The Sales Engine-6 Gears to Accelerate Sales Success [High Closing Sales Process] | Youshaa Motan ☯ | Skillshare

The Sales Engine-6 Gears to Accelerate Sales Success [High Closing Sales Process]

Youshaa Motan ☯, Online Teaching Business Developer

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21 Lessons (49m)
    • 1. Are great Salespeople born or made?

      1:58
    • 2. Module 1-Communication Skills

      1:18
    • 3. Buyers Incentive

      3:18
    • 4. Identify Need

      6:49
    • 5. Common pain points-You provide solutions

      1:21
    • 6. The Buying Cycle-What your client thinks

      2:02
    • 7. The Buying Cycle continued

      1:55
    • 8. The Selling Cycle-To your clients rescue

      1:57
    • 9. The Selling Cycle Continued

      2:31
    • 10. The Buying & Selling Cycles in review

      1:26
    • 11. Module 2-Connect & Match the Buying and Selling Cycle

      1:43
    • 12. Gear 1-Creating the Need

      0:38
    • 13. Gear 1-Need continued

      2:19
    • 14. Gear 2-Explore Impact

      1:52
    • 15. Gear 3-Target

      3:46
    • 16. Gear 4-Tailor

      4:16
    • 17. Gear 5-Closing

      4:16
    • 18. 6th Gear-Evaluation

      1:05
    • 19. Avoiding Engine Failure

      3:27
    • 20. Conclusion to The Sales Engine [Please leave a review]

      1:04
    • 21. Subscribe info

      0:17

About This Class

This is a Sales Fundamentals course: Get your fundamental psychology aligned to make more sales. Working with as opposed to against the laws of nature to close more clients.

This course is for:

  • Anyone in sales, in any sales sector or any entrepreneur looking to employ a sales process to their sales funnel that works and will yield better returns in sales and energy.

At the conclusion of the course:

  • You will know how to use the 6 step sales Engine sales process to close more sales and accelerate your sales figures. 
  • You will feel confident in your fundamental sales ability and understand the science of selling. The result will mean you will sell more - with purpose and clarity.

Know and apply these 6 steps to understand your clients buying behaviour and close more sales. Sales is a circle of reciprocity and mutuality, and this course is designed to fine-tune your selling psychology so that you can start instantly to win more sales with its application.

Step 1 -Take this free course and up your sales game.

Step 2 -Just add action

Step 3 -Success awaits!

Bonus-You receive a free PDF Affirmations e-Playbook and an Open questions workbook.

