Sales Techniques - How To Convince A Customer To Buy From You | Patrick Dang | Skillshare

Playback Speed


  • 0.5x
  • 1x (Normal)
  • 1.25x
  • 1.5x
  • 2x

Sales Techniques - How To Convince A Customer To Buy From You

teacher avatar Patrick Dang, International Sales Trainer

Watch this class and thousands more

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

Watch this class and thousands more

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

Lessons in This Class

3 Lessons (11m)
    • 1. Sales Techniques - How To Convince A Customer To Buy From You Intro

      0:58
    • 2. Sales Techniques - How To Convince A Customer To Buy From You

      9:51
    • 3. Next Steps

      0:22
  • --
  • Beginner level
  • Intermediate level
  • Advanced level
  • All levels
  • Beg/Int level
  • Int/Adv level

Community Generated

The level is determined by a majority opinion of students who have reviewed this class. The teacher's recommendation is shown until at least 5 student responses are collected.

236

Students

--

Projects

About This Class

With so many movies and t.v. shows depicting salespeople as aggressive hardcore closers, it can be tempting to copy that pushy style and pressure your customers into buying from you.

Unfortunately, this aggressive method doesn’t work for the majority of salespeople out there.

In fact, I personally feel the only time this works is in the movies…

The truth is people are tired of slimy salespeople.

Not only that, but as salespeople ourselves, it doesn’t feel right to force someone to buy anything.

Fortunately, I have a solution that can totally reverse the scenario.

Instead of forcing force selling our products and services, we’re going to slip the script and get our customers to “sell themselves.”

That’s right.

No hard pressure.

No slimily tactics.

Just presenting our products and services in such a way that your customers will realize just how much they need to buy whatever it is you’re offering.

Meet Your Teacher

Teacher Profile Image

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

Class Ratings

Expectations Met?
  • Exceeded!
    0%
  • Yes
    0%
  • Somewhat
    0%
  • Not really
    0%
Reviews Archive

In October 2018, we updated our review system to improve the way we collect feedback. Below are the reviews written before that update.

Why Join Skillshare?

Take award-winning Skillshare Original Classes

Each class has short lessons, hands-on projects

Your membership supports Skillshare teachers

Learn From Anywhere

Take classes on the go with the Skillshare app. Stream or download to watch on the plane, the subway, or wherever you learn best.

