Why do you want to stop selling and start closing and Lead Generation ?
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 Lead Generation.
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.
The One Secret To Close More Sales On The Phone
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 Lead Generation.
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 Lead Generation:
- [Gary] Staphon.
Got these for four dollars.
- Get the hell outta here.
- [Gary] Garage sales, baby.
Trying to tell people.
- Four dollars?- [Gary] Four dollars.
What? - In Jersey?- [Gary] In Jersey.
My size too.
It was funny I saw them, I wasgonna buy them just to give to like somebody to flip.
- [Tyler] Yep.
- [Gary] 'Cause I saw a 10 andI knew I was gonna kill 'em and then I looked atthem I'm like, "Oh, a 10.
5," I'm like eh.
("Unstoppable" by This Is Wolff) ("Beauty In The Struggle" by Justin Stone) Monday morning, feelin' pretty good.
Lot of stuff going in the world of business but especially on my mind is very massive decline of retail.
Retailers, retail locations.
We've had more bankruptcy inthe retail sector in the first quarter of 2017 than we didin the entire year of 2016.
I think that's just the beginning.
I think we're seeing thatthe, not the collapse but the recalibration of retail in our society.
Rents are overpriced for thereality of the traffic that is being deployed as we continue togo more and more e-commerce and as brands get marginalized and more and more players coming to death of a thousand cuts and so I think it's a really interesting time and I thinkit's an absolute preview to what's gonna happen to thetelevision commercial industry.
You know with every OTT player, Netflix, Hulu, Amazon and I can't imagine the Facebooks and the Googles of the world not getting more serious about it.
Apple, obviously, Planet ofthe Apps, like original program, supply and demand, fragmentation.
Bottom line is the moneythat brand spent on television commercials and on banner ads is going to collapse over next five years.
VaynerMedia is going to be in anincredible position to pick up those opportunities and I continue to be on the aggressive offense to structure my company, hire the talent.
Couple people I met withrecently that I'm about to hire that are just straight ninjas for 2021 but 94% of the agencies in the market wouldn't know what to do with them in 2017.
So excited about that.
Got a lot of stuff going, just the way we're rolling on our side.
You know, really good on this Monday morning.
Cool, right? Bought 'em at a garage sale.
- [Other Tyler] This weekend?- [Gary] Yeah.
- [Other Tyler] How much you pay for 'em? - They wanted 10 but I got 'em for 4.
When they want 10, you offer 2 to set the tone.
Too many people are like, "What about 8?" Settle on 9.
I go 2 to startle them and see what happens.
("Beauty In The Struggle" by Justin Stone) I genuinely believe that our SMB VaynerBeta P&L can be in the ballpark of (censored) dollars next year.
So, just from all directions.
On the flip side, just lookingat the feedback and things of that nature, it's real.
It's very real.
I think the answer for somethingthat big is we have to have it integrated but we have tothink about how to integrate it without it slowing us down or creating too many, what we're trying to do here, get faster.
Anyway, it's big.
It's real, real big.
'Bout to change the small business world.
Small business 'cause I knowthere's a lot of entrepreneurs by definition companies that can afford $25-30,000 a month to change their business but that could change it big.
About to crush it.
- [Taylor] This is insane.
- How are you?- Amazing.
- Real pleasure.
- [Tyler] Two hours of shadowing with you.
- I love it.
Taylor, it's a pleasure, man.
- [Taylor] Kind of like what can he call you in for? It's like so much that you come here for.
That I need to pick up.
- [Gary] Yeah.
- [Taylor] Business is going really well.
- [Gary] I think it comes, as long as you're executing on your ambition.
- [Taylor] Yeah.
- [Gary] You know, like to me,I don't think I can call people out so easily if, I think I can call people out all the time because my ambition for what I want to accomplish is so great.
- [Taylor] Yeah.
- But I think my ambition's crazy.
- [Taylor] Yeah.
