Master Salesman Shares Flawless Sales Techniques To Make Serious Money
Summary
TLDRThis script advocates a consultative sales approach, likening salespeople to 'doctors of selling.' It underscores the importance of relationship building, active listening, and asking insightful questions to understand customer needs. The speaker introduces the 'law of six,' suggesting most objections can be categorized into six groups, and emphasizes the power of a well-prepared response. The script also highlights the significance of focusing on the benefits and improvements a product or service offers to the customer, rather than its features. It concludes with various closing techniques, urging salespeople to ask confidently and frequently to increase sales success.
Takeaways
- 😌 **Listening is Key**: Effective sales begin with listening to the customer's needs, which builds trust and rapport.
- 💡 **The Law of Six**: Most objections can be categorized into six groups, and having strong answers for each can significantly improve sales.
- 👨⚕️ **Doctor of Selling**: Approach sales like a doctor, with examination, diagnosis, and prescription as part of the process.
- 🤝 **Relationship-Centric Selling**: Prioritize building relationships over making sales, as this often leads to more successful outcomes.
- 📈 **Improvement Sells**: Customers are motivated by the promise of improvement in their lives, so focus on the benefits of your product or service.
- ⏱️ **Pause for Reflection**: Allow silence after the customer speaks to give them time to process and to show that you value their input.
- 🗣️ **Asking Questions**: Asking the right questions is crucial for understanding customer needs and for guiding the sales conversation.
- 🔍 **Clarification Questions**: Seek clarification to ensure you fully understand the customer's concerns or objections.
- 📋 **Agenda Setting**: Use an agenda to structure the sales meeting, which positions you as a professional and helps manage the conversation.
- 💼 **Presentation is Critical**: The way you present your product or service can make or break a sale; focus on how it will change the customer's life.
Q & A
What is the 'Law of Six' mentioned in the script?
-The 'Law of Six' refers to the concept that there are typically no more than six common objections in any sales scenario. These objections can be categorized into groups such as price, quality, aesthetics, or other concerns, and a good salesperson prepares powerful answers for each of these.
How does the script suggest positioning oneself in a sales scenario?
-The script advises positioning oneself as a helper rather than a seller. This approach is meant to alleviate pressure on both the salesperson and the customer, creating a more comfortable environment for the transaction.
What is the three-part process that doctors follow according to the script?
-The script outlines a three-part process that doctors should follow: examination, diagnosis, and prescription. This process involves first understanding the patient's problem, then diagnosing the issue, and finally prescribing a treatment plan.
Why is it important to pause before replying during a sales conversation?
-Pausing before replying allows the customer time to process the information and potentially continue speaking. It communicates respect for the customer's input and gives the salesperson time to thoughtfully consider their response.
What is the significance of the 'agenda close' technique in sales?
-The 'agenda close' technique is a method where the salesperson prepares an agenda for the meeting, which positions them as a professional and consultant. It helps to structure the conversation and ensure that all important aspects are covered, increasing the chances of a successful sale.
How does the script emphasize the importance of listening in sales?
-The script highlights that listening builds trust with customers. It suggests that salespeople should listen intently, pause before replying, ask for clarification, and feed back what they've heard in their own words to demonstrate that they value the customer's input.
What is the ABC theory of motivation as it applies to selling?
-The ABC theory of motivation in selling stands for Antecedence (what happens in the past), Behavior (the buying process), and Consequences (what happens as a result of the purchase). The script emphasizes that 85% of buying behavior is determined by the anticipated future, meaning customers are mostly influenced by the benefits they expect from a purchase.
What is the 'Invitational close' technique mentioned in the script?
-The 'Invitational close' is a sales closing technique where the salesperson invites the customer to try the product or service after making the presentation. It involves asking the customer if they like what they've heard so far and if they would like to give it a try.
Why does the script suggest focusing on the relationship rather than the sale?
-Focusing on the relationship rather than the sale is emphasized because it establishes trust and rapport with the customer. The script suggests that the best salespeople form strong relationships, which naturally lead to more sales and referrals.
What does the script imply about the importance of asking questions in sales?
-The script implies that asking questions is crucial in sales because it allows the salesperson to understand the customer's needs, concerns, and objections. It also gives the customer the opportunity to express themselves and feel heard, which can lead to a more successful sale.
Outlines
👨⚕️ The Art of Sales as a Helping Profession
This paragraph discusses the importance of positioning oneself as a helper rather than a seller in the sales process. It introduces the 'law of six,' which suggests that there are typically no more than six objections in any sales conversation. The speaker emphasizes the need to establish rapport and trust, focusing on the relationship rather than the sale. The analogy of a doctor's three-part process—examination, diagnosis, and prescription—is used to illustrate the correct sequence in sales: identifying needs, diagnosing the customer's situation, and then providing a solution. The paragraph concludes by highlighting the significance of listening and asking questions to build trust and facilitate sales.
