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/
I remember when i was selling Kirbys door to door. I got into an elderly couples home and commenced to demonstrate. I couldn't pull any dirt out of her carpet. I couldn't even get her husband involved. But... I kept harping that she was a vacuum cleaner salesmans nightmare. She laughed and laughed. Every time i pulled out a new dirt meter and it was empty I got frustrated and said things like " why I've never been so humiliated ". She laughed a lot. Her husband heard her laughing and came into the room and started talking business. I closed the deal. I really didn't realize it at the time but he only bought it because I made her laugh. Funny how that was so many years ago and of all the hundreds of Kirby's I sold, that sale and a few others stand out in my mind as good presentations.
Most valuable advise I got today is do not be too pushy. My senior told me that I should show an enthusiastic to client when talking about our products. But with my character, I feel that’s a bit too much for me. Through the video, u realize that we can be sale person and no need to be too fake and too pushy at all. Just be a honest consultant to client and say the right thing at the right circumstance. Cool lesson! Thanks.
After following you tips over the last couple of weeks, i've really started noticing an amazing improvement in closing sales. I was always a very good sales agent, now I truly feel like a great sales agent! A massive thank you:)
Awesome teaching! your four easy steps are so simple, but imperative to do and I had no idea I wasn't doing neither of them. My biggest obstacle is what to talk about when I'm out prospecting, even more so, how to walk-up and start the converstion. Your steps gave me the starting point which is cruel...thank you.
This is great. I tried to answer your question and I didn't expect that I got the proper way to talk to them. Focusing on what they need ( without skipping the video ). Sorry for my English grammar. This is really helpful. Thank you so much. ❤️
4 Easy Steps to Connect with Any Prospect in Sales 1. Open with a Provocative Questions 2. Drop the Enthusiasm 3. Make it All About Them 4. Dig in to their Challenges
Loved it! The last 2 ones are more helpful, most important but more challenging for any person who would really want to became a sales person, thank you
Love this, Marc! And I always say this to my clients- “get them on the phone to build trust with your prospects”. The sooner you can get a qualified person on a call that is a video call- Zoom, Skype, whatever it is- the better.
I like #3 "Make it all about them" - listening more than speaking is so important to nurturing any relationship - whether that's in sales or in life. The trick is to know what questions to ask to get people talking!
Opening with a question - we do a lot of "Show Me You Know Me" outreach at my firm but I love the idea of provoking and challenging my prospect with a well positioned opening statement.
Recording myself really helps. It was challenging for me to drop being enthusiastic since we've always been told to stay upbeat through all the No's, yet I didn't want prospects to avoid me thinking I was on a pep drug LOL...
Awesome video! Can you give an example of how you would change the answer to "what should I do business with you" from a sales-centric answer to a prospect-centric answer?
"Why should I do business with you?" Well you shouldn't, unless we, together can come up with a solution to your challenges. Most companies I met with are struggling with......(put the three top things your company solves below. 1. 2. 3. Does that sound familiar to you and your business? I would love Feedback on that response?
The Enthusiasm thing. Wow, it is so addictive and habitual for me. Obviously, it's coming from a desperation for the sale. But also, it never sounds genuine. Good Points!
Find it interesting how you mention not to increase tone and pitch and as soon as you get to selling your book you actually increase your own tone and pitch and became the sales man lol...
The opening idea about connection is a great idea, but your example was much too wordy to hold my client's attention. Like you, I coach, mentor, and train business owners. I'd be happy to discuss some improved approaches for your connection portion of this video. The rest was spot on. Nicely done my friend! Best wishes to you for a great future...
Hi Marc, thanks for the great tips you gave. What would be a provocative entry in real estate business? Something like 90% of our clients don't reach what they are looking for, because they don't want to work with exclusiva?(as we say in Spain) l'd be happy about an answer, have a good weekend
Hi Marc, I'd like to see an example response for the "Why should I do business with you?" prospecting question. I would normally go in to my why statement but that's focused on me. Help?