Transcripts

1. Are great Salespeople born or made?: everyone and welcome. I'm usual for sales Tutor South Africa and thanks for joining me on this course called the sales Engine. Six years to accelerate your cell success. Some people believe it to be a success in selling a product to your services. You have to be a born sales person that summer gifted the special ability by the omnipotent power that rules mankind and, frankly, summer night. That's not the case. For regardless of your background education experience, the art of selling can be learned, my friend. Needless to say, the ability to sell is actually in all of us. Every last one of us. Even babies persuaded moms that it's feeding time. They pull out the orders. Ever seen a kid at the toy store throwing a tantrum for the latest action figure? That's hard core selling a team convincing a girl to a very first date. That's the sweet art of persuasion in action. It would beg us to ask certain questions. What makes a great salesperson is there special formula, and in Section one, an introduction to the sales engine. Let's pose two questions. Are these great sales people? Some people on gifted was there something more great sales people made. Now a Korean sales is highly profitable. And, yes, you can grow very wealthy if you know what you're doing. The sales engine is an actionable formula that teaches you how to master the science of setting in six stages as it examines the relationship between how and why people buy and mixes and matches. Thes psychological and emotional buying triggers with the selling process, all of which are interdependent off the communication skills, which will be introduced in this course and now well into much of one. 2. Module 1-Communication Skills: module. One communication skills. There are six skills that you will employ in yourselves. Process rapport building skills whereby you develop mutual trust. Questioning skills. Gaining information to help your clients Listening skills are active listening skills whereby you listen to your client's needs and wants interpersonal skills. Interacting with others. Problem solving skills or tailoring a solution by resolving problems of your clients. Customer service skills. Keeping the client happy in every buy and sell a relationship. Integrity and trust is absolutely vital in a key component. Without the ability to build trust in confidence and keep the confidence of the buyer, the relationship will fail and the sales process will collapse. Pretty much any and every sales technique in the world won't rescue a lack of trust. Therefore, the Almighty need to actively develop effective communication skills, coupled with a positive cells mentality and psychology, to support your buying and selling process. However, before launching into the nuts and bolts of actual sales engine process, it's important to understand what buyer incentive fees 3. Buyers Incentive: buys incentive. If you had to look up the definition off incentive in the dictionary, you would find a thing that motivates or encourages someone to do something. Now, with buys incentive, I want you to think off buys. Incentive is a scale and sitting in the very middle. Is your client or prospects safety or comfort zone on the left of the bias scale, since the pain of experiencing problems or negative energy while to the right off the bio skill is the pleasure that could be gained from realizing an opportunity which you present and benefiting from taking action or a positive energy experience. Your buyers are therefore motivated by two distinct markers. Were choices better stole, tow either avoid pain or gain benefits for rewards it buys dominant. Buying motivation is to take away the pain on the left caused by having a problem or to gain rewards and the right from pursuing an opportunity. In the middle of the scale is the bias comfort zone. Of course, unless the BIS pushed outside this comfort zone and the scale swings either way towards the pain or reward zones, they simply put won't be motivated to buy bias problems and opportunities present themselves. It's symptoms the same way that you would have symptoms that a doctor would diagnose now to put by a motivation into perspective. Let's imagine you went to the doctor with paying in your heart your hearts pretty heavy because you're worried about your next paycheck and the bulls are almost you. The doctor doesn't immediately diagnose what's wrong with you and then prescribe a remedy without asking questions for us, right, while the doctor wants to know what your symptoms are, so they asked probing questions. The answers to these questions gives the doctor the clue that they're looking for once they understand what your symptoms are. Only then are they in a position to make a diagnosis and prescribe the appropriate medicine or with the night advice. That's exactly what you need to do. What good sales people do. They look for symptoms that the buyer has a problem opportunity. Remember that there are no such things as problems, only opportunities to learn and grow from so good cells. Professionals realize this. They trained to do this by asking effective questions in listening to the answers. They don't fear rejection. Once a sales person understands what problems, opportunities that by has, in other words, by his needs that can then assist the situation, make a diagnosis as to what the bias target goes up. The remedy off course is the solution. The cells burst and provides, which will take away that bias pain off. Experiencing a problem will help them gain the awards when they realize an opportunity. 