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hey what's going on it's Ryan's Tumen here president CEO of grape free Academy and chief blogger over at hardcore closer comm and today I'm going to talk to you about three steps to close the sales deal right a lot of people try to convolute and complicate the whole sales process and I'm gonna break it down and make it real simple matter of fact let me draw this on the whiteboard for you so let's just say that this is your prospect right here right they're all like happy shiny but here's the thing they're they're confused right they've got a question they've got a problem they've got a issue that they're trying to get a solution to most salespeople amici immediately when they get on the phone with somebody when they get face to face with somebody or whatever the case they start dumping features and talk about all these benefits and everything else let's just forget all the old-school sales training that you've had before let's just get forget all the complicated mental Jedi Mind Tricks psychology things that you've had to learn before and let's just know that this is all your prospect wants to do is go from one side of the bridge which is confusion to the other side of the bridge which is excitement that's it right that's all it takes all we're trying to do is solve a problem that's causing them confusion that leads us to excitement and there's three simple steps that'll take you through that process rather take the prospect through that prospect step number one is actually ask questions and listen right so we'll just put that again listen you see so many salespeople they get on the call and this is how it goes they say we'll just use the old whiteboard eraser here and hope it doesn't put stuff on my face but they're like oh actually you know what let's don't do that don't improvise this use real props ladies and gentlemen still get on the phone they'll say hey it's Ryan Summa break free ketamine I heard you were looking for sales training here's what we can do for you we can give you access to a membership site we can send you a monthly newsletter you can get awesome whiteboard videos with a handsome guy in a blue shirt in front of you on the camera every single day and they just start immediately dumping all these features and meanwhile they don't ever think to listen and ask questions to figure out why in the hell the prospects there in the first place with the problem that they have and what that problem might be so step one to closing a deal is listen my favorite saying in sales that I say all the time I made this up myself so it's not something that came from anywhere else it's he who speaks the least earns the most when you get off of a sales call with somebody if you have it transcribed and if the salesperson talked more than the prospect then the salesperson the chances are that the salesperson did not close that deal however if you get it transcribed in the prospect talked more than the salesperson chances are the salesperson to earn a commission check from that sale so number one is listen number two is garner empathy with the prospect so how do you garner empathy first of all you repeat step one you listen see if you ask questions and you listen to the prospect then what happens is they understand that you have empathy for them now not sympathy sympathy is like when you feel sorry for somebody like oh you poor bastard right empathy is where like I understand where you're coming from I get what you're saying sir I understand your problem and I want to help you and the only way a person can have the understanding that you have empathy for them is if you ask them questions and you listen you see what happens is a lot of salespeople they'll say okay so how does that make you feel well it makes me well let me tell you this and they just interrupt them and interject and they just want to talk and it does not work he who speaks the least earns the most you you listen and then you garner empathy with that person because here's the deal people go through life your prospect goes through life their spouse doesn't listen to them their kids don't listen to them their employees don't listen to them their bosses don't listen to them their friends don't listen to them the people on social media don't listen to them we live in a society where it's everybody's like look at me look at me listen to me and listen to me but nobody listens to each other so when you're different when they've been to ten different salespeople and every sales people's talk their ear off and you're the actual person to just listen to them it changes the game and all of a sudden that creates empathy to where they're like this guy gets it he's actually listened to me and and he gets it he understands my situation and that's empathy right there when the prospect now you can't tell the prospect I'm very empathetic towards your situation sorter because then they're like oh this guy talking down to me or what you have to let the light bulb go off in their mind that says oh hey this guy's actually listen to me and he understands my situation and the third step to closing a sale real simple is confidence see if you've listened to them and you understand their their their problem if you understand the issue that they're facing and you've and they've got empathy they understand that you got empathy with them and they say oh this person's listen to me they understand my situation and you confidently diagnosed them with your product as the solution of their problem it's game over you see we have to have confidence as a salesperson you can't be like well I think you need sales training well I think you probably need a few more leads because if you're not competent then they're going to be like wow this guy thinks I need somebody who's sure so when you get on the phone with them when you get face-to-face with them you've listened all their questions they understand that you empathize towards their subject because you've listened to their questions and you haven't out talk to them and then you say here's what you need I've seen this done time and time again if you'll just do X Y Z you'll get X Y Z results does that sound like something that you'd like to have happen in your life right when you have the confidence to just go forward and say that but then what happens they put their hands up they start giving you objections and everything else well you know I'm not certain or I'm not certain but I'm certain for you I've seen this happen a million times I mean let's think about the doctor when you go into the doctor's office he doesn't go well let me tell you about cancer right like that's not how it happens he takes your blood pressure makes you stick out your tongue sometimes puts a thumb in your butt whatever he's got to do to probe your vitals to make sure that yo your doctor doesn't put a thumb in your butt oh look at the camera guy right now that's not normal well I didn't know that but anyway so maybe your doctor doesn't do that I thought that was normal stuff that all of them did that but anyway so back to the point is the doctor checks your vitals goes through a process checks out everything feels on you from head to toe does everything that he's supposed to and then he says here's the problem you have cancer cancer is gonna cost you $10,000 he doesn't go in and start selling you the benefit of cancers listen you're gonna lose weight you're not gonna have to shape anymore like he doesn't start trying to sell you the benefits of that he goes through he gets in under he asks you a bunch of questions he gets empathetic words the way that you feel and then he confidently diagnoses you and he says hey listen we've seen this case thousands of times before treated it and cured it and by the way would it be nice if I sales people could use the same takeaway clothes doctors do but if you don't buy my stuff you could die how powerful would we all be as salespeople if we could say that same thing so it's simple three steps to closing a sale right because all we're trying to do is get the prospect from confused with the problem across the bridge to where they're excited to have the solution number one is listen number two is garner empathy with them and number three has confidently diagnosed them with the solution for more sales training like this then head over to my blog hardcore closer comm make sure you subscribe here on YouTube and make sure you watch some of the other videos around here because they're all full of awesomeness just like this one and we'll catch you next time