10 Commandements on How To Close The Deal.

when on ladies and gentleman is your boy big be barrel Solomon I'm the owner of this company right over here wealthy commercials today we're gonna discuss Ten Commandments on how to close a deal [Music] started this company two and a half years ago grew it to a multi-million dollar a year firm providing video sales tools for people to help them close deals get more contracts I'm gonna show you exactly how we do it I'm gonna show you how we train our people to do it this stuff is gold sparkle in for the next ten minutes it's going to be worth every single second I promise you that number one always bring a contract I was sitting in a client four months ago one of the biggest deals ever signed in my life I came there was the first time I ever met the boys I came with a contract it was loose it was an outline of a contract I left space for myself in case I needed to alter things to put in pricing whatever it was the boy signed the contract right then and there he said to me know why I gave you this contract kid everybody tries to come get my business but you came with a signed contract suppliers always come and they send me a proposal after and it wait I have to wait two three weeks for it you kid came with the contract I like your style let's roll you mean business I'm down I'm in always bring a contract and always follow up on every single sales call with the proposal with figures with pricing with everything next always give an offer I cannot stand when people try to solicit my business here in multi commercials and they do not give me a price I'm trying to build an IT infrastructure here I've had three companies already coming quote nobody's giving me a quote how am I supposed to make decision if I don't know what the thing cost ladies and gentlemen do not be scared of your price always always always give a price right then and there by the way if you don't know exactly what it's gonna cost you you have an idea you've been doing this long enough if you have to overshoot and say listen I might have some room let me work those numbers but here's a ballpark figure of what it's gonna cost you always give a price people cannot make a decision without pricing number three always ask the question do you have enough information to make a decision a lot of times you'll be selling the person till these blue in the face and you're just selling and selling and selling and he or she knows what you're doing and the you sell the more they their interest level goes down because you're not hitting their proper points that you want to hit so you always want to ask you have enough information to make a decision two things are gonna happen one is we're gonna say yes let's roll or more often than not they're gonna say no and they say great what is it that you need more information on that I can help you make the decision so that question is very powerful do you have enough information to make a decision mister or missus buyer once they say no you always uncover the objection the only reason why people don't buy it's never price it's never price because they don't believe that your product is going to solve their problem once they have confidence that your product will solve their problem they will buy regardless of price every time if somebody tells you I this thing cost a hundred thousand bucks but it will turn into a million guaranteed if you give me this hundred grand who wouldn't get that hundred thousand dollars together you have to give them confidence you have to figure out what the objection is so let's assume let's deal with a few objections common objection is price how do you do with the pricing objection you do it like this great I agree with you that's a lot of money hey it's not a it's not a bite to eat at lunch I agree with you the product is ten fifteen twenty a hundred thousand dollars I agree with you it's a lot of money always agree with the client but I'm gonna tell you sir you are in a position to do this there's companies today that are closing their doors thank God your company is in a position to do this let's take time out of the equation you deserve this you need this is what you need we have it let's roll I'm either seeing that you're here and here that's pricing objection let's say competitor let's say your competitors cheaper half the price which is usually the case in my in my situation where my people compete it with me they're copying my business left right and center and undercutting me by half the price I say agree with you sir I agree with you miss they are half the price but I want to tell you with us you get a-b-c-d-e-f-g please don't compare my product to theirs you're not comparing apples to oranges when you buy with us you get me let's do this let's roll and by the way even if I am more expensive on paper what I'm delivering you is actually cheaper than what they're delivering to you because the value is loaded up jam-packed in value okay let's say they want to add time to the equation you say to them like this okay fine I agree with you take your time let's get out of the clothes for a second what is stopping you sir is that your infrastructure is not is not able to handle this right now is it a money situation is it me why would you like to slow this sales down let's say they say it's an infrastructure problem I don't have the time to handle this great I agree with you your time is valuable miss miss misses buyer but I want to tell you that we are experts of what we do this is a little bit of time involvement on your end this is the heavy lifting we're doing right here let my people handle it we have 20 people that work on my company we're trained professionals and let us do the work for you that's why you're hiring us so you want to find out what their objection is you want to find out what their objection is and you want to handle that objection there's a reason why they're not buying when you hand when you find the objection you uncover it and you go right towards it and you expose why that's not really a problem you will close more sales next always write down common objections there you think that you're hearing hundreds of different objections it's the same ten objections its money its price its time its competitor its I can't afford this right now I don't know if we need this I don't know if it's gonna work it's the same ten objections we write every single objection down and before we get on a heavy-duty sales call we will drill and rehearse and you got to do this too you got a drill and rehearse those objections so when somebody gives you a pricing objection or somebody gives you a competitor objection or somebody gives you I don't know if this is gonna work for me objection you got all you got to do is press that button Oh objection number two and it comes out of your mouth and you don't even have to think about it you know how to handle that objection don't be caught like a deer in the headlights I don't know how to handle this objection you got to know what you're doing ladies and gentlemen know the answers to the hard questions that the people are asking and don't shy away from their objection an objection is just an objection it's not an oh it's just a complaint number six