Transcripts

1. Sales Techniques - How To Convince A Customer To Buy From You Intro: everybody. What's going on? Is Patrick saying here Now here's the thing. A lot of sales people out there, they think that you have to use these hard core closing techniques in order to close the deal. However, the problem is that sometimes you might feel a little sleazy when you use the type of techniques and sometimes you don't want to pressure someone into buying something they don't need. So instead of pushing someone into by something we don't need in this course, what we're gonna do is we're gonna show you how to convince customers to sell themselves. So instead of you pushing something down their throat instead, we're gonna reverse the situation entirely. And we're gonna get the prospect to want to invest in your solution by getting them to persuade themselves that your solution is going to be a great fit for that for our class project. What I want you to do is share one of the most valuable things that you learned in this course and share with the rest of the community. So if you want to not be a sleazy sales person and you want to get people to buy your services instead of you pushing them into buying something, make sure you enrolled in this course now 2. Sales Techniques - How To Convince A Customer To Buy From You: Now, many people believe that you got a hard sell, someone in order to close them. And I'm sure you're seeing a lot of videos out there where a sales person literally come in and they will try to force someone into buying their product or service. And these type of people will probably say things like, Come on, you gotta buy this right now or you're making a big mistake if you don't buy this. And the sad truth is this actually does work, and people do succumb to the pressure. But for those of you who don't want to sell this way, we actually have another alternative for you. Everybody. What's going on? It's pasturing dating here. Now, for those of you who don't want to be the sleazy hard closers instead, what we're gonna do is we're gonna give you some alternatives now the go ahead and get started. Here's the challenges when you are forcing someone to buy something they don't need, you may not identify what being a super hard closer right, and it may not fit your personality style and you might feel sleazy or you might feel wrong for pushing someone into buying something they don't need, right? The other thing is, when you are doing these hard closing techniques, sometimes the customer may buy whatever it is that you're selling. But if you're doing something that's a long term relationship, where someone continues to pay you month over month or even years, whether it's a coaching, service, consulting or even if you're selling some kind of subscription service, you gotta build a authentic long term relationships. And these hard closing techniques may get you the deal. But because a person is not invested in your solution and they were forced to buy something , they may cancel right away and you lose the customer. So instead, what we're gonna do is I'm gonna show you a completely different technique on how to close on one. And essentially what we are doing is you're getting the customer to close themselves. So you might be asking, How exactly does this work? Well, instead of telling someone how great your product or services and forcing them to buy it, what you're doing instead is your convincing the other person to convince themselves. So instead of you pushing something onto them, they are coming to you because they're making their own decision now. I'll give you a simple analogy of how this all works. So let's look at the relationship between a parent and a child. Okay, so let's say the parent wants a child to eat their vegetables. If the parent says, Hey, you gotta eat your vegetables, you better do it right now. Well, the kid might eat their vegetables, but they may be reluctant to do it. They may not eat the vegetables when nobody is looking, and it doesn't build that long term habit of eating the vegetables to stay healthy. That's essentially how I see hard closing right. You're forcing someone to do something they don't need, even if it's good for them. You're still pushing them to do it, and it works. But it's not the best method, in my opinion. Now, on alternative way to do it is instead of pushing someone, let's say, the parent pushing the kid to eat their vegetables instead, What you can do is you can understand what the kid wants, right? So if the kid wants to be an athlete, they want to be good at sports, right, whether it's a boy or girl right. Instead of pushing the idea of vegetables on them, you could say, Hey, if you want to be healthy and if you want to perform at the highest level and if you want to beat all your friends in sports during recess or whatever the case is, then you got to eat your vegetables to get strong, right? And instead of forcing them to eat their vegetables, you're saying, Hey, if you want to do something you already do, which has become an athlete or become good at sports, then vegetables is a key component to making that happen. So when the kid here's this right, it's DA about the vegetables that person wants to become athlete. They want to beat their Francis er in sports. So if a vegetable it all had to do with the vegetable to get there, they're gonna do it on their own. Nobody has to tell them because it aligns with what they already want. So what we want to do is we want to apply this lesson and help convince our customers, too. Invest in our solutions, which is something they already want to do, and we're gonna do this without pushing anything onto them. All right. So how you gonna do this is the first time you want to do is you want to make your prospect or your customer aware that they have some type of pain. Now, I've created a lot of videos about pain and how to cover them. You can find more videos like this somewhere in the link in the description, or somewhere, you know, on the street. But essentially, I mean, summarize it for you. If somebody takes a meeting for you, they're doing it for a reason. Typically, they have some type of problem. It might be a big problem. It might be a little problem, but they have some kind of problem and they're talking to you in order to see if you have a solution to the problem right there. Just trying to see if it makes sense to work together. So if they already have a problem coming into the meeting, what you want to do during the meeting is uncover that