I have problems associating their problems with my service. I tried talking about and posting about the solutions to their problems unrelated to my service, and they like the posts, but then I realize it doesn't remind them of my service. Should I refocus on building the bridge between their problems and my service, or find people that have pain points relevant to what I can offer with my service? or it's fine to keep doing so, coz they might not have immediate needs?
Hi Marc,Really a good video.I do business development for Vodafone in Melbourne.So as you had told how can I start conversations with clients to whose office or business Ian barging in? Can you help me I normally say" hi Ian Suby from Vodafone.Was looking to talk with the concerned person regarding your data and mobile plan for business"."We could most time help save the charges with the offers we have"
Sir kindly provide some tips on prospecting in fb messenger with a stranger whom I want to sell my product or want to bring him in my business of selling.
Rehashing old school changing the terminology. "If you wish to sell what Bill Smith buys , you must see Bill Smith through Bill Smith's eyes." Harry my Sales Trainer 1987. What's changed?
Most of the sales youtube videos are preachy. And so was this. I just wish Marc would have given lot of examples of doing /using the 4 steps. What should be the dialogues or statements that we should use? These steps are mostly known. What is not known is the script that should be followed.
Building trust, connection and sale starts with a simple Hi. So I disagree. If your Hi sounded anything but happy and enthusiastic you have most likely lost the sale. If you opened up with any kind of sale question you have lost the sale. These days you have to bridge old ways and creativity tailored to a specific customer. If you ask me. I never buy from a business or a person following any kind of sales pattern. We are living in Amazon and Eli Musk world. Your video is outdated. Make your customer your friend, make shit happen fast and keep up with your customer service. I can't think of a better time where customer service was more important then a product itself.
Ive seen alot of Lead Generation Companies make outrageous claims and ask for astronomical up front fees. Without even delivering any results up front. My company Empower Synergy does just the opposite. We only get paid when your sales team closes one of our leads. We do all the heavy lifting for the whole campaign. You just wait for us to send you the leads. Please reach out to me for a discovery call, and a free proposal.
Hows that working for you? Really risky relying on a businesses sales team to get paid. You could be generating amazing leads but if their sales process is shoddy then no payday. Wouldn't be something i would even consider myself..
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/
I remember when i was selling Kirbys door to door. I got into an elderly couples home and commenced to demonstrate. I couldn't pull any dirt out of her carpet. I couldn't even get her husband involved. But... I kept harping that she was a vacuum cleaner salesmans nightmare. She laughed and laughed. Every time i pulled out a new dirt meter and it was empty I got frustrated and said things like " why I've never been so humiliated ". She laughed a lot. Her husband heard her laughing and came into the room and started talking business. I closed the deal. I really didn't realize it at the time but he only bought it because I made her laugh. Funny how that was so many years ago and of all the hundreds of Kirby's I sold, that sale and a few others stand out in my mind as good presentations.
Most valuable advise I got today is do not be too pushy.
My senior told me that I should show an enthusiastic to client when talking about our products. But with my character, I feel that’s a bit too much for me. Through the video, u realize that we can be sale person and no need to be too fake and too pushy at all. Just be a honest consultant to client and say the right thing at the right circumstance. Cool lesson! Thanks.
The key element I loved most is to Focus on the prospect 's needs! Really be there for them. Thank you Mark.
MAKE IT ALL ABOUT THEM. Prospects will be wowed by not by our story or offer but by the value we bring to them in MEETING THEIR CHALLENGES!
It’s ridiculous how much sense this makes. ❤️
After following you tips over the last couple of weeks, i've really started noticing an amazing improvement in closing sales. I was always a very good sales agent, now I truly feel like a great sales agent! A massive thank you:)
Thank you, Marc, for these tips. Still applicable today...all of them. Thank you for taking the time to create this video.
#4 to be a DOCTOR through sales, giving out solution to the clients main problem. That's very great thank you!
Awesome teaching! your four easy steps are so simple, but imperative to do and I had no idea I wasn't doing neither of them. My biggest obstacle is what to talk about when I'm out prospecting, even more so, how to walk-up and start the converstion. Your steps gave me the starting point which is cruel...thank you.
