How I Close Million Dollar Sales 1 On 1

Summary

In this video, the speaker shares his sales expertise, guiding viewers on how to close high-value deals through one-on-one interactions. Drawing from his experience in financial services and network marketing, he emphasizes the importance of listening, asking questions, and addressing the client's needs rather than focusing on product features. He debunks common sales myths, highlighting that selling is a learned skill, not an innate talent, and demonstrates a step-by-step closing process to convert prospects into sales effectively.

Takeaways

• 🚀 The speaker emphasizes the importance of mastering the art of closing big sales, regardless of the size, by understanding the value the customer is seeking.
• 🔧 The speaker's first entrepreneurial venture involved buying and selling cars, which taught him the basics of business but not necessarily sales skills.
• 📈 He transitioned into financial services and faced initial struggles, highlighting the common issue that many entrepreneurs lack sales skills despite their business acumen.
• 🏫 The speaker points out that traditional education, even at prestigious institutions, often fails to teach essential skills like sales, which are crucial for business success.
• 👂 The key to successful sales is listening and asking the right questions, rather than simply being able to talk well, which counters a common misconception about sales.
• 🔑 Understanding the customer's needs and desires is paramount; the salesperson should focus on what the customer cares about, not just their own product features.
• 🤝 In network marketing, the ability to sell is crucial, but equally important is the ability to train others in sales to build a successful distribution network.
• 💡 The speaker discovered that people with higher levels of institutional education can be more challenging to coach in sales because they are often too vested in their own knowledge.
• 🛍️ Selling is about creating an environment where the customer feels like buying, which is a principle that can lead to significant sales success.
• 🤔 The speaker suggests using embedded commands and guiding questions in the sales process to naturally lead the customer towards a 'yes'.
• 💳 When closing a sale, the speaker recommends taking an active role in the payment process, filling out forms for the customer, and making it easy for them to commit.

Q & A

What is the main topic of the video?

The main topic of the video is teaching viewers how to close big sales, ranging from smaller amounts to multi-million dollar deals, through one-on-one interactions.

What was the speaker's first entrepreneurial endeavor?

The speaker's first entrepreneurial endeavor was buying used cars, fixing them up, and selling them for a profit.

How did the speaker initially get started in sales?

The speaker initially got started in sales through a multi-level marketing company called Al Williams, which later became Primerica.

What challenges did the speaker face when first starting in sales?

The speaker faced the challenge of not knowing how to sell effectively, resulting in many rejections during the first 18 months.

Why does the speaker emphasize the importance of listening and asking questions in the sales process?

The speaker emphasizes the importance of listening and asking questions because it allows the salesperson to understand the customer's needs and desires, which is crucial for closing a sale.

What is the speaker's view on the correlation between education and sales skills?

The speaker believes that higher levels of institutional education can sometimes hinder sales skills, as individuals may become too vested in their own knowledge and fail to connect with the customer's interests.

What is the speaker's approach to handling objections during the sales process?

The speaker's approach is to ask the prospect what other questions they have, addressing each one to eliminate objections and build trust.

What is the significance of the phrase 'if there were a way' in the sales conversation?

The phrase 'if there were a way' is used to frame the sales pitch without implying that the salesperson knows more than the prospect, avoiding creating a sense of opposition.

What is the 'embedded command' technique mentioned by the speaker?

The 'embedded command' technique is a method of asking a question that subtly guides the prospect towards a desired response, such as choosing 'sooner' over 'later' when considering the timing of a purchase.

How does the speaker describe the process of closing a sale?

The speaker describes the process of closing a sale as a series of steps that guide the prospect towards making a purchase, emphasizing that selling is a process, not an event.

What is the speaker's perspective on the role of confidence in sales?

The speaker believes that confidence is crucial in sales, as it stems from knowing that the salesperson can deliver on the promises made and meet the customer's needs.