually make from being an inbound closer. So stick around because we're gonna get all your questions answered in this video. Now the first thing we're gonna do is we want to define exactly what Inbound Sales and inbound closing is and really see the difference between inbound and outbound sales, right? Because there are two totally different things. I'll start with outbound first. Now, outbound sales is essentially what it sounds like when you are reaching out to another person, you are reaching out, hence the word outbound. And when you're doing outbound sales, that typically involves a lot of cold emailing, a cold calling, or sending messages on LinkedIn. And you're trying to find people that pretty much have no idea who you are. They don't know what you offer and you are just sending them a nice message to see if they want to take a meeting with you to learn more about how you might be able to help them, right? So that's Outbound. Let's go ahead and put on this side. Now let's go ahead and talk about inbound. You know, the differences between the two. Now inbound sales or inbound closing is essentially when, let's say the marketing team of a company generates a lead. And this can be done with, let's say an advertisement, let's say YouTube ad or a Facebook ad, Google ad. Or maybe they wrote a blog or maybe they created a YouTube video. And then at the end of that piece of content, whether it's a blog or a video or an ad, they're asking the person to say, hey, if you're interested in learning more, go ahead and schedule a time to talk to one of our specialist. And this is essentially how an inbound lead is created. And this is very different from outbound, because outbound you're just reaching out to someone asking for a meeting. Inbound, you're creating some type of content and getting it out there. And people, if they like it, they're going to come to you. And that's why it's called in bound, right? It's coming to the company. Now when a lead comes into the company, it's a lot more warm in that the person who really kinda knows who this company is. And they want to talk to somebody to learn more about their products and services. And this is exactly where an inbound salesperson or inbound closer comes in. So typically what may happen is a company runs a ad, they get a lead, the person wants to talk to a person and then that inbound closer or inbound sales rep will be that person that the customer or prospect is going to talk to. And within that process, the inbound closer their job is to understand the customer, know what their challenges are, and try to see whether or not they should sell their products and services to this customer and inbound closer essentially closes the deal. Now the key difference I'll iterate this is that inbound closing essentially as a lot easier because you're working with warm leads, people who are already interested in your products and services. All you have to do is pretty much taker older and close the deal outbound. Much more difficult because you're constantly having to reach out to people who have no idea who you are. Now that you understand the difference between inbound and outbound sales, let's go ahead and talk about. Inbound closing compared to high ticket sales or high ticket closing. Now, high ticket sales can also be the same as inbound closing rate. Some people can make be able to even use these words interchangeably, but there's a key difference here. So usually pride to get cells, you're selling something somewhat more expensive where it's worth it to get a sales person on the phone. So you might be selling something that's like two thousand, five thousand, ten thousand or $20 thousand to a customer, right? So that's why it's called high ticket sales. Now when you're doing, hey, ticket sales, you can do outbound, meaning you can reach out to people and see if they want to buy. It's still considered a high ticket because it's all about the price point. But you could also do high ticket sales in an inbound way where if a company already has leads, coming in height to get closer might be the person who just closes those deals. And you can kinda see that inbound closer does exactly the same thing where if a lead comes into accompany an inbound closer, we'll just cover on the phone and talk to the person and close the deal. So high ticket closing an inbound calls and can be the exact same thing. The only difference is that E high to get closer, they can either do inbound or outbound. When you're deciding on working with accompany, you gotta see whether or not you have to do outbound our inbound and see which one you actually prefer. Now the next step to understand is what exactly is the day-to-day of an inbound closer? Now, for an inbound closer, typically you're going to spend a lot of time on your computer and on the phone. And all that really means is on the computer, you essentially have a list of leaves or list of emails, or it might be people you may have to contact on LinkedIn or Facebook and you reach out to them. They might be already somewhat warm. And you say, hey, I saw you downloaded a PDF or a sound, or saw you read these blog posts or blah, blah, blah. And just want to see if you want to hop on the phone to talk about some of your challenges to see if I can help you, right, that's just one possible script that an inbound closer might have. And all they do all day is fine. All these warm leads at the company already has reached out to them and schedule meetings, get on the phone and try to sell. Now that's when, you know, the company doesn't have a process to generate the meetings right off the bat. They just may have the warm leads but not assist them to book a meeting. And that's why the inbound closer has to manually go out and find these people and then try to get on the phone. Now if the company has an good inbound process and they have a system to actually turn that lead into a meeting and that person just schedules a meeting. The inbound closer might just show up to the meeting and just be like, hey John, what's going on? It's Patrick and then they just, you know, how that selling process happened right there. So in that situation that in bunk closer doesn't have to reach out to anyone, leaves. Their calendar is a religious book to have meetings. And all they do is just meeting after meeting, after meeting and try to sell. And, you know, they're going to ask questions they're gonna do pitching and all these things and the person isn't by the first car, they have to have a follow-up process to make sure that customers comfortable with moving forward. But the deal and that's pretty much what the day to day is like. Now the next thing we're going to