Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
1. Drop the old school enthusiasm - it comes off as old school and rehearsed. 2. Focus on them - not your company. 3. Share best practices - to open conversation. 4. Engage prospects with questions about challenges - "Tell me about your biggest challenge about...your product" to design a solution. 5. Learn the cost of those challenges- creates value. 6. Ask for a budget - "What can you see yourself investing to solves these challenges". 7. Be willing to walk away - Eskimos don't need ice, find people who want and need what you sell. 8. Get commitment before presenting - a commitment to solves the challenges for better quality prospects. 9. Give 3 options in any proposal - lower-end alternative up to the premium option. 10. Always establish the next meeting during the current meeting - clarify the next step, call or meeting. 11. Ask for introductions at the point of sale - This is the time they are inclined to introduce you to potential prospects.
I dont mean to be off topic but does any of you know of a way to log back into an instagram account?? I somehow lost the account password. I appreciate any help you can offer me!
I closed more sales in real estate because I have done most of the tips you mentioned. I was not just aware of that until I saw your video. This made me realize I was doing the right closing techniques and I am learning some more from your videos. Your selling tips are quite helpful for more sales people like myself. Godbless you Mark!
I am about to transition to self-employment after a lifetime of salary and this 2016 video is a great start to learn to sell. Thanks, Marc! 1. Engage prospects with questions about challenges they are facing. 2. Get commitment before presenting. 3. Always establish the next meeting during the current meeting.
I love how at the end he practiced what he preached and asked the viewer to show others and share with friends. Good stuff thank you for the advice. I cant wait to implement it.
8) Get commitment before presenting ... this is great! Can't wait to shave tons of hours of wasted time and focus more on 1st-time prospect meetings ty!
5:30 number 7 = relevant/necessary advice for us today. Your summation in describing that point is appreciated! I was thinking it, but your cut and dried manner/well phrased brief paragraph was eluding on how to express it to my husband, so thanks much for this presentation!
I've noticed with my role of approaching sales people with a sale that like you're saying, the enthusiasm does the opposite. In a previous video you talked about toning it down in the initial interaction. I've been doing that and have been able to positively get past that first gate keeper, the receptionist and present what I wouldn't be able to before. I gave 3 presentations the other day at one place. The first two made me feel like I had a sale. The third one was like a slaughterhouse. It still turned into a great presentation but by this point I invested almost 2 hours and was quick to get off of the phone without scheduling a follow-up. That action in itself may have been the frosting on the cake. Thank you
Marc, Really great tips on closing more sales! It is hard to find people like you willing to give away great nuggets of sales advice for free! Please post more videos, I liked and am a subscriber. Thanks again,
I find it very interesting to ask for introductions as soon as we close a sale. I usually waited for the customer to be happy with our work before asking. Plenting the seed makes sense. 👍 Thanks
Thank you so much for these amazing tips Marc!! Overall from most of your videos, incl this one, I found shifting the focus to the client and their needs and their needs only to be super helpful and practical!
This content is truly very insightful. The easy way to ask about referrals at the end of the meeting which I found very useful is "Do you know anyone beside you who could benefit from what we are offering"?
"Drop the old school enthusiasm." As a sometimes overly passionate guy I feel this has often hurt me. Nice to hear the challenge of sounding confident without the vigorous handshake, beaming smile, and "silver-tongue." Great info, looking foward to more!
I would say the tip about asking for introductions at the end of the sale, I was thinking about this earlier and now I have the answer I realize once people get cold it is more challenging to ask them for referral because at that point they got comfortable. Great tip. I know this tip is going to help me in my sales career.
1st off keep it up man I can tell a good start when I see i one. I watched a couple of your video right after I watched a couple similar videos with 500k plus views and I can definitely say u are off to a great start great information within I challenge all to all play it once then replay the video and listen to the key points apply it to your job and see what you missed
Very strong points ! Thanks a lot ! What about qualifying the stakeholders before any commit ment because sometimes we find our selves with the wrong people ?
Getting the commitment before the presentation let’s me know I’ve heard their challenges, understand their cost (pain), know that we’ve connected and built trust which is backed up by receipt of the budget and their level of desire is evident. I may even ask after summarizing their issues, “do you know how would solve that?” And I move forward based on the body language. This may mean I have more questions before the presentation if the body language isn’t asking for the solution.