4. Identify Need: Employing the complete sales engine process is a six year process to drive yourself success so that you can sell more and the client can evaluate more off their purchases. So we're not going to back step six stages to the beginning off the sales engine process all the way to identifying the need off your client s stage one. Find the need through the art off, asking effective questions and listening carefully to the answers. Having a methodology and structures going and random sale schools will help now pain. It's a reminder that unless you're prospect is a need to solve the problem, they are not going to buy your product. Customers sometimes buy things spontaneously without thinking through what the actual need ease. But often there's an underlying reason for purchase, even if the buyer doesn't bring it to the surface. Take, for example, the years 2010 to 2012 where every brand out there seem to be buying Facebook likes. In truth, many companies had no idea why they actually needed Facebook likes, but there that was still a pain point. The pain was that somebody senior in the organization had read about the importance of Facebook for business and had begun asking loud questions in border meetings about why the organization didn't have a strong face for presents. Now that is pain. It's a reason a company would buy their bus. We had no economic rationale for what he is asking to be achieved, just looks at his boardroom and asks that major question. Pain. Too many sales reps walk into custom meetings. What the pre can't cells decks and proudly squawk through 30 off their favorite slides without engaging the customer in a discussion and basically identifying the pain and then providing the solution, which is actually the basis of human nature. That isn't they do this is that it's a far easier way to go through talking points that you've said 100 times then to engage the customer in a dialogue about the business challenges. Many cells professionals call these people crocodile salespeople small years in the big mouth. They're not very well liked. It's not effective because while you leave the meeting feeling great about yourself in your ego, you really don't have any further knowledge of the customers pain. It's more that you quite egotistical, and it's what you want So you want the money and not really a connection and repeat business and referrals and movement in your pocket. Radio. I called the cells approach telling Cell, and I don't recommend it the base sales meetings or discussions. The goal is to get the customers speaking about the organization. Are there ones so that you know they have a target goal? Try to identify with it and add value, sell them the benefit, grow their vision and the best kind of questions to ask open ended questions which will get we're gonna get into that Shorty. I have also seen the Converse too many times. Sales reps walk into a meeting and Sparta to tell us what's working in your manufacturing or sales process again based on either. Now, how did when people do this to me on the phone, I get a cold. Cool. My first thought is you You asked to speak with me. Why am I going to give you a bunch of ammunition to sell to me now? There's an art to faltering out pain points. I recommend starting with a brief overview of you, your company, your solution, your product and by brief I mean very brief would be amazing all along. Some people rattle off their life stories in an introduction. Nobody wants to year your life story. Sheesh! After beef, Both of your view, your company, your solution. I recommend putting up some example clients you've worked with, although you obviously need the approval. First, these references make for great discussions with customers. If you have enough references in your arsenal, you obviously want to pick out once that you believe will resonate with your prospect, duty, job function or industry. If they're not your customers, they could be that off your company's off other sales reps and you could name drop and attach yourself often if a customer has heard some other problems described in other customers, not hearing your solution pitched at them. But a real business discussion about the pain point that then they will start to open up in heavy discussion. People prefer to hear them Selves speak rather than to listen to you. It's just human nature. So throughout your meeting, your job is to tease out as many discreet pain points that are near enough to your solution , said to begin talking about what it is that you do right down the customer pains, so you'll have them for later and ask questions the whole time. Taking notable interest and sincere interest in your clients. The best form of sales is active listening where you engaged in what the customers telling the law of cause and effect lesson to the pain point. Provide the solution, which is the effect, and please resist the temptation to cut off your customer with a story of your own. When you cut off your customers with your stories, you lose valuable insights that might be exposing more pain points that you can sell on and provide solutions for. Okay, So open questions equals a treasure trove of information to mine for pain points. And this leads us to asking the open questions, which will have an impact on your client's target goals. Open question. Simply encouraged client open up and provide information relevant to the discussion. They can also help develop a feeling off mutual interest in trust. Open questions should be designed to help you get the information that will enable you to offer a solution to a customer. Need open question should enable you to find out what products or services the customer currently uses and how he or she feels about them. They begin with Wu. What we Why win which how and they can be proceeded with to tell me. Tell me. We'll tell me when I tell me how. Tell me why this is troubling your troubling you. This This is why you've lost eight amount of money. This is why you need my product. 