3 Simple Steps To Close Any Sale

what's going on everyone i want to make a quick video for you guys about the only three things to say when closing or selling and the reason this came up was uh recently i was on uh i was coaching our sales team uh on just just going over game tape footage which is like hey how's you know let's let's watch the sale from yesterday you know what we could what was done well what was great what was bad what could have been improved etc and one of the the habits that some of our team gets in because our our sales team is really knowledgeable we call them business consultants because they really are i mean they really are business consultants you know what i mean and that's why sometimes it's harder to find good sales people because they have to have um a really high level of understanding if you're going to like the higher the level of the business that you're going to be selling the higher level of expertise the person talking them must have if they have no context that's why like low level transactional sales like if you're doing b2c you know supplement sales over the phone you really don't need to have an exquisitely you know knowledgeable uh a rep it's more about a very transactional process that's going to be very highly scripted minimum variability right whereas if you're talking about a complex business deal right um then you need to have a very good understanding of their business where there's potential opportunities et cetera right and so sometimes it can be difficult because you may want to switch and this is especially true when it's uh if you're the owner of the business or you're you know integrally involved in just a couple of sales people you may get into the mode of trying to teach which is one of the biggest um a mistakes but b um one of the biggest hard things to not do there's some good words um as a salesperson right because if you're trying to close a deal you want to educate the person but the reality is that's not they're not going to listen to you until they buy and so there's no actual point in quote teaching but you do want to coach and that's something that i was talking about with my team yesterday is the difference between teaching and coaching and so fundamentally there's only three types of statements that should come out of your mouth when you are selling number one and most likely to be coming out is questions all right so if you don't know what types of questions um like for us i i prefer question-based frameworks for more complex sales um and the reason for that is these are the types of questions that we would need to know the answer to in order to work with someone it's also the only way you can get someone to change their beliefs about something because ultimately the person especially the more complex the higher level the sale the the more the person has to come to the conclusion on their own that they should work with you and less feel forced or suggested hopefully that makes sense and so we should ask leading questions that lead them to the conclusion that they should work with you can solve their problems the second uh type of thing is a restatement which means uh after they say something you say it back to them which means that you understand and you are listening all right so it's like so what i'm hearing is this is the primary issue that you've been trying to solve this is what you've done so far and this is why it hasn't worked does that sound about right so that would be an example of restatement notice none of these things are our declarative statements of fact i'm not teaching them anything all right which is the same reason that people get in trouble when they do presentations to try and pitch they try and teach the thing is is person has to have their beliefs broken in order to take action and you're not providing value in a real way because the reality is they're not going to execute on anything you teach them they will only execute if they have their beliefs broken and believe you can help them and then that they can trust what you are saying this is like this was so hard for me to learn because in the very beginning when i started gym lunch i just wanted to go in and get on the phone and jim's oh no no your pricing is all wrong you got to do this you got to do this guy do this and they were just like take lots of notes and then end up getting off the call not buying and then be like well uh i don't even know who this guy is i'm just going to ignore it and so i didn't actually help them i thought i was helping them but i was not actually helping them and i actually heard this from talking more a good friend of mine he said everyone gets benefits from breaking beliefs only 10 of people get benefits from tactics and so you actually are providing more value on the call by questioning their beliefs because you're actually servicing a hundred percent of the people providing value compared to trying to give tactical advice that only one out of ten people may or may not use and likely the people who will use it are not buying from you so either way you're you're not benefiting your business and you're also not benefiting there's that was a huge thing that i had to break with my own beliefs and so then you might be wondering well if i'm only asking questions and restating things how do i close the deal great great question glad you asked all right and so what i like are short stories and so the reason we do this is that so we'd ask a question ask a serious question hey why are you here what are you struggling with where you at right now where you trying to go what have you tried so far how's that working for you um why is this important does it matter like within the bigger context of of your life and what you're trying to do okay great this is what i'm hearing i think this is why uh you haven't been successful would you agree with that does that make sense fantastic do you want to hear how our program works right so at that point you'd enter quote the pitch right which is where you're gonna