Marc, VERY helpful and needed. Thank you for giving of your time and experience. I did have one question. For tip #11, can you provide an example of how asking for an introduction should sound or look like? I'm not sure how I would word that on the phone and this seems like a very delicate step to be handled. Thanks!
I'll make it easier on everyone... 1) Be likeable. If people like you, they'll trust you. If they trust you, they'll buy from you. 2) Figure out the best way to speak to as many people as possible and always always always ask for the sale. Is there any reason why you couldn't move forward with the purchase today?
I personally don’t like that question. Why assume they won’t? Are you assuming it takes time to decide? Are you assuming they might not want to? For some people it hard for them to make a purchasing decision and you are giving them an escape.
OK so this is great for investment sales and freelance phone sales but! Do you have any advise on inbound retentions with the prospect of upselling? I do well in my field however I feel like I'm getting jaded... Do you have any tips on refocusing and retaining business?
Sales calls are so intimidating for me, but I'm working through the fear. I have my second one today with a prospect, will be using these tips. thank you!!
I am a tech sales guy in the *Retail sector* and have been suffering from the following issue: I tend to deliver too much knowledge (because, in my opinion, it would be necessary for the customer to make the better choice), but it tends to confuse 50% of them. Now the customer is a little more confused, and hence they walk-out, losing me the sale. Why I do that? I just want to show both the positive and negative sides of each specific product so that we don't make a wrong choice. Guide me, please: I am open to brutally honest answers.
I was most surprised to hear that you believe one should attempt to curtail enthusiasm in the sales presentation. If you interview a client after the sale, what they most appreciate is that you maintain that level of focus, energy, urgency and positivity you displayed before the sale, when the installation doesn’t go through perfectly, or the product/ service or system eventually need adjustments. There’s nothing that disappointing than dealing with an uninspired salesmen no matter how much he listens and takes notes.
Good presentation. One thing I think you forgot. You must make a relationship with prospect to gain their trust, the more they trust you, the more they buy into you. :)
Great video. I have a question. My role is selling hospitality packages to C level execs, for a international motorsport venue. Because it’s such a “sexy” product, we will get CXO’s calling in, but I want to be more proactive and hammer the outbound calls too, but the only real need for a business to buy this product is the need to entertain a client, or incentivising sales staff (As far as I can tell). How would you suggest approaching this?
The art of closing is not something one can master over a few days, it takes time and effort and none of these sales closing strategies will work effectively unless you have go through it repeatedly.
I have a Question, When it comes to the three options proposal, which way would be the best way to present them, from high to low in the price range, or from low to high? Or by simply start in the middle price?
If you present the best option to me i would always want to take that, but in case i dont have the budgets then I might disappointed that I am taking a product which is probably only just solving my challenge. So its always low to high.
I'm a stream energy provider, looking to know how I may bring more tension and persuasion towards my product for them to show Intrest without giving them so much information. That way I can possibly schedule another meeting to actually set the customer up after the follow up
Kissalude seriously, and people love it when you transfer your energy and emotions to them. they basically give you free money just, because you made them feel like no one else has In a long time.
I believe he meant overenthusiasm often tends to scare customers and what you should be looking for is the perfect intermediate between over and under-enthusiasm
HCBchemistry just be positive. You don’t need to over the top and phony. But a positive attitude and confident attitude helps on the phone and in person.
Sometimes envy kicks in first so enthusiasm becomes a big turn off for people you can't really show your passion, success or whatever. I have been very enthusiastic and failed before. it actually depends on how far your efforts have gone with the crowd.
Maybe a lifestyle product sure, it provides an positive emotional benefit using instagram as a sales channel What about selling a coffin or industrial degreaser. These are solution to a problem in both emotional and functional benefits.
I really like your videos and have taken and applied several tips that you've shared. Thank you. I've also tried to get the free booklet that you've talked about and every time, I don't receive any email with a link or attachment. I just get a "I can't believe you aren't paying me for my tips" email.
asking prospects their challenges is a very important point. what are the set of questions we should ask when for first time we meet a cold,warm, hot prospect.
![7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]](/img/n.gif)
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
1. Drop the old school enthusiasm - it comes off as old school and rehearsed.
2. Focus on them - not your company.
3. Share best practices - to open conversation.
4. Engage prospects with questions about challenges - "Tell me about your biggest challenge about...your product" to design a solution.
