Closing a deal with a client for Life Sciences

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never had somebody say i hate your energy yeah they may say hey look you're a little extreme for me i'll say hey i apologize look in a world full of people that really don't care a lot i care too much and i'm sorry if that has offended you would you like me to tone down the carrying a little bit let's talk more tactical now right you had mentioned um downstairs before we um got on the show you were like yeah you know people think i'm a hype man sometimes and they come in like this is just all raw raw hype and then all of a sudden i hit them with the tactical and they're like wow this is totally different so what are some tactical things that you teach sales people okay so number one there's a couple of different things obviously um i believe in being deadly on the phone okay like being deadly on the phone's a big deal your company uses the phone a lot would you agree every every company uses a phone a lot now with zoom being so big because kind of what happened with kobit people distancing you got to be good also on zoom okay also on top of that you gotta be good at talking gotta be good at speaking listen i'll ask everybody right now are you guys a public speaker yes yes you are you speak to people publicly every single day whether it's one or ten thousand right right some people don't want to hear you so one of the first things that we do is that we teach people how to say common things and uncommon ways look the old people that were taught how to do things in your industry or this industry look the same regurgitated training is out there you know what that means those people are calling saying the same thing what's the difference between you and everybody else right the way you sound the way you talk the way you speak and the way you make them feel by the way do you sound like you're the trusted advisor in the damn trusted guide while you're on the phone with them do you sound like the expert right do you sound like the person that they've been looking for to solve their problems or do you sound like somebody just giving out information right right so one of the biggest things that we do is that we teach um tactical like what to say okay like when you answer the phone hope you have the best day of your life this is andy how can i help you today little things like that yes this is andy okay hey by the way who do i have the pleasure of speaking with today oh my god look i'm gonna reset my computer it takes 30 seconds of my time then i'm going to get you all the information you need by the way where are you calling from today hey guys what's up it's andy hey i want to stop the video real quick and show you i just released my brand new book called the book of deadly scripts you want to know how to overcome any objection in the world you want to know how to literally pick up the phone and every single time you do create a hot end market buyer who wants to buy a vehicle do me a favor shoot me a text right now 918-210-0254 i don't have this book for sale on the website if you'll shoot me a text i'll send you the link so you can buy it let's crush it and kill it this book will change your life it just got released let's get back to the video why did you reach out about that look what am i doing now now i'm connecting with you right name a sales pro or anybody on the phone that can reach out call somebody pause slow down the cell make a connection build a relationship and then say hey by the way my computer's back up peter it's awesome dealing with you i'm just going to tell you this you remind me of my dad he's amazing by the way my dad's name's peter too so that's crazy we're family yeah and now i go into whatever it is that i'm gonna talk about that you need that's good for you now you trust me people buy from people that remind them of their friends done right so we teach people tactically what to say by the way so i'm going to say this to you i am not good at learning is what i believed that is you are good at learning everybody learns differently you may retain information by watching a video by reading it some people read it in a book list and if i read a book i'm not going to retain it i have to read in a book and write it down over here i have to i have spiral notebooks thousands of them wrote down i write everything down and again and again and again and again and again how many times have you watched a youtube video and you got something valuable out of it but you didn't write it down and then later that day you're trying to think about what it was you couldn't remember it so you couldn't use it right write it down which is what i said at the beginning of this podcast so tactically what i would say is whatever it is that you do i said know your business so well right that you can find your own holes you can be undeniably the best how does that happen well what is it you do well so if i deal face to face with somebody right my number one thing is i might have to go out make a best friend with you within two minutes okay because i'm face to face with you i'm going to have to make a connection with you that's going to make you think man you know what i just drove 30 minutes with my family to get here or i just came here from this place this guy's awesome right you know what i want to do business with skype but not only do i want to do business i've already made that decision before you've even talked numbers or product or anything right and you know what they've made that decision by the way they're judging you people are judging you all the time so if they're going to judge you give them something to judge right be good and by the way guess what i've never had somebody say i hate your energy yeah they may say hey look you're a little extreme for me i'll say hey i apologize look in a world full of people that really don't care a lot i care too much and i'm sorry if that's offended you would you like me to tone down the carrying a little bit good we good okay cool guess what learn to speak guys listen the number one thing that you'll learn in your life that will advance your life forward faster than anything else is to learn how to speak and i'm going to give an example okay number one if you want to brand yourself and you want to get out there and you want the whole world to know who you are you're going to have to learn how to talk right well how do you do that put your pressure yourself under pressure pressure makes diamonds period or burst pipes like you don't break pipes on some people but it makes diamonds you learned how to speak because you got in front of that camera you did not like it you watched your video and you said oh my god i cannot do this again well you got to do it again because there's not another way to get your name out there without getting on a camera so you got to get good also what it allowed you to do is run your sales team better too it also allowed you to communicate which by the way being a master communicator tactically right you want to know real tactical stuff learn to communicate people like we're having this podcast right now this is natural there's no none stage this is all skill skill that's learned from years of losing and getting your butt beat right and and failing which is great okay and like you said i'm not afraid to fail i'm not afraid to lose money hey if the market shifts i can't control that there's uncontrollables but there's controllables this is a controllable tactically if i was to give you within 30 seconds how i think every person i should live wake up at 5am in the morning get up before the sun comes up because you're beating your competition you're already ahead of them get out of the house go to the gym get your heart moving run do something to get your blood flowing it'll put you in a great mood exercise so you'll live longer and so you have more energy secondly