🗣️ Effective Listening and Questioning in Sales
The second paragraph delves into the art of active listening and questioning in sales. It outlines four keys to effective communication: listening intently, pausing before replying to allow the customer to process information, questioning for clarification to ensure understanding, and feeding back what was heard in the salesperson's own words. The 'agenda close' technique is introduced as a method to structure the sales conversation professionally, which involves preparing an agenda with questions to discuss during the meeting. The paragraph also stresses the importance of presenting the product or service in a way that highlights the benefits and improvements it will bring to the customer's life, rather than focusing on the features.
💡 Addressing Objections and Closing Techniques
Paragraph three addresses the common issue of objections in sales and introduces the 'law of six,' which suggests that all objections can be categorized into six groups. The speaker advises on developing powerful answers to these objections and emphasizes the importance of asking for what you want in sales. Two closing techniques are presented: the Invitational close, which invites the customer to try the product or service, and the reverse close, which asks the customer what it would take for them to make a purchase. The paragraph concludes with a motivational message about the power of asking and the impact it can have on sales success.
🌟 Transforming Lives Through Education and Sales
The final paragraph shifts focus to the transformative power of education, particularly in the context of sales and business. It discusses an educational platform that teaches individuals how to make money from home without the need for traditional education or large investments. The speaker passionately defends the platform against censorship, highlighting its success in enabling people to earn money quickly and independently. The paragraph concludes with a message of empowerment, suggesting that the platform provides the necessary tools for ambitious individuals to succeed in business and overcome obstacles.
Mindmap
Keywords
💡Law of Six
💡Examination
💡Diagnosis
💡Prescription
💡Rapport
💡Listening
💡Agenda Close
💡Presentation
💡ABC Theory of Motivation
💡Improvement
💡Closing the Sale
Highlights
The importance of not rushing to respond after a person has finished speaking, indicating attentiveness and respect.
The concept of 'the law of six', suggesting there are typically no more than six objections in a sales conversation.
The analogy of a salesperson as a 'doctor of selling', emphasizing the need for a structured approach to sales.
The three-part process doctors follow: examination, diagnosis, and prescription, and its relevance to sales.
The necessity of establishing rapport and trust before attempting to make a sale.
The significance of listening in building trust and the role of silence in processing information during sales.
The technique of questioning for clarification to better understand customer needs.
The value of feedback in reinforcing understanding and demonstrating active listening.
The 'agenda close' technique for structuring sales meetings and positioning oneself as a professional.
The emphasis on presenting the product or service in a way that highlights its benefits to the customer.
The ABC theory of motivation in sales, focusing on the consequences of buying as the main driver of behavior.
The importance of addressing customer objections with well-prepared and powerful answers.
The 'law of six' in objections, suggesting that there are typically no more than six types of objections.
The 'Invitational close' technique for closing sales by inviting the customer to try the product or service.
The 'reverse close' technique, which involves asking the customer what it would take to satisfy their concerns.
The power of asking in sales, emphasizing the importance of confidently and politely asking for the sale.
A personal testimony on the transformative impact of the sales techniques taught, leading to significant income generation.
The claim that the educational platform mentioned is the only one that teaches how to make money effectively and is being censored due to its success.
