17 Easy Closing Sales Tips
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- čas přidán 17. 06. 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Closing Sales Tip #1: Stop being like others.It may sound obvious, but most salespeople out there are doing some version of the same thing. They get in front of a prospect, get excited, and pitch whatever they can.
Closing Sales Tip #2: Take risks with prospects.One of the best ways to separate yourself from other salespeople is to take risks with prospects.
Closing Sales Tip #3: Get them talking.Some powerful data has recently surfaced that shows the more a prospect is talking during the discovery conversation, the more likely the salesperson is to end up closing sales.
Closing Sales Tip #4: Shut up.I don’t mean to be rude, but the data doesn’t lie. The less salespeople talk, the better their chances of closing sales.
Closing Sales Tip #5: Nobody cares about your company.New data shows that when salespeople talk about their company for too long, it’s highly correlative with negative outcomes in selling.
Closing Sales Tip #6: Quit pitching.Pitching is a strategy that’s been around forever in sales. It literally goes back to the National Cash Register, when they developed their sales training philosophy in 1887.
Closing Sales Tip #7: Dig into challenges.You want to really understand the key challenges that your prospects are facing.
Closing Sales Tip #8: Disqualify the non-fits.This goes against what many salespeople have been taught. I can't tell you how many times I get on the phone with a VP of sales and they want to bring me into their organization to tell the sales team, “Never take no for an answer when selling.”
Closing Sales Tip #9: Understand the upside.ROI is a really valuable concept we can use when selling, but don't want to tell prospects what the ROI is.
Closing Sales Tip #10: Establish a budget later on in the process.Data shows that most average and bottom-performing salespeople are talking about price really early on in the discovery process. On the other hand, top performers are waiting about 45 minutes into that initial discovery to discuss pricing and budget.
Closing Sales Tip #11: Know their process.One of the biggest complaints that prospects have about salespeople is that they don’t take the time to understand their full buying process.
Closing Sales Tip #12: Keep the presentation brief.The data shows that bottom and average performers spend much more time in presentation mode, whereas top performers spend much more time in the discovery part of the conversation.
Closing Sales Tip #13: Follow the 60-second rule.
During the presentation, top performers never talk for more than about 70 seconds without re-engaging the prospect back into the conversation.
Closing Sales Tip #14: Use feedback loops.One of the best ways to re-engage prospects in the conversation is to use feedback loops.
Closing Sales Tip #15: Stop closing.Closing techniques don't matter anymore. What matters is that we're really strong in the discovery process so when it comes down to the close, it just happens.
Closing Sales Tip #16: Make clear and scheduled next steps.This is so important in today’s world. Chances are, you’re not in one-call close situations.
Closing Sales Tip #17: SW cubed N.What the heck does SW cubed N mean? It's very simple. It stands for: Some Will. Some Won’t. So What? Next.
So, there you have it. Now you know 17 easy closing sales tips. I want to hear from you. Which of these ideas do you find most useful? Be sure to share below in the comments section below to get involved in the conversation.
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
What if they talk about their budget themselves, in the earlier part of the conversation?
1.) Stop being like others, be different
2.) Take calculated risks with prospects
3.) Get them talking as much as possible
4.) Listen more talk less
5.) Nobody cares about the company, only how you benefit them
6.) Quit pitching, engage the prospect in conversation
7.) Dig into challenges they're facing
8.) Disqualify the non fits
9.) Help them understand the upside
10.) Establish a budget later on in the discovery process
11.) Understand their buying process approach
12.) Keep the presentation brief, key points only based on their challenges aforementioned
13.) 60 second rule, never want to go more than a minute without engaging with prospect
14.) Feed back loops, ask questions to get feedback. "Does that make sense?"
"How's that sound?"
15.) Stop closing, get good at Discovery first to solve their problems so the close comes naturally.
16.) Clear and scheduled next steps.
17.) Some will buy, some won't, so what? Next!
Can’t copy ! 😭
@@ellisjeremy10 write
Thank you for summarizing this!
Thx
Thanks a lot 🥰
I closed $250,000 in solar and battery sales for the month of June!! A lot of these techniques really work.
1) be unique stop being like other, different approach
2) take calculated risk with prospect, risk averse human behaviour (
3) let them talk during discovery conversation: more info you get about challenges, concerns of business
4) shut up: no long monologue, have dialogue
5) your prospects don't care about your company, history, awards etc. Care about their own challenge, target
6) quit pitching: obsolete technique, have conversations to understand prospect then put up the solutions
7) dig into issue: about target, failure then present solutions
8) target fitting, well qualifying prospect not everyone
9) understand their upside (not tell them roi) : present solutions and let them come to understanding/ realisation of positive results
10) budgeting , pricing comes letter: never lead with it.
