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typically that marketing review goes for twenty to thirty thousand dollars okay and then I don't talk until they say something and the leaders say twenty thousand dollars that seems like a crazy amount of money I don't think I can afford that or they'll say all right yeah and if they say all right yeah here are five tips to close more b2b sales I bet a b2b salesman my whole life well I started actually in b2b to see which is business to business to consumer but the last six years of my career have all been in business-to-business helping customers buy from our companies and I've generated millions of dollars doing that I was actually the number one salesman at a Inc 5000 fastest-growing company I beat the Director of Sales and I beat the founders who were actively selling now I've been able to generate multiple millions of dollars in sales with our own companies X 27 to 20 coaching and email 10k along with my co-founder b2b selling is in my blood so let's go through five tips to close more b2b sales implement these things and you will start selling more I've seen this across our coaching clients I've seen this across my own sales let's do it the first tip is make sure the people that you're selling to are qualified meaning can they afford you do they actually have the money or are you talking to small businesses that have to rake together a couple hundred dollars a month to even try to afford you are you going after those guys or are you going after enterprises who have millions of dollars to spend can the person you're talking to actually afford your service ask yourself that and do they need your service is this the type of customer you should be talking to is your business proven and are you talking to a time-waster basically make sure that the people you're talking to are qualified this video is brought to you by mail rush IO if you need to send cold emails or if your current provider isn't allowing you to send cold emails you must get an account with Mel rush IO with Mel Rosario you can send bulk email encamping on autopilot while avoiding blacklisting problem improve your sending reputation with a dedicated IP and if you sign up with the offer below they'll include a free customized IP warm schedule with your dedicated IP account and you can get 30% off the first month by using the promo code cold email in addition to that you can also open a free trial account with a sending credit of 1000 emails check it out Mel rest audio promo code cold email and the video I would watch if I were you is the your to expensive video that we made because that goes through a couple reasons why they're saying you're too expensive aka they're not qualified number two is price check early on call one typically and what I do is on the first sales call I will talk about their business a little bit we'll get something going I actually have a video on what to say on this first call that you can check out and we also go into more detail crazy amount of detail in our course email Ted K which I recommend if you're trying to become a better salesman or grow your company but I'll normally say something at the end of the call like typically that marketing review goes for twenty to thirty thousand dollars okay and then I don't talk until they say something and the leaders say twenty thousand dollars that seems like a crazy amount of money I don't think I can afford that or they'll say alright yeah and if they say alright yeah they're qualified now contrast that with what my company taught me to do back when I was working full time they wouldn't show the price until the proposal meaning we'd have that whole call and then the whole second call where we're going through this proposal and then at the end of the proposal there's a price and only then we'd find out if the customer can afford us or not and a few times we've had the customer be completely blindsided by how high the price was because we were charging thirty forty fifty K up to 150 K for these mobile apps and websites but by telling them the price I'm called one you're able to get them out of the funnel get them to say no quickly and that way you are freed up to only focus on people that can actually afford you speaking of the proposal number three is don't send a proposal until the call is about to happen typically our sales process is introduction call where I'm trying to close them at the end of that call but normally they want to see a proposal of services then call to is going through the proposal I try to close them at the end of that call too but if they have any questions then call three is the revised proposal call try to close them at the end of that call and then we just go on a loop of revising the proposal until we have something we're both in agreement on usually that doesn't more than two calls and then they're closed now the reason I don't send the proposal before the call is you want to run the client through each line of this proposal and contextualize every word before they see the press if the clients just see a number and we measured this in our sales emails we used to track the pages people would see on the proposal and we found that when we sent the proposal before the call clients would typically read half of the first page then scroll all the way down to the last page and look at the price they skipped all of the hard work and just went to the price and sometimes they would even cancel the call so typically now we send the proposal either five minutes before the call or we don't even send the proposal until after the call we run through the proposal on the call via screen share the fourth tip to close more b2b sales is to ask for the close and that means run right into the buying process I mentioned earlier that I'm trying to close them on all of these sales calls throughout the funnel the proposal review the initial discovery call the second proposal review all of these I'm trying to close and the way that that looks is I'll say something like that marketing review will be $8,500 did you want to put it on a Visa or MasterCard and then you shut up until they say something if you assume they're going to buy on cold one sometimes that'll happen we've had that app but a bunch of times where clients will pay us $8,500 for a marketing review without even seeing a proposal they just have the bullet points that I sent them in an email hey we're giving away the email 10k course to one of our lucky subscribers for three to win all you have to do is subscribe to the YouTube channel we have some crazy cold email and business content on here subscribe to the mailing list which you can do by going to email 10k comm slash checklist and getting our free cold email optimization checklist like this video and share this video and fill out the attached google form your chances multiply every single time you share one of our videos and the winner is gonna be announced at the end of this month so go complete those steps for a chance to win our thousand dollar course email 10k you can get that for free by the way the actual back and forth email scripts of how we're closing these two thousand dollar deals I think one is a forty nine thousand dollar deal one's a 125 isch thousand dollar deal something like that a six-figure deal if I figure deal and a four figure deal the back and forth emails are all in our course email 10k so check that out of email 10k com it's super valuable stuff tip number five is follow up forever if a client expresses interest never stop emailing them until you get a yes or not the keys to never stop messaging if they were interested at one point in time now your job as a salesperson is to figure out either what happened why are they disappearing or get them to buy maybe they're super busy and you just got to chase them down and the actual follow up scripts we've talked about follow-ups on this channel you can see another video on follow ups these are also covered in depth in our course email 10k so in review the five tips to close more b2b sales are make sure the people you're talking to are qualified price check early on call one don't send the proposal until the call or even after the call ask for the close and follow-up forever do those things and you can sell way more this year if you want more sales tips like this subscribe to this channel and also check out our past videos we've done hundreds of videos all about sales and marketing and there's a lot of free content here on how to improve like this video to encourage this type of content and leave a comment down below what are some tips that I'm missing what are some other sales tips that you know work let's get a conversation going thanks for watching the video I'm Alex Berman