Updated: April 12, 2021
The most important Sales Skills are identified
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We now have students in over 150 countries. Now it’s the ninth season that we have. If you want to learn the skill, the art and science of closing, no BS, no nonsense, what works right now, when it comes to selling premium products or services.
I look forward to seeing you in class. nothing is more frustrating when you spend all that time and effort talking to a prospect and at the end you don’t close the cell today I’m going to teach you three most important skills that you must understand and master in sales if you want to be a successful entrepreneur or a successful sales person you see most people don’t know how to communicate if you will know how to sell almost no one knows how to close if you are sales person.
if you are a business owner it is your duty it is your obligation to close that sale now maybe they’re kind of close that happens maybe it happens after a presentation that you have given in a conference room maybe happens over the phone maybe happens in a shop maybe happens in a showroom or maybe happens in a home kind of setting or maybe happens after you do an online demo whenever and wherever a closed that is supposed to happen it is your responsibility and your responsibility alone to close that sell most sales people do not get this right you get very good at everything else they are very good at prospecting all maybe they get very good at a cold calling they are doing very good in terms of outbound or.
they’re very good at giving presentations all they’re very good at giving people gamble online but unless you close that sell nothing happens you become a very very good presentation giver you become a very good demo guy and guess what those things don’t get you to the bank closing is the only thing that gets you to bank it so today let me teach you three things there’s three skills that you must know three important skills you must master if you want to learn but sales skill number one the ability to emphasize with your customers you see if you’re selling low ticket item of your selling commodity you’re working a retail shop people come in they grab and go or you’re selling something that’s like transactional they just show them the aisle or you show them stuff well you don’t really need to have empathy because you’re just providing a quick answer a quick solution however.
if you’re selling anything that is significant if you’re selling something that’s like high ticket you need to have deep empathy one thing I always say is this people don’t care how much you know until they know how much you care when you are selling something and a higher price and a higher transactional value your customers need to know that you’ve got their back and you have to be able to connect with people you know what if you want one big secret when it comes to having tremendous success when it comes to closing here’s one give a damn actually give a damn about the well-being of your customers give a damn about the results give a damn about their outcome when you give a damn if your product or service are not a good fit you’re gonna tell.
them it’s not a good fit if there’s other people there are the people that could provide a better service better than you you will not hesitate to recommend that to your prospect that is what I’m talking about giving a damn and was doing a roleplay with one of my students during one of our live classes right we were doing roleplay and he was saying all the right thing he was asking the right questions and kind of following the formula right saying the right words but I said you know what you’re not gonna close and it’s like oh how come I’m saying all the right thing I’m falling the formula I said I don’t feel like you give a damn I don’t feel like you care there’s no empathy you’re like a robot all your answers and questions are so mechanical and so robotic I don’t feel the connection I’m not able to connect with you if I don’t connect I now don’t.
do that you care I’m not gonna buy and at first he was puzzled he didn’t quite get us and do it again and they do it again he’d do it again and do again and then finally after multiple times is it now that’s better now it comes across that you actually care about their well-being very very important to have the ability great closers have the ability to develop their deep connections with their prospects skill number two and that is the ability to uncover challenges and discover your prospects pain points.
I always say no ping no cell the problem is is not that you don’t know how to sell the problem is you don’t know how to diagnose most salespeople they talk too much they don’t know how to ask questions you’re losing sales not because you don’t have product knowledge you know your product or service is very very well you’re losing sales because you cannot diagnose exactly what your prospects problems and concerns are see your product doesn’t drive sales nobody cares about that problem twice sales in order for you to motivate inspire and empower your prospects to buy right now you need to be able to understand and diagnose exactly what their problems are does that make sense so think about this is where they are at where your passback is at this is where they want to go from where they’re at to where they want to go guess what this is a gap there’s this gap it is your job as a closer to make the prospect understand how your product or service or solution can bridge that gap if you don’t understand what this gap is you’re not gonna close to sell if all you do is keep pushing your features and benefits they’re not gonna buy that doesn’t motivate them to buy then you’re gonna get objections like yeah you know what that sounds good.
hey I want XYZ and they might think it’s Y see that’s what’s gonna solve their problems but actually the action needs something else maybe they need DFG right they need something completely different but they don’t know it’s your job to help them understand it’s also your job just goes beyond in just your products and services it’s your job to understand the big picture and how your products or services that’s fit to help them solve that problem you cannot do that.
if you don’t have the ability to uncover challenges and diagnose their problems skill number three and that is the ability to handle objections now if you’ve seen this a lot people talk about how to handle objections in sales you know your prospect says this then you’re gonna say that this is how you’re gonna respond is how you gonna reply all that is good but my approach when it comes to objections I actually do not like to handle objections because the way I see it is if you’re thinking about handling objections you’re being reactive you’re waiting for the prospect you say this then I’m gonna do that it’s like a martial art right someone throws a punch and then I’m gonna do this and then he throws a kick then I’m gonna do that you’re always playing catch-up you’re playing defense right I would much rather play offense I believe the best defense is a good offense.
I like to preamp objections I like to set the agenda so objections don’t even come up done properly objections don’t even come up and another thing that I believe in is I don’t use the script a lot of sales gurus or trainers they want to teach you okay this is a script that you use this is exactly what you’re gonna say this is how you say line by line I compared that it’s like you’re going to a boxing match with a predetermined plan I’m gonna throw a jab and then he’s gonna do this and I’m gonna throw a hook I’m gonna throw it cross I’m gonna throw over cut it is you cannot pre-plan too much you need to have flexibility loosely set you got to be like water my friend right to be able to do that I much prefer to Priam objections versus handle objections p.
it’s proactive handling it’s reactive there are better and smarter ways to sell and clothes you don’t have to do what everybody else is doing there are better ways to do this I teach a methodology called high ticket closing we now have students in over a hundred and fifty countries now is a ninth season that we have if you want to learn the skill the art and science of closing no BS no nonsense what works right now when it comes to selling premium products or services click a link here here and join us on Nick seasons starting very very soon so go ahead check it out see for yourself why do we have so many successful students why do we have so many successful closers there’s a reason for that so go ahead join us I look for a singing class.
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