The 4-Step Sales Guide: Part Four - The Close | NICK SARAEV | Skillshare

The 4-Step Sales Guide: Part Four - The Close

NICK SARAEV, Body Language, Productivity & Technology

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5 Lessons (20m)
    • 1. The Close - Introduction

      3:08
    • 2. How to Word Your Close

      2:50
    • 3. Steps 1 & 2: Empathize With, Solve Rejections

      3:30
    • 4. Steps 3 & 4: Inspire, Re-Close

      3:51
    • 5. Search Engine Optimization

      7:05

About This Class

**Includes a bonus video on simple SEO (Search Engine Optimization) 

If you're looking for a practical, high-yield, no-BS approach to making more money in sales, this is the course you want.

Hi, I'm Nick. I'm a behavioral neuroscientist who's worked in sales for the last 6 years.

Let's get straight to the point. Unfortunately for you, the majority of the world has fallen for the feel-good charms of the modern sales "guru". They're successful, motivational, inspiring - and in many cases, completely backwards. 

Instead of focusing on immediately applicable techniques and practical theory, they spend their time and energy making you feel good. Making vague, ambiguous statements like "be yourself" or "believe in your product". Sound familiar?

Don't get me wrong, these look great on paper. But they don't translate into results.

They don't make you more sales.

They don't make you more money.

And they don't actually move your life forward in any real way.

All they do is get you caught up in an emotional hamster wheel that allows you to justify your lack of quantifiable progress by saying "what matters is that I'm trying!"

That's not what I believe in. I believe in numbers, and I believe in success above all else. And I think by the end of our course, you will too.

----

The 4-Step Sales Guide is the culmination of the idea that online courses should cut the fluff and just ​get straight to the point​. 

Me and my partner Soma have over 8 years of face-to-face and online sales experience between us, and with this course we've crammed everything we know into a single, information-packed hour. 

Some of what we say is controversial, debatable, and possibly amoral. And I'm sure we'll be hearing from some of you about it. But you can't argue with results.

Our content is simple and modern, drawing from the latest in economics, neuroscience, and evolutionary psychology. We spent countless hours testing each technique so you don't have to. In The 4-Step Sales Guide, you're going to learn the latest trends in marketing and sales today - click funnels, psychological loops, social proof, time constraints, and ​more.

I'm incredibly excited to get you on board with us. You're about to embark on one of the best decisions of your entire entrepreneurial career. 

Sound too good to be true? Check out our content for yourself.

See you inside :-).