this one is probably the most important I highlighted it over here this is my personal biggest sales tool that I use on every single close on every single deal and every single transaction is a video testimonial from one of my clients whenever I have a client that is happy that we've done great work for it that's made boatloads of money with us that we've helped them streamline their process we've helped them sailes I will personally fly down a person I will pay for somebody to go to their office a videographer they'll spend a few hours with them capture them on film saying how much money we made them how much we help them build their business I will capture them saying that and I will put it together in a beautiful 1 to 2 minute video testimonial from the client and I let my client do the selling for me a fear that your client has is that you are just a sneaky salesman who's trying to get in his sale and he doesn't trust your product really works when your clients do the selling for you there's nothing more powerful than video testimonials heavy-duty hitters for this one right here alright number 7 always assume the clothes I was in a closed last week on Friday my sales team watch the whole thing go down they think I'm the king and I'm gonna share with you I asked all the questions I gave an offer I said do you have enough information to make a decision I handled their objections and at the end I went back to the question do you guys now have enough information to make a decision it was like crickets on the phone nobody said a word I said guys we handle all your objections we made you an offer our product is good you need what we have we need what you have let's do this I'm going to give you guys all a Mazel Tov congratulations you guys are gonna love it we're gonna do great business together I will send over the paperwork shortly they were blown away one of the people on the phone said listen we really have to learn from this by Beryl Solomon because he knows what the heck he's talking about my sales team fell on the floor and they started praising me as some sort of sales guru assume the clothes a buyer is a buyer you have to assume that they're going to take it and you have to go with vigor and with force and even if they cannot make a decision make the decision for them if you believe in your product if you don't believe in your product go out of business and fold your company but if you truly believe as I do that my video sales tools that salesmen use in their hands every single day help them make sales then you will feel bad if you don't make that deal assume the clothes next always get payment information guys nobody could do business with you if they cannot pay you so here's a technique that I use whenever I'm on a sales call let's say I have the CEO the CFO and the controller on the phone with me and there they like it they bought it they said great we love it perfect I'll say mr. boss mr. owner can I please call you for a second when we get off the phone he'll say sure he never says no I'll pick up the phone I'll dial his cell phone number he'll give it to me on the call I'll say great I would like to send you a invoice where would you like me to make the invoice to where is it this and rest your head office I'll already have the head address in my in my system is that he'll say yeah that's the address great just to just to go over we're gonna give you the one percent discount great thank you so much for the discount and hey mister mr. buyer I wanted to tell you that we also gave a one percent discount if you use credit card and it'll say what to one percent discount if I use credit card why I say your accounts payable people are busy my accounts receivable people are busy if you give me the credit card we'll give you the one percent discount you get to use you get to get the points go to Miami take your kids to Miami this winter what is a credit card do you have it on you by any chance say yeah I say great Visa or Amex and he'll say Amex I'll say great does it start with a three he said how did you know that every and next starts is a three if it's a Visa is if these are Amex Visa - the start with the four how did you know that every visa starts at the Fort I don't tell him that but everyone does great mr. buyer can I please have the the digits on the front he'll give me the digits great mr. buyer could I please have the expiry date and the number on the back the address the billing address associated with it beautiful mr. buyer I was saying I'm not gonna charge the card until I send you my invoice of course and I would try I will give you a heads-up before I charge you thank you so much for the business can't wait to do business with you looking forward to it always get payment information always send it invoice do not be afraid to ask for money when a waiter serves you in a restaurant and he comes he brings your bill to you at the end of the meal he does not feel bad about it you ordered you pay you pay you yeah you gotta pay to play ladies and gentlemen you're selling a product don't be scared to ask for money alright next nine always stay in the clothes this is very difficult for a lot of people I struggled with there for a long time you're gonna be scrappy at this at first but you gotta stay in the clothes so let's say you pushed you pushed you've pushed you believe in what you're doing you believe in your product you believe in the product what do you do when the guy says sir I feel like you're pressuring me and I don't like that you say it in the back I understand I agree with you I also don't like being pressured but I gotta tell you please do not do not mistake my pressure for my passion I believe in my product mr. buyer if I don't make a deal right now I will go home and feel like I cheated you because I know what I have works and I know it's gonna work for you please do not mistake my my passion for pressure let's do this I need your signature here and here where the right people let's roll all right stay in the clothes don't leave it just because the buyer said it's too expensive doesn't mean you go home and cry to your mom just because he says your competitor is too expensive doesn't mean you have to drop your price all these things are irrelevant you got to stay in that clothes and you're more sold than he's sold he's gonna stay with you alright number 10 never give up maybe the product that you're on is not good enough for him maybe your buyer needs a more expensive product so you figure out okay how do I add value to the same maybe maybe he needs a lesser product and you give a lesser product you got to move him up on your inventory and find out what his problem is where a door closes a window opens you got to figure out how to get into that window don't give up call them again a week say mr. buyer I understand it's not time for you is it okay if I call you a week from now I would like to present to you another offer stay in that closed and never give up guys I hope this brought you a lot of value this has been the 10 commandments on how to close a deal with your boy big bead go get in this week ladies and gentlemen stay in the clothes make your money feed your family support your communities let's roll and let's become together