Empower your business to close more deals for IT

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what's going on everyone so in this video i'm going to be sharing my top three sales techniques you can use to close more deals and you want to make sure you watch this video until the end because these are going to be some more advanced sales techniques not a lot of people are using and you can use them to get that advantage over your competitors hey what's going on everybody it's patrick dang with sales legacy the ultimate sales master class i will show you everything you need to know when it comes to starting and accelerating your sales career now before we get started make sure to give this video a like subscribe and turn on the notifications and let's get to it now the first technique that i have for you is to answer a question with a question this may be very counterintuitive in that in general whenever somebody asks you a question the natural thing to do is to answer that question for example if the prospect says how much is it you just give them a price or how long will it take uh three months right you just kind of it's so obvious right if they ask if they ask you a question just answer it but here is why you might be shooting yourself in the foot by answering that question directly because when you don't know where that question is coming from and you answer it you might actually disqualify yourself in the prospect's mind for example let's say you want to do a certain job done and you know that it's going to take you an average around three months so the prospect is going to ask you so how long is this going to take if i buy your service patrick and if i say three months they're thinking in their heads maybe they want to do it in one month right and if you tell them three they're gonna say okay cool thanks for letting me know and then they're gonna go back to their team and they're gonna say hey patrick can't get it done in three months i don't think we're gonna go with him because it's gonna take too long right because you answered their question directly you never had an opportunity to really understand where that question is coming from so that's why you want to answer a question with a question so you get to the truth of where the intention behind that question is coming from so instead of just answering three months i could say something like that's a really interesting question john now i'm just curious you know is there a certain day that you would like to get this done by now they're gonna say yeah we're trying to get it done in one month and you could say okay interesting why do you want to get it done in one month and so you start getting deeper into the real crux of the problem and if you can actually get the job done in one month and they want one month but you can do it but you might have to charge a little bit more to get it done faster well now you're opening a conversation you can say look we can get it done for one month but then here's gonna be the price because usually one month is much faster than industry average however because we're good we can do it for you but here is the catch and then you kind of have a conversation of why you would charge a certain price to get it done by that day they see the value and then they pay for it so instead of disqualifying yourself from the meeting or the sales conversation you open it up by answering their question with a question this can be done for any type of objection that you may have so not just for budget and time literally anything before you answer their question make sure you know for sure why they are asking that question so you can answer it appropriately now the next tip i have for you is you're going to want to challenge the customer now this one is extremely powerful because the reason why you want to challenge your customers is you want to reframe the way they think and you want to show them why your product and service like where the value is coming from because if someone is satisfied with the current way the old way that they are doing things well why would they spend money to change it up if it's already working so that's why you have to challenge them and say hey i understand what you're doing is working but do you think that you can do it better faster cheaper get better results right and by challenging the current way they're doing it they start to think maybe i should think about what i can do to improve this because we've been stale for so long so challenging is very important example would be this let's say i am selling recruiting services right and so my job is to find sales talent and you know get them into a high paying sales shop and the person who is thinking about using my services let's say it's a company right and they're saying should i hire patrick to help me find sales candidates i'm not sure let me talk to patrick so the company might be asking me okay patrick look i understand your value but why should we pay you all this money to find sales people when we could do it ourselves right they have a current way of doing it that works but now i'm gonna challenge them and i'm gonna say okay look um have you ever built a sales organization before they're saying no this is the first time i'll say okay so there's no old way of doing it if you did it by yourself how much time would you be spending learning the skill of recruiting uh finding these people and trying to hire them how long do you think you'll take and they're going to give me a date and they might say oh you know because it's the first time maybe it'll take you know three to six months to build a full team and you're gonna say okay well three to six months seems like quite a bit of time for industry average why not do it faster then they're going to say well we don't know how right and so you start challenging you're in a way you're challenging the way they're thinking about doing something and then you're kind of offering your solution later on and you're going to have that conversation where you say something like you know if you can get it done in one month like what would that look like for your business wouldn't that be totally different from what you were thinking and then