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2 Easy Lessons For Closing Deals

By Hugh Thomas Lorch

Real Estate Agent with Sterling Fine Properties

January 05, 2020 10:31 PM

I am sharing insights from some of the brightest minds in varying industries..

Everything from sales, marketing, tech, social media etc..

These will completely new and up to date ideas and strategies..

The goal is for you to apply anything that fits your specific business..

This article is from Oren Klaff one of the brightest minds in Sales Presentations..

Oren has raised over $1 Billion in Venture Capital..

Excerpt from article..

So what is it that my people are doing right?

Actually, it's not about what they do right ...

It's about what they don’t do wrong.

So forget about the best closers for a moment. Think about the low-performing salespeople.

All low-performing closers have two things in common:

1. They act “needy” on sales calls...

2. They're running a "bad" sales formula.

But the surprising part is, the salespeople acting "needy" on their calls is actually the RESULT of running a bad sales formula (and I'll explain why in a moment)...

Now what I'm about to tell you applies no matter what you're pitching ...

To be an effective closer, you have to STOP using this old-school, outdated, and unfortunately common sales formula:

"We have the best COMPANY!
Because our PRODUCT X does these awesome Y & Z things...
That will get you 1, 2, 3 benefits...
Which is much better than any other company…
Testimonial ... testimonial ... testimonial ...
So, are you interested to buy? Which color would you like, blue or red?"

STOP DOING THIS. Instead, use this new formula:

“The world has changed in "X" ways, so "Y" solutions don't work anymore.
X & Y are the ENEMY of success.
In fact, one of the only things that works now is Z. You need Z.
If you agree things have changed, that X & Y are now dead, we have a certain kind of Z, that you’re going be excited about.
Should we discuss our Z?”

Here's why this new formula works so well:

Because the old-school script ...

Features, "benefits", and "here's why we're better!"

... was developed in the 1950's as a "control formula."

But today, the moment you try to control a buyer, they laugh at you, and they're GONE.

But with the new formula, you're not "selling" anymore.

Instead, you're showing how the world is changing...

That there's going to be winners and losers...

And if they want to win in the new world, then you need a solution that makes that possible.

And with the NEW formula, you're eliminating NEEDINESS so the buyer asks YOU for permission to do business.

This gives YOU a delicate-but-firm control of the conversation, which gives YOU a delicate-but-firm control of the sale.

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