cover is who exactly is hiring inbound closers and how much money can you actually make? Now when it comes to inbound closing, I can. I categorize it as two different types of companies you can work at. The first one is you might be working at a company that's a lot more established, let's say like a Salesforce and Oracle, Microsoft, or even start-up with funding, right? So they might offer you a base salary and they might also offer you commission based on what deals you are closing. So a hypothetical example. Could be a 50-50 split. So if they want you to earn a 100 K per year, they might say, alright Patrick, you're gonna get paid 50 K a year as a base salary no matter what you close. And then if you hit a 100% of your goals, then you can actually make another 50 k. And then that would be a total of a 100 K per year. And if you can sell more than what we expect, you can make more than a 100 K per year, right? So this is a nice, safe middle ground where you get a salary and you know that you can live and at the same time if you perform well, you get that commission. Now, other companies who may not want to pay a base salary because, you know, maybe they can't afford it. It may be the can't take the risk and the only wanna pay based on commission, which can actually motivate salespeople a lot more. And, you know, they might have a 100% commission structure where they might give you some meetings and you can only make money if you close these deals. Now obviously this is a lot more scary for some people because maybe they're not confident that they can actually get the job done. If they don't sell anything, then they don't make any money. That's essentially a two type of companies you can't work at. But the one cool thing about inbun closing is if you already know what you're doing or the company you want to work at has some kind of sales training process. You might be able to work a 100% at home. So this can be a remote job because you only really need a laptop and a phone, and that's pretty much it. And you just take calls, follow it with people and just close deal. So if you can do that off from home and you don't need too much guidance, then this could actually be a pretty good career path where you're making good amount of money, just sitting at home and taking costs. Now in the beginning, if you don't have any skills and you don't have those sales skills to actually turn a prospect into a customer. You know, in the beginning it might be really hard, especially if you are on commission only. But once you understand accompanies sales process, you know how to pitch their products and services and you know exactly how to move the customer from prospect to customer, then it becomes a lot more easier and routine. But I would say maybe the first year or two, it does take time to actually learn the art and science of sales. But once you get it, you know, you've got that skill for life. So an important thing when it comes to choosing where you want to work, then what opportunities to pursue when it comes to inbound closing or high ticket sales. You really want to ask the company that you're going to, you're thinking about working at. What is the average rep making? You know how much money on average is the average salesperson making. So you can't get a ballpark idea of how much you can be making down. We'll take it a step further and ask, OK, well this is the average. Well how much is the top rep making, right? Because if you believe that you can also be at the top, then you want to know your maximum potential. And so if you feel comfortable with what the average person is making and you feel aspirational in that you feel confident if you do a good job, if you're comfortable that you can make whatever the top rep is making, that seems like a good opportunity. And if you like the product or services versus cells and you like the company, then that would probably be a good fit to apply for a job as an inbound closer. But you just wanna make sure that if you wanted to inbound closing and that outbound, you want to look at the job description to make sure that they have leads coming in. And it's a lot easier to have those meetings. All you have to do is get on the phone. But if they're saying that you have to generate your own leads than you may even spend half your time generating outbound, sending emails in cold calling and LinkedIn messages, and then half your time actually closing. So really make sure you know what you're getting yourself into, whether it's inbound or outbound. And so what that said, that is pretty much inbound closing in a nutshell that said, my name is Patrick Daniel because under this video and I will see you guys in the next one. 3. How to Become An Inbound Closer: Recently a lot of people have been asking me what exactly is an inbound closer. So in this video, I'm gonna show you exactly what it is and how you can get started, even if you don't have any sales experience, what's going on, everybody, it's Patrick here, unless guess started, like I said before, in this video, we're gonna talk all about inbound closing, what it is, and how you can get started. And I'm sure if you're watching this video, you probably have seen some videos or some ads of people telling you all about an inbound closer. So in this video, I wanna kinda dive a little deeper and show you exactly how you can get started. So the first thing we're gonna talk about is exactly how one actually becomes an inbound closer. But before we do that, we have to first have a definition and understanding. The inbound closer is essentially about closer is someone whose role it is at a company, right? They're going to be an employee at a company or works for the company as a contractor and their job is to close deals. So accompany, maybe it's a marketing agency, right? They're going to have a bunch of leaves coming in and maybe they're going to run ads and things like that. And people are going to be interested and they want to talk to somebody over the phone before they make a buying decision. So an inbound closer your role is to take those sales calls and talked to the customer, understand their pains, and then it's your job to close the deal and then bring in revenue for the company. And of course, you're going to get paid a commission for all the revenue that you bring into the company to actually work as an inbound closer, or what are the skills you actually need, or what do you even need to learn before someone is ready to hire you? Now if you're looking for any type of training, whether it's on YouTube or you're thinking about buying a course, the thing you have to really pay attention to is number one, does this course show you