explain how the services work this is where most guys and gals will just blab right they'll just talk and talk and talk and talk and talk and try and teach and about how they have this secret system in the and really uh i think russell brunson calls it technobabble it's like you talk about your periodization you talk about your plan or you talk about your programs you're talking about the softwares or whatever right the route is they don't care and so all we have to do realistically is tell a story that illustrates what they're going to experience as a result all right and so um if i were trying to sell uh you know i'll just use gym launch as a simple example so if i'm like listen fundamentally until you learn how to market your business you're never going to be free and earlier you said that the goal when we asked for context is that you want to you want to be free you want this business to be able to run on its own um does that sound about right yes okay cool well then then do you see a world in which you're going to be able to outsource the most important part of your business which is acquisition lead generation lead nursery and sales do you feel like there's a world where you can just offload that responsibility and then somehow have a reliable business because what if that business goes out of business which is likely happens all the time then what right you're never actually going to be free until you learn this which means you have to confront this either today tomorrow or 10 years from now but you're going to have to do it does that sound fair does that make sense right and so here what i'm doing is i'm trying to i'm telling i'm telling a story to break a belief i'm not saying let me show you how we're going to teach you how to market instead i'm saying we have to at least come to an agreement that you need to learn this skill does that sound fair yes and then the next kind of mini story and if i if they didn't understand it then it would be like well this is the difference between giving a fish and teaching a man to fish right now you need to learn how to fish for yourself right in order for this business to be sustainable for you right right and so these are little analogies that you've already pre-packaged if i was selling weight loss i would say something like all right well fundamentally you know fitness nutrition accountability you need these three things fitness-wise you're gonna have to come and work out here we agree that you need to work out right right why haven't you been working out so far i don't know how fair enough is it also because you're not motivated to do it yes what if you actually what do you what something that you like doing well i like doing i like watching tv cool what if what if working out was something that you could look forward to as much as or more than watching tv if you liked working out more than watching television which one would you think you would do why probably work out right so our goal is not to get you to work out but learn to like working out more than watching television if we can accomplish that then we're going to solve this problem for good does that make sense yes notice i told them they're going to have to work out i did not talk about the the the new the exercise selection we're going to do the programming how we're going to ramp up their volume their undulating periodization the fancy exercise like none of that stuff we talked about because it doesn't matter we have to just come to an agreement that this is what we're going to be doing to solve the problem does that make sense yes fantastic when we move forward right and so you'll have these pre-packaged ideas and other examples if i if i had somebody who wasn't i'm giving you these examples to hopefully drive the point home if someone said uh you know you're gonna have to change the way you eat for example and i'd say okay well you've probably tried stuff in the past right i'm not gonna talk to him with a [ __ ] meal plan right it doesn't matter right it does matter but not in this conversation it does not matter fundamentally you're going to change the way you eat because what you got like why you are here is because of something you are currently doing does that sound fair right okay cool so again with this example i'd be like well do you like cake do you like cookies yes okay so then the key do you think you could not eat cookies for this your life do you think you cannot eat cake or not eat ice cream thrust your life do you think that's reasonable no i don't think that's reasonable cool so then we have to figure out a way for you to eat the things that you enjoy and still lose weight and do it in a way so that you look forward to it because at the end of the day if you like the food more than you're currently eating you will stick with it does that sound fair yes because do you think that you can sustainably give yourself willpower for the rest of your life no okay well then can we agree that all we have to do is just simply figure out the foods that you will like and that's an iterative process for us and we'll walk through it but the end goal is that you will like this more than you're currently eating and as a result of that will stick with it which means that over the long haul you'll get to where you want to go does that sound fair yes notice again this is an explanation this is a this is a mini story this is an analogy that we'll use and you should have multiple of these so you can drive the point home if you feel like the prospect does not understand what you are saying right and so this is where we are we are coaching based on beliefs we are not explaining or tacticalizing or technobabbling about our program because fundamentally it does not matter they don't care nor will they listen they're not even paying whenever you have a monotone you can see it in gong recordings if you don't if you don't record this you can see talk time you can see where engagement goes down and in invariably it's when a salesman gets to this part of the pitch and