Master Salesman Shares Flawless Sales Techniques To Make Serious Money

Summary

This 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

00:00

👨‍⚕️ 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.

05:01

🗣️ 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.

10:02

💡 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.

15:03

🌟 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.

Keywords

💡Law of Six

The 'Law of Six' refers to the concept that there are typically no more than six common objections a salesperson will encounter in their sales process. In the video, it is mentioned as a principle to help salespeople prepare for and address customer concerns effectively. It's used to illustrate that objections can be anticipated and managed, which is crucial for successful sales.

💡Examination

In the context of the video, 'examination' is the first step in the sales process, analogous to a doctor examining a patient. It involves understanding the customer's needs before making any recommendations. The video emphasizes that a proper examination is essential before moving to the next steps of diagnosis and prescription, just like in medical practice.

💡Diagnosis

Following the examination, 'diagnosis' is the second step where the salesperson identifies the customer's problem based on the information gathered. The video uses the medical analogy to stress the importance of accurately identifying the issue before proposing a solution, which in sales terms translates to a product or service that meets the customer's needs.

💡Prescription

'Prescription' in the video is the third step in the sales process, where the salesperson recommends a product or service as a solution to the customer's problem identified during the diagnosis. It is compared to a doctor's prescription for treatment, highlighting the importance of tailoring the recommendation to the customer's specific needs.

💡Rapport

Rapport is the establishment of a good relationship with the customer, which is crucial for successful sales as per the video. It involves showing genuine interest and care for the customer, which in turn builds trust. The video suggests that focusing on rapport rather than the sale itself can lead to better sales outcomes.

💡Listening

Listening is emphasized as a key component of building trust and rapport with customers. The video advises salespeople to listen intently to customers, pause before replying, and ask for clarification to ensure they fully understand the customer's needs and concerns. Effective listening is portrayed as a skill that can significantly enhance sales success.

💡Agenda Close

The 'Agenda Close' is a sales technique mentioned in the video where the salesperson prepares an agenda for the meeting with the customer. This technique positions the salesperson as a professional and consultant, and it helps structure the conversation to ensure all important aspects are covered. The video suggests that using an agenda can increase the professionalism and effectiveness of the sales interaction.

💡Presentation

In the video, 'presentation' is the phase where the salesperson presents the product or service to the customer. It is highlighted as the critical point where the sale is made, and it should focus on the benefits and transformation the product or service will bring to the customer's life, rather than just the features of the product.

💡ABC Theory of Motivation

The 'ABC Theory of Motivation' mentioned in the video stands for Antecedents, Behavior, and Consequences. It is used to explain that while past experiences (Antecedents) can influence buying behavior, it is the anticipated future outcomes (Consequences) that largely drive purchasing decisions. The video uses this theory to emphasize the importance of focusing on the benefits and results of the product or service.

💡Improvement

The term 'Improvement' in the video refers to the core reason customers make purchases. It suggests that customers are seeking a positive change or enhancement in their lives, and they are willing to buy if they believe the improvement offered by the product or service outweighs the cost and effort. The video uses this concept to advise salespeople to focus on the value and benefits of their offerings.

💡Closing the Sale

Closing the sale is the final step in the sales process discussed in the video. It involves techniques such as the 'Invitational Close' and the 'Reverse Close' to encourage the customer to make a purchase decision. The video stresses the importance of being confident and polite when asking for the sale, and it provides examples of how to effectively close a sale by addressing customer concerns and objections.

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

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