how to sell over the phone, which is very important in inbound closing these days. And number two, does the course actually show you how you can talk to these warm leads, how you can follow up with them scheduled calls and, you know, do the right things and say the right things to actually close a deal. And within the actual sales calling, There's some soft skills that you need to accelerate if you want to do well at Inbound closing. For example, you really need to learn how to build rapport and build a connection with the prospect, even if you're just meeting them for the first time. Because people buy from other people that they like and they got to make sure that your prospects like you. You also have to learn things like how you can identify a prospect's pain, rea, really understand their challenges and problems and what keeps them up at night. And then from there you have to learn how to pitch your products or services to remedy that paint or solve that pen and totally make it go away. Because if you can do that, people are willing to spend money with you because you solve their problems. And of course, you're going to need to know how to handle objections and follow up with customers who don't make a purchasing decision on the first call, which is natural because sometimes a sale cycle takes longer, it could take weeks or it could take months before you actually close a deal, depending on the complexity and size. So when you are evaluating the skills you need to learn or you're evaluating a program that you want to enroll in. You want to make sure that that program teaches those specific skills now that you understand what it inbound closer is and what skills are required to actually do a good job? How do you go about finding a job or starting your career as an inbound closer. So to give you an example of what it's like to apply for a job as inbound closer, I'm gonna go ahead and use Upwork. So going onto my computer right now. So upward essentially is like a freelancing site where people can post jobs and you can apply for different jobs. You know, you don't have to use upward is just an example of that I'm going to show you because it's quite easy to see. So for example, if you were to look for high ticket closing jobs, so an inbound closer is pretty much the same as a high-tech you closer just different names to describe same job. So let's go ahead and look at Upwork and see what jobs are available. So you can see over here and let's say high ticket phone call, closing online program. So that's just somebody who is selling it online course or program. And your job is to take calls, right? So you just click into there and see what they're looking for to see if you can apply. Another example, sales closer for social media marketing agency or a legion agency. So, you know, essentially you would just get on the phone and sell these cell, this company's marketing services, right? Another example as see sales rep for a high ticket online per Hento yoga program. That's quite specific, but let's say less than ten hours a week, probably just taking calls. So let's go ahead and just give you exactly what that looks like. So I'll sales rep for high ticket online program, right? Let's go ahead and just dive into it as a random example. So this one, they require experience, but not all roles require experience. So they're saying we're hiring contract enclosing leads on phone. So how it's gonna work is client the prospects going to watch a webinar 30-40 minutes and then they're gonna book a call. So they'll release is already warm. And the kinda know the company. And they watch this 30 to 40 minute webinar, which is a long video, and then they're gonna book Hall. And then on that call, it's going to be you as an inbound closer and for this specific sale, you're closing the O4 900, so basically a $1000 and, you know, every time he calls a deal, you get a commission from it. And that's pretty much it. So if you want to apply for this job and just create a Upwork account and apply and tell them your experience and see if you can get the job done. So that's going to be an example of, let's say an advanced high-tech you closer or inbound closer who has some experience, but what about if you don't have any experience? So, you know, going to Upwork again, this is another job description I found they'd need a high-tech closer for a warm leads we have coming in. This one, they don't specify how much experience you actually need. So even if you're just getting started, you might take a chance on you, but you might have to only work for commission. So meaning that you only make money if you sell. So let's see where business that helps other businesses generate leads. They, they get warm leads, but they need someone to get on the phone and close them. So looking for two closers, managed ten to 20 warm leads coming in every day and call them within 76 to 72 hours. So pretty much they're going to have a bunch of leads. Either they're going to company is gonna really have scheduled leads for you. Meaning your calendar is going to be book with meetings every day. But if someone doesn't put a time to talk on your calendar, then you have to follow up with email or if you have their phone number, you just literally like warm call them and just talk to them, see if they're interested in this company's products and services. And let's say so going deeper into it, this is a commission-based pay. You will take a percentage from every sale, which shouldn't be too difficult. Bla, bla, bla. And if you're great at closing, we might give you a partnership position, meaning they might give you equity in the company. So in this scenario, you know, they probably don't really have too much of a track record, but they're looking for people that can close. So, you know, if you don't have any experience, you can apply for a job like this and see if they're willing to take a chance on you. And, you know, when it comes to the commission that you actually make, you know, if you're selling something for let say, $2 thousand, they might give you ten to 20%. It really depends on the company of the sale, right? So let's say you close a deal for $2 thousand and you get 20% of that, which is quite high. So it might be lower, that's going to be $400. So in one day, maybe you take a phone call, that's boom, you know, close the deal $400, right? But not every deal will actually close, right? So, you know, it's your job to keep taking these meetings and hopefully generate couple 100 or maybe over a $1000 every day it depending on how many leads that you have, right? So you can't really control how many leads you get it, because the company gives it to you. But