- Where I'm at right now, 99% of people won't get to.
So, I'm always scared to makesure that people know, here's what I don't like.
Don't tell me that you're gonna buy the Raptors and work like that.
- [Taylor] Yeah.
- Tell me that you want to have a good living.
Spend time with your daughter, travel the world.
Well then all of a suddenyou can get into hundreds of thousands of dollars a year.
- [Talyor] Yeah, exactly.
- So I think that's the thingthat I want to spend more time clarifying for people.
Which is like, and I've been saying it, right? Don't let your mouth outpace your actions.
I think that when I meet people, we jam, I want to make sure they'rereminded that I'm not gonna, you know.
People are like,"GaryVee, call me out.
" I'm like, "Well, first of all,"-- - [Taylor] I know, yes.
- You've seen it.
Like but first help me like what you want to happen.
Because for $70,000 a year youcould live like a ridiculously happy life and do a lot of stuff.
Like people don't get it.
Like price list, and where's the beef, and just do it, that's what matters.
Creative is the variable of success.
The problem is you need to make$50-200,000 videos for Facebook where the media the amplification of a million is worth like 5-6 million on television.
And you need to make four ofthem because Doritos means something different to a45-year-old African American woman with four kids in Manhattan than it does to 17-year-old Ricky inTexas, in San Antonio.
People don't get it.
Let me rephrase, people get it.
The world is, the corporateworld and agency world isn't built to do the work that'sactually driving business today.
("I Just" by Justin Stone) I'm not kidding, I don't want to hurt feelings.
I'm trying to be kind here.
Let me explain.
When the market's good, everybody's a hero.
You know, what you're gonna hear for the next 40 minutes is I don't know when your economy gets soft, if ever, but if it does, you'velived through ups and downs.
- [Man] Yeah.
- I want to give you toolsthat will allow you to navigate.
I think of myself as a wartime general.
I like being a businessman when it's bad.
Wine Library, my first business, VaynerMedia, this business,--- [Man] Yeah.
- both in the first two years of me operating, the economy collapsed.
- [Man] So Gary, the reason why you like operating in shit, tough markets is why? - 'Cause A-players win more.
- [Gary] When times are good,--- [Man] Yeah.
- [Gary] B's and C's and D's get too much.
- [Man] Got you.
- [Gary] Got it? Because there's a lot of peoplewho are watching right now that are taking the money they're learning, they're getting and they'reover-leveraging themselves.
They're buying homes and carsand watches instead of investing in their business, saving moneyso when things hit the trash, you know, if you saved a milliondollars in cash if you're really good at what you do and the market collapses, well all of a sudden, property that was $3 million, might be $1.
5 and $1.
5 might be $480,000.
You then take that million dollars and you deploy it.
And when things go back up you've made real wealth.
Instead when times are good,people out here are buying vacations to Maui and buying better cars and buying a bigger home.
Over-leveraging themselves,getting too many mortgages and then they get caught.
- I love that winners win and that losers lose.
I love the meritocracy of business.
And in real estate over the last, forever, and through my 20, 30years professionally that I've paid attention to, and I say 30 because as a kid I started studying stuff.
You clearly see the pattern recognition.
Notice the stories of allthe people that you respect.
It's when the Great Depression and during collapses, that's where all the wealth is made.
- [Man] Yeah.
- [Gary] So how do you position yourself? How do you build your brand? How do you build a marketingengine for your organization or your agents or whatever you're trying to do.
I'm a businessman, anything yousay I'm comfortable in answering because that's what I do.
Alright, Passover which means it's time to go home and do the family thing.
So, hope you got some good stuff today.
Maybe that last interview gave you some good stuff, right? And that's it.
("I Just" by Justin Stone).
Clients Say, "I need to do some research" And You Say, "..."
We all want to know how to get people to buy from us, right? I mean, that's why you'rewatching this video, probably.