11) know their process especially buying process: about authority, duration, clearance etc. Knowledge is power
12) brief presentation: more time in discovery process. Be direct in presentation
13) 60 seconds rules: no monologue longer then 60 seconds even in presentation
14) feedback loop: genuine interest, questions, same page
15) stop closing: no artificial closi, be natural, stong discovery and presentation
16) clear and schedule follow up steps: make it easier for them to translate their willingness into action
17) SW'N: It's a mixed bag. Failure, rejection is part of game.
This guy knows his stuff without a doubt. A conversational dialogue is key in todays world. Traditional sales techniques focus on product pushing & “controlling” the conversation. It’s interesting how skilled questions would naturally lead to you seeming like the expert & in control of the convo, even though you’ve said one sentence in a 15 minute convo.
Tips
1. Stop being like others
A. Focus on an effective discovery upfront use a different approach.
2. Take risk with sales prospects
3. Get them talking
4. Shut up
5. Nobody cares about there company
A. Can this person solve their challenges
6. Quit pitching
A. Engage prospects
Through a proper discover questions
7. Dig into challenges
1. Understand key challenges
8. Disqualify the nonfits
9. Understand the upside
10. Establish a budget later on
11. Know their process for buying
12. Keep the presentation brief
Top performers spend more time on discovery.
13. 60-second rule
1. Never go on more than 60 seconds without engaging the prospect
14. Feedback loops
1. Reengaging the prospect in the convo
1. Questions like
1. Does that make sense? Is that okay?
15. Stop Closing.
16. Clear and schedule next steps
17. SW^3 N
1. Some will
2. Some won’t
3. So what
4. Next
Thanks great outline I'm stealing this lol
Wow, i'm new to sales and this guy just gave me more practical information than all of these mega millionaires.
roger edwards hi Roger . How about sharing the feedback after 5 month ?
I've heard this advice here and there from successful entrepreneurs.
So it must be correct.
I’ve been in sales and I got that too!
R
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Njb
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Thank you, Marc, for your terrific presentations. By discussing the psychology involved in the interactions (and thus the sales prospects, but less so one’s sales product), you hit the nail on the head. And tapping into the likely “fears” that many people have about what approach to best use with customers, and assuaging those fears with good, psychological know-how, makes the best sense in the world.👍👏
I just sold a $11,000 roof after watching this video. I took his advice and I stopped talking too much.
Fuq what about the house
2 ears one mouth ,
I start next week
@Automatic Shotgun dang! Where you working at?
Automatic Shotgun no fucking way 45%
A lot of these help. I love "60 second rule" and "Feedback loop". But wow. SOME WILL
SOME WONT
SO WHAT
NEXT!
That has to be my favorite. Great advice for someone having a tough month! Thanks
I just love the SW3N.
Sales is about moving on process.
Disqualify those unfit and move on.
Don't feel you are wrong , but instead it doesn't matter.
All the tips are so great!
YES. Key revelation here for me is closing technique. I was trained with a very cumbersome close. What I didn't realize is, you're already there! A trustworthy statement like, "John, what would you like to do next?" Is perfect. Opening dialogue and uncovering their thoughts, feelings, and what they want to do. So key! So simple.
Shows confidence as well--forced, pressure closing almost implies a fear of failure by the sales person or implies a presumption that they dont understand or that they won't close after you've left. Time is ok! Doesn't mean they'll buy somewhere else.
I use your videos as a stripper all the time! I used to think being bedazzling and holding all the witty conversation would put me in VIP, but you taught me that a 2 way conversation is best. The more I get a customer talking about what they're into, the easier it is for me to close the sale and make my service about what the customer is needing! Thank you!! Sold 3 $1500 VIP rooms in a single night 💕
Go girl get that money!
I'm in the wrong line of work, do you keep that whole 4500?
This works even I'm stripping ??? Goddamn what else this work for . Good shit btw
@@Loki_Dokie nope. Unfortunately not :( you usually keep 50-75%
@@SipMyCharlatte not too bad either way, thanks
I believe the clear next step approach is fantastic for giving the customer a picture of where they will be next and with a very optimistic tone you will win
i just found this video and im going to implement these tactics tomorrow. I am an assistant manager for Vector Marketing and the 17 closing tips video helped me reach a 500 dollar average order this summer. 396 dollar average over my career. Amazing tips, very accurate information, and when implemented there is immediate results.
