Stop Selling Start Closing

Summary

The speaker emphasizes the distinction between selling and closing in sales, advocating for the latter. They introduce the 'Value in advance' strategy, suggesting that providing value upfront can naturally lead to closing sales. The speaker, who has millions of followers, shares insights on how to build trust and make offers that seem like a 'no-brainer' to prospects, ultimately aiming for a sales process where closing feels natural and beneficial to both parties.

Takeaways

• 💬 The distinction between selling and closing is crucial; selling is a process, while closing is the act of securing a sale.
• 💰 You are only compensated for closing sales, not just selling.
• 🤝 A good closer is recognized when the prospect expresses gratitude for the assistance in making a decision.
• 🔄 The 'Value in advance' strategy involves providing value before asking for a sale, which builds trust and eases the closing process.
• 📈 The speaker emphasizes the importance of delivering value through content and education, which can be scaled up to reach a wider audience.
• 🎯 By providing value upfront, you can influence the prospect's perception and make them more likely to accept your offer.
• 📚 The example of teaching martial arts illustrates how providing initial steps of value can lead to a natural progression towards a sale.
• 🌟 The concept of '10x value' suggests that to make closing easy, strive to deliver ten times the value of what you charge.
• 🔗 The integration of branding, education, marketing, and closing is essential for a seamless sales process.
• 🤗 Closing should be a natural and positive outcome where the prospect feels they are gaining value, not just being sold to.

Q & A

What is the main difference between selling and closing according to the speaker?

The speaker emphasizes that selling is about presenting a product or service, while closing is about successfully persuading a prospect to make a purchase. The key distinction is that you only get paid when you close a sale, not just when you sell.

Why does the speaker suggest that traditional sales tactics are often ineffective?

The speaker suggests that traditional sales tactics, such as being pushy or using aggressive strategies, can turn off prospects and are not as effective as closing, which is about providing value and helping the prospect make a decision.

How can a salesperson become a good closer, according to the script?

A salesperson becomes a good closer by providing value to the prospect, helping them make a decision, and moving forward. A good closer is recognized when the prospect expresses gratitude for the assistance in making a decision.

What is the 'Value in advance' strategy mentioned by the speaker?

'Value in advance' is a strategy where the speaker provides value to the prospect before even making an offer. This is done by offering free content, education, or assistance that helps the prospect see the value in what is being sold.

Why is it important to provide value before making an offer, as per the speaker's perspective?

Providing value before making an offer builds trust and shows the prospect the benefits they can expect. This makes the prospect more likely to say 'Yes' when an offer is made because they have already experienced the value.

How does the speaker use the example of martial arts to illustrate the 'Value in advance' strategy?

The speaker uses the example of teaching martial arts to explain that by providing the first steps for free, such as teaching a proper stance or basic stretching, prospects can see the value in the free content and are more likely to invest in the full course.

What is the significance of the prospect saying 'Thank you' after a sale, as described in the script?

When a prospect says 'Thank you' after a sale, it indicates that they appreciate the value they received and the help in making a decision. This is a sign of a successful close and a good closer.

How does the speaker suggest using social media to implement the 'Value in advance' strategy?

The speaker suggests using social media to provide free content, education, and value to a broad audience. This helps build trust and makes it easier to close sales when an offer is made.

What is the concept of 'delivering 10x more value' as mentioned by the speaker?

The concept of 'delivering 10x more value' means striving to provide ten times the value of what a customer pays for. For example, if charging $100, the aim is to deliver $1000 worth of value.

How does the speaker define the purpose of closing in the context of sales?

The speaker defines closing as a service provided for the benefit of the prospect, not something done to them. It's about helping them reach a decision and move forward, ensuring they are happy with the outcome.