you can control your closing ratio to make sure that you close it deals that are coming your way. So now that you understand typically how you might be able to get a high ticket closing or inbound closer rho, which is essentially just a freelance sales rep company, right? I'm gonna show you some alternative type of SalesRole that aren't necessarily related to inbound closing per se. So to give you some background about this, inbound closing or high ticket closing, a lot of times when people use these terms is specifically for a specific type of company. And that's usually like consulting, coaching. Info products like these type of companies typically use the terminology inbound closer or high, get closer. Now the world of sales is actually much larger than that because essentially a lot of big companies that are business to business do have salespeople at their company and they don't call these roles inbound closers or high to you, closer, right? For example, I started my career at Oracle as an account executive, which is somebody who has to close deals. But during my time in Technology and as an account executive working in Silicon Valley, nobody ever used the terminology high-tech, closer or inbound closer, like what we're talking about right now. But essentially I'm doing the same job as a Inbound or high to get closer. But the difference is that when you're working at, let's say a technology company or very proper company. They don't, they don't use that terminology and they pay you a lot more differently. For example, when I was at Oracle, I got paid a base salary and I got paid commission based on what I close. Whereas a Inbound closer or height you're closer, only get paid commission. Now, which one can actually make more money while both can actually make a lot of money, it just really depends on how much you can close, right? But from my experience, a lot of times the sales roles at established companies or technology companies typically will pay more than, let's say, random inbound, closer job had a marketing company, right? Because if you talk about, you know, all the seasons salespeople who have, let's say, ten plus years of experience, they're not really going for these inbound closer jobs are high-tech closer jobs. It's really meant for beginners. But, you know what we're talking about veterans who have ten years of experience plus they're going to be working out like, like an Oracle or Microsoft where Salesforce, whether they're getting paid, you know, maybe like half a mil every year, hundreds of thousands, some people who are getting close to a million, right? So it's like, So I just wanted to give you an idea of the landscape. So if you're thinking about a sales career, right, you can do in been closing, that's totally cool. But the challenge there is that you have to pay someone money to teach you how to do that, and then you have to basically be a freelance salesperson. Whereas for other traditional sales jobs, people pay you a salary plus commission to learn from them, which is actually a much better deal if you kinda think about it, right? But it really just depends where you're looking for. So that gives you an idea of kind of what we're talking about. Let's go ahead and give you like a technology example because that's, you know, a lot of where my experience comes from. So we're gonna go on angel that coal, which is essentially like a website for startup founders and people to post jobs and things like that. So let's say the score of the best jobs in tech, right, for account executives. So co-executive, someone who closes deals in the technology world. And essentially that's kinda like an inbound closer, kind of not exactly. So if you kinda look, yeah, let's see how much an account executive makes in technology. Let's say, you know, accounting negative New York, they're gonna get paid a 100 to a 150 K. So it might be split 50% base salary and a 30% commission. So they're making a 100 k. It could be a Vk base salary. And then if they kill a 100% of their quota, then they may get another 50 k, right? If so more than what you expected, then you obviously will make more. So this is pretty lucrative, right? Like accounting check, you know, they do make quite a bit of money. And sometimes depending on the company, you might get a little equity. This one's giving 0.1 to 0.4% of the company to start as a new employee, to start early in a technology company, right? So obviously, if you work in technology, it's more lucrative in terms of how much it benefits. I accompany gives you. If you do inbound, closely tied to get closing, you're kinda more of a freelancer. You gotta work from home and you do on your own time. So it really depends on what you're looking for in a career, but both kinda do the same thing before an account executive you might need more experienced, you actually get the job. So before you become an account executive, you might become a sales development wrap, business development retina, have other videos about that. But essentially, you have to work your way up to becoming an account executive typically. But if you want to become an account executive wrap, some companies may hire you right off the bat as a closer. But a lot of times let's say if you want to work at like a Salesforce or Oracle, they might have you become a sales development rent, which is someone who generate leads for account executives for maybe six months, a year, two years. It really depends on the company. And then when they feel like you're ready and you've got the skills, then you'll advance into an account executive row. Whereas inbound closing, you know, they're not really requiring you to, let's say generate leads. And you just basically just start getting on the phone Ceasar closing, right? So it just kinda depends on what kind of career path you want to go on. And both career options there are viable, just depends on your personality. If you want to work from home or work from working sales environment like I did at Oracle. So, you know, but forget, just depends on what you're looking for. So with that said, that's essentially the steps of, you know, exactly what it inbound closer is and how you can actually get started. So that said, my name is Patrick Dang and I will see you guys in the next one. 4. Top Skills To Become an Inbound Closer: In this video, we're gonna go over the top three skills you need to be successful when it comes to inbound closing. And you wanna make sure you watch this video until the end. Because if you're just missing one of these skills, it's going to be extremely difficult to succeed in this career path. And with that said, let's go ahead and get started. So if you are