This is an amazing video. So many Gems in here it's hard to distill it down to 1. What stood out was:
Taking risks, Getting them talking and to make it about them, Shut up and you must listen to them, Dig into challenges, Understand the upside for them, Establish a budget later on in discovery, Know the process, Keep the presentation brief, 60 Second rule, Feedback loop, Stop Closing, Clear and Scheduled Next steps, SW3N. Don't beat yourself up. Fall in love with the process and you'll become a Sales Champion in no time.
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So I used a Combination of theses skills I learnt from this video at a telemarketing job and oh my god the sales with these tips so easy the customer got it all they decided there buying process on their own it was amazing thanks buddy you just made me a better sales rep!!
My major takeaway is to be unique in how I pitch and sell my product. Furthermore, engaging the client while allowing him/her to speak more than I do by trying to understand their buying/decision process.
I hope to keep on learning and experiencing positive impacts in my sales, thank you for everything Marc.
i just turned 17 should i pursue sales?
@@Mannyallin Pursue your dream
Nice piece of advice. I have struggled with closing and I love what you're saying!! Thank you!
I am in finance, and I had trouble creating a “value statement!” This dude is THE MAN!!!!!!!
This was amazing, thank you for all of this value Marc!
Stop constant closing and letting it happen naturally is so true with when selling cars! Great tips, I'll be watching this more than once
Will comeback from being behind in our sales team because of you man clearly
This was actually very good tips. Most basic, but so correct
I love your videos. Im in car sales and have not found any I can relate to. Most seem to regurgitate the same selling strategies from the 70s. Your approach is a breath of fresh air. Thank you!
Awesome tips Marc, extremely helpful to me right now. My biggest takeaways are To get the customer talking, at least every 60-seconds (or more), keep them engaged with feedback loops (small questions frequently), to shut up & talk less (why we have 2 ears & 1 mouth) and to keep my pitching and company story leaner and to the point. This helps a lot as I am tired of talking & pitching way too much during appts, & will focus on making conversation and have the customer do more talking which will keep them engaged. Thank you for this info!
Loved loved loved your video!!!! [LOUD APPLAUSE AND JOYFUL LAUGHTER] I can relate with you on everything. All of what you said is absolutely true and even knowing it, as I do, it’s still a great refresher! 😄❤️
You nailed everything my friend. Great information, all sales people that's trying to get better needs to listen and apply this. Because I know it works. Not bragging but I been one of top the salesman no matter what company I'd worked for. Because I have and still do use these techniques. This without ever seeing this video. Confirmation !!!
Yessss! No one ever wants to admit that hard closes don't work anymore
Thanks so much for these videos, Marc! I'm getting back into the sales game after a long absence and the selling landscape has definitely changed for the better, imo. When I first started in sales 20+ years ago I was taught, "Follow the scripted pitch EXACTLY even if it makes no sense for the prospect's situation, be loud and enthusiastic, repeat the prospect's name over and over, don't let the prospect talk at all because that means you're 'losing control,' they should only be asking questions that follow the script, and if they have any other questions or concerns, it means you're failed. Threaten them with dire consequences and if they don't buy, and don't take no for an answer!" Lol. When I asked my old boss if he liked being sold to that way, he got mad and shouted, "That's how it works! If you don't like it, get out!" Lmao. No, no one likes or trusts those outdated techniques. As you've said, a sales person should be positioning themselves more as a trusted advisor.
Hi Marc, I have been watching all of your videos recently and I found they are really inspiring and helpful regarding sales skills. Thank you for the great work!
Perfect timing ! Thanks Marc for the great content ..
Loved your video and great helpful hints and techniques! I have been out of "the game" for a while, but with a new job opportunity, I need to sharpen my skills and techniques! Your video did just that, thank you so much!
Thanks for this excellent presentation. I am in sales for years and never got so many tips in how to convince people to buy. I totally agree that its not closing. If the client is in on product or service they should buy automatically
Thanks for posting. The Closing part is beautiful. I also agree that as well. We have to truly give the value not forcing customer to buy. because if they do not see that real value , they will not appreciate that and we'll get the pain point feedback later.
These videos have really helped me up my game
Fantastic video, thanks for sharing!
These tips are great for new salespeople and even veterans can learn a thing or two!!
This is an amazing video and clearly defines the steps to making sales happen.
i've been binge watching your videos, and this is my current fave. Liked and subbed!
Dig into challenges, so then i able to provide the customer needs and give them solutions.