5. Common pain points-You provide solutions: Section two common pain points or problems. These are some common problems in other words, negative scenarios or pain points of your clients that you might experience poor cash flow being the number one issue. I hear this all the time from clients. I don't have the money. Can't afford it right now. And way too many sales professionals asked me how I overcome this. Objection. Understanding the sales engine will help you overcome this. Objection 100% of the time. I promise. Hi. Petrol costs. The cost of living is so high. School fees, food prices, etcetera. Hi. Lonely payments. Something off a boned. A kind of 40. Sorry. Low profit margins. My business is just not doing well enough to afford what you're selling me. I'm sorry. High employee turnover again. My business is not doing well in another guise. Poor client retention. My business is not performing again. Poor cash flow Problem point needs a solution, don't you think? Declining sales volume, Not enough money. I can't afford it now. These are just some examples off pain points problems you can focus on to sell a solution and add value 6. The Buying Cycle-What your client thinks: the buying cycle and by has to become a way that they haven't need before. They'll buy something if they're oblivious of this need. There's absolutely no tension or reason to buy whatsoever. They may be oblivious, not away. They have a need until 1/3 party like you, the salesperson, all business owner, points it after them. Even if they are where they have a need, they won't necessarily do anything about it unless there's an impact or consequence, if they do nothing and beneficial value to the circumstances or solution to their problem. If they did, which means the problem will persist, it will remain, will get worse when opportunity will simply slip through their fingers. It's not until the scale tells way outside the biased comfort zone that they becomes enough attention for them to buy the solution that satisfies their need and provides a solution to the pain points or problem. It's a system of causing effects, which is a law of nature as humans and more so as sales professionals. We wish to respect these laws which govern us working alignment with them what they'll quite frankly and simply work against us when you embark on a 10 or more kilometers run. How difficult other appeals so work with the law off cause and effect and reduce the appeal simple. But you knew that already. All right. Now, once ABI is aware of the impact of consequence of allowing a problem to remain or an opportunity to go and realized, they then have a target goal in the mind. We can now start to feel the energy of your proposition still inside them, urging them to take action. That target go is to remove the pain or the problem or gain the rewards of realizing an opportunity which will return them to the state. Off balance. They're safe comforts on their happy place. Their target goal becomes the dominant buying motivation and incentive to take action. 7. The Buying Cycle continued: the Bible, then set about investigating what the best solution used to fulfill his or her need. They might search the Internet, ask friends and chopper on for the various options. Are they? Some buyers make very quick decisions. Others are Martha and take longer, depending on the value of the purchase. The bio will then choose the option they feel best fulfills their needs. They will buy from the supplier that will help them achieve their target goal. Once they import the solution, they will evaluate if their decision was the right one buys. Evaluate the solution against their target goal and assess if the solution did, in fact take away their problem for help them realize an opportunity. If not, they re enter the buying cycle until they find the solution that returns them to their comfort. So no happy place goodbye can go through the buying cycle very quickly, as in an impulse buy, or they can take a long time. Depending on the complexity of the purchase. The product of service offered will have terms and conditions on the sale Will Money Back guarantee is an example of two. If you look at the first stage we look at the need benefit in value offered off the service or product on offer, promoted to the impact of losing the opportunity. In other words, creating tension. Three would be the target goal, gaining benefits and solutions, resolving the pain points of the customer. Four. Investigation consideration off purchasing the benefits in value are then wait up. Five. Which is the climax? An informed decision to buy, choosing or the power of choice and the six stages Evaluation the client or prospect? Well, then way up if he or she made the correct choice and if they can see the benefits. 8. The Selling Cycle-To your clients rescue: the selling cycle. Sales resistance is normal and natural in every sales conversation at the moment of making a buying decision. This fear, this uneasiness. This tension starts to build up Your job as a sales professional is to get through that moment of tension as quickly and as painlessly as possible through effective communication and great listening skills. That's what good closing techniques are full. Just remember, the closing techniques are not ways of manipulating other people. They're not techniques to get people to buy things they don't want, don't need, can't use and can't afford these techniques to help get people passed a moment of tension to make them see the bigger picture. Give them an epiphany of how you can benefit them, and they can feel this innate bones that you are there to add value. The professional sales person takes the prospect smoothly past the point of closing towards the target goal, making it easy for the prospect to buy theon professional sales person. Since there wishing and hoping, and at the end of the presentation, you see as well what do you think To be a great sales closer, you must be enthusiastic with exceptional listening skills. You must know your product in and out in love your product. You must believe in your product. You must have confident expectations and you must persist. Persistence is to the character of men and women is carbon is to steal if you will persist if you will keep on keeping on, no matter how many times people tell, you know you must and will eventually succeed. It's the law of averages. No matter how many doors you knock on, no matter how many times you get turned down, how many phone calls you make, how many emails you send out. If you keep persisting and persisting and persisting with enthusiasm, you will succeed. 