Transcripts
if a doctor said get up here on the
table and let's operate you'd say I'm
getting out of here if you respond
immediately after a person has finished
speaking what are you actually saying is
I don't care about anything you said
it's never more than six objections we
call this the law of six the
presentation is where the sale is
made position yourself in your mind as a
helper you're there to help them not to
sell anything that takes the pressure
off of you and it takes the pressure off
of them you're almost like a doctor of
selling now if you go to a doctor in
Finland or anywhere in the world doctors
always follow a thre part process if a
doctor does not do this it means that
the doctor is not a good doctor the
first part of the process is what when
you go to a doctor what's the first
thing they
do they do an examination can imagine
going to a doctor and you say hello
doctor I've got stomach pains and the
doctor says okay let's do some surgery
or okay here's a prescription ion take
these pills you can't do that you have
to examine me first you have to find out
what my need or my problem is before you
make a recommendation what is the second
thing that a doctor does second step in
the process it's a diagnosis and the
diagnosis is where you take what the
patient has told you and the results of
the test and you say this is our problem
I remember I had a medical problem a few
months ago and I went to two or three
Specialists and I went finally to
another specialist and finded to another
specialist and they sent me for a test
and the test told me exactly what the
problem was took about two months but
the first process is diagnosis and once
they had the diagnosis very simple to
deal with it first part is the
examination the second part is the
diagnosis and then if the diagnosis is
satisfactory and the patient agrees then
what is the third
part the third part is the prescription
the course of treatment in a sales
conversation the last thing that comes
up is the prescription the course of
treatment the recommendation to purchase
the product or service selling out a
sequence kills the sale if a doctor said
get up here on the table and let's
operate you'd say I'm getting out of
here you let me think it over you think
I'll get back to I will get back to you
at another time you would flee if the
doctor tried to give you a prescription
or a course of treatment without doing
an accurate examination and diagnosis so
from now on see yourselves as doctors of
selling stage number two in selling in
and and it's part of stage number one is
to establish Rapport and trust
credibility and you establish Rapport
and Trust by focusing on the
relationship rather than on the sale the
very best sales people are the ones who
form the very best relationships with
their customers they make it clear to
their customers that they like them and
they care about them and they ask them
questions at the Harvard Business School
they came to this conclusion a few years
ago that in the 21st century all selling
would be relationship selling all
success in business will be based on
relationships you're very very best
customers I can tell you are the people
that you like and the ones who like you
85% of your recommendations and
referrals will come from people who like
you and people who feel good about you
so focus on the relationship and the
sale will take care of itself if you aim
at the sale or you think too much about
the sale what will happen is you will
have neither the relationship nor the
sale so how do you build a highquality
relationship with other people well
here's the rule the rule is listening
builds trust customers want a
relationship before anything else and
listening builds trust so how do you get
a chance to listen the key to making
sales is to ask questions and the very
best salespeople are simply those who
ask really good questions now the second
part of listening is to pause before
replying when the person stops talking
pause allow silence in the room you see
we say that selling takes place with the
words but buying takes place in the
silence if the customer does not have
enough time to process then what happens
is they don't have enough time to buy so
when they finish speaking pause and let
them think and maybe they want to
continue or maybe they're finished
talking but when you pause you tell the
person that what you said is very
important and I'm thinking about it
before I respond if a person says one
two 3 and you say
456 AB BC D yeah if you respond
immediately after after a person has
finished speaking what are you actually
saying is I don't care about anything
you said I was just waiting for a chance
for me to speak but when you pause you
tell the person that you really care
about what they're saying step number
three in listening is to question for
clarification never assume that you know
what the customer really means the most
powerful words in sales in every
language are the words how do you mean
or how do you mean exactly I'm doing
this or I'm doing doing that or I want
this or I want that well how do you how
do you mean exactly it costs too much or
I can't afford it how do you mean
whenever you ask the question how do you
mean the customer will expand and give
you more information and then you can to
say well how do you mean exactly every
time you ask the question the customer
will tell you more information they'll
Express themselves they'll give you more
information that you need to make a sale
and each time you ask a question you get
a chance to listen and listening builds
trust the fourth key is to feed it back
in your own words don't just jump in
with an answer say well let me be sure I
understand what you're saying this is
what you're doing now and this is what
you're trying to do in the future and
this is your concern or your question is
that right and they'll say yes and this
is proof that you were really listening
and people are immensely flattered when
you can feed it back in your own words
so those are the Four Keys listen
intently pause before replying question
for clarification ification and then
feed it back in your own words before
you speak so I'll give you a technique
by the way this will double your income
this technique is so powerful it's been
found that the top 10% of salespeople in
32 industries use this technique and you
teach this technique to people and they
won't use it but in every audience I say
does anybody use this technique and
there'll always be somebody I'll say how
does it work and they'll say I mean it's
like their their seat was electric
electrified they customers love it
I mean they just there and it's a very
simple technique it's called the agenda
close the agenda close is where you
close the person on an agenda so for
example what you would do is you would
say Mr Prospect I know how busy you are
so I've prepared an agenda for our
meeting that now positions you as a
professional it positions you as a
consultant an agenda you see only
professionals use agendas
nonprofessionals go in and just talk so
what you do is I've prepared an agenda
for our meeting and you take a piece of
your stationer this is Nordic business
forum and you write agenda for meeting
