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have you ever found yourself in a sales meeting with a potential customer and everything seems to be going okay they're saying yeah we could really see ourselves using your product and but when it comes to actually signing the deal closing and actually collecting revenue from the prospect they just suddenly go quiet or they just get cold feet and disappear and after training thousands of sales people and business development people around the world here's what i've realized the problem is closing you see there's going to be a big difference between sales and closing for sales a lot of times you know people go into a sales meeting and they offer free consulting and they just kind of answer questions the customer has and tries to help them as much as possible hoping that in the end they will get the business but in reality sales is very different from closing because when you are focused on closing sure you're helping your customer but at the end you're making sure that the customer makes a concrete decision on whether or not they want to buy and hopefully if you've done the job right they actually close at the end and this is where most sales and business development people struggle with the actual closing part of the sales cycle so in this video i'm going to show you some of my best closing strategies that you can implement right away to start getting results and make sure you watch this video until the end because if you don't know how to close you're going to waste your time going into sales meetings and you know just dealing with tire kickers and people who aren't really serious in buying your product or service and i'm gonna show you exactly what to do exactly what to say to actually close that deal and this is gonna be extremely applicable if you are any type of sales world like an account executive business development rep sales development rep account manager or even if you are an entrepreneur because the foundations of closing are going to be the same and i'm going to show you all the secrets right here in this video my name is patrick deng welcome to my channel where we're going to talk about all things sales and make sure to give this video a big like subscribe turn on notifications if you want to see more modern sales video like this so let's go ahead and get this started the first point we're going to cover is setting up for the clothes and i have a question for you guys when it comes to closing when do you think closing actually happens do you think it happens in the beginning of a call the middle or maybe the end go ahead and leave it in the comments and let me know where you think closing happens now to answer that question for you most people believe that closing actually happens at the end of the call where they ask for the business but in reality closing right the art of getting someone to actually motivate them and get them to sign a deal happens throughout the entire conversation whether it's over the phone or in person so that means you're closing the moment you shake someone's hand and you meet them in the middle of the conversation and at the end because the entire time when you are having a sales meeting your only goal is really to set the prospect up meaning setting the customer up so that when you actually ask for the business at the end it's going to be a lot more smoother but to get that close at the end you have to set it up way in the beginning at the beginning of the conversation and you might be wondering okay well how exactly can you set up for a close at the beginning of the conversation and how you do that is you want to ask questions okay you want to ask questions way in the beginning of the meeting right in the beginning to identify the customer's pain and the reason is because if you didn't know the strongest emotion to get someone to take some type of action whether it's just to do something or buy something is pain okay i'll give you an example the other day i went surfing at the beach and i got a lot of water salt water in my eyes and you know i thought it was okay but then when i went to sleep and the next morning my eyes were hurting so much i literally could not open them right so i i was like walking around like this and and i just couldn't see anything i was in so much pain and it felt like i was dying okay so in that moment in my life i was in so much pain that think about it how much money do you think i would be willing to pay someone like a doctor or a pharmacist to give me something to make that pain go away and you bet i would be willing to pay a lot of money right especially if i feel like i'm dying and i can't open my eyes so in that situation i'm willing to pay a lot of money to make my eyes better and make all that pain go away so now when we apply it into sales is the exact same thing in everyday life or in you know someone's career or their business life or in their business particularly everybody is experiencing some type of pain and they're willing to pay money to make that pain go away similar to how i'm willing to pay money to make the pain in my eyes go away but to actually identify the pains you have to ask these questions to even understand the customer and see where they're coming from because people aren't going to really give you their pains right off the bat they're not going to say go into a sales meeting and be like hey patrick here's all my problems one two three can you solve them for me it doesn't really work like that usually they come into a meeting and they say hey how are you and well you know and they just have a little small talk but it's your job as a sales and business development person to identify that pain so for example let's say you own a development app agency right so you go into other companies and you develop their apps and basically they're outsourcing um software development uh to you okay so if you go into a company and you say hey you know we offer app development services and this is what we can do blah blah blah blah a lot of times they're not going to buy and a lot of times they're not going to be interested because there's no pain right just