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you so if you take everything that's in 300 sales books six or eight of them are essentially how to close a deal the whole books about closing and the 20 largest global training companies and take everything about closing and you try to simplify it you can boil it down to six closing principles sir by ready for a challenge all right quiz question first raise your hand if you're a good closer I'll rephrase that if you know how to close the deal raise your hand yay one you too all right to two good closers so ready for the challenge I have never met a salesperson worldwide in 22 developed countries where we've trained who knows all six closing principles the narrow science behind it now lowers what's the what's the neuroscience behind the closing principle and the data behind it which means what happens if you don't if you don't use that particular principle so everybody ready for that challenge all right here we go closing principle number one can you close before the buyer is ready if you try to house to come across to the butter pushy awkward yucky awful and may kill the probability of ever getting the sale and the reason from neurosciences as soon as we come across as too aggressive or too pushy from the buyers old brain the image of the pushy Carl's car salesperson flashes up they attach that image to you and now with what's the probability sale going down to anything from the Carnegie Institute 10 it's really low it's like five percent hello as you may want that car and that particular model is the only one on the lot and know that as always you're going to buy it no matter how bad the salesperson oohs closing principle number two if the buyer is ready we don't recognize that we keep on chatting and selling and showing more power point and more our models on her cell phone and technology on our iPad how long before the buyer gets bored frustrated upset thanks for a business bozo and shifts back to know and stays there how long do you think it's not very long in fact it's dependent on those four personality styles so for the high ego drive people only a minute or two the lower you go drive people the more cautious thoughtful people is only several minutes so if the buyer is ready and we never propose a clothes and they shipped back to know what's the probability of getting the sale now what's it gone down to do you think way down to ten percent meaning ten percent of the bars are closed himself because they want your stuff so badly doesn't matter how bad you are they're gonna buy it third closing principle have you tell how do you know what it's exactly the right time to propose the clothes because you are positive the buyer is going to say yes so Parviz in the dialogue isn't it's the way the conversation is going they're talking about timing implementation collaboration teamwork pricing whereby agree you can kind of tell the way the conversation is going that's forty-five percent of the signals the other fifty five percent body language if you see a mismatch between the buyers lips what they're saying and what the bodies of the buyers body showing so there's a mismatch which one you always know to believe body language other true signals who's better by the way I've asked this of maybe 25,000 sales people over all these years guess how many people said oh no no it's the buyers lips they're to the true signals how many people too and they misunderstood the question who's better interpreting by language men or women that's this question of 25,000 people guess how many people said then we're better the same two so why are women better I know they're better at everything but I mean why are they better this specific activity reading body language how come well it goes back to neuroscience back to neuroscience since the Mars Venus of our brains are wired differently so the male brain is either right or left brain dominated the women's brains are connected and many more connections called synapses so it makes women much better at multitasking they can keep two balls in the air if you watch your wife right or a partner with doing all this stuff at the same time we men are great linear thinkers we can do one thing well at a time it also makes with all these connections it makes women more perceptive or intuitive so they naturally among other things read body language and we men don't it also goes way back to evolution the male went out to hunt the female stayed behind to watch the kids she had to be very aware of her surroundings didn't she so she didn't get eaten by a wild animal or hold off by another hunter so the male and female brains have just developed differently I'm sure we've all heard the Mars Venus stuff that's essentially that's all that books right all based on neuroscience so in other words we men have to learn to interpret by a language for women it just comes naturally it's what advantages women have over men and sales kind of interesting here's an example men remember when you were 13 or 14 remember how difficult it was to figure out exactly the right time to kiss the girl remember that any of you men figured it out yet I had a middle-aged guy in training what's the other dude recently he said I know when she's asleep this is not politically correct huh so it's a combination of the body language and the dialogue to let you know so here's why this is the weakest skill of all skills in developed countries two-thirds of the salespeople are men so here's the data behind it true in the u.s. true in China true in Canada so two-thirds of the salespeople were men only ten percent have had the training to be able to interpret body language as well as women so since they can't read body language most men they get close to the closing point they know one thing for sure