How to Close a Sale - 5 Reasons Clients Don't Buy - M.T. N.U.T.
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- เผยแพร่เมื่อ 25 ก.ค. 2013
- How to Close a Sale - Close a Sale by Understanding 5 Reasons Clients Don't Buy. Sales motivation speaker and sales trainer Victor Antonio gives you a simple sales model to understand why clients won't buy your product or service.
#howtoclose #closeasale #salestraining
How to close a sale depends on your ability to overcome the sales objections of: No Money, No Time, No Need, No Urgency or No Trust.
More sales videos and info at: www.VictorAnton... - แนวปฏิบัติและการใช้ชีวิต
I used this technique to sell myself during a job interview. it worked perfectly and I got the job. thank you so much!
+William Avery Smart man and congratulations! VA
***** by knowing the product of the place I applied, and taking the time to also know the products that were available from competitors in my area, I was able to convince the person interviewing me that I was the best man for the position. I'd say this video absolutely helped me to understand what my employers were looking for and let me just say I felt pretty confident going in for that first meeting.
Is your comment really necessary? It worked and he got the job. Everyone was happy until you started typing.
His comment was true and appropriate. None of the things *William* rehearsed to us was taught in the video.
+William Avery
genius
Have done this many times. It's so effective..countless sales. Thank you Victor..
Every point in this tutorial is spot on! I've improved my sales results so much for the past 2 months, just coming back to say thank you!
That is great news and thank you for the great feedback Al! VA
@@VictorAntonioLive sir, you are monster in SALES Techniques. Thank you so much 😍
@@VictorAntonioLive 4 years on, this video has helped my business grow more than i could ever ask for, or anyone could believe. Thank you Victor, from the bottom of my heart.
@Stefcio79 Let me see if I can be clear. If I show a product that will cut your work in half, require you to expend less energy and reduce your utility bill by 50%...and I can PROVE my claims, am I being "manipulative"? Of course not! I am demonstrating value in hopes that you will buy (i.e., take advantage of it) and for presenting you this "find" I expect to get compensated. Capitalism is about Value for Value...anything less is, and here's where I agree with you, manipulation. (p.s., value is in the eye of the beholder, NOT the seller. Unless I can help you see the value, then it has no value..to you!)
Interesting thoughts and advisings. I'm subscribing to your channel these videos are very valuable...for me! lol
Snakenirvanero Thank you for the feedback!
+Snakenirvanero Agreed
What a thought-provoking response! Thank you so much for this video!
+Victor Antonio (Author- Speaker) Hi Victor, I sell suits and we always have to explain about value and versatility of the garment, do you have videos about this ? I just found your videos and you are great, and easy to understand, I wish you can be my coach.
Selling value not price is the biggest, Just finished a training program for my job and my instructor loved this video! This guy knows what he's talking about. Thank you
Thanks Brad!
To the person reading this: Even though I don’t know you, I wish you the best of what life has to offer ❤
HI Victor, great video... My approach is similar, I use the following guidelines...
3 reasons people buy something - 1. NEED 2. GREED 3. FEAR OF LOSS.
People buy from people... People they know, people they trust.
Reasons they don't buy: No time, No money, No interest, No trust, NOT ENOUGH INFORMATION.
Having the right market is more important than having a great product. Know your market, know how to sell in the market you are in. Captivate your audience, to create the interest, create the urgency, close the sale.
Thanks again for posting your video!
+Linux Mint Thank you for watching! VA
Not only did this help my sales career, it helped my life (women).
Floyd Banks Floyd, well,...that counts too...I think :-)
A great video, thanks for sharing. I would also add that Confusion. A confused mind won't make a decision. It's often the case that sales people use too much technical jargon or aren't able to articulate their proposition well enough, resulting in a confused prospect.
Absolutely! The brain loves simplicity! VA
Great. Video! Short and to the point. I think that when I show my clients the need and the pain if they don’t do my service, they quickly decide on my service.
Outstanding videos Victor. You have the ability to take a large concept, and simplify it down to a few key points so that it isn't overwhelming for the viewer. Of course there is need to go into these topics deeper, but your "snapshot" videos really keep the viewer engaged and wanting more. Keep up the good work.
He sold me on closing a sale. Subscribed!
Thanks Brian!
Hello Victor. This is Peter Beckenham and I just wanted to thank you for this awesome video about how best to close a sale. Very simple yet clever way of explaining how to lower the resistence prospects naturally may have to you in a sales situation. Have shared this widely for you as I believe this is such an important message. Delighted to have subbed with you as well. Best wishes from the remote Thai village marketer
This is amazing! I just joined a direct sales company and couldn't get people to buy, they wanted the products but I think I was lacking the NEED for them to get it now and the URGENCY! They just figured they could get it later or elsewhere, because that's how I would think if someone was selling me something but I didn't feel the urgency to buy. Thank you so much for sharing!