looking to be an inbound closer, the first skill you absolutely must have is the willingness to learn. And this is not really a skill, but it's also a mentality. So if you're thinking about starting any type of sales career, right? Whether it's inbound, closing, a business development and sales development, whatever it is, you've gotta have people skills and chances are if you're watching this video, maybe you don't have a lot of experience when it comes to dealing with people or learning how to sell. And that's totally okay because everybody has to start somewhere, right? And nobody automatically starts off with a load of experience. But the most important part if you do want to succeed in sales and inbound closing is your willingness to learn and your ability to learn. And so from a raw learning perspective, you've gotta ask yourself, what books are you reading? What courses are you taking? What kind of videos or you're watching on YouTube? You know, what kind of information are you taking in and processing to learn how to actually become a better? So, and for me when I've personally started my sales career Years ago, I read all the cells, books I could find, I listen to audio tapes, I watch videos. Basically any Cancun learn about sales. I was doing that. And although learning is very important, you can't just read a book or listen to an audio book and automatically think you're good at selling. You actually have to take these lessons that you learned wherever you learn them and actually apply it into the real world and executes so that you can actually practice what you just learned, right? Most people, they just read a book and any forget everything. And then when it comes to actually selling, they don't really use the techniques that they learned. So be aware of this mean learn something, you've got to apply it. And not only that, when you apply it, if it works, you have to analyze why it worked and see how you can do it even better. And if the strategies and tactics didn't really work for you or didn't fit your style well, you have to go back to the drawing board and say, hm, what exactly do I need to fix here? How can I improve the process so that when I'm on my next call, I can actually increase my closing ratio. And it's true that for some people, selling may come naturally, right? There can be a part of nature, part of it, and we're maybe nurture whether your environment put you in situations when you're growing up, where you're around people allowing you to have your people skills. But either way, sales skills and people skills in general is a skill that can be learned even if you're not a natural way in the beginning, for me personally, when I was growing up from the age of, you know, from a baby all the way to 17 years old. I was extremely shy and extremely quiet. And back then, it would be shocking to find that, you know, I would start a career in sales. But over the years, you know, I was tired of being shy and quiet and awkward and I wanted to break out of my shell. And so that's why I started going really hard in communication skills and decided to become a salesperson after I graduated from university. And even now, because I struggled so much back in the day that I feel like sales is one of the most important skills you can learn in life. And now I'm actually teaching you guys how to become better seller silicon. I went full circles. So my point of this is to share with you that, you know, if you're not a natural and sales, that's totally okay. I wasn't unnatural when I was starting out, but I was able to learn these skills through books, audio tapes, courses, you know, whatever it took, and actually practicing and analyzing how to get better. But it's a process that you're going to go through over years of your life and you're continuously going to get better and better as a communicator. So again, the most important lesson that I have for you guys, for that one is your willingness and ability to learn. Now the second scale you gotta have when it comes to being successful in sales and inbound closing. Is going to be prospecting. Now, if you see any ads about inbound closing or high to get closing or anything in this manner, you gotta realize that for inbound closing, a lot of times when they kind of pitched the idea to you, they say like, you know, you're going to be taking calls on the phone. All the leaves are going to come in warm and so all you gotta do is close the deal, right? So that's, that's fair. However. And one thing you have to realize is that you actually get a position like that where leads are coming in hot and all you gotta do is closing. Its quite competitive if you think about it, right? Because you one thing, it's like an easy job. So the hard part sometimes is getting in the right position to even get that job. And, you know, when it comes to getting a job or working as a freelancer or a contractor or a freelance salesperson, you have to do a lot of prospecting to find great opportunities that fit for you, right? So if you're not gonna prospecting, meaning you don't find making a list of people you want to work with, reaching out to them and generating meetings and getting them on the phone to see if they hire you. Well, if you don't have that skill, you're not gonna get the best opportunities without the best opportunities, you're not going to get an opportunity to sell and you don't really make money. So that's why prospecting, whether you're doing inbound closing or if you're doing any other type of sales where I especially as entry-level sales, you've gotta be good at prospecting. And that's really just identifying who you want to work with, why you want to work with them. And sending out either cold email, a LinkedIn messages or cold calling, whichever works best in your industry, generate that appointment to see if they will hire you, right? So if you work hard on the prospect inside and you get your foot in the door at a good company with lots of hot leads coming in and all you gotta do is take them over the phone, then you're in a winning position. But the only way to do that is to learn how to do sales prospects. And I got a lot of videos on sales prospecting. So if you want you to go out after this video, check out some other videos on my channel, but diving a little more deeper into sales prospecting, sometimes, you know, you may not be able to find a job where they had hot leads coming in, right? Because sometimes that's a rarity depending on your niche. So in other sales job where, you know, you can always find opening is that these companies, other companies are going to hire people who do outbound sales were outbound lead generation and yet the collision on