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I'm curious. Are you looking to close more sales than you do right now? Of course you are. But the real question is, how do you tactically change what you're doing right now to close some more sales? Well, the data suggests that just 18% of salespeople are actually classified by buyers as trusted advisors whom they respect. This means that 82% are not seen as trusted advisors. There are so many small changes that you can make and if you only implement just a few of them, you're gonna make a huge impact on your selling. In this video, I'm going to show you 17 super quick tips to close the sale. Check it out. Number one, be the total opposite of what they expect. You know, my father used to say that if everyone is marching east, then you should march west. And I've always lived by that, but this is so true in sales and the more we are perceived as different from everyone else, the better off we are. Just think of how many salespeople your prospects deal with each and every week. Is it 10 people a week? Is it 20 salespeople a week? Is it 30 salespeople a week? Is it 100 salespeople a week? Of course, that depends on your industry and the type of people you're selling to, but if you are perceived as similar to the 30 other salespeople that your prospect has met with over the course of the past week, then you are dead. It's time to be the exact opposite of what they expect. Number two, break the pattern. When you are like others, your prospect is going to naturally go into a patterned response. So what you want to do is you want to be willing to break that pattern with what we call a pattern interrupt. And what you want to do is again, this is about being distinct, this is about being different. You're going to have to take risks, even be willing to be a little weird. So don't start a conversation, for example, with, "Hey, George, how are you today?" Instead, mix it up, do something that's completely different from what your prospect expects. Number three, map out your first seven seconds. The data suggests that prospects make immediate decisions about you in the first few seconds of that interaction. Do you pay attention to how you're really starting most interactions? I'll tell you, most salespeople don't. So script out your first seven seconds with any prospect or even customer or client, for that matter. Number four, zoom out to 30,000 feet. It's so easy to get stuck in the weeds when selling, but the top salespeople are constantly zooming back out and focusing the conversation on the big picture. For example, data from an organization called Gong.io, which does amazing research on sales interactions, shows that top reps ask about two times as many big picture, business-related questions than average-performing reps. That's a huge difference. So we need to be willing to take a step back with prospects and really understand the big picture of what they're looking to accomplish. Number five, accept that "no" is okay. When you make it clear to a prospect that you are not going to accept a "no," you're actually making them uncomfortable. And by the way, this is what most of us have been taught to do. And by the way, putting this pressure on a prospect to give you a "yes" doesn't make them more likely to do business with you, in fact, it's quite the opposite. You're actually more likely to lose the sale when you put that pressure on. And they're also more likely to give you that, "Hey, George, I need to think this one over." So when you make "no" an okay outcome with something like, "You know what, George, I just want you to know, "if you don't think this is a fit, "just let me know, no big deal," you're gonna take off all that pressure and you're gonna make them so much more comfortable. Number six, ask questions, expect answer. You know, just the other day, a person in one of my mastermind groups told me that he has trouble getting answers to his questions. But the reality is that most salespeople ask questions timidly and the prospect immediately can feel that. When you ask questions, expect answers and they're gonna come. Number seven, dig into vague terms. Prospects love to throw out vague terms to salespeople. And by the way, the vast majority of salespeople just let them go. Just think of phrases like, "Yes, our team "has had a bumpy ride, if you know what I mean." Or, "Things really blew up for us." Basically any statement that could mean a lot of different things is a vague term or a vague statement. Just take the phrase, "Things really blew up for us." Is that a good thing? Is that a bad thing? Obviously, context would help, but you'll still never really know what it means because it's pretty vague, there's no meat on the bones. So most salespeople will hear that and they'll just nod. But if you say something like, "You know what, George, "help me understand exactly what you mean by that," you are going to be way ahead of the pack. Number eight, why, why, why. The best word on the planet for salespeople is "why?" The more you ask your prospects "why," the better off you are. "Why" is the ultimate unpacking question. Just try it with your friend next time they say anything. Just respond with, "Why is that?" They are likely to go on and on and prospects tend to gloss over the really important stuff, so the more you dig in by asking, "why?" The greater value you're going to create in their eyes. Number nine, establish a budget before presenting. There isn't one idea in sales that I get more pushback from than the budget strategy. I hear things all the time like, "Asking for a budget just doesn't work." That is crap. Yes, maybe the first time that you ask a prospect for a budget, they're gonna say, "Well, you know, that's why you're here." But if you hang in there, you can almost always establish some kind of a budget before you present your ideas. This ensures that you're going to be on the same page and that you maximize the opportunity. Notice that I didn't say ask for the budget, I said establish the budget because establishing a budget means that you don't have to just throw out a really vague question