they don't want to try to close too early because they know the negative effect it has on people so they beat around the bush they ask what are called week trial closes there's books written on how to do week trial closing they ask week trial closes they beat around the bush they hope the buyer will close themselves what percent of the buyers will close themselves only ten percent and they lose a sale that's why this is the weakest skill that's the data behind it now that all heard the late great Zig Ziglar by two great motivational sales speaker trainer he has 100 pithy statements we've covered a couple no sales no company you never get a second chance to make a person pressure and he's got a whole bunch of them does anybody know his pithy statement about tinted salespeople yes timid salespeople have skinny kids it's bad isn't it all right fourth closing principle the buyers wanted to paragraph clothes they want a real definitive short closing approach for example Bruce would you like to get this project started this year on jun 15 is there any ambiguity and what I've asked Bruce for I just directly asked Bruce bit of business haven't I so buyers want a direct clothes and again most male sales people don't want to give a direct clothes because they're afraid it'll come across as pushy they're not quite sure so they give a mushy clothes fifth closing principle once you propose the clothes how long should you be silent so another Ziggler pithy state but he who speaks next losses or as Jill konrath another famous motivational speaker will say she who speaks next owns the product now the car from the Carnegie Institute this silence never lasts longer than 30 seconds but how long can 30 seconds seem forever so what's the rationale behind this what's the neuroscience why should you be silent to the bio response how come this is all 15 us sales training institute classes throughout every book on sales once you propose the clothes be silent let the bio respond how come you don't want to give him a chance to change his mind that's actually part of the six closing principle which we're not quite to yet you don't want to interrupt the buyers thinking because in many cases the meijer the buyer may be thinking they may be processing what you said they make be comparing what you said to what others have said they may be considering and so if you interrupt their thinking they're no longer thinking and does it come across as polite or rude rude so that's the reason you should never interrupt the buyer let the buyer respond because if you speak next actually comes across as rude and actually you look at the advice behind this everybody's kind of heard he who speaks next losses but how about you're sitting in the chair waiting for the bar to respond should you wiggle around a lot no so the second part of the advice is don't eat anything that would distract the buyer from considering and thinking the six closing principle so you've shaken hands everybody's agreed so what would be the sixth closing principle you were getting to a Jeff stop selling quick trying to don't try to upsell cross-sell shift discussion of whether sports ice fishing whatever what's the reason for this they've made their decision but why not keep talking about the deal you could say something he could regret I'll just give you two examples for me so my old engineering company i'm in the pentagon we're selling a two-million-dollar wargaming simulation i'm the sales guy selling to the Navy captain and I've got my smart guy PhD physics wargaming expert guy the technical guy and then there's the Navy technical guy PhD ops research the technical buyer so we got the user buyer in the economic buyer in the Navy captain he's both and the technical buyer I close the deal with a navy captain he agrees my smart technical guy keeps talking to the navy smart technical guide and after about five minutes the navy smart guy says I didn't realize your simulation didn't cover that now where were we back to back to square one took two more months to reclose the deal so you'll hear a lot of the top salespeople say to technical buyers and the trouble with technical buyers of courses they're very smart aren't they they know a lot and so do they want to share it with a customer or not actually they're dying to share it and so if you're taking technical people with you on the sales call tell them once i get the buyer talking and annie's analysis if you interrupt the buyer I will kill you he was notorious we all tried to kill him secondly tell the technical guy once I propose the clothes to the buyer if you speak next I will kill you and third once the buyers agreed if you keep talking about the deal I will I'll kill you so here's another example so every now and then I get involved with I usually coach CEOs or sales managers I used to coach salespeople 10-15 years ago but now we have three great women to do it so I don't do it much anymore but every now and then if we have a lot of business with the company and it's the son of the owner and he wants me to coach his son I'll do it so I'm coaching one of these about a year ago he's selling CRM hey actually doing pretty well by the way to eat the son of the owner usually have a lot of aptitude for sales michelson exceptions no so he's selling a CRM system to the CIO the manufacturing company and you don't see this on a video in a bit and he gets right down to the end and he says she agree in they shake hands he shuts his laptop town he gets this huge infectious smile on his face and he says thank you so much he said because you know this will be the first time we've implemented CRM in a manufacturing company like yours suppose the buyers reaction the first time was it so that's the sixth principle once the bar is agreed quit talking about the deal