The 60 Second Rules, so i can notice whether they get in to the conversation and understand about the product.
For all over, these are very useful techniques.
Thank you Marc
Great Video. I have subscribed and looking forward to learning and working more. Keep up the videos
Major take always - more than 1 . I will rewatch and study and implement. Thank you!!’
Thank you for all the knowledge you’ve shared in this video and channel.
I really really really enjoy your video. Thankyou so much😭👍🏻👍🏻
This was so helpful!!!! Thank you!!!!!! Will be applying today
It is just what i need for now. Thank you.
I can’t wait to try your sales strategy but I have to tell you you’re ending is absolutely absolutely fantastic. Thanks so much.
Fantastic content Marc very insightful and useful really appreciate you sharing it.
This video has been posted five years ago, and still very up to date. Thank you.
Thank you. Starting my first telemarketing sales job in February. Going into it with a student mindset
All r great tips.....creating value certainly is a bridge to closure....Thanks for this session.
Thank you so much for this.
I found this video very helpful and I am going to start implementing these tips into account.
Thank you i just saw 4-5 videos of you, u r doing a great job,
I watch you and Dan lok both, i've implemented only few methods, but it's giving unique results - I'm no more a ordinary sales guy
Got any advice or links? Would be a great help
I needed to see this video. I'm having a hard time getting to close sales deals. Thank Marc.
Combination of Dan lok and his advice will take you places
Kenneth Kafunya lol. Ones all closing, other says no closing necessary 😂
Sounds good so far 👍
Yes except HTC is a scam
Ken even i follow Dan
I Agree 🔐
Still a noob in sales and this is gold, thanks for the great content!!!
I learnt so much in this clip. Thank you. Definitely going to implement this
Awesome tips. Highly appreciate. This will surely help me in my sales. Regards
Awesome video. Thank you for sharing this very valuable information.
LOVE YOUR VIDEOS!!
This video was legit and very helpful. In general in needs practice and cannot be expained by words. art of sales, this is something you gotta have some kind of inner understanding and on the other hand going forward step by step in the process of learning these things.
Thank you. Love it .
Thanks Marc! Your hair helped me focus and listen to these tips. Good work!
@@alexim.rodriguez5388 That was a silly comment wasn't it? He's got nice hair, is what I meant.
This is really helpful! Thanks, Marc.
Cool!!!! I like your style to explain!!! Thanks
fantastic video and great content , thanks
Just started working in a popular weight loss program. These 17 tips are helpful and your explanations were so good!!
Thank you for this video!,! So helpful!
problem solution understanding is a key basis to a lot of this that makes the most to me with all kinds of different sales techniques.
Thank you a lot for sharing! Hope to see more videos from you!
this is so inspiring and an eye opener ever since I found you I've been your biggest students 😊 watching Every single video and you've made me become better in sales than I was ..
Your so gifted! I will apply all!
I have enjoyed every bit and its exciting listening to you. Thanks for this vital insights.
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You are awesome and I'm learning so much more from you
Best best #1 tips. Thank you👍🏻
Pretty cool concepts! I’ve been in furniture sales for 3 1/2 years and I’m finding out that when you let your prospect talk you gather so much information from them. Also following up w calendar/appt is something I’m going to try. I’m going to follow for more tips of the trade. I desire my sales to triple this year! I will be a Million Dollar Writer!!😉
Hi Marc,
Thank for your video I highly appreciate the power and energetic style of your stream. The most actual I noticed is
- have difficulties to allow CL speak;
- pissing off if havent sold
so... Here we go, will try your tips today and leave feedback so others will find it useful)
Later I will check the book and other of your video, you are cool
Best regards,
Serge Y.
Appreciate your videos!🙌❤️
Loved it! You're the best. Needed this training and thank you.
Having the tips with time stamps would be even better.
Thanks Marc.
This is great I shared this with my downline ..thank you😊🙏🙏🙏
Great content! This will help my website development business!
Dude your voice is everything!
This is so awesome! I love it. Need info on the new book to crush sales goals
Nice! Enjoyed it!
Great video! Valuable informations!
This was awesome!
My motto is don't be pushy be helpful when it comes to prospects
Very good, thank you!
Amazing content. Thank you!
Solid tips & pointers
Love this video bro!
great video!! took notes , ready to use tomorrow!
You’re killing it thank you so much
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Best quality ever make anyone a better sales person
This is gold!!!
I enjoy this video! Thank you so much ❤️
I am at a sales job and we are doing what is being advised against. I am seeing so many customers angry because of it.
This is pure gold