*This is the last course in a four-part series

Transcripts

1. The Close - Introduction: Hi there. So we're nearing the formal end of our course. We've now talked about how just set up your pregame sale for success, how to craft an enticing hook and how to structure the process of report building. But we're missing one crucial step. And that step is the clothes the clothes is. The moneymaker is it's what seals the deal. Every moment you've spent hooking your customer pitching your product building report, all of that has been leading up to this one incredibly important step. And if you screw up the clothes than all of that time has beam or less spent for nothing. So we're gonna make sure that you get it right. Something that most people probably don't understand above the clothes is that the customer will actually barely, ever say yes the first time you push for it. That's right. The majority of the time when you try and close, you get rejected. This obviously varies based on the specific type of sale you're doing right. Face to face sale is often different from cold calling. Working in a best buy, for example, is different than selling on the street. But the general principle is solid. You should never really expect the yes the first time around to Alicia. At this point, My very first job when I was 15 was at a local carnival. I was a sales person for one of the gambling is there and I pull people in. I'm do my thing and something like 90% of everybody I pulled it initially said no what? I tried to close, but because the carnival was relatively small and they'd walk by four or five more times before they left, I would usually reopen them an hour or so later and end up closing. Maybe another 3/10. So I'm more than triple my raid just by persevering this entire module isn't actually going to deal with getting the customer to say yes the first time around. It's going to deal with what to do when the eventually say no, because the way I see it, if they say yes, your job is done, swiped a credit card, you're good to go. But if they say no, your job is just beginning. You now to turn that no into a yes and having the skill to do that is the line in the sand that separates the excellent sales person from the mediocre one. And something I want you guys to realize is that in sales, a new isn't the same as I'm never buying your product. All I know means is not yet. The process of turning a no into a yes won't work every time. But it will work quite frequently way more often than most people think. And just like we did with empathy, statements and the 50 50 rule, we're going to come up with a really simple formula that you can follow that this 90% of the work for you. But right before we do that, the first thing we're going to do in this module is learn how to word your coz effectively See you soon. 2. How to Word Your Close: Hi there. This video is on how to word or frame your clothes, and it will be short because there's really only one or two things to keep in mind if you think back to the 50 50 Rule. I mentioned an analogy where the sales interaction isn't like you're over here and there over there and you're going face to face. It's like you're over here and there over there and you go, You're both going the exact same way and you're working towards a common goal. Now I want you to take that mindset and apply to the clothes. Don't ask them to buy your product. Assume that they already want to buy your product and work off of that example. Don't say something like So do you wanna buy my vacuum cleaner? Do say something like Great. So let's get you on board. The difference with being the first and the second is that the first line is asking for their permission to buy the about the product. But asking their permission is a logical statement. And if you remember how we designed our hook and designed our building reports age, our gold during the sale is not to be a logical, it's to focus on the emotions of the interaction. Asking them to buy your product is like a huge red stop light to your customers. It violently grinds the emotional roller coaster to a halt and makes them actually consider the logistics of the sale. And you can love me or hate me for this. But having your customer actually considered the luxury six of the sale is going to be bad for the sale. We hooked with the emotion built report and even explained our products with the emotion. But in order to successfully close, we need to utilize the emotions that we spend the time building up in the earlier stages of the interaction. Another example. Don't do this. So are you going to be paying with cash? Visa, MasterCard, Debit, Carter, Bitcoin That way too many options. You're basically forcing them to hop off of the emotional roller coaster and consider a logical problem with five possible answers in said, Do something like this. Awesome man, I'm excited Toe, have you? We have a Carter right over here, and for whatever reason, they don't have a card. Then you go. Oh, that's fine. We take cash, too. So, in summary, do your customers a favor, Ellen. Allow them to indulge in the emotions of the experience and do your best to keep them on the emotional roller coaster rather than pushing them off. Now, in the next video, what we're going to do is look at the 1st 2 stages of the four step problem solving algorithm that Wilmore or less put how you handle rejections on autopilot. See you soon. 3. Steps 1 & 2: Empathize With, Solve Rejections: Hey there. So in the last video, we mentioned how a note doesn't actually mean I'm never buying your product. It just means I'm not buying your product yet. In this video, we're going to take the first step in our algorithm towards learning that no, into an absolutely. And that first step is this. Step one empathize with the nut. In 99% of the cases that customer rejects you, they offer some kind of logical excuse. And there are tons. Just some examples there, either say they're too busy. They say they can't afford it. They say they'll just shop around a bit first. They say they need some more research, etcetera, etcetera. And I mean, there are and I mean these are totally valid and often true. But the main goal is securing a sale. So