The 3 Most Important Skills In Sales

There's nothing more frustrating when you spend all that time and effort talking to a potential customer and end up not closing the sale. Today I am going to teach you the three

most

important

skills

that you must understand and master in

sales

if you want to be a successful entrepreneur or a successful

sales

person. You see,

most

people don't know how to communicate. Fewer know how to sell, almost no one knows how to close. If you are a seller, if you are a business owner, it is your duty, it is your obligation to close that sale. Now, maybe the kind of closure that happens, maybe it happens after a presentation that you gave in a conference room.

Maybe it happens over the phone. Maybe it happens in a store. Maybe it happens in a showroom, or maybe it happens in a home environment, or maybe it happens after doing an online demo. When and where a closing is supposed to occur, it is your responsibility and your responsibility alone to close that sale. Most sellers don't understand this, right? They become very good at everything else. They are very good at prospecting, or perhaps they become very good at cold calling. They are doing very well in terms of output, or they are very good at giving presentations, or they are very good at giving online demos to people.

But unless you close that sale, nothing happens. You become a very, very good presenter. You become a really good demo guy, and guess what? Those things don't get you to the bank. Closing is the only thing that gets you to the bank. So today, let me teach you three things, the three

skills

you need to know, three

important

skills you need to master if you want to make more money. Number one sales skill, the ability to empathize with your customers. You see, if you're selling a low-priced item or commodity, you work in a retail store, people come in, they grab it and leave, or you're selling something that's transactional.

You just show them the hallway, or you show them things, well, you don't really need to have empathy, because you're just providing a quick answer, a quick solution. However, if you are selling something that is meaningful, if you are selling something expensive, you need to have deep empathy. One thing I always say is this: people don't care how much you know, until they know how much you care. When you sell something at a higher price, with a high transactional value, your customers need to know you have their back. And you have to be able to connect with people.

You know what, if you want a big secret when it comes to having tremendous success at closing, here's one: you don't give a damn. You really don't give a damn about your clients' well-being. I don't give a damn about their results. I don't give a damn about the outcome. When you don't give a damn, if your product or service isn't a good fit, you have to tell them it's not a good fit. If there are other people, there are other people who could provide better service, better than you, they will not hesitate to recommend you to your potential client.

That's what I mean: not giving a damn. I was role-playing with one of my students during one of our live classes, right? We were role-playing and he was saying all the right things, asking the right questions and following the formula, saying the right words, but I was like, "You know what? "You're not going to close. "He was like, 'Oh, why?' 'I'm saying all the right things, 'I'm following the formula.' I said, "I feel like you don't give a damn." "I don't feel like you care." "There is no empathy, you are like a robot! "All your answers and questions are so mechanical" and so robotic that I don't feel the connection. "I can't connect with you. "If I don't connect and feel like you don't care, I'm not going to buy." And at first, he was bewildered, he didn't quite understand it.

I said, "Do it again." "And then do it again, do it again, and do it again." And finally, after several times, I said, "Now, that's better." Now he realizes that you really "care about his well-being." It's very, very important to have that skill. Great closers have that ability to develop deep connections with their prospects. Skill number two, and that is the ability to uncover challenges and uncover your prospect's pain points. I always say, without pain there is no sale. The problem is not that you don't know how to sell. The problem is that you don't know how to diagnose.

Most salespeople talk too much. They don't know how to ask questions. You are losing sales, not because you have no knowledge of the product. You know your products or services very, very well. You're losing sales because you can't diagnose exactly what your potential customers' problems and concerns are. You see, your product doesn't generate sales. Nobody cares about that. Problems drive sales. To motivate, inspire and empower your potential customers to buy right now, you need to be able to understand and diagnose exactly what their problems are. Makes sense? So think of this as where they are and where your potential customer is.

This is where they want to go. From where they are to where they want to go, guess what? This is a gap. There is a gap, it is your job as a salesperson to make the prospect understand how your product, service or solution can close that gap. If you don't understand what this gap is, you won't close the sale. If all you do is keep promoting its features and benefits, they won't buy it. That doesn't motivate them to buy. Then you'll get objections like, "Yeah, you know what?" That sounds good, but I want to think about it. "Let me go back to you." Or maybe, "Follow me in six months." When you can help your potential customers understand that you are the perfect company to help them close that gap, that's when they buy.

Look, sometimes the problem is not what it seems or what it seems. Prospects don't even know exactly what their problems are. They might say they come to you and say, "Hey, I want XYZ," and they might think, XYZ, that's what's going to solve their problems. But in reality they need something more. Maybe they need DFG, right? They need something completely different. But they don't know it, it's your job to help them understand, it's your job too, it just goes beyond your products and services, it's your job to understand the bigger picture and how your products or services are best suited to help.

They solve your problem. You can't do that if you don't have the ability to uncover challenges and diagnose their problems. Skill number three, and that is the ability to handle objections. Now, you've seen this many times, people talk about how to handle objections in sales. You know, your prospect says this, then you'll say that. This is how you're going to respond, this is how you're going to respond. That's all good and well, but my approach when it comes to objections is that I don't really like handling objections, because the way I see it, if you're thinking about handling objections, you're being reactive.

You're waiting for perspective, you say this, then I'll do that, it's like a martial art, right? Someone throws a punch and then I'll do this, and then he throws a kick, then I'll do that. You're always playing catch-up, you're playing defense. I prefer to play offensively. I believe that the best defense is a good attack. I like to get ahead of objections. I like to set the agenda so that objections don't even arise. If done correctly, objections do not even arise. And another thing I believe in is that I don't use a script. Many sales gurus or trainers want to teach you, okay, this is a script you should use.

This is exactly what you're going to say, this is how you say it line by line. I compare it, it's like going to a boxing match with a predetermined plan. I'm going to throw a jab, and then he'll do this, and then I'll throw a hook, I'll throw a cross, I'll throw an uppercut, it's stupid. You can't plan too much in advance. You need to have flexibility, or Bruce Lee said, you have to be like water, my friend, to be able to do that. I would rather anticipate objections than handle them. Prevention is proactive, management is reactive.

There are better and smarter ways to sell and close. You don't have to do what everyone else does. There are better ways to do this. I teach a methodology called High-Ticket Closing. We now have students in more than 150 countries. Now it's the ninth season we have. If you want to learn the skill, art and science of closing, no nonsense, no nonsense, what works right now, when it comes to selling premium products or services. Click the link here or here and join us. Our next season will start very, very soon. So go ahead and check it out and see for yourself.

Why do we have so many successful students? Why do we have so many successful closers? There's a reason for this, so go ahead and join us. I hope to see you in class.