Closing b2b sales for Quality Assurance

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b2b sales is a game of slight advantage think about it when you are competing in a sales deal especially when you are competing with many competitors right the person who is just a little bit better than everybody else ends up taking the whole pie and closing the deal while everybody else even if they were just slightly less competitive they end up not making any money at all in a way sales is a winner take all sport so to increase your chances of success i'm going to show you three secrets you can use to close more b2b sales and you wanna make sure you watch this video until the end because just missing one of these three secrets that we're gonna be talking about today can make the difference between a sales hero and a sales zero what's going on everybody it's patrick dang here make sure to give this video a like subscribe turn on notifications if you want to see more videos like this and let's get started now the first secret that we are going to review is that you want to focus on building rapport now here's the thing in today's environment right there's multiple ways to be doing b2b sales right business to business sales you can either meet someone in person talk to them over the phone or you might be doing video conferences where you have audio and video but you're talking to them remotely no matter what choice of medium that is available to you whether it's a person phone or video chat you always need to make sure that you are building rapport and what is rapport exactly and in a nutshell all it really is is building a relationship with another person and getting the other person to like you right because people like to buy from people that they like and the more rapport that you're able to build with somebody right the better relationship well there's also going to be better communication and obviously better communication equals better selling think about it like this let's say you are asking advice from a friend right you're asking this person hey how do i invest in stocks maybe your friend is an expert at stocks so whatever this person tells you because you already trust them they're your friend and they've known you for a long time anything that comes out of their mouth you are paying attention to and you might actually just take their advice because they are your friend now when it comes to sales right a lot of times you are a salesperson or business development person and you're meeting a lot of people for the first time but even if this is the case you can actually build rapport with somebody the first time you meet them you don't have to wait weeks or months or years before you build this report you can build instant report and get somebody to instantly like you if you really focus on the first interaction or the first five seconds when you meet somebody now when it comes to building rapport right the strongest factors that you need to pay attention to is number one your physical appearance right do you look the part in someone that is one attractive as a person in general and number two do people feel like they can trust you based on how you look right and that could be from how you take care of yourself how you do your hair how you dress you know all these factors do play an important factor in whether or not someone believes in you the second factor that people pay attention to is your tonality meaning not the words that you're actually saying but how you actually sound so if you got a cold call and the person on the other line called you and said hey this is patrick from microsoft ah can i talk to you for five minutes if somebody says that you do not want to hear anything they say right just from the sound of their voice you don't feel like you can trust them however if let's say you i use my normal voice and i say something like hey this is patrick from microsoft i'm a little lost and do you mind if i take a second to tell you why i'm calling now you're a lot open to hearing what i have to say right i'm pretty much saying the same thing but what's different is my tonality the tonality makes a huge difference in how people perceive you and if you're a little lost with how you should be dressing or how you should be sounding an easy rule of thumb is to observe who your clients or how your clients look and how they sound and you want to kind of mimic them right if you know you're going to a business meeting and you know that everybody in the room is going to wear a suit obviously you're going to wear a suit but if you know that let's say you're trying to sell to a business but it's a startup and everyone's super casual and suits are very weird well don't come in with a suit right so it's like you just need to understand who you're selling to and kind of fit in with what they expect and the more you fit in actually the more people trust you because you are just like them right and because you're just like them it's much easier for them to trust you secret number two is to show that you care okay most salespeople are way too focused on selling but what you want to do instead is you just want to show the other person that you're here to help and you care about them and you're not just trying to fill your pockets with money and one of the greatest feelings you can create for someone else or a selling experience is when the other person you're trying to sell to has this thought and they feel wow this guy gets me right or this gal gets me right that's the feeling you want to create because when people feel like you understand them selling becomes a lot easier because you're just like a friend now we've all been in situations where let's say we're at the mall or we're trying to buy something and the sales person just keeps talking talking talking the last thing this person does is get you right because they're not even listening to you so if you just completely reverse it and do the opposite of talking which is listening people get the feeling that you're just like them and that you're actually listening to their problems and looking for a solution right and you're actually trying to help people who talk too much or skills people that talk too much you know they're not really in the position of wanting to help they're in the position of being selfish being greedy and trying to make as much money as possible