5. Learn the cost of those challenges- creates value.
6. Ask for a budget - "What can you see yourself investing to solves these challenges".
7. Be willing to walk away - Eskimos don't need ice, find people who want and need what you sell.
8. Get commitment before presenting - a commitment to solves the challenges for better quality prospects.
9. Give 3 options in any proposal - lower-end alternative up to the premium option.
10. Always establish the next meeting during the current meeting - clarify the next step, call or meeting.
11. Ask for introductions at the point of sale - This is the time they are inclined to introduce you to potential prospects.
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@@brownevisuals2393 ?????????
Thanks !
I dont mean to be off topic but does any of you know of a way to log back into an instagram account??
I somehow lost the account password. I appreciate any help you can offer me!
Asking for introductions absolutely wont work if it will mean you will sell to their competitors
I closed more sales in real estate because I have done most of the tips you mentioned. I was not just aware of that until I saw your video. This made me realize I was doing the right closing techniques and I am learning some more from your videos. Your selling tips are quite helpful for more sales people like myself. Godbless you Mark!
I've been watching these types of videos all morning. This is the best one by far.
Well done. Saving this video to reference it FOREVER!!
totally agree. I just found this now, 2 years after you left this comment. Key tip is to be willing to walk away.
"a great idea is the best gift you can give someone" Thanks for your ideas! Your videos are helping me a lot.
I am about to transition to self-employment after a lifetime of salary and this 2016 video is a great start to learn to sell. Thanks, Marc!
1. Engage prospects with questions about challenges they are facing.
2. Get commitment before presenting.
3. Always establish the next meeting during the current meeting.
I love how at the end he practiced what he preached and asked the viewer to show others and share with friends. Good stuff thank you for the advice. I cant wait to implement it.
8) Get commitment before presenting ... this is great! Can't wait to shave tons of hours of wasted time and focus more on 1st-time prospect meetings ty!
Yes. I have found this is the biggest time waster in sales. Pitching before we know they need it.
5:30 number 7 = relevant/necessary advice for us today. Your summation in describing that point is appreciated! I was thinking it, but your cut and dried manner/well phrased brief paragraph was eluding on how to express it to my husband, so thanks much for this presentation!
Excellent video, excellent explanation regards to sales. Awesome 😊
I've noticed with my role of approaching sales people with a sale that like you're saying, the enthusiasm does the opposite. In a previous video you talked about toning it down in the initial interaction. I've been doing that and have been able to positively get past that first gate keeper, the receptionist and present what I wouldn't be able to before. I gave 3 presentations the other day at one place. The first two made me feel like I had a sale. The third one was like a slaughterhouse. It still turned into a great presentation but by this point I invested almost 2 hours and was quick to get off of the phone without scheduling a follow-up. That action in itself may have been the frosting on the cake. Thank you
I love the fact that you said ask for a budget...I will try that in my next consultation
Marc,
Really great tips on closing more sales!
It is hard to find people like you willing to give away great nuggets of sales advice for free!
Please post more videos, I liked and am a subscriber.
Thanks again,
This is one of the best closing videos I've seen in a long time.
I find it very interesting to ask for introductions as soon as we close a sale. I usually waited for the customer to be happy with our work before asking. Plenting the seed makes sense. 👍 Thanks
Thank you so much for these amazing tips Marc!! Overall from most of your videos, incl this one, I found shifting the focus to the client and their needs and their needs only to be super helpful and practical!
This content is truly very insightful. The easy way to ask about referrals at the end of the meeting which I found very useful is "Do you know anyone beside you who could benefit from what we are offering"?
Excellent refresher. Thanks. Definitely the "3 options" for any proposal.
appreciate your real approach sharing real world examples. I am a franchise consultant and plan on using your concepts with my team and clients
Thank you ...I appreciate you..I'm new to sales and this has been really helpful
Good tips. Thanks. I've been in sales over 20 years, and it is never a bad time for refreshers. Trolls, you can go jump in a lake.
@ScorpionEmerald good point 😂😂
Providing options is a great tip
"Drop the old school enthusiasm." As a sometimes overly passionate guy I feel this has often hurt me. Nice to hear the challenge of sounding confident without the vigorous handshake, beaming smile, and "silver-tongue." Great info, looking foward to more!