Hi MarcThanks for the video. I realize I really need to drop my enthousiasm especially with new prospects to gain credibility.CheersVincent
This is great. I tried to answer your question and I didn't expect that I got the proper way to talk to them. Focusing on what they need ( without skipping the video ).
Sorry for my English grammar.
This is really helpful. Thank you so much. ❤️
4 Easy Steps to Connect with Any Prospect in Sales
1. Open with a Provocative Questions
2. Drop the Enthusiasm
3. Make it All About Them
4. Dig in to their Challenges
Dropping the enthusiasm, and making it all bout them are the nuggets I'm taking from this video
new in sales and appreciate information like this. Thank you!
My voice tends to go up so just remembering to keep a regular tone will be the most helpful. Thank you Mark
Loved it! The last 2 ones are more helpful, most important but more challenging for any person who would really want to became a sales person, thank you
Love this, Marc! And I always say this to my clients- “get them on the phone to build trust with your prospects”. The sooner you can get a qualified person on a call that is a video call- Zoom, Skype, whatever it is- the better.
I like #3 "Make it all about them" - listening more than speaking is so important to nurturing any relationship - whether that's in sales or in life. The trick is to know what questions to ask to get people talking!
Total gold. All tips are so powerful. Tried it and Marc is so right!
Great vid. How you explained the methods to be more genuine to the sales prospects and what tone to use was unique advice that I found helpful
Thanks
Hi Marc,
thank you so much for these videos. i was the yes man, not any more. you rock.
Marc. You are really great. Thanks for providing so useful tips.
thank you !
Love your video, all steps were helpful.
Opening with a question - we do a lot of "Show Me You Know Me" outreach at my firm but I love the idea of provoking and challenging my prospect with a well positioned opening statement.
Thanks lot very informative
I liked all the points..thanks
GREAT stuff Marc, man this is pure gold. Thanks man
wow !! this was so good , thanks Marc ..
Recording myself really helps. It was challenging for me to drop being enthusiastic since we've always been told to stay upbeat through all the No's, yet I didn't want prospects to avoid me thinking I was on a pep drug LOL...
Great video Marc! I'm flying out to my first big trade show this weekend, and I will be using everything you have taught me so far!
You used number one to sell your self on this video with your opener. Very nice
Awesome video! Can you give an example of how you would change the answer to "what should I do business with you" from a sales-centric answer to a prospect-centric answer?
Thanks for sharing the tips for sales. it's wonderful.
I like the idea of fusing on the prospect's needs instead of your own. Sounds like a much better situation to be in.
"Why should I do business with you?"
Well you shouldn't, unless we, together can come up with a solution to your challenges. Most companies I met with are struggling with......(put the three top things your company solves below.
1.
2.
3.
Does that sound familiar to you and your business?
I would love Feedback on that response?
This is great, I’ve actuallly used this on some leads and it’s 100% so far, in general the gust of the vid is so common sense it’s genius.
Boom! Already got a deep voice and nailed the pause video test........yay me!!!
Sup Buddy..your videos are pretty awesome. They are practical and work. Thank you and keep em coming
Thank you so much marc, i learn a lot about sales and i really like all your practical ideas and content its really helpful
Good job
Earlier I was baffled after seen it this video I am fully fledged to sale any product.
Your videos are great man. Thank you
Great tips thank yo so much
The Enthusiasm thing. Wow, it is so addictive and habitual for me. Obviously, it's coming from a desperation for the sale. But also, it never sounds genuine.
Good Points!
Find it interesting how you mention not to increase tone and pitch and as soon as you get to selling your book you actually increase your own tone and pitch and became the sales man lol...
The opening idea about connection is a great idea, but your example was much too wordy to hold my client's attention. Like you, I coach, mentor, and train business owners. I'd be happy to discuss some improved approaches for your connection portion of this video. The rest was spot on. Nicely done my friend! Best wishes to you for a great future...
Awesome tips!
Dude..you're like a sales SEAL TEAM 6!
He's too busy making sales man!
Awesome video. We need your consultation sir!
Like yr video, very beneficial to all sales professional
Hi Marc, do you have any advice, or video on timeshare trials package sales?
Dig into their challenges
Yes! Focus on being real... Drop the cheesy sales voice. Focus on them not yourself! Well said.