deals, meaning instead of inbound where they do marketing and then they give you a lead from marketing and you'd get on the phone, you close, right? That's inbound. Outbound is essentially they don't have any marketing and maybe they have a website, but they don't do anything with it. And it's your job to make a list of people that may be a good fit for that company. Send them a cold emailing to message or cold-call generated meeting and then close the sale in Islam are difficult because, you know, you're reaching out to people cold and they have no idea who you are. But, you know, if you're able to get that meeting and generate interest and close a deal, you'll be able to make money right into the event where you can't find a job where it's only inbound, right? Which is common. You gotta learn how to do outbound so that you're always in the job. And I mean, you're never going to be out of a job if you know how to generate leads with strangers code, right? And at scale, meaning you're generating multiple appointments every single day and you know how to close if you can do that, is you can generate leads and close. Well, you're always going to have a job and you don't have to rely on other people's marketing because you can generate interest on your own. And that's pretty much the job of an effective sales rep. And of course, if you can do those things, you're gonna get paid very well. Now moving on to the third scale you gotta have when it comes to sales and bang closing is you gotta know how to listen, okay, so contrary to popular belief, some people believe that, you know, if you watched like The Wolf of Wall Street or any kind of sales movie, you might think that the best salespeople are the best talkers, the most charismatic, the ones whose onstage and you're doing the RA, RA. However, in reality, if you, From my experience working at Oracle and Silicon Valley and stuff like that, the best salespeople aren't always who you expect them to be. A lot of times the best salespeople are not the best talkers, but they're the best listeners, right? Meaning they know how to listen to the customer, understand what they want in life, understand their challenges, what's blocking them, and they really know how to position their product or service. The solutions to their prospects problem, making it a no brainer for that prospect to buy their product and service. So it's not about, you do have to be effective when it comes to communicating as a salesperson, obviously, but it's not what you really think. You don't have to be The Wolf of Wall Street coming in and, you know, like forcing people to buy. Instead, you really just have to be good at asking questions and seeing what people want when you align, what people want, your product and services they're gonna buy without you having to sell. You see the difference over there, you know, pushing a product, your positioning, and then they're going to buy themselves because you position so well, it becomes an obvious no brainer that when they purchase your product or service, their pains go away. And for me personally, for myself cause and what I teach my students typically doesn't want it to be the case. You want to be talking 20% of the time and you want to be listening 80% of the time, right? So when you're in a sales meeting, you're basically gonna talk into beginning, ask a bunch of questions, listen to your prospects, ask a bunch of more questions, get them talking even more to understand their pains and situations and see, you know, emotionally what they really want and their desires. And then at the end you talk a little bit more and you pitch your product and service based on what you heard throughout the sales meeting, right? So you know, other people, they're gonna pitch and beginning pitch, pitch, pitch, pitch fish. And then, you know, some people say yes and people see you now works but it's not the best way. So what you wanna do it instead of just pitching is you want to set the expectations for the meaning. Ask a bunch of questions at the end. Pitch your product or service as a solution to the pains of the prospect gave you during the time when you were asking the questions and then it's going to be easy for you to sell. So remember, if you're going to be a salesperson, you want to be listening more than you speak. Of course, you've got to be a good communicator, but you want to be an even better listener. And so with that said, those are going to be my three skills that you absolutely must need if you want to be successful in inbound closing and sales in general. With that said, my name is Patrick Dang. Hope you guys got some value out of this one and I will see you guys in the next one. 5. Inbound Closer 3 Strategies To Close More Sales: Learning how to close is one of the most essential skills when it comes to succeeding as an inbound closer. So in this video, I'm gonna show you three strategies you can use to start closing more clients today. And you wanna make sure you watch this video until the end. Because if you are missing just one of these critical strategies is going to be extremely difficult for you to actually clause any deals as an inbound closer. And let's get started. Now, the first strategy I have for you when it comes to learning how to close as an inbound closer is to set the agenda. Now just to set some context for you when you are an inbound closer, that typically means that you're working for a company, whether as a contractor, freelancer, or maybe you're an employee of the company. And they're gonna do some marketing and they're going to generate leads. And those leads are going to go through a sales process, right? To get educated on the product or service that this company is selling. And then eventually they're gonna book a cough. For example, what's really common is somebody who runs an advertisement, let's see, a Facebook ad, prospect prison, who is a potential customer clicks on the ad, watches maybe like an hour-long webinar. And then at the end of the webinar, instead of selling the customer, they say, hey, if you're interested in learning more and talking to one of our specialists, Make sure you book a call now. So when they book a call, the scheduled time to talk on someone's calendar, you as inbound closer basically gets that call and that call a schedule on your calendar and your gonna get on the phone with the prospect and try to close the deal. Now when a client goes through this process, essentially they're getting hours and hours of education before they even have the chance to talk to you. Meaning they already know the company that they want to buy from the canon or with the product and services. And more importantly, they