we need to work around them. So all empathizing with the no really is is when you do get one of those excuses, you say some variant of the following sentence. Look, I totally get that you're feeling that way. I'm like that, too because of this and this and this. So I understand. That's it just acknowledged that their concern is valid and mentioned how you can totally understand, because you're either in the same type of person or you've bean in the same situation or whatever, and the way to frame this is again by putting yourself in their shoes. But remember, you're using emotions, not logic, so your solution doesn't necessarily have toe logically, completely work. Here's Step one and Step two in response to somebody saying that they can't afford it. Hey, I totally get it. That's honestly, really tough. I was actually in a pretty similar situation last year after I got laid off. And to be honest, I don't think I'd ever make it out. But the really cool thing is we actually offer a financing option with 0% interest for the entire first year so you can actually get the car. It's totally within your price range, and that's it. Provide a solution pretty much anything works. It doesn't have to be super logically rigorous Ume or or less just need to give them a way out of saying no. Now, obviously, the specific solution is going to depend on their concern, and usually that involves a very nuance or specific feature of yours. So what I recommend is for you to spend a few hours before the next sale day pretend your customer coming up with excuses for why not to buy your product and then write down one or two solutions for each. I will guarantee you that if you do this, you'll be prepared for over 90% of the excuses you encounter on the day to day basis. Because in reality, while this excuse takes hours, the customer only has a few seconds to think up excuses. So they will usually default to the really easy and simple ones that you can take down immediately. Okay, so in this video we went over the 1st 2 steps in our rejection handling algorithm, and those steps were emphasized with the no and then solve their problems. These are two of the most important steps of the entire process. So if you can get those right, you're basically good to go in the next video, we're going to talk about steps three and four to finish off this course 4. Steps 3 & 4: Inspire, Re-Close: a there. So the last video we talked about two steps one and two of what we're referring to as the rejection algorithm, and we learned how to apply the steps. To a practical scenario, this video is going to deal with steps three and four, which, to be completely honest, are way easier than steps one into because they're basically just your hook and close all over again. But we're gonna give them a different names just to spice things up a bit. Step three is inspire action. So now that we've both empathize with the problem and provided a solution, we need to start gearing up to re close the customer. And in order to do that, we want to get them back on that emotional roller coaster. And how do we do that? Well, how did we get them on their in the first place? With our hook? All Step three is is basically restate or hook in a slightly different words to emotionally remind them about how our product can help and step for is retry the clothes. You can even use the exact same wording as the first time. It's really that simple. So with the same example from the last video. Here's the entire rejection algorithm process in response is somebody saying that they can't afford it? Step one hate. I totally get it. That's honestly, really tough. I was actually in a pretty similar situation last year after I got laid off from my job. And to be honest, I didn't think I'd even make it out. Step two. But the really cool thing is, is we actually offer a financing options 0% interest for the entire year so you can actually get the car. It's totally within your price range. Step three. And actually, since what brought you to the car in the first place was the fact that it was a hybrid in the long run. Like we said, you're gonna save a lot of gas money, not to mention the environment and step for So let's get you on board Now. Unfortunately, there's no way to 100% guarantee the clothes, and in fact, the rejection algorithm might not work the first time around. But that is the beauty of it, because if the rejection over them doesn't work the first time around, then you just immediately use it again if their previous excuse was that they can't afford it. And now you've squashed that excuse. They have to move on to a different one. So what do you do with a different one? Just use the rejection algorithm again. I've actually had several scenarios now where I use the rejection naeger them more than 10 times any single interaction, and I still ended up closing the deal. I just frickin mowed down excuse after excuse after excuse and eventually, at the end of it all, there was no reason left as to why they shouldn't buy my product. So perseverance is the name of the game. Human beings have this propensity to always look for excuses. Realistically, if someone didn't want to buy my product at all, they could just say no and walk away and there be no chance of me closing. But most people have this intrinsic need to provide a rationalization for their actions, and that's why the rejection algorithm works. And that takes us to the end of the last formal video. Of course, here we learn some more about the rejection over them, specifically Step three, which was to inspire action and step for, which was to retry the clothes. And then we applied them to a practical example before talking about why the rejection algorithm works and how it might fail. I want to thank you all for taking our course and making it this far. Best of luck. 5. Search Engine Optimization: Hey, guys. Shoma here in this video, I want to talk a little bit about how to optimize your click funnels or your websites in general to show up higher in Google and other search engines. Now search engine optimization, which, by the way, I'm just gonna be calling s CEO from now on is something that a lot of people don't understand. It sounds