Become the Doctor!
I def think it helps to understand the important to make it about them.
Got any how to sale timeshare questions?
Marc this also work while Instagram dm ?
great advice on B2B challenges. can you do a video on best techniques for phone B2C sales? thanks!
Hi Marc, thanks for the great tips you gave. What would be a provocative entry in real estate business? Something like 90% of our clients don't reach what they are looking for, because they don't want to work with exclusiva?(as we say in Spain) l'd be happy about an answer, have a good weekend
I like your comments about recording your sales voice i really dislike mines also i like your comment on closing the sale
Thank you for your videos, Sounds like you read The Challenger Customer ;)
Hi Marc, I'd like to see an example response for the "Why should I do business with you?" prospecting question. I would normally go in to my why statement but that's focused on me. Help?
can you please give me some tips regarding sales of electric home security system on phone
if your voice goes up a few octaves you should be a singer not sales guy.
He has a baritone voice/timbre, G5's are harder to hit as a baritone , most men are around G2-G4
I have problems associating their problems with my service. I tried talking about and posting about the solutions to their problems unrelated to my service, and they like the posts, but then I realize it doesn't remind them of my service. Should I refocus on building the bridge between their problems and my service, or find people that have pain points relevant to what I can offer with my service? or it's fine to keep doing so, coz they might not have immediate needs?
Hi Marc,Really a good video.I do business development for Vodafone in Melbourne.So as you had told how can I start conversations with clients to whose office or business Ian barging in?
Can you help me
I normally say" hi Ian Suby from Vodafone.Was looking to talk with the concerned person regarding your data and mobile plan for business"."We could most time help save the charges with the offers we have"
thx!
Sir kindly provide some tips on prospecting in fb messenger with a stranger whom I want to sell my product or want to bring him in my business of selling.
Rehashing old school changing the terminology. "If you wish to sell what Bill Smith buys , you must see Bill Smith through Bill Smith's eyes." Harry my Sales Trainer 1987. What's changed?
Dig into their Challenges
I m doing network marketing bussines.. How it helps..
82 comments and you didn't respond to one of them smh
Hi Marc, you always say you will respond to the comments, but you never do :)
I thought the ebook was "FREE"? Your screen says its $9. Although I see the value of paying $9 for it, why says its FREE when it's not?
Nothing comes free bro
I am going to provoke my prospects
Most of the sales youtube videos are preachy. And so was this.
I just wish Marc would have given lot of examples of doing /using the 4 steps. What should be the dialogues or statements that we should use? These steps are mostly known. What is not known is the script that should be followed.
What happens when the prospect doesn't know or doesn't think they have challenges?
There's a book, Relationship Selling! Its constructive.
Building trust, connection and sale starts with a simple Hi. So I disagree. If your Hi sounded anything but happy and enthusiastic you have most likely lost the sale. If you opened up with any kind of sale question you have lost the sale. These days you have to bridge old ways and creativity tailored to a specific customer. If you ask me. I never buy from a business or a person following any kind of sales pattern. We are living in Amazon and Eli Musk world. Your video is outdated. Make your customer your friend, make shit happen fast and keep up with your customer service. I can't think of a better time where customer service was more important then a product itself.
I freaking agree
All
Be Provacative!
My key takeaway from this video is to "Drop the enthusiasm" that screams sales.
Ive seen alot of Lead Generation Companies make outrageous claims and ask for astronomical up front fees. Without even delivering any results up front. My company Empower Synergy does just the opposite.
We only get paid when your sales team closes one of our leads. We do all the heavy lifting for the whole campaign. You just wait for us to send you the leads.
Please reach out to me for a discovery call, and a free proposal.
Hows that working for you? Really risky relying on a businesses sales team to get paid. You could be generating amazing leads but if their sales process is shoddy then no payday. Wouldn't be something i would even consider myself..
CRUSH is a cheesy word Marc LOL
Hola 💖 padre❤te😢enesesito🎉
Drop the Enthusiasm
The best sales people guilt trip you into buying
Nicenholy shit somethkng valuable here tony robbins dont do that