because you can do the work doesn't mean you're solving a problem so instead of just pitching and saying all these things about you know how great you are you want to reverse it and say like hey look uh company or prospect just curious you know have you guys ever tried developing your own app before and they might say yeah we've tried it but it didn't work and then you say okay well that's kind of interesting why didn't it work exactly and then they start going into the reasons well we try to hire a couple engineers but they just weren't good at the job and they cost a lot of money because you know they're a junior but we're trying to cut costs but in the end it was just a complete waste of time and then you see now you're starting to get pain right you say oh they wasted money they wasted time they have some hurt in them and then you start asking more questions and you can say something like well you know why exactly did you hire those people if they weren't really qualified and then the prospect might say well we hired them because you know we just didn't have a network of engineers that we can trust so we just went for the cheapest price and we just hired some kids out of college right and you start getting more and more depth into the pain and then you know you make that person hurt you make them realize like oh man they really made a mistake in the past and they don't want to do it again so once you ask all those questions you're setting it up so that when you start pitching your services on app development to outsource all the development work you can say something like hey look you know you tried something in the past i understand that and it didn't work cool but what if i said that you can actually develop an app for a cheaper price but have higher quality engineers working on it to make sure the product is actually good how would that be to you and then they would say like well that would actually sound really good what exactly do you have to offer right you start getting into that conversation but you see to even get to that point i have to set it up before i can even start pitching my product or service because if you start pitching in the beginning people don't experience pain they don't understand the value to why they should be listening to you but if you ask these questions understand their problems and then pitch your product or service as a solution to their problem then they start really thinking about like maybe this guy is on to something so now we're gonna move into the next part of the clothes and that's actually asking for the clothes right so this particular video is not about how to pitch i have another video about that go ahead and check out the link in the description or somewhere on the screen for you know exactly how to pitch but when it comes to the close you know after you pitch this is what you're gonna say once you you know share what value you give to the customer people love one-liners and i know you guys want some one-liners of exactly what to say so i'm going to go ahead and give you that right now so if you want to close you want to ask for the money after you pitch you can say something like this based on everything we talked about so far uh do you feel we might be able to be a good fit to work together right and it's a question and basically you pause right there and then the prospect it's their turn to talk and they're gonna think about that and they're gonna think about everything you talked about in the meeting and they're going they're going to say something like yeah possibly possibly so now you're getting the feel right if they say you know yes let's get started right away boom the deal's already done but if they say something like yeah maybe it seems like we might be a good fit possibly and then so you you're in the right direction right so after you you get a confirmation that they're actually interested you can say something like all right well what would you like to do now and you pause okay and when you pause you signal to the other person that it's their turn to talk you have to really pause them and let them speak and so once they speak they're going to say well um what would i like to do now well how exactly do i work with you and then you earned permission to kind of share your pricing and with the process it takes to actually work with you so after they ask you well how exactly can you work together you can say hey look typically we're gonna charge nine thousand dollars a month for these services but i really feel like you know we're a really good fit to work together i like you and i feel like we can actually get you some real results so if you can actually make the decision by the end of this week i can actually lower the price from nine thousand dollars to seven thousand dollars and we can get started right away and the reason is because you know i like you but at the same time i don't want to go back and forth and trying to find the right price i'd rather just give you a discount a fair price and you know but it's only valid if you are able to make the decision by the end of the week so in that situation you're you're basically um what you're doing is that you're setting the price high and then you're giving them a discount so they feel like oh you know this guy everybody likes me he's giving me a discount and you might be giving them a discount right and then from there if they can make the decision by the end of the week boom they're going to get the discount if they cannot make the decision by the end of the week then you go back to your normal pricing which is what and for this example it was nine thousand dollars now if you know that the prospect can make the decision right there on the phone right let's say you sell maybe something cheaper and it's easier for them to make a decision you could say like hey look if you are able to make the decision by the end of the call it will give you the special discount right now but it's only available if you can make the decision on the call so you know whatever timeline you want to create this is the magic you can either do it make the decision on the call if you know that people are willing to