Do This, You Will Close More Deals

Recently I’ve been reviewing a few sales calls for clients to make sure their sales teams are dialled in.

And much to my dismay, there are a few key areas where they can improve.

It’s not any of the BS objection handling stuff you see online either.

It’s just what actually works and has an impact.

The Best Way To Improve At Sales

People talk about ‘framing’ and ‘status’ on sales calls - but the truth is if you are talking to a business owner who makes 10x what you make and has far more experience than you, you will look like a buffoon when you try to use the internet hacks.

The only way to ‘control’ the conversation is by actually knowing what you are talking about, and having something the prospect wants.

For example, yesterday I was talking with a potential prospect/partner who has previously exited for $200m+.

The reason he was on the call:

I sent him a case study of how I can do something far better than what he can (with proof)

There were no ‘hacks’ required.

And when he got on the call - it’s not like he’s pushing back and trying to ask me questions - he is curious and willing to go through my process because I held the cards.

There’s no ‘frame’ that you can manufacture artificially. You’ll look dumb.

You need to have the competence and know-how that will make you valuable enough to talk to.

To grow your competence:

• Get better at your service and get results for clients

• Do more reps

• Get more experience (through training and learning from more people)

• Gather more industry knowledge through trusted sources (eg if you do FB ads, read algorithm updates from FB etc)

And if you have a sales team, you need to be training them on your service and how it works too.

If they’re gonna talk to high level prospects, they need to know how these things work and be improving their awareness and knowledge too.

Or they will simply get mogged, because your sales reps are probably not as rich as you either, so they will naturally be more hungry for $.

The other two things that will help you improve:

• Indifference

  • You will get better at sales as you make more money. Less desperate, less likely to sign bad clients, higher status. Simply put. I talk about this in my new YouTube video (link).

• Empathy

  • As you stay longer in business, you will understand what it’s like having business problems. When your lead flow is bad. When you can’t seem to hire anyone good. When X thing seems unsolvable. The pain of not knowing how to do something. When your baby (business) is sick and you can’t help them yourself.

  • You will understand these things more and more as you stay in the game, this will help you sell better. The faster you can realise these things the better.

  • It will help you sell less sleazily, and actually look to problem solve rather than just waiting to pitch.

Hope this helps.

PS,

Sales is just one skill. There are many others that will help you make money.

I cover the 5 most important ones in my recent YouTube video.

You should check it out: