When it comes to closing deals, you need to make a connection with your clients, figure out their specific problems and understand their distinctive needs. Persuading customers takes more than just presenting general solutions; it’s critical to pay attention, build rapport, earn their trust and take control.
“Pay attention, build rapport, earn their trust and take control.”
Let’s take the live sales call video below as an example.
The salesperson initially says that he will call back the client in a month, which could potentially cause the customer to lose trust and turn to another company for a better, faster solution.
Then, sales training expert and bestselling author Grant Cardone steps in, immediately creates a connection with the client and turns the call around.
He demonstrates key sales techniques to close a $40,000 deal successfully on the spot. With his immense confidence and tried-and-tested sales approach, Cardone manages to unveil the client’s goals and handle price objections.
Here’s the video:
Nervous that you won’t be able to pull it off like Cardone did? To help you seal the deal, we’ve analyzed the video and discussed the sales process step by step.
Take note of the following sales techniques to establish long-term business smoothly with your clients.
Step 1: Let the prospect reveal their problem.
“Why did you look at it in the first place?”
When Cardone asks this, the customer then responds that he has an interest in training people, particularly getting his own employees trained.
Let the client explain what issue they’re dealing with, and make them feel comfortable to share their hardships. It’s important to determine what exactly they want from the deal and how your product or service will benefit them.
Step 2: Dig deeper and keep asking “Why”.
In the next few minutes, Cardone further delves into the problem and attempts to identify the main goals of the prospect.
Why do you have an interest in [having your people trained]?
Do you feel like you’re missing out on an opportunity right now?
With these key questions, Cardone discovers and pinpoints that the prospect called because he wanted to increase his revenue by having his salespeople trained to handle situations more adeptly.
Be sure to pay close attention to what your prospect is saying, so you can determine which solutions would work best for them. Asking “why” is a powerful sales tactic to uncover the desired outcome of the prospect, understand the real reason they need to solve a problem and motivate them to choose your proposed product or service.
Step 3: Demonstrate compassion and care.
“What’s more important to you?”
“What problem are you trying to solve?”
Demonstrate compassion, and make the client feel that you truly care about helping them instead of simply locking down the deal. This way, your prospect will respect and put their trust in your judgment.
Allow them to share their thoughts and discuss their plans. However, make sure to take control of the conversation and strategically interrupt without making the prospect feel that you’re rushing the deal.
Step 4: Overcome the price objections right upfront.
“So you didn’t call to save money, but you called because you want to [repeat their desired outcome using their own words].”
With this statement, Cardone takes the price objection out of the equation right upfront and reinforces the idea that budget is not an issue, considering the benefits the client gets in the long run.
Assure the prospect that they have your full support and you’re ready to help them achieve their goals.
Step 5: Reveal your price and make the prospect think when the last time was that they spent that much.
“When was the last time your company spent [$40,000]?”
Listen carefully, then ask…
“Have you ever had a time that it didn’t work?”
Get the prospect to realize the value of the solution and how they will benefit much more over the long term compared to the cost. What customers really want is value, and they want products and services that genuinely solve their problems.
If you’re certain that what you’re offering is the right fit for your client but the deal is hampered by price objections, go back to their needs and goals and focus on selling the full value of your product or service.
Step 6: Take control and cement the deal.
Now that you’ve demonstrated how useful your solution is, translated its value into actual numbers and convinced the prospect, the negotiation should move forward smoothly with you taking full control. Find out if the prospect has an urgent timetable, and make them feel that the best choice is your company and the right choice is now
Step 7: Be aware (and look for) of any hidden obstacles.
“Do you have any concerns in doing this?”
“Would there be any reason you would change your mind?”
Now that you’re approaching the end of the sale, ask the prospect to be direct with you and find out if there are any other potential deal breakers causing them to hesitate.
Address these issues and keep reminding the client the value of your solution until they’re completely ready to get started without holding back.
Step 8: Be more personal and show appreciation.
“What’s your address? I want to send you something from me personally as a gift.”
A personal gift is an excellent way to say thank you upon successfully closing the deal. To make it extra special and heartfelt, try to include a customized handwritten note along with your package.
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