9. The Selling Cycle Continued: Yeah, the seller cycle is a mirror will complementary opposite of the buying cycle, even though they are direct opposites, try to perceive that they are part of a whole a complete circle. And like a queen which has two sides hits entails. It's still the same queen, so treat both as a connected process. It's important to understand the connection between the two so you can tailor the package for your client. They are two house of the whole, which makes up the sales process of buying and selling animalistic and full circle of reciprocation. A sales person is to find the need through careful questioning, an active listening techniques to make an impact. Once they have uncovered the bias needs, they must then explore the impact and Taylor the solution. If the by allows the problem to remain opportunity to go and realized it's then up to the sales person to provide that solution and make sure that the solution is realized. The stage of the selling processes were good sales. People are able to move the scale out from the buyer's comfort zone into the pain or reward zone. This is a critical stage of the buying and selling process, which creates the tension or energy needed to inspire action required for the buy to be motivated enough to choose a solution that will take away their problems or realize opportunities. Sell the product, sell the solution. The sales person Venice s is what the bias target goals are at this point, the buy and sell A come to a conditional agreement to move forward the salesperson and Taylor's that solution to match the biased articles. They then present the solution and close the sale, after which they evaluated the outcome to ensure the solution did indeed match the BIS target goals In today's ever increasing social media networking world of buying and selling , we're seeing an ever growing need statistically for human connection of mutual understanding and selling on integrity. Going, going, gone, almost gone are the days of the backslapping, dirty, joking pushy salesmen, which has come to typify used car salesman. So to recap, find the need explored the impact, assist the target goal tailor the solution present in cell. That's the climax and six evaluate the purchase 10. The Buying & Selling Cycles in review: So let's refresh the buying cycle blueprints. Firstly, your client will ask if they need the product. Psychologic e to What impact will it have on their lives? Three. Does it apply to their target goal? This is known as the needs and Ennis's number four. They will investigate your product or your service number five. They then make a choice choosing toe. Either not go with your product to reject it or choosing to go with your product and accept it to buy, and this is known as the climax. After that, they will evaluate whether the purchase was good for them or not moving along. We look at the selling cycle blueprint, the first stage you need to find the need as a sense professional explained the impact that it will have on your prospects life and according to the target goal, if it meets that criteria. This is known again as the needs analysis, and you've confirmed it for you. Taylor. The solution to meet their target goal and then you close. You sell the offer, and this is the climax of your cell. You then evaluates the outcome as well your client or your prospect 11. Module 2-Connect & Match the Buying and Selling Cycle: module three, matching the seller cycle with the bias cycle six years to success. The sales injured Most salespeople try to sell to early in the sales process when they haven't shipped. Uncovered a bias needs, which is why a bio will raise the I'm not interested. Objection. Point to remember. Here you are there to add value to the BIS life and resolve a pain point toe a problem. They face the professional or personal lives, so add value. That's what you're there for, What's in it for them, as opposed to wanting it for you. There's, along with other objections, causes the buying and selling cycle to break down because the bias simply won't visualize and feel an emotional need to buy either the front cog What the backlog of the sales engine requires a little bit of motivational oil. Hence the cog in the center is the communication cog. Either the front Kaga. The backlog of the sales engine needs that little bit of motivational oil, which you have always met with the buyers on the buying cycle with the selling cycle and ensure the wheels turn together. In other words, that you on the same page paint a picture of once in it for the buyer and you will get what you want, which is not only a client, but but perhaps a repeat business friend where you can sell to in the future. The low off cause and effect takes precedent here, as the relationship between the two are connected as again and Yang one cannot work or exist without the other. If you do all this, which requires practicing patients, you are for far more likely to successfully close a sale and many, many more, I promise. 12. Gear 1-Creating the Need: the sales engine in motion. When you combine the buying cycle in the selling cycle together, you create the sales engine, which is fundamentally e a complete buying and selling process of cause and effect ever. The expression the engine is a well oiled machine or this injured pers. You want to have yourselves process finely tuned so that your sales conversions purr like a well oiled machine. Get it in order to move forward successfully. Both cause of the engine have to turn together in unison or the engine will break down. If the engine breaks down, you're going nowhere fast. 13. Gear 1-Need continued: holding the cells engine together all your effective communication skills communication skills that must include the building of a report to establish trust and confidence. Effect of questioning toe uncover by it needs active listening to understand by problems and opportunities. And developing effective communication skills is critical to the buying and selling process . The's skills make up the frame of the sales engine, holding the sales process together. And before you start the sales engine cycle, there's more to the buying and selling cycle than just the sales engine cells processes. First, we must have a client or prospect potential buyer in your sales funnel or pipeline number one. You must have first identified a qualified prospect, and they're in the market to buy now. Hence the need. You have organized an appointment to at least meet with him or talked to them of the phone or you've established her poor and build trust in confidence Already before you have established