Great tips Marc. Thanks for the videos.
I would say the tip about asking for introductions at the end of the sale, I was thinking about this earlier and now I have the answer I realize once people get cold it is more challenging to ask them for referral because at that point they got comfortable. Great tip. I know this tip is going to help me in my sales career.
Very helpful
1st off keep it up man I can tell a good start when I see i one. I watched a couple of your video right after I watched a couple similar videos with 500k plus views and I can definitely say u are off to a great start great information within I challenge all to all play it once then replay the video and listen to the key points apply it to your job and see what you missed
Great content thanks. My favourite tip was the last one and is something ok going to start doing right away. 👍🙏
Very strong points ! Thanks a lot ! What about qualifying the stakeholders before any commit ment because sometimes we find our selves with the wrong people ?
DAmn! this was a good video. thank you for the info.
Getting the commitment before the presentation let’s me know I’ve heard their challenges, understand their cost (pain), know that we’ve connected and built trust which is backed up by receipt of the budget and their level of desire is evident. I may even ask after summarizing their issues, “do you know how would solve that?” And I move forward based on the body language. This may mean I have more questions before the presentation if the body language isn’t asking for the solution.
Look like all the steps can be useful.
Really good. I am a enthusiasm type that needs to cool that down. Good advice
Just fantastic. Your videos are full of extremely valuable info
Actually all 11 points you made were helpful. Really excited that I found your TH-cam channel.
Marc, VERY helpful and needed. Thank you for giving of your time and experience. I did have one question. For tip #11, can you provide an example of how asking for an introduction should sound or look like? I'm not sure how I would word that on the phone and this seems like a very delicate step to be handled. Thanks!
Good things to learn even for online sales where you don't meet anyone ever. I really liked the idea of 3 options.
Fresh Tips Marc! truly enjoying this ! Thank you again!
I'll make it easier on everyone...
1) Be likeable. If people like you, they'll trust you. If they trust you, they'll buy from you.
2) Figure out the best way to speak to as many people as possible and always always always ask for the sale. Is there any reason why you couldn't move forward with the purchase today?
I personally don’t like that question. Why assume they won’t? Are you assuming it takes time to decide? Are you assuming they might not want to? For some people it hard for them to make a purchasing decision and you are giving them an escape.
The last one was the most helpful, I get so high on the sale I forget to ask for another one.
Any tips on keeping people interested in videos?
Excellent video!
Great video! Will be sharing with my sales team!
OK so this is great for investment sales and freelance phone sales but! Do you have any advise on inbound retentions with the prospect of upselling? I do well in my field however I feel like I'm getting jaded... Do you have any tips on refocusing and retaining business?
Sales calls are so intimidating for me, but I'm working through the fear. I have my second one today with a prospect, will be using these tips. thank you!!
And how'd it go
In curiousv aswell
CLEVER ways to sell....Thanks!👍
ALWAYS GET THE NEXT MEETING..... This was the take away point for me
Very straightforward. Well presented.
I love the part where we ask our customer what is their challenges . I am going to share to all my friends
Excellent! This information you're giving out is priceless thank you so much
What are some of the questions that I might ask my prospect? Can you give a few examples?
all of these tips are great but the last one is killer!
I am a tech sales guy in the *Retail sector* and have been suffering from the following issue:
I tend to deliver too much knowledge (because, in my opinion, it would be necessary for the customer to make the better choice), but it tends to confuse 50% of them. Now the customer is a little more confused, and hence they walk-out, losing me the sale.
Why I do that? I just want to show both the positive and negative sides of each specific product so that we don't make a wrong choice.
Guide me, please: I am open to brutally honest answers.
I was most surprised to hear that you believe one should attempt to curtail enthusiasm in the sales presentation.
If you interview a client after the sale, what they most appreciate is that you maintain that level of focus, energy, urgency and positivity you displayed before the sale, when the installation doesn’t go through perfectly, or the product/ service or system eventually need adjustments.
There’s nothing that disappointing than dealing with an uninspired salesmen no matter how much he listens and takes notes.
Good presentation. One thing I think you forgot. You must make a relationship with prospect to gain their trust, the more they trust you, the more they buy into you. :)
I think relationship is overrated in sales. Trust and expertise is more important as long as they don’t despise you.