go home and study something dedicate 30 minutes of your time to study change your eating eat clean food if you put good food in your body your brain's going to operate right you're going to do well and you're going to look better and by the way who doesn't want to deal with somebody that's better looking at the end of the day i told them last night i said hey look at your hair he's got gray hair i have no hair okay listen i said i'm not that great of a looking of a guy i know that so you know what i do i work out i have an eight pack so i can look better okay i'm trying everything i can to put things in my core right i want to increase my odds let's call it that right right be the best version of you yeah like predictive analytics right like if you want to watch the data a person that actually is better looking is going to be able to deal with someone and stay with them longer than a person who isn't remember i told you i was out of shape look i mean it's just the truth my wife she's like hey you got to dress better right she busted me up last night for wearing shorts right she's like i can't believe you wore shorts i'm like what she's like 16 years we've been together and you're packing shorts in a suitcase you need to wear slacks when you go out to business meetings and i'm like damn it always get my butt ripped but she's it's the truth i need to dress nicer but you talked about tactically what you can do get up study study somebody find somebody and by the way don't study them to just watch them learn exactly everything that they're saying and then practice saying it duplicate it if i was watching him i would literally go through and i'd write down everything that he says that i like and then guess what would happen i would practice it i'd repeat it i'd learn your tonality i'd learn your dialect like when do you slow down in your words when do you speed up i stuttered when i was younger and this and most people never get out of stuttering but this guy told me he goes hey learn how to slow down your words yeah so really it helped me be a better closer because i play chess now instead of checkers when i go to say something i know already what i'm going to say before i say it so i can slow down my words yeah you can start predicting what people are going to say yeah and it's a skill yeah so like tactically what would i tell you to do well who do you want to be like right now just think about it okay you're not a second-rated version of them you're a first-rate version of yourself but who do you want to emulate right study them write it down write down everything you say learn it listen become obsessed with learning everything this guy knows and learn it better than him yeah and so technically that would be a great way to study somebody it doesn't cost you any money it just costs what equity yeah just emulate them so i've got a couple of tactical questions things that we've learned over the years from other sales trainers and just you know reading books and other things so i'm just going to hit you with them let's go one question um or one um i don't want to even call them myths but maybe things that just are common beliefs um you want to listen 80 of the time and talk 20 of the time yeah i totally agree number one don't be a machine gun sprayer with your mouth hoping that something sticks eventually right and then they say yes because you're actually going to say a couple things that you didn't want to say and you can't take those words back right by the way that's one of the biggest problems of sales people they over talk over sell and they say things that they shouldn't have said so what i like to do is i like to say all right so what does my business look like if i'm gonna go sell insurance and i call somebody i know in the first seven to 11 seconds on the phone when i'm talking to them they're going to decide whether they want to spend any more time with me or not okay so the idea of it is you skill up you get better you learn what to say you go through different word tracks different scripts different patterns different things you learn what to say that does work and then guess what once you do something you just repeat it so i would say this i believe in being a sniper yeah a sniper with my words if you tell me no i'm going to get you to say yes 100 sure okay in the cells game any and every objection under the sun i don't care what it is if i'm in that space right somebody says andy i sell um i sell bathtubs i don't care listen i'm gonna go through any bathtub objection that you could possibly get i'm just making that up because right i like silly stuff and guess what i'll take all those down and if you say no to me my job is i'm not gonna run my mouth and try to get you to say yes i am going to say hey i totally understand however let's look at it from this angle boom and i'm going to close you down be a sniper so 80 listening yeah 20 speaking absolutely because your customer is going to tell you number one what's their dominant buying motive like why and by the way if you ask great questions you'll get great answers right so i want to say that the 20 of the time that we're talking it's really about asking good questions let the customer speak the more that they speak more than become comfortable with you also the more they talk to you the more they become comfortable with you guess what the easier it is for you to sell them because they feel comfortable with you and all you've got to do is just ask a couple good questions like hey have you had an opportunity to look at one of these yet or to buy one of these and by the way like is this am i the first person you spoke with or you spoke to multiple people they spoke to multiple people awesome why haven't you pulled the trigger yet right it's really rare that somebody shops this long and hasn't pulled the trigger yet by the way was it are they not treating you great what's going on you guys you're asking leading questions when you when you're only talking 20 of the time you have to get them to go down the funnel that you want them to go down yeah so ask great questions have a list of great questions in your business that allow people to open up tell more than they want which is my favorite thing and then also on top of that you're going to close them based off the information that they give you yeah the more info you have the more you can be strategic and yeah how to solve their problems yeah and take your top 10 things like if i was in your space right now i'd say and by the way let me say this give me the top 10 objections that you struggle with and i would write out exactly how to handle all those and i would memorize them so well that literally like people can sing the abcs they can sing the happy birthday song but i can hit them with an objection they like i'm like dude what's your problem man you'd memorize the stupidest stuff but you can't memorize the stuff that's going to change your life do you follow bradley guys it's andy elliott right here in my conference room in scottsdale arizona we are putting on the event of the year june 4th entrepreneurs sales people closers business owners you want to build a sales team and learn how to close anybody anytime any place anywhere this is going to be the event and by the way bradley isn't going to be here like a speaker at most speaking events he's personally going to be training from 9 a.m to 4 p.m everything you need to know to triple your income this year and by the way this is an event that ain't going to happen again if you want to be the best if you want to be so great at what you do you make your competition look like freaking amateurs this is the place you want to be we only got 350 seats so the spots are going to go out fast shoot me a text message right now 918-210-0254 you don't want to miss this event shoot a text message right now to 918-210-0254 let's kill it baby let's go [Music] [Applause] [Music]