buy right there right then but other times in the sales meeting you can get the feel like maybe this person isn't going to make the decision on the call maybe they have to get approval from somebody else so you can say by the end of the week or by the end of the month and what you want to do is you want to incentivize them to actually make a decision whether it's a yes or no using these timelines now the reason why you want to do this is because most people don't use this technique they don't use timelines they don't use discounts and they'll just say like hey look if you want to work with me just let me know and then what happens is the customer or the prospect doesn't really get back to them there's no reason for why they should respond and then a week goes by a month goes by they don't get the deal they don't know why and it's because there's no timeline so you really have to make a timeline and you have to give people an incentive to why they should follow your timeline and if you're really giving them a discount and they feel like wow this guy really is paying attention to me and he's trying to get me the best deal they won't ghost you because you know you're really trying to help them out now if they love everything with the deal and they're going to make the decision on time they signed the deal boom you are done you got the deal congratulations now for people who have objections right we're going to show you how to handle objections and of course in a lot of sales actually you're always going to have objections so how exactly do you handle it when people you know don't say yes right away so let's say you do all these things that i said and the prospect says hey look you know i'm just not really sure if this is the right fit for me right they say give you a maybe right okay so what you wanna do is you wanna get to the truth of why exactly they're not buying right because you wanna yes or no a no is okay if it's not a good fit but you don't want a maybe because maybe it's like it's just a waste of time so on the call or in the first in person meeting here's what you wanna say to really get a feel of you know whether or not someone is a customer or not so you can say something like this hey look now i'm not trying to force you to buy anything but from our conversation so far it seemed like we were a really good fit to work together because of these reasons and then you list out the reasons now because of this i'm actually really curious can you let me know exactly what you would need to see if we were to move forward on this so i'm acknowledging that the prospect has an objection i'm not forcing them to buy anything my goal is just to get the truth of why exactly they're not sure right again i said hey look i'm not trying to force you to buy anything i'm just trying to understand where you're coming from so that we're on the same page right and then from there what i say is look i don't want to push you into anything but it seemed like i might be able to bring you a lot of value but it seems like you're unsure about something so what exactly do you need to see before you move forward on something like this and then they're going to say well patrick i need to see x y z right for example i need to have a guarantee i need to be sure that i get results i need to make sure that if we do this that it's going to work and i don't waste my money and time right whatever the objections are that is the opportunity for them to tell you so once they tell you what these objections are then you can handle these objections one by one but before you can even handle objections you have to be able to earn the right for the person to feel comfortable to tell you their problems right because a lot of times sales people are so pushy that the customer kind of clams up when they're doing that and they just they're just like okay i'm out of here i don't want to talk to this person he's just trying to force me to buy something but instead of being aggressive and pushy and you try to make it seem like and you are you're just trying to look out for them and do what's best for them people are a lot more open more comfortable and they're going to tell you all these objections and then you can one by one handle them and again it's not about like forcing someone to buy something right you don't want to trick someone into buying your product or service because if you do that they're just going to get mad they're going to ask for a refund and they're going to tell everybody like this company is not good because they have bad sales people instead you want to work with the customer find a solution right it's like solution selling and then actually you know deliver on those solutions and make their lives so much better because when you're selling from that position sales becomes a lot less sleazy a lot less sales oil salesman style and it's more about helping other people helping come up with solution and providing value and suddenly sales becomes really cool because you're actually helping someone um you know in their business and in their everyday life so that said that's going to be the general strategy when it comes to closing if you enjoy this video make sure to give it a like subscribe for more videos like this and i'm going to be dropping new videos every week so you want to make sure you hit that notification bell and if you want to take your sales game to the next level i got a free training for you it's amazing click the link in the description to get access to that free in-depth training on how to sell anything to anyone i promise you're gonna love it and let me know in the comments if you enjoyed this video what's the number one thing that you took away uh do you feel like this is something applicable for your specific role and i'm curious to know what results you guys are getting from using these type of techniques and if you want to learn more about closing and high ticket closing make sure you check out the video somewhere on the screen on my video on exactly what high ticket closing is so that's it my name is patrick dang hope you guys got some value out of this video and i'm gonna see you guys in the next one