credibility and expertise. All of these steps need to happen before starting the buying and selling process and quite a different set of skills with sales tutor covers in our sales qualifying course. Whether you have canvas thes potential buyers yourself or they are those off the company you work for. They must have already been qualified so that you can make an impact definition of qualified. It's an adjective, meaning not complete or absolute. It is your job to complete the sale. Remember that it's your responsibility to complete the sales process by taking the clients and figuratively shaking easel, her hand and endeavoured to help provide solutions to their problems so that they can see the value in your or your company's product. If you can do this efficiently and consistently, you will conquer cells. Your purpose is to complete the sale cycle process by employing the sales engine six year process. When does encourage the heights of its speed in its sixth year, Of course, the guys that optimize with speed and fuel efficiency, running fast and smoothly on the highway, called the sales process towards its destination called success 14. Gear 2-Explore Impact: the second year. Exploring the impact. This is the most critical step of the buying and selling process, and the one step you cannot muscle tone. You must explore the impact of the buy. It doesn't remove one problem or realize the opportunity. This is what creates tension. Toe by sales. People go to great lengths to put their prospects completely at ease. May be helping to prevent a sale instead of closing one. Comfortable prospects may show less resistance to your product or service, but they often less likely to buy it to for prospects to make quick buying decisions, they must feel a sense of urgency and pain to solve the problem that outweighs any tension caused by the risk of buying your product or service. Help maintain your prospects. Tension level throughout your presentation to stir them to buy when it's over. Now to illustrate how prospect tension induces buying decisions, consider the deadline to file your Tex Ritter filing early may get your faster refund and prevents the stress of waiting until the last moment. Yet so many citizens put it off until the very last day. In many cases, tension induces action, and we don't feel a sense of urgency to file until a fast approaching deadline creates enough tension force to relieve it by taking action in the same way your prospects may need to reach a certain level of tension before you can convince them to take action to solve their problems. To determine whether your prospects feel a sense of urgency that will help them make a fast buying decision, you must be able to identify the different levels of tension. The sales engine system describes five levels of tension or response states from your prospect when you sell to them. 15. Gear 3-Target: the third year assessing target goals, you both come to a conditional agreement to move forward in the buying and selling process . It's where you agree what the bias target goals up. Only then are you in a position to tailor your solution accordingly, to match the BIS goals. Somewhere along the way, though, we forgot to the meaning of needs by selling everyone in sales seems to agree. In theory, that's setting solutions based on customer needs is a good idea. Doesn't matter whether you subscribe to solution. Selling consultative, selling, heart setting, spend selling challenges, selling or a whole host of other programs and methodologies that demonstrate the value of identifying customer needs and then offering a value proposition that meets those needs. Always put the client first, and your success will follow questions that are designed to identify which products in how much. Which delivery dates. One specifications, Um, or one contract. All of these are not based on the needs of your customer. The airbase in the wants of the seller there, but based on an assumption that the by above needs and wants your products, so assess the needs of your target prospect first and foremost and then follow through with fact in data for your sale agreement. Consultative selling needs based selling and solution selling will aim higher than just selling for the sake of selling. They focus on the buyers. Brought it needs the ones that supersede the purchase of any particular product. For this reason, a customer centric sales process approach includes text related to researching the buyer into asking questions about the BIS business and goals in problems. Know the difference in these two sets of questions? Product based questions. When data centric questions, What quantity do you use in a typical month? Who have you been buying from how you set up for shipping and receiving? What are you currently paying by unit with the decision maker on this, And then you have needs based questions or the human element, and this would be integrity based selling. What obstacles are you facing as you work towards your department? Goal. In what ways have you prepared for this expansion? What is your strategy for attracting your business for retaining establish customers? What is the real cost of shipping delays? How does it affect you? How do you feel about it? How do you feel about others in your supply chain? The first set off questions and data centric, and they focus on putting the order together. They are appropriate when the customer is ready to buy, so there may be premature if the seller has not yet ask questions like the ones in the second set. Questions that probe to understand how the harder the bio fields and their real needs an aerial problems, So sell a start with product based questions. For these reasons, they're not familiar with the BIS business and would prefer to keep the conversation narrowly focused on their own needs. Their own products. They don't want to be exposed, so this could be superficial and egocentric. Now to truly solve a problem a Selma's first and cover the problem. And many need to be surfaced because buys like all of us make nor the problem of procrastinator part it's and that is what you're there for. So what's more, merely asking needs based questions? Grades value for the buyer, the