but in the modern world that doesn't work because people see right through that so how do you get people to actually feel like you're listening to them number one actually care right people can subconsciously feel that and your words and how you act will demonstrate that number two you can use gestures to show and acknowledge that you're listening to your client meaning you would say something like uh-huh that's interesting oh tell me more oh why'd you do that right you're asking these questions you're adding these you know indicators that you're listening and the other person subconsciously feels like wow this guy actually is listening to what i'm saying and the third technique you can use is you can summarize or repeat what somebody said right so if somebody said oh man i'm having trouble with my marketing because you know i don't understand facebook ads then you repeat that you say you know i totally understand how you might have trouble with marketing because you know facebook ads is not very easy to learn right you're just repeating what another person says and they suddenly feel like you are listening and you know what's really interesting about sales is that it's so uncommon to find a sales person that actually listens right if you go out in the world and you try to buy stuff and you deal with sales people you know that sales people are always trying to push something down your throat now when you're doing the opposite it's just so genuine and so like a novelty that people will feel like wow this guy is something different i'm getting a much better selling experience compared to all the other sales people i ever dealt with and if i'm interested in buying a product or service i'm going to buy it from this guy right that's the feeling you want to create for your clients right be in a position of helping not selling and secret number three that i have for you is you want to control the timeline now in sales what typically happens is that when somebody tells you that they're gonna buy a certain product or service they might say something like yeah we're gonna make the decision by the end of the month and then by the end of the month when the time comes well they don't respond back to you right and they just kind of you know delay the deal and then maybe two months go by and you follow up with them it's like hey it's patrick i just want to follow the c blah blah blah and say oh yeah maybe maybe we'll do it next month and next month goes by and maybe they don't close that and it just keeps delaying delaying the day and then maybe one day maybe six months down the line they come back to you and they say oh yeah we're finally ready now let's go ahead and do the order now the problem with this is that you don't want to keep delaying your deals because sometimes people never even buy and you know you just waste your time other times the deal closes so late and sometimes you need that deal to close at a certain time length to hit your quota so you know what can you do to actually control the timeline well the first step of the process is during a sales meeting right when you're asking somebody like hey you know when do you want to get this taken care of or what's your timeline looking like you know they might say something like oh maybe three months from now the first step you want to do is you want to challenge that why is it that they have to make a decision three months from now why not one month from now why not next week what's stopping them from making a decision what do they need to see to give you a yes or no right because in sales you don't always need to get a yes you just need to get a yes sometimes but you need to get a yes or no but you never want a maybe right i would rather have someone tell me no then maybe because if they say no i don't have to waste time in here i can move on to the next person if they say maybe do i have to keep following up until they say yes or no right it's a waste of my time as a salesperson so yes or no never a maybe and what you want to do is you say okay well you know just curious what exactly needs to happen with the span of three months for you to make a decision and whatever answer they give you and you want to challenge that you say okay well i'm just a little confused why do you need three months to do that why can't we you know is it possible for us to get that decision done within let's say the next two weeks because i don't want to waste your time i don't want to waste my time i'd rather get a yes or no but i'm not going to take it maybe for an answer right and they're going to be like okay that actually makes sense why do we have to wait three months as a waste of time and so you start shortening the timeline and then from there what you want to do is you want to offer incentives so if you give a reason for why somebody should buy a certain product or service by a certain date then they're not a lot more likely to actually do it right for example you could say i'm going to give you a 10 discount if you can close by the end of the month or i'm going to add these bonus services that are going to be completely free if you can't close by the end of the week right whatever incentives you want to use based on your product and service and industry and what timeline you want you can always offer something for free to get them to close on time right and if they don't close by that day you say hey you know i still want to do the deal we're going to keep whatever terms we talked about but obviously i can't give you this free bonus because we're not going to close on the time that we both agreed on and they're going to accept that because you know that thing was free anyways so it's not like they're losing anything right but you know when you kind of put this out there and you and you give them incentive they're a lot more likely to actually close on the date that you want and so with that said those are going to be my three tips you can use to close more b2b sales if you enjoyed this video make sure to give it a like subscribe and turn on notifications if you want to see more sales videos like this and make sure you check out my other videos let me know in the comments what's the number one takeaway that you got from this video because i'm always curious to know what value you guys are getting so with that said my name is patrick deng and i will see you guys in the next one