really complicated, and it makes you think that you need a bunch of computer programming and do HTML tags and all this other stuff like that. Now, the truth is, yes. If you want to show up number one on Google for a given search term, you're probably going to need some sort of a professional developer to come in and optimize the actual code of your site. But at the end of the day, that costs a lot. And not everybody has thins of thousands of dollars a month to throw at stuff like that. So we're not gonna name for number one. We're gonna aim for hire the most other people and it's actually super easy to get there super easy because 90% of everybody else doesn't take like 10 minutes needed to figure their stuff out at this level. So a quick primer on S CEO is as follows. In general, the ranking of your click, funnel or site and a search engine depends on three main things back linking keywords and recency. Let me break those down for you back, linking reverse to the number of links to your website that exists on the Internet. The more links that exists to your website, the higher your rank. Google and other search engines use this as basically like a proxy for how relevant you are , because if you think about it, if your website is being linked from all over the Internet, in all likelihood, people will probably find some sort of value in your sight, hence them linking to you so much keywords, on the other hand, are words that Google and other search engines used to score their relevance in a particular search topic. And what I mean by that is that if you have two perfectly identical websites except one has the word bodybuilding in it 200 times and the other one has it in it 10 times well, then the Web set with 200 instances of the word bodybuilding will rank higher when people type something like bodybuilding into Google makes sense, right? Recency is more or less self explanatory. Google would rather not show people Web pages from that 19 nineties, since in all likelihood they're somewhat outdated. So it includes how recent website has been made or has been updated as an additional measure in its big algorithm. The more recent a piece of content has been put out, the higher it will rank on. All other things aside, there are a few more things involved, but they're unnecessarily complex. And, to be honest, there only really relevant for those professional that developers. So we're not really going to concern themselves here because our goal, after all, is to make the biggest change with the lowest amount of energy and time invested. So in order to have a good S CEO, we just need to increase each one of those three things back, linking keywords and recency. And as I'm sure you can imagine, it's not super heart to dio Easy way soon prove your back. Linking is 21 Start linking back to your own website yourself on your social media platforms and other websites you go to. You can reach out to friends or family or even other website owners whatever and offer toast their link on your site if they host your link on theirs. Three. You confined influential blog's or funnels in your niche and either approach them with a similar deal. Or you can even try and buy a back link on their site. The more back links you have, the better your rank. I can't really put a number on it because the algorithms proprietary, but I would hazard a guess that if you got about 50 back lings, you probably be better than about 90% of everybody else in your niche. Now keywords, or even easier to optimize keywords are part intuition and then part qualitative research, meaning that you need to ask yourself, What word would people most likely? Look up if they wanted to find my product aside, of course, from the actual brand name itself. If I'm selling a video tutorial on sewing, for example, this might be sewing guide or sewing tutorial, even something like How do I so? And you'll find that how do I? Keywords are very commonly used for any type of instructional product. The qualitative research part comes in with special esko tools like Answer the public dot com. And so the public is a really nifty tool that lets us find associate its search terms for specific keywords. So if I were to type in sewing here, and I'd have to wait a little bit while the site loads so you can see that what comes up here is a bunch of different route questions like Why? Where, which and how and by using this tool, it looks like a lot of people ask the question how sewing machines work and stuff like that . So I couldn't maybe focus on those. Once you determine the phrases you want to rank for, start including them in your site or funnel at multiple places in your title once it just from the phrases that you want to rank for. Start including them in your site or your funnel at multiple places in your title. Your header your block post if you have them in different pieces in your funnel, etcetera and also include slight permutations of those phrases that you might think people are likely to search instead so on top of have sewing machines work you might want to use How sewing machines operator, how to use a sewing machine or general stuff like that. Okay, and the last part is recency. There's actually very little to say about this, but basically the more recently you've made your funnel or site the battle. It'll do. I've read a little about this, and if you consistently about your site, Google will take it to mean that your site is more active. But there's very little conquer research on this as of now, but I would still do it anyways, just to be safe. And besides, AIM or updated website will most likely just draw eyes and be better in the long run anyways. All right, so that success the end of the video today we learned about search engine optimization or S E. O, as it's more commonly referred to. We talked about the three pillars of S E, which is back links, keywords and recency, and we learned about how to optimize them so that we rank better than 90% of the rest of our niche. So I hope that was informative for you guys and I'm always here. If you have any questions, s CEOs are constantly changing. So some of this will probably change in the near future. Thanks for tuning in.