seller will makes a by a pause and think through a problem is a genuine resource kind of competitive differentiation that every seller should strive for 16. Gear 4-Tailor: the fifth gear was selling the option. Now you in a position to handle any objections. The buyer may raise well done and close a sale by highlighting how your solution will help them achieve their target goal. One of the most important stages of selling, if not the most important stage, is actually closing the deal. Otherwise, why you in sales in the first place, which consists of the actions taken by the sales person to gain agreement to the sale? There are many closing techniques in sales, which are prescribed actions that sells people take to persuade the customer to make a necessary choice or commitment. There are quite a few techniques out there. A successful sells professional can flit in and out of these an employer, all of them in different stages of the sales process. You may download the PDF worksheet after this module on closing techniques called the Closing Techniques Playbook Sales Tutor, which details the closing techniques are referred to. Now let's look at the Assumpta of clothes. It's acting as if they are ready to decide, assuming that the client is agreement. If the client does not object, then obviously the sales closed So can we go ahead or I'm getting the ball rolling? Mrs. Or Mr So and so the balance sheet Close adding up the pros in the cons and then asking for the sale. The bonus clothes off for a D lighter bonus to clinch the deal so that the client feel special. A compliment. Clothes flatter them into submission. Courtship. Close with them to the close. With charm and your charisma, the customer care close. The customer care manager called later and reopens the conversation to close the deal. In this way, the customer feels that you are a huge organization, and he's getting tailored benefits and attention. The daily cost close. Reduce the cost to the daily amount. An example will be for the price of a few coffee. Sir, you can now afford the service. Remember that you can download the pdf worksheet at the end of this module. The economic close help them pay less for what they get will save money. The emotion close to guy identified emotions. An example is when the client is a fear off having his or her car being stolen. If you're selling insurance, paint the picture and provide the solution in exchange for your feet. So the fear of losing their car, how will they get to work? How will they pick up the kids empathy, close, empathize with him, then sell to your new friend? Exclusivity Close. Not everyone qualifies for the service, and this is an exclusive offer. The fear of loss close is quite a favorite with many people. A limited time offer clothes, which works well if offered with integrity. The fatal alternative offer two options only. And if a client shows interest in one close and that by stating the benefit and asking for the sale, can I get the ball rolling with that one? Sir? Ah, wise choice, Mr So and so Okay, so please don't know the worksheet off this module. It's a big less. But the real real list off closing techniques is almost it's huge. It's if people feel tricked or otherwise betrayed, they will not only by from your now they may never well buy from you ever again or even turn all your friends against you. So what? The closing technique, Um, close and integrity in particular be away off using unsettle techniques with professional buyers, we can usually see them coming from miles away. The most important thing with any clothes is that experience will find June them as you find your naked top. More practice makes a beautiful song. The more you learn, the more you earn. So putting the hours in the positive energy fresh focused, the results will speak for themselves. Keep practicing. Good luck with your closing. 17. Gear 5-Closing: the fifth gear was selling the option. Now you in a position to handle any objections. The buyer may raise well done and close a sale by highlighting how your solution will help them achieve their target goal. One of the most important stages of selling, if not the most important stage, is actually closing the deal. Otherwise, why you in sales in the first place, which consists of the actions taken by the sales person to gain agreement to the sale? There are many closing techniques in sales, which are prescribed actions that sells people take to persuade the customer to make a necessary choice or commitment. There are quite a few techniques out there. A successful sells professional can flit in and out of these an employer, all of them in different stages of the sales process. You may download the PDF worksheet after this module on closing techniques called the Closing Techniques Playbook Sales Tutor, which details the closing techniques are referred to. Now let's look at the Assumpta of clothes. It's acting as if they are ready to decide, assuming that the client is agreement. If the client does not object, then obviously the sales closed So can we go ahead or I'm getting the ball rolling? Mrs. Or Mr So and so the balance sheet Close adding up the pros in the cons and then asking for the sale. The bonus clothes off for a D lighter bonus to clinch the deal so that the client feel special. A compliment. Clothes flatter them into submission. Courtship. Close with them to the close. With charm and your charisma, the customer care close. The customer care manager called later and reopens the conversation to close the deal. In this way, the customer feels that you are a huge organization, and he's getting tailored benefits and attention. The daily cost close. Reduce the cost to the daily amount. An example will be for the price of a few coffee. Sir, you can now afford the service. Remember that you can download the pdf worksheet at the end of this module. The economic close help them pay less for what they get will save money. The emotion close to guy identified emotions. An example is when the client is a fear off having his or her car being stolen. If you're selling insurance, paint the picture and provide the solution in exchange for your feet. So the fear of losing their car, how will they get to work? How