Estella Marie Limon You are welcome Estella :-)
How is it going for you now ? Still in sales ?
Nice video. The most important thing a sales person should address is the NO TRUST issue first. NO Money is not really a reason, it’s more of a condition. If they trust you, they will listen to you. It opens up the door for you to create the need and make that sense of urgency. So it’s Trust, Need, Help, Hurry. Money will always be last 😊
short and sweet. Aligns to any kind of sales. Thank you Victor.
This is true. The basic reason people do not buy is because they have no emotional connection to that offering. Our role as sales person is to illuminate the customer through insight - Showing them what they do not know and why they should buy now.
+Entrepreneur Start Up Academy We agree :-) VA
Great video! I am thinking of getting into sales and believe the customer usually has their mind made up whether they want to buy it or not even before you give a sales pitch but allowing the customer to make up their mind without the hard closing sales pitch is usually effective, i.e. you have salespeople who make the presentation then start to get really aggressive if the customer does not buy right away and calls the manager, lowers the price, etc. I have persoanlly bought more things myself when I did not feel that kind of pressure, especially with in home sales.
starting a new position in insurance sales and i have watched a total of 2 videos. You have already taught me alot.
john polk Very cool! VA
This is a very valuable meta-analysis on sale that definitely improves anyone's technique. This is very much based on timing of delivery. You need to create that trust *immediately* as you are approached. The Urgency is created the minute you express the price/promo. "This weekend/ Today we have this great offer..." The Need AND Time is translated the moment interest is expressed towards your product. Money... Money is the basics.
13 yrs in bartending thinking I can "sell"to drunks now my new job entails selling to the sober!!this helped thanks Antonio
+Simon Gabbert Uhhhhh...okay :-) VA
Good talk, I don't think I've been pushing need and urgency enough. I basically sell a luxery item, but even a travel agency will tell you people "need" vacations.
MyOnlyFarph Yes! :-)
I came from the nursing field to sales at a major cell phone company recently and this helped me so much!! Thanks!
I'm glad it helped in some way..thank you :-)
Andre Agassi is awesome Sales Coach now
What a psychological master at sales
Trust is best the reason why I got sold one vehicle unit today! thanks for this thoughts!
Bohol Homes I agree 100%!
yes Victor! another lot sold! more and more sales to come!
Should i say there is magic in this video? You are teaching us how to close sales while at the same time you are closing subscriptions on us.
Katwe, never looked at it that way since it was never my intent :-)
Where are my manners, i should have said thank you.
My boss is trying to get me to focus more on the selling and marketing of our company. This video was very helpful! I am going to spend some time viewing your other videos for help! Thanks for posting this!
Sasha Snyder Thank you Sasha and good luck!
Gracias! Victor Antonio you amigo you are the great.
Thank you AM! VA
Very good! About 92% of all prospects are those who aren’t ready buy right now. If you can get those guys to become instant buyers, you’re good.
Where did you get that figure? What study? I would question the number only since it makes a broad assumption across a cross-section of the different markets.
That figure might be even too low. For example the study by Chet Holmes shows that only 3% of any market is in the “buying mode” RIGHT NOW.
Sales Training Academy Again, I would like to see the studies or research they conducted. Do you have that? Would love to see the data.
This video was so clear and down to the point. I just got a job as consultative sales for home improvement and im so gonna use this. Thanks
bryanbalderas19 That makes me feel good...thank you for sharing! VA
Trust and value for money are most important factors to sell anything.
Patel Vidhu I can't argue with that logic :-) VA
Thank you, you are a great teacher. Keep up the good work!
Very inspiring...
Nice one, I read sales theoretical in 3 months but this video explain in 5 minutes
I use a lot of MTNUT strategy in my sales process now . Thanks Victor.
Very cool...VA
Awesome! That's my first time to learn that acronym "MTNUT" once again thank you for a serviceable video from you Sir Victor!
+Shan Mark Parcon Thank you Shan...I appreciate the feedback! VA
Thanks this works well for single family home rentals
Chequita Dobson Didn't think about that Chequita; good point!
I watch this video more than 5 times with google translate,just because I'm poor english,but this is very helpful
Thank you for watching it 5x...wow! You are serious about selling!
This applies 110% to my industry. Thank you so much.
I used to watch Victor on a show on Sundays. he's really good
Thank you! VA
URGENCY WAS AMAZING POINT
Thank you Victor! Seems logical that if you can proactively address all of the reasons they wouldn't buy, they'd have nowhere else to go but to the checkbook.
