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We humans fear the wrong danger. What we fear doing isn’t as dangerous as the lack of action.
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Bio: Anthony Iannarino is a bestselling author and internationally recognized speaker on sales, success, personal development, leadership, and entrepreneurship. Anthony’s 3 privately held staffing firms generate annual revenues of $50M. These firms serve some of the most well-recognized brands in the United States. Anthony speaks to and provides transformational workshops to sales organizations throughout the world.
His blog, www.thesalesblog.com, is read by 60,000 people each month, and he has published there daily since 2009. His widely acclaimed Sunday newsletter reaches 80,000 people.
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When pitching an idea to a company, what do you say to close? In this video, I describe how to close a sale every time using a series of five statements and questions.
First, remind the client of the problem that they’re having and then offer to help with that problem. The client will ask what you can do for them. You can tell them exactly what you have to offer.
If the client seems lukewarm about you helping, ask why you aren’t working together if it’s in their budget and you have the solution. This statement will preemptively thwart many of the possible objections.
If you reach this point in pitching an idea to a company and they say they don’t know, suggest that they just give it a try. This simple suggestion is key to knowing how to close a sale every time. This is because if it works, they’ll be thrilled and will want to buy.
If they still don’t agree by the time you offer to give it a try, ask them if they’d work with you if it were free. If they say, yes, show them what the return on investment will be. Offer them a deferred payment plan, which will allow you to demonstrate that return on investment.
If they don’t want to work with you even if it’s free, just offer to be friends. Now you’ve taken the pressure off of them and they’ll feel much better about the prospect of making a deal.
If you’d like to know how to close a sale every time, try this progression of statements and questions. Next time you’re pitching an idea to a company, these magic words will help you get the most out of your relationship.
“Selling isn’t something you do to someone. It is something you do for someone and with someone.” — Anthony Iannarino, “The Lost Art of Closing: Winning the Ten Commitments that Drive Sales” ___________________
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On today’s episode, Curt interviews Anthony Iannarino, highly respected international speaker, bestselling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. He is also a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy.
Iannarino also is the author of The Only Sales Guide You’ll Ever Need; Eat Their Lunch: Winning Customers Away from Your Competition; and, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales
During the course of our interview, Anthony and Curt delve into the ten commitments that drive sales, which are:
* The Commitment of Time * The Commitment to Explore * The Commitment to Change * The Commitment to Collaborate * The Commitment to Build Consensus * The Commitment to Invest * The Commitment to Review * The Commitment to Resolve Concerns * The Commitment to Decide * The Commitment to Execute OK
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Check out this free presenting to camera course.
How to pitch your business in 60 seconds.
I’m not going to waste your time with stuff you already know. Speak clearly, practice your pitch, use props. Brush your teeth ect ect. These are the basics. This is more about what’s beneath the surface of a good pitch.
We have all been there, listening to that person stand up and list every service they provide, expecting you to jump up and scream “I want to buy you “ Its boring and a little scary, you certainly don’t want to to enter into a conversation with captain sell straight after.
So if you’re feeling totally lost on how to pitch your business, then here are 3 steps to follow which will entice people to want to know more.
Step 1 of how to pitch your business in 60 seconds
As a business, you exist to solve a problem potential clients might have. You are there to ease pain points. So that’s where you start.
Address the problems your business solves. Steve
So why does this work?
Because it simplifies what you do to a level anyone can understand and allows people to build an image of your business that’s comfortable to them.
Step 2 of how to pitch your business in 60 seconds
Ideally, you want to try and tell a story relating to your business. Something that sums up an achievement or something you’re proud of.
So why does this work?
There are plenty of industries out there, for examples accounts or personal trainers, that to the average person all offer the same thing. Telling a story that’s unique to you will set you apart. You won’t find another accountant with the same story and the passion you tell it with will engage anyone listening.
Step three of how to pitch your business in 60 seconds
Sell the mission
Our mission is to put people back at the front of businesses. So we don’t need to talk about how we do this using video, that’s just a tool that gets us a result.
Focus on the sole reason for your businesses existence.
So if you’ve come this far in the video and are thinking “I don’t have a mission” You probably do but you just need to spend a bit of time thinking about exactly what it is.
So there we have it. Three steps on how to pitch your business in 60 seconds.
Many sales people follow traditional ineffective methods in making the sales presentations. They look for sales presentation ideas, sales presentation slides, sales presentation videos or sales presentation examples to improve that skill. Here you are having simple yet powerful three secrets to boost up your sales presentations. Make your next sales presentation outstanding with these 3 secrets.
Be sure to download Marc’s incredible e-book on “25 Tips to Crush Your Sales Goal!” Just go here to get the e-book instantly: http://www.marcwayshak.com/opt1/
Solution Selling Tip #1: Stop pitching. We need to stop pitching if we’re going to apply an approach that actually works.Whether we call it solution selling or anything else, no sales approaching will work if you pitch up front at the beginning of a prospect conversation.
Solution Selling Tip #2: Drop the excitement. If you’re selling a product or service that you really believe in, chances are you may have some excitement and enthusiasm around the sale.
Solution Selling Tip #3: Make it about them. This is the single biggest difference between traditional old-school selling and modern solution selling: Modern solution selling is all about the prospect.It’s about understanding what’s going on in their world. You want to focus almost exclusively on their challenges.
Solution Selling Tip #4: Understand their challenges. Once you’ve made the conversation about the prospect, it’s time to dig into their challenges.