will they pick up the kids empathy, close, empathize with him, then sell to your new friend? Exclusivity Close. Not everyone qualifies for the service, and this is an exclusive offer. The fear of loss close is quite a favorite with many people. A limited time offer clothes, which works well if offered with integrity. The fatal alternative offer two options only. And if a client shows interest in one close and that by stating the benefit and asking for the sale, can I get the ball rolling with that one? Sir? Ah, wise choice, Mr So and so Okay, so please don't know the worksheet off this module. It's a big less. But the real real list off closing techniques is almost it's huge. It's if people feel tricked or otherwise betrayed, they will not only by from your now they may never well buy from you ever again or even turn all your friends against you. So what? The closing technique, Um, close and integrity in particular be away off using unsettle techniques with professional buyers, we can usually see them coming from miles away. The most important thing with any clothes is that experience will find June them as you find your naked top. More practice makes a beautiful song. The more you learn, the more you earn. So putting the hours in the positive energy fresh focused, the results will speak for themselves. Keep practicing. Good luck with your closing. 18. 6th Gear-Evaluation: in the six year evaluating the outcome. It's important to evaluate if your solution did, in fact help your buyer achieve their target goals. If not, then the buyer will enter the buying cycle again and again and again and find another supplier who best matches the needs. Or they may never buy from any supplier because you've scared them off the danger here. If you heaven fulfilled buys, need it damages your reputation. If you did match the bias target goals with your solution and you sold on integrity and you really cared, only then will you have a satisfied customer who is likely to buy from you again and again and again with three people's nous and more so before you to his mother or father or grandmother or grandfather. Friends, family, Social Circle network. That person potentially has 100,000 Facebook friends, and he or she can be for you to every single last one of them 19. Avoiding Engine Failure: novice mistakes. If you can see the selling cycle has to match the buying cycle. Otherwise the wheels can turn together and you have engine failure. Where many sales people go wrong is they try to sell their products and services to early in the sales process they haven't established. If the buyer has a need or not. Therefore, the wheels are not aligned. You can't go from first year into fifth or sixth. You can't drop from 50 year into first, so they haven't established. If the buyer has a need or not, when you try to present a solution and close a sale without discovering, if the buyer has a need, you will get the objection. And that's the fabled one. I'm not interested, Thank you. It's almost final. Alternatively, a buyer comes to you and tells you what they want, and you look to sell them exactly what they are also. But what if they want what they want? Rather isn't what they need, and it doesn't resolve the problem opportunity. One thing, While people new to sales try to sell the solution based purely on want to buy, it tells them what they want. This is a novice mistake because you still have to understand what the buyer's needs our first and more importantly, explore the impact of what would happen if the problem remains or the opportunity goes unrealized without covering these two steps in the sales engine cycle, chances are you won't close to sell. It means the bias simply shopping around, particularly if you haven't created enough tension for them to buy from you and momentum. Obviously, using the six stage sales engine cycle, need impact Article Taylor Cell and evaluates. Now, before you come to a conditional agreement on what the by started goals are, you must check back what the real needs are and, more importantly, explore the impact or consequences if they allow the problem to remain or opportunities to go unrealized. This can be done very quickly by addressing the 1st 2 stages of the sales injured, and here we see them identifying the need and exploring the impact for their target goal. So you want to make sure the solution you have to offer will satisfy the BIS needs, including hidden needs. Always check that the solution you're offering is what the buyer really needs and not what they want. If you do this, you will continue to build trust and confidence, leading to repeat every fertile business. So we have now concluded the sales engine on a final note. When you follow the sales engine buying and selling process, the wheels will turn together. You will avoid engine failure. You will also be far more likely to have fewer objections. Keep the trust and confidence of the buyer and conclude a successful sale again. Result is that you will gain a loyal and lasting customer, and may there be many and you'll make more cells equaling more money in your pocket in your bank accounts all the best with your setting success. 20. Conclusion to The Sales Engine [Please leave a review]: thank you for watching this country to the sales engine. Pieced, honored the Sales Toots Affirmations playbook, which you will find after this module and employ the affirmations to program your sale psychology and gain clarity and find training your abandons mind state. You will attract the success you deserve by combining the information's with what you have learned in the sales engine process, Be sure to enroll in our other sales courses to optimize your sales, closing and conversion statistics. Many of you may have issues with closing motivation brought activity and procrastination amongst other challenges. So check out our other courses, which provide simple and actionable tools and solutions to help you make sales success. It's simple. We welcome your feedback. So like Sale Stewart on Facebook, follow us on Twitter and Instagram and shares with your friends on behalf of the sales to the team. We wish you lots of success in your sales laugh, peace and blessings 21. Subscribe info: