Saas inside sales model in vendor negotiations

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why do you want to stop selling and start closing you see most people they don't know how to communicate fewer people know how to sell and almost no one knows how to close there's a very big difference between selling and closing you see in any sales conversation in any sales environment in any sales meeting you do not get paid by selling how many of you know people who just sell sell sell sell and they don't get paid ready to turn off the prospects you only get paid when you close a sale so I want you to think about the difference between a salesperson versus a closer you see a salesperson they would push they will use very aggressive tactics when you think of a traditional salesperson what comes to mind comment below right it's snake oil it's scam nice slimy it is pushy versus a closer how do you know what you are a good closer after you've done a sell after you close a prospect when your prospect says thank you thank you for helping me make this this decision thank you for helping me move forward that's when you know you are a good closer so there's a big difference salesperson and a closer you see today I want to teach you something very very critical why you should stop selling and start closing and what is the most powerful way that I know of to close and it's not what you think today I'm gonna teach you what I call value in advance write it down the formula is called value in events now you can see on my social media I have millions and millions of followers and every single time when I make an offer when I sell when I try to close a sale instead of waiting for the phone call or waiting for the the meeting face-to-face to do all your closing that is very difficult because you only have a very short period of time to persuade and convince a prospect to say yes instead I believe what you need to do need to do a lot of work before you even open up your mouth a lot of work needs to be done before even say a single word in one of my previous videos I talked about this the best way to sell a box of chocolate is what is to give people a taste one piece of chocolate if they like that they want to buy the whole box it's exactly the same in closing I don't want to count on closing that closing pot that conversion part that face to face on the phone part to do all the heavy lifting I want to start closing weigh in events and the best way to do that its value in events how can I provide value to someone in events for someone who is consuming my materials watching my video consuming my content when I will leave something when I make an offer the trust is already there that it's easy for them to say yes let me give you a perfect example let's say you are a martial artist and you are teaching someone how to be a black belt and of course you're not gonna be a black belt over night there are series of steps you need to go through in order to attain your black belt let's say the very first step is you need to learn how to do a proper stance okay that's the first step and then you need to have some basic flexibility how to do stretching stretching exercise and then basic punching technique and then basic kicking technique let's say and then you learn some jumping kicking technique and then later on you also have power and speed endurance let's say it takes you seven steps to get from point A to point B you with me so the best way I can convince someone to say hey I am the guy that could teach you how to be a powerful human weapon how to be that confident black bear now instead of telling you how good I am I know it takes you seven steps to get to your goal all I need to do is provide value in events let me teach you through my content how to do a proper stance let me get you to that first step now I'm not gonna get you to the the end goal but I'm dedicating a first step I might even teach you some basic stretching exercise that you can do from the comfort of your own home did help you become more flexible get you to almost step 2 now what happens is this that if I am the person that gets you from point A and then point B not to toy put doctored it and go yet but you are already getting your auric getting value from the free information the free value I'm providing and what the prospect is thinking is this Wow if I'm getting so much value from the fees free stuff right if the free stuff is this good I wonder what the pay stuff is gonna be like and that's exactly how the value in advance formula works you don't wait till when the money takes place the transaction takes place to start closing you started closing from the beginning when you're delivering value to the marketplace you provided so much value in events when you make an offer your prospect is like this is no-brainer of course I want to buy I'm already getting so much value you help me solve the first two-step problem I know I five more steps to go of course you are the man you're the woman you're the company that I want to go with instead of trying to convince them you don't know me you don't like me you don't trust me give me some money no give them some value upfront help them solve some problems up front when you do that through social media through video through education through content that's a smart way to do it you can do this on a massive scale you're impacting so many people's lives and you're adding so many so much value to people's lives when you make an offer it's easy so when you do make offer then it is just the moment when you realize all the all the hard work they have done in the beginning so you're not selling selling selling trying to use some gimmicks or techniques or whatever tricks try to close people and this time in place for that but you don't need that I bet I have so many students if you're watching this comment you've gotten so much value from my free content and then by the time I make an offer and you're like Dan is the guy of course I want to learn from him I want him to be my mentor why because I've done so much I combined in a strive to combine my branding my education my marketing in closing on its one thing instead of isolated component I treat them as one I strive to get to a point where it's automatic closing where the closing is natural where it's not forceful that people are happy to be closed and that's exactly why you need to stop selling and start closing I'll teach you one more thing before we go and that is this every single time you offer something every single time you you make an offer you want to strive to deliver 10 times more value meaning this this is what I truly believe it is my motive business if you sell something for a hundred dollars what can you do to strive to deliver ten times more value that's a thousand dollars worth of value when you charge a hundred dollars when you can do that it's easy it's easy to close because people can see the value it's a no-brainer that they want to buy they are happy to buy from you because they can see how much value you are delivering so I want to think about this how can you implement value in advance in your business how can you deliver 10 times more value what can you do and I want to leave you with one thought and that is this closing is not something that you do for somebody closing is something that you do for somebody