Why do you want to stop selling and start closing and Coaching Course ?
You see, most people, they don’t know how to communicate.
Fewer people know how to sell and almost no one knows how to close.
There’s a very big difference between selling and closing.
You see in any sales conversation, in any sales environment, in any sales meeting, you do not get paid by selling.
How many of you know people who just sell sell sell sell and they don’t get paid? Or they turn off their prospects.
You only get paid when you close a sale.
I want you to think about the difference between a salesperson versus a closer.
You see a sales person, they would push.
They would use aggressive tactics.
When you think of a traditional sales person, what comes to mind? Comment below.
It’s snake oil, it’s scammy, it’s slimy, it’s pushy.
Versus a closer.
How do you know when you are a good closer? After you’ve done a sale, after you’ve closed a prospect, when your prospect says, “Thank you.
” “Thank you for helping me make this decision.
” “Thank you for helping me move forward.
” That’s when you know you are a good closer.
There’s a big difference, sales person and a closer.
You see today I want to teach you something very very critical.
Why you should stop selling and start closing client deals, and what is the most powerful way that I know of to close, and it’s not what you think.
Today I’m going to teach you what I call “Value in advance” Write it down.
The formula is called “Value in advance.
” Now, you can see on my social media I have millions and millions of followers, and every single time when I make an offer, when I sell, when I try to close a sale, instead of waiting for the phone call or waiting for the meeting, face to face to do all your closing clients, that is very difficult, because you only have a very short period of time to persuade, convince a prospect to say yes.
Instead I believe what you need to do, you need to do a lot of work, before you even open up your mouth.
A lot of work needs to be done before you even say a single word.
In one of my previous videos, I talk about this.
The best way to sell a box of chocolate is what? Is to give people a taste.
One piece of chocolate, if they like that they’ll want to buy the whole box.
It’s exactly the same in closing.
I don’t want to count on closing, that closing part, that conversion part, that face to face, on the phone part, to do all the heavy lifting.
I want to start closing way in advance, and the best way to do that is “Value in advance.
” How can I provide value to someone in advance?
For someone who is consuming my materials, watching my video, consuming my content.
When I release something, when I make an offer, the trust is already there.
That it’s easy for them to say “Yes.
” Let me give you a perfect example.
Let’s say you are a martial artist, and you are teaching someone how to be a black belt, and of course you’re not going to be a black belt over night.
There are a series of steps you need to go through in order to attain your black belt.
Lets say the very first step is you need to learn how to do a proper stance.
Okay, that the first step, and then you need to have some basic flexibility with Coaching Course.
How to do stretching, stretching exercise, and then basic punching technique, and then basic kicking technique.
Lets say and then you learn some jumping kicking technique.
Then later on you also have power and speed, endurance.
Lets say it takes you seven steps to get from point A to point B, you with me? The best way I could convince someone to say, hey I’m the guy that can teach you how to be a powerful human weapon, how to be that confident black belt.
How To Close A Sale - 5 Reasons People Don't Buy
Instead of telling you how good I am, I know it takes you seven steps to get to your goal.
All I need to do is provide value in advance.
Let me teach you through my content how to do a proper stance.
Let me get you to that first step.
I’m not going to get you to the end goal, but I’m going to get you to the first step.
I might even teach you some basic stretching exercise that you can do from the comfort of your own home.
To help you become more flexible, to get you to almost step two.
Now what happens is this.
That if I am the person that gets you from point A and then point B.
Not to the end goal yet, but you’re already getting value from the free information, the free value I’m providing, and what the prospect is thinking is this, “Wow, If I’m getting so much value from the free stuff, if the free stuff is this good, I wonder what the pay-stuff is going to be like” and that’s exactly how the “Value in advance” formula works.
You don’t wait till when the money takes place, the transaction takes place to start closing.
You started closing from the beginning.
When you’re delivering value to the marketplace.
You provide so much value in advance when you make an offer your prospect is like this is a no brainer.
Clients Say, “Let Me Think About It.” And You Say, “..."
Of course I want to buy.
I’m already getting so much value.
You’ve helped me solve the first two step problem.
I know I have five more steps to go.