they're going to say yeah if we can do it well that's great but we don't know how to do it and then obviously they pay for a service for me to do it for them right so always find a way to challenge the old way or the current way a customer is doing something another example would be let's say a company relies on foot traffic let's say there are a retail store and people walk by they have this nice property and then you know because it's a high traffic area you walk in the door and i could challenge this person and say look it's great that this is working but what if everything gets shut down or what if nobody's walking on the street anymore can your business survive are you going to do to prepare for that and so now you're challenging them they're going to be thinking like okay that's true if there's nobody walking we're going to go out of business now i'm challenged now i got to find a way to diversify my income a little bit right and so by challenging them it opens up new opportunity for growth and it's a win-win because it's a win for them because they have a new opportunity for growth and it's win for me because i'm selling a product or service that helps my customers grow so it's a win-win situation so whatever it is that you're selling make sure you challenge your customers if you're having trouble showing them your value and showing them why they should switch to you versus the current way they're doing it and by challenging they're gonna see your value now the next tip i have for you is to tell stories now stories are extremely powerful and an effective way to get people to understand your message your value and the things you know it gets them to remember who you are now you think about this human beings are you know creatures that love to tell stories and i think i've read a book in the past called sapiens and they were kind of sharing that because we're able to tell stories that human beings were able to communicate and these are things that the stories that we tell each other are very easy to remember especially if there are life lessons in them and by sharing stories when it comes to your past customers these are ways to get your prospects to be more interested in your products and services and a way for them to relate to what you're doing because you can't just tell someone like oh we got this amazing software you got to say like we got this software here's the people we helped who are just like you here's the challenges they had that were just like you and here is how they overcame them right and now you're telling a story when you're telling a story people are a lot more captivated they're more interested it's more relatable they understand the value they don't have to know all the technical details and specs they just need to know that hey is this gonna work for them okay great let's go so here's an example let's say i'm selling lead generation services helping people generate meetings right and i could say hey you know sally was one of was a consultant who was doing okay by herself but the challenges that she had was she had to rely on friends and family for her first customers and then after that after she served a few customers that well kind of dried up and she wasn't able to generate more business for her services because well she didn't know how to generate meetings now she tried going to networking events but she found that was just a big waste of time she tried cold calling herself and sending emails but no one was really responding and for her her skill set is not you know sales it's actually doing the things she's an expert in so when she started talking to us and we proposed a solution we said hey you know you do what you do great and we will work on generating you leads and the leads will come in you talk to them on the phone and you close them but we will do all the heavy lifting and finding the right people and bringing them to your doorstep how does that sound and by us partnering up together sally was able to generate a consistent 20 meetings per month and her business has never been better because she focuses on what she's good at while we focus on what we're good at to help drive more customers to her business so that's just an example of a story right and so anybody who is like a consultant or a freelancer or something like that they may be able to relate because they might be an expert at what they do let's say it's like design branding or whatever right and they're just not that great at sales so if we do the sales for them they pay us we bring the customers in they do the service and everybody wins right and so that's a story i know that everybody can relate to because they're experts but they don't like to do sales so if we do sales for them it's a win-win so whatever it is you're selling you got to have stories you got to be able to tell a story and the main elements are you know who's the subject who's the character what challenges do they have what have they tried to do by themselves but it didn't work and then when they worked with us what did we do for them specifically to help them achieve their goals and how does that relate to the person i'm telling the story to you hit all those points that's going to be an amazing story anybody can relate to so whatever it is you're selling please find a way to tell a story make it interesting so people can relate to your products and services and so with that said those are going to be some of my best tips when it comes to closing more deals if you enjoyed this video make sure to give it a like subscribe and turn on notifications and if you really want to take your sales game to the next level make sure to check out my masterclass sales legacy link is in the description and sales legacy if you don't know already it's my master class that's going to teach you everything from a to z on starting how to generate meetings with your dream customers closing deals so if you are someone who's looking to start or even accelerate your sales career as a salesperson or even an entrepreneur make sure to check the link in the description for our one hour free training to see if it's right for you with that said my name is patrick dang and i'll see you guys in the next one