like, "What's your budget?" You can establish a budget together. So think of this kind of a question as a last resort. "You know, George, typically a solution "for something that we're talking about here "would range anywhere from $10,000 to $70,000. "Where on that kind of a range could you see yourself?" You're establishing the budget without asking them in a way that's pretty uncomfortable. Number 10, know their process. You know, the data shows that one of the top reasons salespeople lose B to B sales is that they don't understand the prospect company's buying process. So get intimately familiar with their whole decision-making process. Know who are the people that are really important. Understand what are all the steps to making a decision. And by the way, don't be afraid, just ask. You know, prospects are typically really happy to share this information because it's ultimately going to, assuming they're a serious prospect, it's ultimately going to make their life a lot easier. Number 11, always have a clear and scheduled next step. Nothing screws up a sale more than not having a clear and scheduled next step. So let's just say that you present to a prospect and they're excited, but they really need to talk this over with some colleagues, not an unreasonable request. But don't just say, "Oh, you know what, "how about I follow up with you next week?" No, no, no. That's weak. Instead, get a call or meeting on the calendar. Say something like, "You know what, George, "because we're both really busy "and to avoid that back and forth, "how about we just put something on the calendar?" Really simple. Number 12, use case studies. The data shows that once the brain loses interest in what another person is saying, they shut down. And by the way, they don't buy. When presentations go on and on for a long time, packed with tons of features and benefits, people start to lose interest, and as a result of losing interest, basically they get bored and they're less likely to buy. Case study presentations, on the other hand, are a far more effective way to present your offering to prospects. So here's what you have to do. Just mix in a few case studies or examples of other clients to really tell them some stories and show them how you helped another client accomplish what this particular prospect is looking to accomplish. Give specifics and work that into the presentation. By the way, you don't even have to give the specific name of the client that you're using in the case study, just tell some examples and stories and some results and outcomes. This will be far more engaging and ultimately more compelling. Number 13, never go on for more than 60 seconds. Research from my friends over at Gong.io shows that top-performing reps have far more conversation switches than average and under-performing reps. I mean by a lot. In fact, in analyzing thousands of sales, they found that the sales that closed rarely went for more than about 70 seconds of one person talking before switching the speaker in the selling situation. So in other words, sales that closed, it really engaged the prospect in a back-and-forth, two-way conversation. This is what leads to my 60-second rule, which is simply this. Never go on for more than 60 seconds without roping the prospect back into the conversation. Long monologues are the death of sales. Number 14, get feedback constantly. Building on the last point, get constant feedback from your prospects throughout your presentation and never go for more than 60 seconds without getting that feedback. This means that you need to use what I call feedback loops to bring them back in. Now you get what I'm saying? Now do you see what I just did there? Use little questions like, "Make sense?" Or, "Does this work for you?" Or, "Are we on the same page here?" You want to ask these little questions to bring prospects back in. Cool? Number 15, no big hard close. The idea of the hard close is still being taught by gurus everywhere and it's ridiculous. Prospects can see this crap coming from miles away. Stop undermining the intelligence of your prospects to think that you can use some ninja kung-fu headlock close on them. Instead, just use the sales process to create value and then in the process of getting many, many feedback loops, you essentially are getting these little micro-closes throughout the presentation, so at the end, there doesn't need to be some big, hard, headlock close. Number 16, take their temperature. Now, if at the end of your presentation, you've gotten tons of feedback loops and it's still not clear exactly where your prospect is, it's time to take their temperature. So it would sound something like this. "You know, on a one to 10 scale, "how are you feeling right now about this conversation?" That simple question is so powerful because it's not putting pressure on them to say yes or no, it's just asking them how they're feeling about the conversation and they're going to respond with a number. And then simply dig into why they came up with that number. Number 17, don't sweat the losses. One of my mentors used to always quote the SW cubed N rule. Again, it's SW cubed N. And what this means is some will, some won't, so what, next. At the end of the day, you can't control everything. You can only control what you can control. So only worry about the stuff that you can actually control. If, for example, you lose a sale, just find out why. Don't freak out, don't beat yourself up. Just get better. Improve your process. But don't, don't get down on yourself. The best salespeople on the planet lose sales all the time. Don't take it personally, because if you do, then you're just not gonna last in this game of sales. Play it like a sport and look to win more, but you don't have to win every single time in order to be successful. And in fact, you won't be winning every single time. So there are 17 super quick tips to close the sale. And if you enjoyed this video, then I have an awesome free e-book on 25 tips to crush your sales goal. Just click right here to get instant access. Seriously, just click right here. 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