Close more sales in IT architecture documentation

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here are the five biggest mistakes that I see people making on a sales call that's preventing them from closing making more money and how you can avoid them let's get right into it the number one biggest thing is people don't ask enough questions where they ask the wrong kinds of questions instead they just want to advise their clients on what to do so they become an expert and no one likes to talk to an expert because before our client will hire you they need to understand do you recognize me do you understand me do you understand my problem do you understand my wants and needs my fears and hopes do you understand the problem well enough before you start selling me and we all have this allergic reaction when someone meets us they reach out their hand and they're trying to sell to us immediately or giving us advice even if it's really good advice it's a turn off for most of us there's always exceptions to the rule unless you're really well respected thought leader and Authority in a space where everyone comes to use for vice then you can make that assumption but even still I would strongly encourage you to ask more questions and to be slower to giving advice now not all questions are created equal despite what your third grade school teacher told you and there are such things as dumb questions how do I know well I get dumb questions all the time let's try and figure out what makes for a good question what makes for a dumb question and I asked this to get you to think before I tell you so play along with me and see if you can guess okay and sometimes when we think about what makes for a really great question if we just think about what makes for a really bad question it'll illuminate that because all we have to do is do the inverse of what a really bad question is what is a bad question for you well a bad question is one that's leading that's predetermined in terms of what the answer is supposed to be like a question that says would you like to eat spaghetti for dinner first of all you're assuming that I'm hungry that I want to eat dinner that I want to eat spaghetti and you're driving me down a shoot that says I must answer an affirmative or I might risk alienating you or offending you and these are the kinds of questions people ask all the time they're binary and they're leading so what kind of questions should you ask you should ask an open question that is directed towards something that you want to learn from a person so you could say something like if you were to have dinner tonight and hungry what kind of food would you prefer so this puts them in a state of like okay so if I want to eat dinner and if I'm hungry what it is it that I want and so by asking this kind a question you can get a peek into the prospect's mind and from that you should just keep asking more and more questions until becomes super clear which leads me to sales mistake number two is people who ask questions but don't actually listen so listening is an art and most of us are really poor listeners and we're afraid to play back what we heard to confirm with the other person because we're afraid that we might get it wrong actually if you get something wrong this is an opportunity for the prospect or the client to correct you so that you have the right information so you're not building on assumptions that are wrong so learning how to listen here's what I recommend that you do instead of making and keeping eye contact which is what many people are told to do during a sales conversation to give the clients your undivided attention what I would suggest that you do is to keep a notebook and write down what they're saying this signals to the client that I'm paying careful attention almost as if I'm reporting whatever it is that you're saying like you're the most important person your words matter so much I must scribe them in a notebook not leave it to chance that my memory is going to correctly recall what it is that you said and when we play back we should say something like what I heard you say was you need X by Y and you have a problem with C is that correct so I'm summarizing what the client had said and whenever possible I'm paraphrasing key Concepts and even the language in which they use to let them know I'm not misinterpreting I'm not trying to change what it is they said I'm just recording and if you are able to listen and ask better questions you don't even need to hear the other three tips but focus on this so many people screw this up now before I tell you what these three other mistakes avoid in sales comment below what your biggest fear about having a sales call with a client is all right back to the video mistake number three is related to the first two which is the desire to close too early you have an agenda you want to get the business and so you're so eager for the business that it doesn't even appear to the client that you're concerned about listening to them or wanting to solve a problem based on their individual needs and wants I had a person come up to me after a workshop that I did many years ago and they said Chris great Workshop when are you gonna hire me I was like hubby take me out on a date first when am I gonna hire you I'm I didn't even know I liked you I didn't know I was hiring and I don't even know what you're qualified for but I know people say this as a joke but it makes it super uncomfortable for me and I'm just trying to illustrate and emphasize what some of you do and when you try to sell too early in life and in relationships and in business all things are the same it says I'm desperate and I'm self-interested there's something that I want to get and it doesn't really matter what you want or what you're interested in so avoid trying to close too early mistake number four you have no filter anybody with a heartbeat and some money to spend you'll take on as a client it's really important for you to be able to say you're a good fit for us or you're a poor fit for us and in order to be able to do that you need to know under what conditions will you accept a client's money well the first thing is can you deliver value to that would it give you Joy to take on this project do you like this person is the budget and the timeline appropriate for the things that they're wanting because oftentimes our need to make money to keep the lights on to pay rent supersedes our ability to filter out poor fits and what it's also saying is I have no standards of not discriminating enough and I'm not probably someone that you can trust notice how the highest paid people in the world are not only highly specialized in what they do that is a form of a filter notice how the most sought after people are able to charge the most amount of money and to be able to have a long wait list for the people who want to work with them what is it they're doing they're creating sometimes artificial and real filters or barriers in order to be able to work with them and it makes us want to work with them even more so by being more selective and being more discriminatory you're going to create the design of the client's mind that this person doesn't need me doesn't want my business yet they still want to work with me I trust them a little bit more and the next mistake is people use the wrong tone of voice it's not something that we're super mindful of especially in everyday conversation we're not paying particular attention to the words that we choose and being intentional in the tone in which we deliver you notice that if I were to speak really fast I'm going to do that in a second and you're going to see my energy change just by changing the speed in which I talk so hey everybody I'm super excited to see you here today I have something to talk to you about I think you can get a lot of value these are five mistakes that people make what's it creating inside your mind just listening to this your heart rate might be going up you're going to start to feel really anxious because why is Chris talking so fast at me right now is there something that he wants is is a house on fire is he desperate to get out of here is he in a rush and those things signal to the client that for the wrong reasons you're not the person to trust Instead try to master your tonal voice uh Chris Voss talks about his book never split the difference about the late night FM DJ voice speak in slow low tone of voice take lots of breaths and it'll calm people down imagine you're driving down the PCH on a beautiful moonlit night in the the smooth jazz FM DJ voice comes on you're cruising down to PCH let's see the kjazz 101 hope and you have an amazing night tonight this shout out goes to all the lovers out there and it just puts you at ease so if you can speak from a lower register slow your voice down it calms the other person down you'll notice too if somebody's really angry and you speak to them in the slow calm deliberate voice it starts to calm them down and if you want somebody to get really excited about something you start to speed up your voice you might even change your pitch in intonation in sale cells if there's anxiety if there's stress people are less likely to trust you and then therefore less likely to buy from you so don't do any of these five mistakes when you're trying to close a job okay thanks for making all the way to the end of the video that helps us tremendous amount and I hope these tips helped you and to close a job and when you do be sure you come back to this Channel and comment and tell us your Victory story because we'll all applaud you that's it for me see you next time