Great info
I sold more because of this video we can do it together.
marc your video was very helpful now im gonna crush it..
Great video. I have a question. My role is selling hospitality packages to C level execs, for a international motorsport venue. Because it’s such a “sexy” product, we will get CXO’s calling in, but I want to be more proactive and hammer the outbound calls too, but the only real need for a business to buy this product is the need to entertain a client, or incentivising sales staff (As far as I can tell).
How would you suggest approaching this?
Very helpful advice!
The art of closing is not something one can master over a few days, it takes time and effort and none of these sales closing strategies will work effectively unless you have go through it repeatedly.
You Opened my eyes today brother, I have subbed and turned on NOtif.You are very sharp..
I have a Question,
When it comes to the three options proposal, which way would be the best way to present them, from high to low in the price range, or from low to high? Or by simply start in the middle price?
If you present the best option to me i would always want to take that, but in case i dont have the budgets then I might disappointed that I am taking a product which is probably only just solving my challenge. So its always low to high.
Great,love it!
Awesome really great Tips
Curious, what camera do you use to shoot these videos?
amazing video! Thank you very much!
Thanks for these videos Marc, much appreciated!
Awesome tips, thank you
Very beneficial, thank you Marc
This was really insightful
Fantastic advice! Thanks so much
Thanks I am going to try several out. But 4 and5 seemed more useful to me
Great tips. I just started door to door sales for a communication company. This is my 2nd full month. Is the ebook still available?
I'm a stream energy provider, looking to know how I may bring more tension and persuasion towards my product for them to show Intrest without giving them so much information. That way I can possibly schedule another meeting to actually set the customer up after the follow up
so amazing! i've learned a lot.
Great tips
Be less enthusiastic, my new mantra
Asking for recommendations at the point of sale is genius.
man you channel is great!
Hi Marc, if possible to edit the subtitles in Tip 2 - Focus on them? instead of "Earn the cost of those challenges? it mixes. Thanks
Wonderful!
This is key 🗝
I liked the Cost of their challenge. Also the 3 offers
Honestly being enthusiastic works because your products or services should bring out the kid in you.
Kissalude seriously, and people love it when you transfer your energy and emotions to them. they basically give you free money just, because you made them feel like no one else has In a long time.
I believe he meant overenthusiasm often tends to scare customers and what you should be looking for is the perfect intermediate between over and under-enthusiasm
HCBchemistry just be positive. You don’t need to over the top and phony. But a positive attitude and confident attitude helps on the phone and in person.
Sometimes envy kicks in first so enthusiasm becomes a big turn off for people you can't really show your passion, success or whatever. I have been very enthusiastic and failed before. it actually depends on how far your efforts have gone with the crowd.
Maybe a lifestyle product sure, it provides an positive emotional benefit using instagram as a sales channel
What about selling a coffin or industrial degreaser. These are solution to a problem in both emotional and functional benefits.
got what I came for. Cheers !
I really like your videos and have taken and applied several tips that you've shared. Thank you. I've also tried to get the free booklet that you've talked about and every time, I don't receive any email with a link or attachment. I just get a "I can't believe you aren't paying me for my tips" email.
He doesn't seem really all that devoted to his online fan base from what I've seen
Prospects don't communicate. How do you fix that?
asking prospects their challenges is a very important point. what are the set of questions we should ask when for first time we meet a cold,warm, hot prospect.
Don't be the typical Indian asking to be spoon fed. Figure out yourself, works best. Being a fellow countryman, I only have this tip for you.
Be content with what is offered.
Excellent!!!
I can sell ice to a salesman! It's all about timing. Wait until he orders a fountain drink.
Sir, I am working for a credit card sell but when I call them, they said not interested . Tell me what should I do?
Thanks so much
I love this
LoL!! I'm an Eskimo. Thanks for the shoutout xD
I find using a gun to be quite effective.
Why do you say you respond to questions when you look at the majority of your questions are unanswered.
DrewTalks because it sounds good obviously.
he is a seller.
Nitin yaaasss
Ask for referral right away after closing sales... worth watch till end
very informative. Sounds a bit of a sandler method. isn't it?
How do you ask for a commitment ahead of time?
Nice sleeves
Every point usefull