Solution Selling Tip #5: Know their objectives. This is the flipside of understanding challenges. Objectives are all about understanding what they’re looking to accomplish.What’s important to your prospects? You want to understand, big picture, what your prospects are looking to accomplish this year with regards to what you sell.
Solution Selling Tip #6: Get clear on what accomplishing their goals will actually mean. What does accomplishing that goal actually mean to the organization? What does it mean in dollars?
Solution Selling Tip #7: Understand their personal motivation. I can’t say this enough: Every business objective has a personal objective.Your prospect may say, “We need to increase our profitability.” But what does that mean to them? How does it affect them?
Solution Selling Tip #8: Present only what matters to them. We want to present back to prospects the solutions to the challenges they’ve already told us are what matters most. We don’t want to go any further than that.
Solution Selling Tip #9: Use case studies. This is an important distinction in solution selling. Most salespeople are just presenting features and the benefits. What we really want to be doing is presenting case studies.
Solution Selling Tip #10: Stop overcoming objections. I said it: Stop overcoming objections.I can’t tell you the number of times a sales manager has come up to me and said, “We need to teach our salespeople how to overcome objections.” My response is always the same: “Well, do you think objections are the problem?
Or is the sales process leading up to those objections the problem? Why are they getting these objections in the first place?” And they inevitably say, “You know what? You’re right.”
Solution Selling Tip #11: Never go past 60 seconds. This is one of my new favorite pieces of data from an organization called Gong.io, which has analyzed millions of selling conversations using artificial intelligence algorithms.
They found that no successful sales presentations went past about 100 seconds of monologue on the part of the salesperson.
Solution Selling Tip #12: Focus on the value of your solution.
This is another major difference between solution selling and traditional selling. While old-school selling tells us to focus on the features and benefits of our products, solution selling tells us to focus on the value of our solution.
Solution Selling Tip #13: Keep the presentation short. This cannot be overstated. If you’ve done a good job in discovery, all you have to do is give a short presentation that just shows you know how to solve their problems, and then stop.
Solution Selling Tip #14: Make it a back-and-forth.
I mentioned this earlier, but it’s so important to solution selling that I want to mention it again. You presentation should always be a conversation, not a monologue.
Solution Selling Tip #15: Establish next steps.
Have you ever been in a selling situation where everything was going great…but then you never schedule a next step at the end of the call, vaguely say you’ll reach out to them sometime next week, and you never speak with the prospect again?
So, there you have it. There are 15 quick solution selling tips to close more sales. I want to hear from you. Which of these ideas did you find most useful?
Let’s break down 8 tips to help you close more deals via more effective sales presentations!
Tip #1 – Up your energy by telling yourself to be upbeat and cheery, engaging, and in the moment. Remember: tone over content. People often buy the sales person, not the product.
Tip #2 – Your audience does not care about all your product’s amazing features, they only care about how those things are relevant to them and benefit them. Benefits over features!
Tip #3 – Don’t put all the focus or attention on your presentation, deck, or demo. Make sure it’s secondary to YOU! The salesperson. In other words, if it’s an in-person, don’t stare at the screen while talking. If you’re online, make sure to use a webcam and show your face a good portion of the presentation so they connect with you personally.
Tip #4 – Only present solutions that are relevant to the audience. This means you might have to skip some solutions and features that you really love to talk about. I love mountain biking and wakeboarding, but these are things my wife does not want to talk about for the majority of our date night. So be smart!
Tip #5 – Go off script and ditch your presentation if the audience does not seem to be engaged and wants to talk about something else. In other words, don’t force it on them. Remember, they are buying you, not your presentation.
Tip #6 – Keep it short and sweet. Keep your slides simple and clean. Don’t spend much time on each slide, keep it moving quickly so it’s engaging. If the audience seems tired (yawning, shifting, etc). you’re dragging it out way to long.
Tip #7 – Piggy-backing off tip #6, don’t move too fast and rush the presentation in order to get all your content covered in as short of a time as possible. Instead cut content out that’s not that impactful. A good movie or good book has drastically been cut down from its original form.
Tip #8 – Practice your ending/conclusion. Practice makes perfect so ask for the business!
Thanks for watching. If you found this content helpful please take a second and like, share and comment. Also make sure to follow us for more great content just like this down the road. Happy marketing!
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Brian Tracy, Audiolibro, sobre las METAS El éxito se funda en metas; todo lo demás son palabras. Todos los triunfadores están intensamente orientados a una meta. Saben lo que quieren y se concentran resueltamente en alcanzarlo, un día tras otro. Nuestra habilidad para fijarnos metas es la llave maestra para alcanzar el éxito. Establecer metas abre nuestra mente positiva y libera ideas y energía para alcanzarlas. En cambio, cuando no tenemos metas, únicamente nos dejamos arrastrar por las corrientes de la vida. Con metas, volamos como una flecha, directos y sin fallos, hasta nuestro objetivo.
Este es un libro para personas que quieren progresar más rápidamente. Si me dieran solo cinco minutos para hablarle a usted y solo pudiera transmitir una única idea para ayudarle a tener más éxito, le diría: “Anote sus metas, haga planes para alcanzarlas y trabaje sobre esos planes cada día, sin excepción”. De seguirlo, este consejo le sería más útil que cualquier otra cosa que pudiera aprender. Esta idea ha cambiado mi vida y la vida de millones de personas. Cambiará también la suya.
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