with the person's name correctly spelled
very important and the time and date and
then you have five or seven questions
odd numbers are better than even numbers
seven is one of the most powerful Cosmic
numbers so I always think in terms of
sevens so you have seven questions and
so I've prepared an agenda for our
meeting and you space the questions over
the page so a person can take notes you
write it in large print so a person does
not have to get a magnifying glass to
read it and then there's 1 2 3 4 5 6 7
customers are astonished they take it
like this and it's got their name and
their uh time and their business on it
and they sit and then you have a copy
yourself you said if we can just go
through these questions then you will
know and I will know if this is a good
idea for you or it's not at the end of
the series of questions you say well it
looks like what we're offering and what
you need seem to fit together pretty
well uh can I can I show you some of the
details and then you shift gears and you
shift into the presentation now just
like identifying needs accurately is the
turning point or the hinge on the gate
or the door the presentation is where
the sale is made you make the
presentation by presenting your product
or service in a special way and this is
worth a million dollars to you over the
course of your career this one piece of
advice is people don't care what your
product is they don't care about you
they don't care about your company they
don't care about the background of your
company and they don't even care what
the product is people don't care the
only thing they care about is what this
product or service does for me you know
if you have a little child the child
says me Me Mine Mine me me all customers
care it they're just children with
better excuses all they think about is
me me me what do I get what's in it for
me and what they want is they want a
change in their life they want an
improvement in their life a result a
benefit or highest of all is a
transformation they want to be
transformed there is an ABC theory of
motivation that applies to selling and a
in English stands for antecedence or
what happens in the past b stands for
behavior and C stands for consequences
what happens as a result of buying
here's the rule 15% of buying behavior
is determined by the past 85% of buying
behavior is determined by the
anticipated future what is going to
happen as a result of me buying so as we
say if you are selling a tour to the
Canary Islands spend 90% of your time
talking about the destination and only
10% talking about the plane that you fly
to the Canary Islands in
most sales people spend 90% of their
time talking about the plane and only
10% of the time talking about the
destination imagine if you went to a
travel agent and you said I want to take
a vacation to the Canary Islands and
they said well let me show you how this
plane works and they take out a diagram
of the airplane you're going to fly on
and and how you walk up the rampway and
where you sit and the food they serve
and the movie you think I don't want to
hear about this I just want to know
about the islands and the palm trees and
the ocean and the warm water and and so
on so talk 90% about the change that
will take place in the customer's life
now going back 6,000 years to ancient uh
ancient Sumeria when they first began
the first open markets customers have
only bought one thing in 6,000 years can
you guess what it
is well the answer is Improvement
customers only buy Improvement the
reason they buy is that they feel that
the quality and quantity of the
Improvement will be greater than the
cost and the trouble of using it or
learning how to use it when you answer
objections write down and say what are
the objections that I normally get what
we find is that no matter what you sell
it's never more than six objections and
we call this the law of six and
sometimes there will be several price
objections
several utilization or quality
objections or several a aesthetic or
color objections but your objections
will categorize into roughly six groups
and then what you do is you just develop
a powerful answer for each objection
I've known salespeople who've gone from
knocking on doors to earning more than a
million dollars a year because they
became brilliant at answering objections
top salesman in the world for many years
was a man named Ben Feldman Guinness
book of records and he answered
objections so beautifully that he would
give courses and people would sit on the
floor like children around a campfire
and he he would say that when the
prospect says this here's the answer
people went out and made millions of
dollars in sales because they learn how
to answer objections the way Ben feltman
did so think of every objection you get
and say what's the very best answer for
this objection and so when the customer
brings it up you say that is a good
question and you answer it with your
pre-prepared answer and the objection
just disappears like cigarette smoke if
you don't know how to answer a
particular OB ction whether it's price
or quality or something else ask other
people what do you say someone has come
up with the right answer call the top
salesperson in your industry even in
another company and say what do you say
when the customer says this and if
there's an answer they'll say this is
what we say but you must find out the
answer part number six is closing the
sale and closing the sale is uh simply
I'll give you the simplest of all
closing techniques it increases people's
sales by five 10 times and it's called
the Invitational close the Invitational
close says that you have made your
presentation you ask the customer this
question how do you like this so far if
the customer says well it looks quite
good you say then why don't you give it
a try the customer can only say well
sure I'll give it a try or they can say
well no in which case you ask why not
now a second closing technique is called
the reverse close and when a prospect
says why don't you give it a try and the
Prospect gives you an answer you say if
we could take care of that to you for
you to your complete
satisfaction would you give it a try so
you say if we could would you if we
could satisfy you on that would you take
it Prospect says yes if you could
satisfy me say then what would it take
to satisfy you on that point the most
important Word in Life For Success the
most important word in sales is the word
ask ask politely ask confidently ask
warmly
ask charmingly but ask for what you want
ask the customer to take it today ask
the customer invite them to buy ask them
why they're hesitating but don't be
afraid to ask remember before you ask
the answer is probably no if after you
ask the answer is still no you've lost
10 seconds out of your life so don't be
afraid to ask and the more you ask ask
politely ask confidently ask courteously
the more you ask the more confident
you'll become and the more sales you'll
make you die beneath this master there
is more than flesh beneath this master
there is an idea and ideas are my life
changed my mindset changed everything
changed been able to generate well over
$40,000 usar now they're attempting to
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