problem and really shed light to it in the simplest way. To get started in this conversation during your sales meeting is to ask a simple question and that is. So what got you interested in taking this meeting today? Very simple question that any of you guys can use whether it doesn't matter what your selling in this year and because it's so general. But essentially, when you ask this question, the prospect is gonna tell you something like we were interested in digital marketing service or we want to do this or that. Right? Whatever the case is, they want to do something to have some type of pain. And that's where you gonna get the conversation started not to understand their pains. All you gotta do is ask more questions and dive a little deeper and really understand. And listen to what the person saying again, I got a lot of videos on this, so I'm going to summarize it real quick for you in this video. When you ask these type of questions like, Hey, so what got you interested in taking the meeting today? The prospect will tell you why they even took the meeting, and then you should understand their problem by asking more questions. Some of these questions could be Oh, you know, how long has this been a problem? Oh, it's been a problem. Well, have you tried anything to fix it, right? These questions dive a little deeper into uncovering what the problems are. Once you understand from factual perspective, what the problems are, then you want to switch it into motion and ask the prospect. Well, how do you feel about this problem? Right. And the prospect is going to say something like, I feel frustrated if you're angry. I feel lost. I don't know what to do. I need some type of solution. Okay. Okay. So now that we uncovered the pain for the prospect, we are going to take it to the next level. And this is where all the magic happens. If you want the prospect to sell themselves. This is the question you are going to use once you understand the prospects problem, and you get them to tell you their problems, right? Are you gonna do with say, Hey, I understand your problem. I know where you're coming from now. In an ideal world, what would you want to happen? Very simple question. In a way, it's very general that all of you guys who use, no matter what you're selling, but it works because the prospect already talk about their problems. And now you're just saying, Okay, you got all these problems in an ideal world, what would you want to happen in the prospect? Because the problems are so obvious you know them the prospect. No, them. Everyone is aware of what's going on, the prospects going to obviously have some type of idea of what they want, right? They want the problem to go away. So if they're not making enough money in their business, they're going to say I want to make more money or, if they have some kind of problem in their business, is taking up a lot of time. For example, if they're dealing with complicated taxes, they'll say, I just want these taxes and these problems just go away, right? And they're creating an ideal scenario. And this is really important for you because by them creating an ideal scenario, you're going to know exactly what they want. So then when you transition into telling your prospect what you do, you're gonna tailor your pitch specifically for what the prospect has already told you. And the key thing here is that you're not telling the prospect what they want or what's good for them. They're telling you exactly what they want. And you just happen to be at the right place at the right time with a solution. And overall, you can kind of see that you framed the entire conversation so that it would lead to this moment. However, because of prospect, I gave you all this information willingly and they told you what they want is really their idea. And you're just helping make their idea into a reality. So are you gonna dio from this point on, Once the prospect tells you what their ideal scenario is, you gotta ask one more simple question. You say something like, Hey, okay, that makes sense. I might be able to help you with that. Do you mind if I tell you a little bit more about what I do? The prospect at this point is naturally going to say absolutely right, or they might just say yes. Okay. And the reason is because they identify the problem. They already created their own solution. And you're just saying, Hey, I might be able to help you make that solution a reality. You mind if I tell you a little bit more about what I do, and they are going to naturally. So yes. So at this point, what you want to do is you want to pitch your product or service or whatever solution your offering in a way that aligns wolf solving the person's problem and aligns with their dream scenario of what they already mapped out for you. All you have to make sure is that your solution fits into the road map that they really created during that conversation. So this way, when you're pitching, you're not necessarily hard selling you. Just aligning what you already offer of what the prospect wants. Your not telling them they're stupid for not taking any offer. You're not forcing them to buy anything. Your making, that alignment. And if the prospect what's gonna happen is they're going to see how your solution fits into the plan that they just created on the spot during that meeting, and naturally it's gonna be obvious because you just connect all the dots. They have a problem. They want a solution. You have the solution. It means so much more easier for them to invest in whatever it is that you are buying so again, you don't have to hard pitch at this point because the prospect is essentially selling themselves. They're gonna think, Oh, this guy has exactly what I need to make my dreams of reality. And that's how you're gonna get the prospect to invest in your solution by getting them to persuade themselves. And you want to take your sales skills to the next level. Actually created a free sales training Siris. In order for you to increase your sales skills, bring your awareness up and take your sales skills to the next level. If you want access to this free training, make sure you click the link in the description, and it's going to tell you exactly how you can enroll in this free training. So again, if you want to take your sales skills to the next level, make sure you click the link in the description. So that said, that's everything we have to cover in this video, and I'm gonna see you guys in the next one 3. 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.