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Dave Cook, Donald Kelly, The Sales Evangelist Podcast, Closing

TSE 933: Closing Strategies That Can Be Used By People at Any Level In Any Industry

Dave Cook, Donald Kelly, The Sales Evangelist Podcast, ClosingNo one wants to discover at the end of a sales process that the prospect isn’t planning to buy. So how can you improve the odds that your prospect follows through? What closing strategies will improve your odds?

On today’s episode of The Sales Evangelist, David Cook, author of How to Be a Great Salesperson… By Monday Morning!, discusses closing strategies that any seller can use in any industry to close more deals.

Closing

When we do our jobs properly, our prospects can’t help but buy our products and services.

Even though we’re all constantly using computers, sellers have to humanize the process. When people call your organization with questions, they want to talk to someone who is more than a robot with a heartbeat.

David begins with a cough. It sounds strange, but he explains to his prospects that he picked up a cough while he was walking his dog over the weekend.

Now your prospect knows you have a dog, and if he has a dog, there’s common ground. The prospect is no longer talking to a robot.

People are dying for the human touch. They crave it, so give it to them.

Urgency

Make sure to say your customer’s name over and over. Every time you do, you’re breaking down barriers. If you’re making a really strong point, make sure to use the prospect’s name.

Also, urgency separates the stars from the superstars. If you don’t create a need for the prospect to act now, why would they?

The first moment they hear about your product is the hottest they’ll ever be. They’ll get involved in other projects as time goes by, and they’ll cool to your product.

But how do you create urgency without being pushy?

Talk about the company as an outside entity.

“They’re allowing me to offer you x if you act by this date.” It isn’t you making the rules; the company is making the rules.

Position yourself as an advocate for your prospect.

Confidence

You must expect the sale. You must stay positive.

In the example of real estate, when you’re showing a home to a prospect, refer to it as their living room, their swimming pool, and their kitchenThe more times you refer to it as theirs, the more likely the customer will subconsciously start to think of the house as theirs.

If you build a burning desire within your customer to acquire your products and services, there’s no dollar amount in the world that’s too much.

Humor

Make your customer laugh.

Within a first few seconds of talking to you, they’ll decide whether or not they are going to buy from you. Get them laughing immediately.

If you make them laugh, they are on your side because their brains release endorphins that make them feel good.

Happy people buy and unhappy people do not.

Believe

You have to believe in your heart that your customer is lucky to be talking to you. You must believe in your product.

If you don’t think they’re lucky to be talking to you about your product or service that will make their lives easier or help them impress their bosses, then why should they believe they are lucky to be talking to you?

Your customer will pick up on it if you don’t absolutely believe in your product.

Believe that you have a moral obligation to share good things with your prospects.

“Closing Strategies” episode resources

You can connect with David at his website, salestrainingonthego.com. You can also grab a copy of his book, How to Be a Great Salesperson… By Monday Morning!

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

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Donald Kelly, The Sales Evangelist, Kati Whitledge, Sales Podcast

TSE 374: Sales From The Street-“Help Them Open Up To You With Their PAIN”

Donald Kelly, The Sales Evangelist, Kati Whitledge, Sales Podcast

Today’s episode on Sales from the Street features Kati Whitledge. This is Kati’s second time on the podcast and once again, she’s dropping a bomb of tremendous information where she’s giving us key insights and things we can apply to our business to help us become more successful.

Being an entrepreneur, podcaster, speaker, and author, Kati is a real hustler, captaining her own ship so to speak. Listen in as she talks about a major challenge she faced in her business and how she handled this to maneuver her ship in the right direction.

Here are the highlights of my conversation with Kati:

Kati’s major challenge:

Selling the features and benefits (and thinking that alone is enough!)

What Kati did to fix this problem:

  1. Identify the customer’s pain point first.

Then you know exactly what to sell to. Dive deeper into those pain points to discover why it’s happening. You can’t provide a solution to a problem until you know what the problem is.

  1. Quantify the pain.

Find out what the pain does to the client everyday? What kind of time are they investing in it? How is it affecting their bottom line and culture of their organization? Quantifying pain is not on financials but also involves time and energy. Unless you’re able to quantify their pain, you won’t be able identify the value.

  1. Practice, practice, practice.

Find someone else who’s in sales in a non-competing environment who’s willing to get together with you for coffee and practice talking to each other about these things including some verbiage, getting to those pain points, and how you respond and quantify the pain points.

Results Kati had from correcting her course:

More in control of things for having a process

Time-saving

Psychological wellness

Building real, lasting relationships with clients

About Kati’s Meet Your Stylist:

  • An online marketing tool for hair salon owners
  • A client fills out a unique survey where they will be matched with the top three stylists at your salon that will be the best fit for them.
  • A way to make sure your client retention improves (Quick fact: Only 3 out of 10 new clients that walk through the salon’s door is going back for a second time)

Episode Resources:

Visit Kati’s website www.katiwhitledge.com or connect with Kati Whitledge on Twitter, Instagram, Facebook, and LinkedIn.

Overcoming Fake Talk by John Stoker

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