then they talk for five minutes straight no one cares i'm sure like i'm sure that when you've been if you've ever been sold something you feel like the person isn't listening to you right and so what i can say is the best way to sell is to have the person feel like you understand them and the best way for someone to feel understood is for you to actually give a [ __ ] if you actually give a [ __ ] you will know what questions to ask in what order because those are the questions that you would naturally ask the reason scripts were even invented is to mimic or structure a conversation between somebody who cares and someone that they can help that is what a sale is is we're we're breaking their beliefs we're coaching them to the conclusion that they have not been able to make up for this point which is that they need to work with us in order to solve their problem and we should be okay with the fact that i would like to provide value to this person so that i can break their beliefs around this whether they work with me or not this is still the type of solution that they're going to need and if you can approach it like that you stop having your ego tied up in your closing percentages in your numbers and instead you start helping people on the phone and by extension you will sell more deals all right and it's not by proving your expertise and and ego ego babbling about how smart you are right instead it's asking them questions making sure they understand that you're that you're tracking what they're saying asking more leading questions restating what they said and then when they ask you about how they could potentially work for you then and only then you give them the stories to explain how it works that's the deal and one of the big rules that i was hitting on with our sales team yesterday is you do not pitch the program until you believe the person will say yes lawyers do not ask questions they do not already already know the answers to no guy most guys don't propose to someone without already know the person's gonna say yes the the take rate on proposals is very high right let's be real most you know girls say yes to a proposal most right i'm not saying all but most do and sales should be the same way if you feel like you don't think you're going to close this person do not pitch them continue to stay in this circle where you are asking questions and reinstating and clarifying until you can eventually find that that piece that thread that was unexposed that you need to pull to then get them to say that aha that's the issue right and so from this the three things that you should be using when you're closing is you should be asking questions you should be restating what they said and then once you've exhausted these pieces where it becomes obvious that they you need to move on the sale only at that point they'll say well how do i how do i work with you how does the program work they should be asking you or you can at the very least say would you like to know the programmers i think it might be a good fit for you at that point they can give you permission to say yes now if someone says yeah hey hey tell me how the program works it's like no i don't think we're ready for that right now i need to understand more about your business otherwise it's not gonna it's not gonna make any sense i don't have enough context right and again when you do that you can retake the frame in the conversation if someone's commanding you around you're not going to close the deal right and so a lot of times usually within the first five to 10 minutes you can tell whether you're not going to close the deal most people most experienced sales people know by how the first five to ten minutes go whether this person's really even five minutes um you can tell whether you're gonna be able to close this person or not and if you don't feel like you're gonna be able to close this person it means you need a state shift you need to shift the frame and the only way to do that is to ask questions that are challenging one of the things i have my team say is closers ask hard questions right is ask questions that are going to challenge their current paradigm if they're in a current paradigm that they're getting on the phone because they want to prove to themselves that nothing's going to work for them then you need to say it sounds like it sounds like you're out a lot sounds like your business is kind of there's no way for you to succeed does that sound about right and then they're gonna sell you on why you're wrong but by selling you and why they're wrong they're taking a contrarian stance which then proves to you that there is a way rather than saying no i think you can be successful they're like no i can't be successful right and so understanding that before you get into your pitch the person must already be sold on working with you is one of the biggest things i can give you right now so if your script has too many paragraphs and too much explanation and all of that stuff then it's off it just needs to be questions and restating for clarification that you are hearing what they're saying and asking the next natural question that will lead logically to them working with you and asking the question at the end which is well how do i do this that sounds amazing that's exactly what i want like how do i move forward with the details etc and then at that point you say cool this is how it works ready to rock and roll all right fair enough hope that makes sense keep being awesome lots of love and i'll see you guys on flip side bye

Channel: Alex Hormozi

Views: 12,726

Rating: 4.9956093 out of 5

Keywords: Alex Hormozi, Alex Hormozi Business Tips, Alex Hormozi Gym Launch Secrets, Hormozi, Business guides, Business tips, Skillsets, Skill Stacking, The Game Podcast, Sales, Sales Training, how to close sales, high ticket sales, how to close sales over the phone, sales tactics, sales training videos for beginners, how to sell anything to anyone

Id: CojS0DwflXc

Length: 14min 14sec (854 seconds)

Published: Tue Mar 09 2021