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.
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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.
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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.
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- 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.
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♫ Get 'em up, get 'em up, ♫ We can go 12 down.
♫ I'm in the ring with my hands held high.
- What's going on, guys? JR here, welcome to another video.
In this video, I'mactually in the corvette.
And I'm gonna the answer the question, or I'm gonna give you guys a way, to close the clients on the phone before you even actually get on the phone.
So, basically what you want to do is, before you get on the phone with someone to do business with them or if you're going to bemeeting with them in person.
Before you meet them orget on the phone with them, you want them to think very highly of you before you get on the phone with them, before you meet with them in person.
So, I'll explain why in a bit, but there was a study done where they took a universityclass of about 30 people and they each, they gave them a substitute teacher for the day.
But before the substitute teacher came in, they gave half the group a bio, like a biography onthe substitute teacher, and the other half a different bio.
So one of the bios was very positive and one of them was very negative.
So one of them said, this professor is a cold-hearted professor, he's very strict, he's just a cold person to deal with.
And then the other half got a positive bio that said, he's a great teacher, he's a great person,he's a very nice person, he's pleasant to deal with, all these different things.
So then he came in, he gave his lecture.
And at the end of the class they gave all of the students a survey.
And they said, how wouldyou rate Mr.
So and So on his performance today? So the half that got thenegative biography of this guy, they had very negativeand unfavorable reviews.
But the half that gotthe positive biography, they had very positive reviews.
Now, how could this be if they both just witnessed the same exact lecture? Well, it's all in the pre-framing.
How you pre-frame your potential clients, your potential customers, is going to determine howthey interact with you and how likely they are to close.
So let me give you a real life example.
Before I used to pre-frame people before I got on the phone with them, I'd get on the phone and their number one, their number one objection, or the number one thingon their mind would be, is this guy legit, is this a scam? Can he really get me results? All these different things.
So then, once I learned about pre-framing, I made a video.
I made a video and I showed them, and actually the video ofme talking about this video is on my Facebook, it'sactually on this YouTube channel another video, I'll makesure I link to it below.
So I made this video.
And I took them throughthe entire process.
I took them through the entire process.
And then any time I got a client.
So I took that videoand I ran it as an ad, and that was my pre-framing.
But any time I got a client that didn't come from that ad, like maybe I was doingcold email outreach, or a referral or whatever, I would make sure thatI send them this video so that they're now pre-framed.
So, eventually I learnedto take it up a notch, and now I made a speaker reel video, and I have videos of me on TV.
And I send that to people and I say, "Hey, before we talk, just watch this "so you can get to know a little more "about who I am and what I do.
" So another way that I seethis done wrong all the time, is anytime you're speaking, anytime you're gonnabe speaking somewhere, doing a presentation, you usually are going tobe introduced by someone.
So, instead of leaving it to chance and hoping that this person gives you a favorable introduction that is going to cause thecrowd to think highly of you, what I do, is I havethe speaker reel video, me on TV and all these different things.
And I get to kind of pick how I want the audience to perceive me.
So anytime I'm being introduced to speak, and they say, how do youwant to be introduced? I usually just play thisvideo at the beginning, and it builds me up in the crowd's mind.
So then when I come out, they're already primed to think highly and think favorably of me.
So that is a huge, huge key.
So as soon as I started pre-framing, when I'd get on the phone with people, or I'd get e-mails from people and they'd be like, "Hey JR, I just want to makesure we're still on today, "I'm very excited tospeak to you on the phone.
"I'm very exited to speak to you.
" So anytime I got a messagelike that from someone, like say I'd send them thevideo to pre-frame them, and they wrote back and said, "I'm very excited to speak to you," I knew that they were pre-framed properly, and they're ready, they're already primed for me to get on the phone with them.
Anyways, that's all Igot for you guys today.
That is a huge tip.
Now, one last thing.
Now, you might be thinking, "Well JR, I haven't been on TV.
"I haven't spoken anywhere.
" A year ago, I hadn't been on TV, I hadn't spoken anywhere either.
Make it happen.
It sounds difficult, but it's not.
Make it happen, look outfor those opportunities.
But, if you're like, okay, I want to make this video today but I don't have these things, go to an event and takesome credibility shots.
At these different marketing events, there's usually somefamous marketers there.
Like, you can run into Tai Lopez or Russell Brunson, or whoever.
Have somebody follow you around with a video camera whenyou're meeting these people and shaking their hands, and just take differentshots of you at the event, talking to people, meeting people, and just overlay that ina video with you talking, and talking a littlebit about who you are.
Add some dramatic music, be done with it.
Just being at an event and getting shots of you shaking hands with people and talking to peopleand making people laugh, it comes off as a credibility clip.
Another thing you can do, and this one is, this is another one of my little hacks, at every event that you can go to, or any event where there'sa stage or whatever, usually, if it's a full day event, there's a lunch break.
So what happens if there's a lunch break? Everybody gets up and startswalking towards the room.
So if you want to get yourquick credibility shot, and I wish I would have known about this when I was first starting out, quick jump on stage inbetween the lunch break.
Get someone to take liketwo pictures of you, two or three pictures of you onstage with different poses,and then just use that as credibility shots.
Or you can use that,they can take a video, or anything like that.
Also, that goes a long way towards getting speakinggigs other places, but I'll do another videoon that in the future.
Anyways, that's all I'vegot for you guys today.
I've got a pretty longdrive here in front of me.
I'm actually heading back home now.
But good thing that I'm in the corvette.
So it's been a lot of fun so far, I've been enjoying this car quite a bit, but I'm getting ready to geta cool vinyl for the back that's gonna have a websitewith an opt-in for people.
This car gets a lot of attention, and a lot of people wanna ask what I do, and they wanna ask me if they can take pictures with it and stuff, so I figured, if I get a vinyl in the back with a domain name, I can get free traffic directed to that with this car, so that'll be pretty cool as well.
Anyways, I will catch youguys soon in another video.
Let me know in the comments below, what other tips you might have for pre-framing clients before you get on the phone with them.
Make sure that you comment and subscribe.
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Also follow on instagram @theJrRivas, and I'll be back at you guys tomorrow with another video.