Empower Your Manufacturing Business with a Seamless Solution for Closing Business Sales for Manufacturing

How to create outlook signature

There are so many ideas out there and it's so hard to just boil it down to the absolute essence, the most important ideas. Recently someone asked me, Mark, what are your absolute best sales pitch for closing business and it really challenged me to boil down all of the best ideas out there to just a couple of key ideas. And so in this video, I'm going to show you my 8 absolute best sales tips for closing business. Check it out. Number one the close doesn't matter. We spend so much time thinking about how am I going to close the sale? But actually if you use an effective systematic approach the close is the least important thing I once had a mentor who used to say Mark if you start a sale strong it ends strong naturally start strong and strong. So be stronger upfront asking better questions being more effective using the tips. I'm about to share with you. So that way the clothes ultimately doesn't matter. The close is a natural outcome of the conversation that you have had. Don't worry about the clothes worry about what setting up that close number to have a systematic approach for asking questions. There is way too much haphazard selling going on out there right now. I see it all the time. Most salespeople are just asking questions are doing whatever is coming to their mind at that moment yet. The best salespeople have a systematic approach for asking questions of their Prospect. They know exactly which questions to be asking at what time because asking good questions is all about asking the right sequence of questions. Not just asking one great magical question, but instead asking the right questions in the right sequence. Having that systematic approach for asking questions is going to have a huge impact on your Effectiveness and seller number three always ask about the math math is such an important part of selling because ultimately we don't create value in the sale without there being math. Now it's easy for us to say. Oh, yes, and when you do business with us, you're going to get a three hundred twenty one percent ROI. That's silly because we all know that that's just. As boilerplate crap instead, what we want to do is understand their problems and understand the value of solving those problems and so starting to ask questions around the math of what that costs or in our case for example in our agency. We're always asking about the lifetime value of a. What's the lifetime value of a client or what's the value of a client for the next two years? So when they start to understand the value of a bring on a new client just bring on one new client is suddenly hugely valuable to them walking them through the math of both what they're missing out on and what they could be getting if they were able to improve their systems. So cute number four value must come from them. Not you. This is an area where I think a lot of sales people miss the boat. They want to talk about numbers but they are the ones that are bringing the numbers to the table. They're talking about the value as opposed to letting the prospect create the value themselves. And so this is we're both doing math with them and getting them to State the value a good example would be you're talking about challenges with a prospect about that. Different let's say operational challenges that you're having and so it would be easy to say, you know, what we find is that with the challenges you have is probably costing you a million dollars the prospect may or may not agree with that instead just say George. I appreciate the challenges that you've mentioned. What would you say these challenges are costing? Or you can phrase it another way George if you were able to solve these challenges, what would it mean in additional profit to the organization now, they're bringing those numbers and they are stating the value that your solution brings number five talk budget not price. This is everything salespeople bottom performing salespeople in particular are way too quick to talk about. They jump into a price conversation as opposed to a budget conversation, which should come at the end of Discovery. So what this means is that you want to be going through a good Discovery conversation where you're establishing value that they're bringing to the table and then you have a conversation after you've done that around budget when you talk about budget or a range of budget that is realistic for them and get on the same page with budget before you present Your solution now. Know if you're even on the same page before you even get into that presentation or you get into putting together that proposal we never want to be talking about price. We want to be discussing budget number six, learn the decision-making process. This is so big. It's so easy prospects are so happy to talk about their decision making process. It's so easy for them. This isn't some secret. I think we just sometimes the sales people freak out because we're like, oh, I don't want to ask if their decision maker they're going to get mad. Yeah, of course. If you say are you the decision maker they're going to say yes. I'm the decision maker in they're going to beat their chests. But if you say hey Lauren, can you tell me a little bit about your decision making process for this kind of a project? They're gonna be happy to answer that question. Church would you mind just giving me some insight into your decision making process they're happy to give that information and now you know what you're getting into you were going to find out the who you're going to find out what that process looks like and you can find out the when right you can get a sense of how long is this going to take have a thorough conversation around their decision making process so that way there are no surprises after you give that presentation. And by the way, you may find out that there are other people you need to include in this conversation. Before you really give that whole presentation learn that decision-making process numbers having get constant feedback. It's so important that particularly once we're in the presentation phase of a sale that we are constantly getting feedback from the prospect making sure that we're all on the same page that they're nodding their head or they're like, yeah, that makes sense. Or if they're like, no actually this doesn't make sense what you just said. Now, you can audible you can adjust what you want to be doing is when you're giving a presentation or if you're just making a statement or you're sharing a bunch of ideas with them after you do that. You just want to do something simple. Like does that make sense or based on what I just told you are we still on the same page and now they're going to say yes or no and you want to know either way so you can either adjust or you're now getting them to the point. When they're saying yes, yes. Yes. Yes. Yes so that way by time you to the sale now, they're already on the same page. So so effective in the data consistently supports this strategy number eight always have a clear and scheduled Next Step. I feel like I'm talking about a lot of the same ideas lately, but it's so important don't get mad at me don't write in the comments that oh, you've been talking about clearing scheduled Next Step a lot only do that. If you have been scheduling clear and scheduled next steps every single time using that calendar invite and you are just a master of next steps because I see so few people who are great at scheduling next steps with Prospect. I don't know why but there was so much pressure apparently to just say, oh can I follow up? You next week. That's weak instead. Say hey Gary. Do you have your calendar in front of you which they always do because it's on their phone and say okay great. Could we just take a look at the calendar and just make sure so we can avoid that back-and-forth can just schedule maybe even 15 minutes just to check in and make sure we're still on the same page blah blah blah. I don't care schedule that clear Next Step. So there are my eight absolute best sales tips to closing business. And if you enjoyed this video that an. Some free training on the data-driven approach to help you crush your sales goals. Just click right here to get registered instantly. Seriously. Just click right here. This is an in-depth training that will help you close more sales at higher prices all while generating more meetings. Also, if you got some value, please like this video Below on YouTube and be sure to subscribe to my channel by clicking my little face right here to get access to a new video just like this one each week.