Salespeople always ask me how can they get more people to say yes.
But what about those thingsthat we're doing, or not doing, that are causing people toactually not buy from us? Understanding the reasons whyclients don't buy from us, in many ways is more important.
Because once we change those behaviors, we lay the groundworkfor closing more sales.
In this video I'm going toshow you the seven reasons that clients don't buy from you.
Check it out.
(clicking and whooshing logo sounds) Number 1.
The wrong people.
This point comes first, becauseit is so damn important.
And it is killing so manysalespeople out there.
There is a natural attractionfor many salespeople to sell to the most obviousand willing prospect.
But the person thatthey can easily access, the person that they can relate to, isn't necessarily the personwho has access to big budgets and can really make a decision.
So make sure that you weedout those wrong people, and only spend your timewith the right people.
Imagine that you answer the phone and someone on the other end says, "Hey, Sarah! How are you doing today?!" How would you feel? Or imagine that you'rein a buying situation and you tell the salespersonwhat you're looking for, and then ask if they can help.
Imagine that thesalesperson responds with, "Of course we can! "We have the best solutionsof anyone out there!" How would you feel? Well, most salespeopleare actually doing this.
And it's turningprospects off immediately.
It's time to drop the enthusiasm and instead act more like a doctor, simply just trying to understandwhat's really going on, understand what they're looking for.
Have you ever caught yourselfin a selling situation doing most of the talking? If so, then you are pitching.
And your prospect was probably tuning out.
Prospects hate the pitch.
Not only is it old school and sales-y, but it's also boring and frustrating.
It's like a lecture incollege or in high school.
Prospects instead want tobe engaged in a dialogue, not listen to your monologue.
Don't get their challenges.
Most salespeople focus on whyprospects need their offering, when in a selling situation.
They're trying to persuade.
But prospects really don'tcare about your offering.
They don't care about all ofthe cool features and benefits that you have to offer.
All they care about is solving their most pressing challenges.
This is why, as salespeople, we need to understandwhat's really going on with our prospect.
We need to get to the keychallenges that they're facing, in order to show them howit will actually be solved.
Not clear on upside value.
Have you ever had a prospect where there seemed to bea strong relationship, and they really had challengesthat you could solve, but you still didn't close the sale? If a prospect ultimatelydoes not buy from you in this situation, it's because they didn't see the value in making that investmentin your offering.
This is easily avoidable by helping your prospectclarify the upside value of working to solve those challenges.
So ask you prospect a question like this: What would it mean to your company, in additional revenue or profit, if you were actually ableto solve these challenges? By getting a dollar figure, you get the prospect to see the value, through their own words, in your solution.
No budget talk.
Salespeople get souncomfortable about money in selling situations.
And for most of us, it goes back to that awkward experience as a kid, when we asked our mom ordad how much they made, and they told us that itwas none of our business.
After that, money talk waspretty much off the table.
But in selling, you need totalk about money with prospects before presenting the solution.
Without discussing money up front, you have no idea if you're even on the same page about money.
Get the budget before youpresent your solution.
Where's the scheduled next step? Ever been in a selling situation where everything was going well, and then the prospect askedyou to try them back next week, only to have them just kind of disappear? This is a common death for so many sales.
And it's completely avoidable.
At the end of every prospect interaction, be sure that you schedule a next step.
That means that you agreeon a specific time and date, and you send out a calendarinvite for that next step.
Always have a scheduled next step.
So there are the seven reasons that clients don't buy from you.
I wanna hear from you.
Which of these ideas didyou find most useful? Be sure to share belowin the comments section to get involved in the conversation.
And if you enjoyed this video, then I have this awesome free e-book on 25 Tips to Crush Your Sales Goal.
Just click right here toget instant access to it.
Also, if you got some value, please like this video below on YouTube, and be sure to subscribeto my YouTube channel by clicking right here, on my little face, to get access to a new videojust like this one each week.
Until next week.