At a minimum, it will make them seriously consider your product or service.
my God.. i didnt see this one coming.. this is one of the most and very useful video on the entire youtube videos..
bricko soriano Thank you Bricko!
Amazing information. I can tell you're a great salesperson - not just based on the information, but by the fact that you are able to take complex ideas and simplify them to the extent that anyone can understand. ; that makes a true salesperson.
You nailed it!❤️
super. super. After watching this video people will understand how to sell anything
I hope they'll be able to better at understand what it takes to close more deals :-) VA
I have spent a few days looking over videos on selling and closing, and there is always at least one person who thinks it is about manipulation. And that is probably one of the hardest things about being a sales person, before you can even talk about the product you have to convince the people you have no interest in ripping them off. Only in moving your professional relationship with them forward, and getting them the product they need and want.
Excellent point Christien. May I suggest you watch my series "Blocking Objections" which will show you how to "block" the "You're just trying to sell me or rip me off" objection. Thank you for taking the time to watch and comment.
excellent! This model works perfectly in the nonprofit development arena
Great to hear! VA
This guy deserves more followers, more views more everything. Amazing videos and pieces of advice. Whoever put a thumbs down needs to be prosecuted.
I'm 100% with you DE! VA
Very Nice and Informative as well...if these explanation given along with a product that sales people can learn more easily or they can try to sell their product with the help of MTNUT...thank you
you are great trainer for sale people.. thank u victor. we get more knowledge about from your training session
Great message - delivered faster than a fast thing!!!!
As far as the urgency goes , customers are smart about it ! The T.V. is flooded with "sale" commercials all year round . If you try to tell a customer buy now because it is on "sale" now they do not buy it !
+Wendy Young i've came across few of them before this...
Customers should be smart, I agree. And when you go to the grocery store, do you refuse to buy things that you WANT because they are on SALE?
'sales' are given by amateurs. pros will convince you on value so much, that you'd rather buy it on a loan ignoring competition who are giving a 'sale' at that moment.
Great video. Selling final expense life insurance, I commonly tell the agents I train that we do not "create" the need; we simply uncover it as you explained.
They may not *know* they have a need until I present them some facts that show them the need is already there, ie, help save them money or give them more coverage.
+Final Expense Agent Mentor I agree :-) VA
+Victor Antonio (Author- Speaker) Victor have you been studying sales NLP? Thanks.
Ang galing ng paliwanag about sa company ng lean n green
interesting perspective on sales. There are universal truths in selling and this is one way to look at those truths. Your point about pain is also interesting. Prospects sometimes are put off by the pain approach. I try to approach it from the perspective of "if the prospect can't put a $ amount on a problem, they don't have a problem in their mind." Most true in B to B selling and once prospects can begin to put a $ amount on problem, THEN MTNUT becomes even more relevant.
Jack Cohen Good perspective Jack; thank you :-) VA
best sales video I have ever seen thank you so much
Awesome content . Loved it totally👌👌. On a lighter side , thinking of selling a comb to Victor using this 😂.
Thanks sir 🎉
Dear Victor,
You are my inspiration. My role model. I hope to meet you sometime if you are ever in Arizona. I am a huge fan!!
Sending you a big hug Bianca! Thank you!
Simple yet so effective Victor. I'll be incorporating this in the sales process.
Will keep you posted.
Cheers - Denis
thank you very much Victor!!!
You're welcome Austin! VA
Great. Thanks victor!
Thank you! VA
A formula that is versitile in any sales atmosphere. You had us at, How to Close a Sale #Subscribed
Thank you Spotio!
Antonio, these techniques might work on some people but not all. I'm a consumer and I observe everything heavily. If I see even in the slightest that a salesperson is using "techniques" on me, I immediately don't trust them and I won't buy. As far as urgency is concerned, there is ALWAYS another opportunity to buy. "YOUR" store will not be the only one to have what I need and I'm sure as hell I can find the same item for cheaper somewhere else. When us consumers go to stores and say we are just looking, we mean we are "JUST LOOKING". Do not continue to try to talk to us or we will NOT BUY. I've seen techniques in diamond salesmen that they try to make you feel guilty or emotional. I immediately pick up on it and decide at that moment I won't be doing business with them. Then they try to make you feel even more guilty for wasting their time. I'm sure it works on some people though, so good luck to you all. Psychology at its finest.
billyhammett I actually agree and understand you 100%! Trying to "pressure" someone into buying is never the best strategy! On the "just looking", I'm a firm believer in leaving people alone but I also know that there is a "polite way" of helping people look for something without following them. For example, I walk into a store and say, "Im just looking". I had a great salesperson say, "Great, take your time and have a look around. We have X over here and Y over here. And, if you're looking for a sale on Z, you'll find these there. Let me know if you have any questions." It was a way of "selling" without "selling" :-)
Got into sales, cant wait to hit these tips ...........very useful
this is just what I have been looking for, need to compile a sales activities for 2015 with a SWOT analysis.