have a specific pain point right up, specific pain point that they would watch a webinar to try to solve and book a call and go through all these hoops before they talk to you. Meaning the likelihood of them actually buying is quite high relative to a completely cold customer, right? And so when you are finally getting on that call, the first step is to set the agenda for that car, but you have to understand all of this context to do it appropriately. And when I say set the agenda, you basically just have to make the prospect aware of what exactly is happening on their car. You don't want to just pitch them and sell them because it's actually quite annoying. Instead, you want to take a different approach, let them know what to expect, then continue the process through the sale cycle. So I'll give you an example. Let's say I'm an inbound closer. I'm talking to a potential client who went through all this marketing education process and other on the call with me, right? So the Carlos or something like this, Hey, John has a going, John will say, I'm doing well, how are you? And I basically just SmartArt where you frown, blah, blah, blah, doesn't really matter what you say. It's just if you can build rapport with your tonality after the small talk is over which over maybe the last like 30 seconds or a minute, or you gotta do is say something like, Hey John, if you don't mind, how about we go ahead and get started. John says, sure. Then you want to say something like now, obviously we're talking today because you watch the webinar and you book the car and you seem somewhat interested in our advertising services. So what I wanna do for this call is I want to learn a little bit more about your business, what you're trying to do, what your challenges are, and really just see if there's an opportunity for us to help and work together in any way. And by the end of the call, if we find that hey, there is an opportunity for us to work together, great, we can move on to what the next steps would be. But if you find that, hey, you know, maybe it's not the best fit. I wanted to let you know that you can say no at any time. Is that okay, John John says, Sure, sounds fair to me. So when you kind of break down the strategy of setting expectations and letting John know that I'm not trying to just sell them right off the bat. I'm trying to learn about his business, see what his aspirations are, see where his challenges are, and really just try to understand if there's a fit for us to work together and to see if I can help him in any way, which is typically to sell my products, services. And I also said that at the end of the car, if we find that there is a fit or work together, we can move on to what the next step would be, which is me pitching my products and services, right? I also let them know that, hey, if it's not a fitted to work together at all, he can just tell me No, and that's totally cool. So now the expectations are set. John knows that I'm going to ask them a bunch of questions, learn about his business and pitch him happy and if it's a good fit to work together, right? And he agreed to it. So now you're not as slimy, sleazy salesperson. You're literally just telling him exactly where you're going to do. They're okay with it and you continue the sales meeting. Next strategy we have for you to be an inbound closer is you basically have to learn how to uncover pain. So once you set the expectations, you basically transition into the next phase of the zone process, which is to understand what is their problem, right? So if they are an inbound lead, chances are they clicked an ad because they had a problem. They watched a webinar and booked the car because they have a really serious problem and they're trying to figure out how they can make that problem go away. Most people don't randomly and fall into watching an hour-long webinar and then scheduling car, right? They have to have some kind of reason. And so typically as inbound closer, you already know what that reason is because if a company is running ads, they kinda know what the problems are and that's why they create other marketing material to get that person all the way through the sales process to get on the CAF. So because you already kinda know what the challenges are, you basically have to ask certain questions to bring out that pain because you're not a court prospect, they can behave more predictable lead because they all have a similar pain. So if people are watching the webinar and booking a car because they want to run Facebook ads, then obviously there are problems is they can't run Facebook ads by themself, very, very obvious. So here is an example of how you can basically transition from setting expectations into uncovering pink. So you'll say something like this, based on the webinar you watch, I'm going to make the assumption that you are looking to grow your business using advertising. Is that right? John will say, yeah, that's right. All right, great. So when it comes to advertising, I'm just curious what exactly guide you interested in taking this call today, right. So that's kinda a open-ended question where you're trying to get the temperature, where this person is at, right? Because, you know, even if someone has a problem with advertising, you know, you have to figure out what exactly is that problem? Did they try it? It didn't work or maybe they're complete beginner and they don't know where to start, right? Even though it kinda has the same problem where they start, we'll kinda dictate where the conversation will go. So that's why I like to ask these opening the questions at the beginning to kinda check their temperature. And if you want, just make it really sure it, you know, in the beginning of the call, you can say, hey, what got you interested in taking this call today? Just like you don't even have to provide so much contexts. They get doses. Say something like, Oh, I saw the webinar I was interested in Learn More, blah, blah, blah, right? So you can even keep it as simple as that. But for me I like to have more contexts. Because it kinda let me control the conversation a little bit more and push them in that direction and kind of guide them in a direction that is more favorable to identify pains. But if you want to use a more completely open question like what got you interested in this call today? That also works as well. So once you ask a question like that, obviously, they're going to have more pans, right? And basically use dive deeper and deeper and deeper into the appearance. You're basically like, let's say metaphorically, a doctor, where a patient comes in and you are asking the right questions to understand what's going