Of course you are the man, you’re the woman, you’re the company I want to go with.
Instead of trying to convince them, you don’t know me, you don’t like me, you don’t trust me, give me some money.
No! Give them some value upfront.
Help them solve some problems upfront.
When you do that through social media, through video, through education, through content, that’s a smart way to do it.
You can do this on a massive scale.
You’re impacting so many peoples lives, and you’re adding so much value to people’s lives.
When you make an offer, it’s easy.
When you do make an offer, then it is just a moment when you realize all the hard work you’ve done in he beginning.
You’re not selling selling selling, trying to use some gimmicks or techniques or whatever tricks trying to close people, and there’s a time and place for that, but you don’t need that.
I bet I have so many students, if you’re watching this comment below.
You’ve gotten so much value from my free content, and then by the time I make an offer you’re like Dan is the guy, of courseI want to learn from him.
I want him to be my mentor.
Why? Because, I’ve done so much.
I combine and I strive to combine my branding, my education, my marketing and closing all as one thing.
Instead of isolated components,I treat them as one.
I strive to get to a point where it’s automatic closing.
Where the closing is natural.
Where it’s not forceful.
That people are happy to be closed.
That’s exactly why you need to stop selling and start closing Coaching Course.
I’ll teach you one more thing before we go, and that is this, every single time you offer something, every single time you make an offer, you want to strive to deliver 10x more value.
Meaning this, this is what I truly believe, it is my mode in business.
If you sell something for $100, what can you do to strive to deliver 10x more value? That’s $1000 worth of value, when you charge $100.
When you can do that it’s easy.
It’s easy to close.
because people can see the value.
It’s a no brainer that they want to buy.
They are happy to buy from you, because they can see how much value you are delivering.
I want you to think about this.
How can you implement “Value in advance” in your business? How can you deliver 10x more value?
What can you do?
I want to leave you with one thought, and that is this, closing is not something that you do for somebody.
Closing is something that you do for somebody.
How to Build, Grow, and Scale Your Own Coaching Course:
- How do you handle the objection of, hey I love what you do, I need to think about it.
Or let me think it over.
Now what happens when yourprospect says that to you? I need to think it over, let me get back to you, let me think it over.
You never hear from them again.
Comment below if you haveever experienced that.
That's the problem.
Now in my previous video,I've talked about where, you can click somewhere here, when someone says let me think about it.
What do you say to them at the end of that conversation, at the end of the sales call.
Now today I'm gonna teach you something a little bit different.
I want you to think about thesales conversation you have before, during and the end, kinda after.
I've taught you how to handle it when it's near the end ofthe sales conversation.
Wen someone says to you, hey I need to think about it, yeah, I taught you how to do that in the previous video.
Today I'm actually gonna teach you, how do you prevent that.
So they don't even say that to you.
That you don't need to talk about, oh I wanna think about it.
You don't even need to handle that.
We're gonna prevent it.
Prevent this objection, which is way better when itactually comes up at the end and you try to handle it at the very end.
I like to handle it up front.
So let's talk aboutbeginning, before the call.
How you set up the call is so critical.
If you are chasing the prospect, if you are calling the person, if you are.
You act and sound likea typical sales person, right there, it's veryeasy for the prospect to say, hey I need to think it over.
What they're saying is, Idon't think you could help me.
Or I don't know if youoffer the right solution to my problem.
Or I don't know if I trust you.
I'm a little bit skeptical.
They're afraid to take action.
They're afraid to take action to solve their problem right now.
So that's the issue.
It's not so much thatthey wanna think about it.
That's not really the issue.
So in the beginning, howyou set up that call, are you calling them orare they calling you? That makes a huge difference.
Which one are you doing? Now, in the beginning the call, here's something that you could say.
It's called Setting the Agenda.
It's how you set the agenda.
Now it could be face to face like this or it could be on the phone.
It doesn't really matter.
Let's do it like this, we're in a meeting with the prospect in front of us, face to face like that.
So I may say something like that, Hey Mr.
I'm glad that we are% meeting today to see how I could help you take your business to the next level.