Lee Zurcher Do it Lee!
I love your acronym. Mount Nut is a great one, and truly is a list of negative objections I come across every day in energy sales. Cheers for the information - subscribed!
+PC Ash Thank you PC! VA
Victor Antonio: Very good very helpful Video indeed. Please do not hesitate to upload more video like this. Thanks for your time...
Thank you for watching Mahamoud!
Victor Antonio: I am really thanking for your effort of uploading this video and i all understood except for the Urgent one i did not understand enough if you do not mind make more explain....thanks again because i have watched once again.....and my job is Salesperson that is why i am searching some important tips from internet.....it will be great if you could also upload more and more about sales...
Thank you , this is a must watch for every sales professional! Be well
this is excellent. short and sweet explanation. very useful for my real estate business.
Thank you Victor, your tips were very helpful and your acronym was excellent method to remember your five point process to a successful sale. Best AC
+Andrea Calla Thank you AC! VA
Thank you for sharing your unlimited fountain of wealth with us.
You're welcome and thank you for watching!
Extremely helpful!
Good to hear!
I was just missing putting emphasis on "Urgency" , thank you!
Aaron good feedback..thank you. Check out my Webinar - Winning Through Influence for a little more on "urgency".
Aaron Tupaz exactly!! me too
Mr. Antonio this is so very well put, this will last the test of time!! 2016 it still works!! :)
+Kedrick Evans I hope so Kedrick! Thank you! VA
awesome closing tips inshallah i will use them while closing the sale
Good luck Mohd...Victor
mohd jaffar give me client solar lead anyone you know
Good Sharing!
+VINABE VIETNAM Good Watching; thank you! :-) VA
Very clear and to the point. Thanks Victor!!
Carson Thanks for watching! VA
subscribed. In a couple of month, I will be going out to make the sale. I am a bit nervious. Hopefully I could make some sale.
Cathline Lee Make it happen Cathline!
this is a great training video. Very valuable. I never looked at it this way. I love it. you are awesome MR. Antonio. I hope this helps me sell more cars. Take care
Ashley de la Rosa You are awesome for watching and appreciate the material! Thank you!
The Way you teach is so lovely and inspiring keep on great work sir
I will apply skills to see get to the 75% sales goal this week at work.
+Martin Morris Keep grindin'! "Martin Money-Making Morris" :-) VA
Amazing video! Quick and to the point - very valuable. Thanks, Victor!
Thanks Dylan! VA
Wow that really gave the idea of selling!
AMAZING! THANK YOU SO MUCH!
Thanks for watching!
Hi Victor. I am interested in the URGENCY part; do you create the sense of urgency with statistics, case studies, news in a shock and awe manner? Like how do you create an urgency when a business is doing well without your products? Thank you.
Even if a business is doing well, how (and what) can you show the company that they could be doing better? In other words, how much money are they losing because they haven't changed? Use whatever you have to prove your point. VA
I loved this presentation. Thanks for clarifying. I enjoyed this a lot!
+Joseph Krzywicki Thank you and thank you for watching Joseph! VA
i really learnt a lot from this videos . great videos.
bobby Raj Thanks Bobby!
Hi Victor. Thank you for videos. You are the best at teaching sales. Best Luck!
Thank you Emre :-) VA
thankyou for posting such a helpful video for all salesmen
Great tips, I have been working on my take aways to help build the need and urgency
Ceasar Blackman Go Ceasar Go! :-)
Great Guide, Of Course!
It will help me in closing sales. Good Job sir.
+Amjad Iqbal Best of luck Amjad! VA
Very good video Mr.Victor. You have explained the concept very lucidly. I often play this video to my students in the Sales training classes. Thank you Mr. Victor as all your other videos are also very informative and educative.
My personal opinion is that the decision is actually mad very early in the relationship. It could be subconscious, but the decision is made very early. If done right, the close should be a very natural process.
thank you very much. you have improved my life.
+Jesse Michaels Thanks Jesse! VA
Really nice video Victor Antonio, very useful. Thanks a lot.
+Canarias 108 Thanks for watching! VA
Another great video Victor Antonio. I'm really enjoying your content. Many thanks, keep up the awesome job.
Mikhail Yourtaev Good to hear and thank you Mikhail ! VA
Thank you Mr Victor Antonio for this Great Video. I become better knowledgeable about how to close more Sales in the Future.
My best Wishes.
Yaser
Yaser, thank you...all my best to you as well!