on. And then at the end, you prescribe your solution. So if they are having a problem, for example, with Facebook advertising, you say, Oh, how long has that been a problem? Have you tried so far? Oh, interesting. How come that dinner work? Okay. Well, would you like to do well in an ideal world? What would be the perfect scenario? So these are a couple of questions that you can use to basically dive deeper and deeper into the pain. And what your goal of the entire pain process is to not just uncovered the surface level pain. You have to understand emotionally what people want, right? They're not going to buy because they have a problem with Facebook ads. They're gonna buy if they've been trying to grow their business, but they feel like they've been banging their head against the wall wasting time and money and didn't hadn't been getting any results. That's something that they weren't pay money to make, go away, right? So again, you're not selling the surface level, you know, product and services. You're understanding the underlying emotions, Dr. people, and you're showing that, hey, I understand where you're coming from and I see these paints. And when you understand these panes really deeply and you show the prospect that you actually do understand that the builds that rapport, it builds empathy. And suddenly there are lot more willing to listen to you because you showed that you listen to them. Now once you uncover all these paints, you ask these questions, you know how to prospects viewing and you know that they are willing to pay money to make their pain go away. The next step is to actually close either the deal right there or close the meeting and move on to the next step of the sales process, depending on what you're selling and who this prospect is, the process is going to be a little different. So if you are selling into, let's say, a Fortune 500 company, you're probably not going to close the deal on the first cop because there's a lot of decision-making processes accompany house, right? There's like an approval process. They had to involve different decision-makers. They have to go through procurement. There's a lot of different steps only to Fortune 500 company. So in those situations, you just want to close out the meeting and as scheduled, the next meeting for whatever the next step is. But now for a lot of inbound closing roles, sometimes you're actually just closing the person on the first call, right? Because they already went through so much of the marketing process to get to that point. And in that case, you can actually ask for the credit card information or payment information and the car and close them out. So if you were doing, let's say, you know, sharp claws on the first call, that person will basically give you other Keynes and you just transitioned into the pitch. All you have to do is say something like this. I John, I think I might be able to help you here. Do you mind if I go ahead and share what I do? John will say sure. At then you earn the right to pitch and then you just go into your pitch. So you say, hey, you know, our company helps companies like yours run Facebook ads to achieve desired result. So whenever your pitches, you basically give a one-liner of, you know, who is it you help, how's it you help them with value you bring, right? So you have a one-liner, basically you said simply to everyone in the first line. And then from there, you basically freestyle and craft your pitch in a way that addresses all the prospects, pains, and concerns that they shared with you in the pain process. So if they said something like they tried to run ads but they don't understand Facebook manager. They are not a technical person, so it's so confusing, then you just want to adapt your pitch to that. So you say, hey, you know, are arbitrary and services, we do everything for you. And so you don't ever have to spend any time in Facebook ads manager were a complete turnkey solution where all you have to do is give us your assets in terms of your videos and your photos and your copy, and we will take care of the rest, right? So basically you just adapt your pitch for that person to make it feel like you're creating a customized solution that is just for that. And to be honest, you don't necessarily need to have like there's a buttery smooth one line pitch. It's more about understanding the person's paintings and just showing you're addressing the pin. It's kinda like you're having a conversation with a friend and they're really trying to help you out. If you're asking advice from a friend, you don't need to hear like a super streamline pitch. You just need to hear that they can actually help you. And for your pitch, that's what I also recommend. Understand the pains, addressed the pains during your pitch and show that you solve those pains and it's a perfect pitch for that specific person. And when you give your pitch and they understand what it is and they're interested to close it out. You say something like this. So based on everything we talked about so far, is there anything else you need to see before making a decision? And they will say, if they say no, then you can say something like, okay, great. So how about we go ahead and get started today is going to be a Visa or MasterCard. And if they say visa and then you get their credit card information and boom, you got it right. Or if they say, I don't want to give you my credit card number because it's kinda weird. You say, okay, great, I'll send you a link and you can make the payment right here and I'll wait for you on the phone. So you could go either way depending on what your company does, but that's essentially how you would take the payment on the first call. Now if you're trying to sound to Fortune 100, Fortune 500, where you know that they're not gonna make it a decision on the first call. Basically, you just kinda close out the meeting and you say, hey, you know, based on everything we talked so far, do you mind if I go ahead and share the next step of this process? If you worked in before it and then you kinda share the or the next meeting, we're going to do a presentation and things like that, right? So just know who you're dealing with and whether or not you can close on the first call or if they're going to be a multiple steps in the sales process. And so with that said, those are gonna be the three strategies you can use to basically learn how to close as an inbound closer. And with that said, I hope you guys enjoyed this video and I'm gonna 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 wanna see more videos like this, make sure to follow me on skill shares so you can notified on when I released my latest courses.