Now, before the meeting starts, can I ask you a couple questions? And they say, sure.
You know what, at the end of a meeting, there are three thingsthat you could say to me.
The first thing you could say is, Hey Dan, that sounds good.
Let's do some business.
And that's good.
Then we can work togetherand I could help you.
The second thing that you could say, it's a no.
And that's perfectly fine.
I want you to know, Mr.
Prospect, it's perfectly okay to say no to me.
If it's not a good fit,you can say no to me.
I can say no to you.
Number three, the thirdthing that you could say, but I don't want you to is I want to think about it.
Because usually whatthat means is it's a no and you're just trying to be polite.
So before we even proceed, can we make a simple agreement that at the end of this meeting, you will say either a yes or a no, but not a I wanna think about it.
Is that fair? Boom.
I have set the tone, I've set the agenda.
That's how it's gonna go.
Then it's very difficult for the prospect at the very end to say, oh I wanna think about it.
No, we have agreed up front.
That's the rule of engagement.
We're not gonna talkabout one thing about it.
And so at the end, you're not like trying to chase them and say, oh what do you need to think about? Let's think about together.
Or is it the price? No, you're trying tojustify yourself too much.
You're trying to justify your value.
In this case, I just say that up front.
Very casual, very fair.
And if they give me resistance, I will say, you know what, maybe before we even dothis, maybe on the phone, before we even proceed, beforewe even meet face to face, why don't I send yousome more information? When you're ready, whenyou want to do this, then let's set up a time to talk.
Then maybe I'll send themsome more information.
I'll send them some more videos.
I'll send them some more case studies.
Send them some more proof.
I don't want to talk to prospects unless I know I properly qualify them.
They are pre-qualified and pre-interested to buy what I have to offer.
Why would I waste time? So you can use tools beforethe call to set everything up.
So then when you're talkingto someone on the phone, you are spending your time, notice the word, you'respending your time.
You're spending your timewith a qualified prospect.
So that's what you do.
Before the call, you set theagenda, you set the tone, and you are telling the prospect, hey, if we're gonna do business, great.
If we're not gonna dobusiness, that's fine, but let's not waste each other's time.
You're a business person,I'm a business person.
You've got money, I've got a solution.
You give me your money inexchange of the problem.
If you don't want to spend money, then keep your money, butalso you keep your problem.
And that's how you do it.
So next time, before you do it, before doing the sales call, try the technique, set the agenda, and see how people react and I think you'll find youeliminate that objection.
I need to thik about it.
Let me think it over.
Rarely, rarely do I hear that.
Comment below and let me know how this technique works for you.
How to close clients before getting on the phone! (How to get social media marketing clients)
Create a Fortune asks, "Hey Dan, I started a socialmedia marketing agency and I need clients.
I have no network of business owners.
At the moment, I'm cold calling.
So, what do you recommend for someone who starts a B to B business?" Create a Fortune, that is a problem, because if you're startinga B to B business, you're starting a socialmedia marketing agency and you have problems usingsocial media to get clients, do you see the problem with that? It's a little bit like, youare trying to teach someone how to quit smoking and you're a smoker.
Or you haven't done it.
So you might think starting an agency, nothing wrong with starting an agency.
But I'm saying is, thatif you haven't done it, you can't even do it for yourself, how can you do it for other people? I think that's an integrity issue.
Assuming you have the expertise, assuming that you can do what you do, when it comes to social media marketing, how do you get started? And I know, if you're watching this, maybe you're thinkingof using social media to grow your business, to promote your products and services.
Let me give you a three-step,step-by-step formula.
Three steps is very simple.
Number one: Find out where they are.
Find out where yourideal clients hang out.
Where are they? Are they on Linkedin? If you're selling B to B, I think Linkedin is a veryvery powerful platform because there are so manybusinesses on Linkedin.
If you're selling B toC, business to consumer, then maybe Instagram is the way to go, or Facebook is the way to go, or YouTube is the way to go, or Snapchat, or Twitter.
Whatever it is that you choose.
But you wanna first of all, be very very clear whoare your ideal customers.
Who are your ideal prospectsand where do they hang out? Where are they, out ofthis vast ocean of internet and this information highway? Where do they spend their time? Figure out first, whereare they hanging out? Find out, where are they? And number two: You want to get in front of them.
When I say get in front of them, is, out of all these platforms,you want to just pick one.
One of the worst things that you can do is try to get on all these platforms.
You've got your Twitter,you got your Facebook, you got your YouTube,you got your Instagram, you got your Linkedin,you try to do them all.
When you try to do that, you will fail, a hundred percent, because each channel, each platform has its own uniqueness.
You need to market to theaudience very differently.
The way you talk tothem is very different.
Unless, like me, you've grown to the point where you have a pretty bigteam to do all these things, when you're just gettingstarted, just pick one.
Just pick one.
Maybe it's YouTube.
Maybe it's Instagram.
Maybe it's Linkedin.
Just pick one platform.
And you focus on that platform, and you focus on just mastering and understanding that platform.
And you learn everythingyou possibly could about that one platform.
As you do your marketing,as you create content, as you add value, you willlearn, you'll get feedback when marketplace is this working, right? Then you can improve from there.
Every single course, let's say you want tolearn about Instagram, you want to master Instagram, you want to market on Instagram.
Get every damn programcourse that you could.
Read every damn book thatyou could on just that, on Instagram.
And you master that.
And implement the ideas.
And you go back and implement.
You reflect, learn fromit, and you implement.
That's how you get goingwith social media marketing.
Don't try to do them all, right? Jack of all trades, master of none.
Number three: It is so simple.
You sell them something.
What? That's right.
You fucking sell them something.
You need to sell somethingin exchange of money.
You can't just have social media following and hope that maybe somedaythat will turn into money.
I have a friend of mine.
I won't name any names.
She's a top, one of the topten influencers in Canada, on social media, top ten, like (claps hands) magazines feature her, like top ten in terms of influence.
She's broke, making lessthan $30,000 a year.
Looks glamorous, looks like there's a lot of followers, can't make money.
And when I was talking to her in private and she was crying and she's like "I've been doing this,I've been creating content, and people think I'm so successful.
I've got this massivesocial media following.
I can't even pay my rent.
" I said, when was the last time you sell something to your audience? She said, "Well I don't want to sellanything to my audience.
They would think that I'm a sell out.
I don't know if I should sell something.
I can't talk about that.
I'm gonna loose my audience.
" That is the wrong attitude.
The only purpose to be on social media is to bring in business.
Some people use social media for pleasure, I think, poor people, broke people, they use social media for pleasure.
I use social media for profit.
I'm not on social media for pleasure.
I am on social media to make a profit, to grow my company, to build my brand.
That's the only sane reasonto be on social media.
As a byproduct of that, I getto impact millions of people.
But I don't loose focus of the fact that I'm using social media as a tool, as a vehicle to grow mycompany, period, period.
So you need to think about that.
What is your intent, what is your outcome? You need to be very clearthat you're out there.
What are you doing instead ofjust doing a lot of activities and doing posts andgetting likes and all that.
You've got to sell them something.
If you cannot overcome that, then you have a problem with selling.
You'll always struggle withmaking money on social media.
You need to combinesocial media with closing.
And that's what I do.
I teach high-ticket closing.
By the way, if you have not attendedmy brand new master class click the link below, or somewhere here, I'm gonna have my team put up a link.
Join me for a two-hour free master class.
I'm gonna go in-depth muchmore into high-ticket closing.
How do you use some of these things? How do you actually sellyour products and services without coming acrosssalesy and slimy and sneaky and snake oil salesman? How do you make peoplewant to buy from you? That's what I teach.
So, let's review the three steps.
Find out where they are, who they are.
Number two: Get in front of them.
And number three: You sell them something.
It's as simple as that:one, two, and three.
Don't make it so complicated.
Don't make it so complex.
It's not, right? It is not.
Just like fishing.
You go where the fish is, here's the bait, and you get a fish.
(claps hands) And you eat.
It's that simple.
Find out where they are.
Get in front of them.
And sell them something.
That is it.
Comment below if youhave any other questions about social media.
And don't forget to clickthe link and join me for my new master class.