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How to Land Big Deals... Even if You Suck at Selling

by XponentSYS
13 replies
Here is a short tip on how to close your next deal.

A large part of my business consists of information marketing systems, newsletters and memberships. However, there IS a "local marketing" side to it, too.

I've closed 2 hotels, a bowling alley and 7 restaraunts using this one tactic. Here it is:

YOU LISTEN

I've seen lots of people muck this one up. Hell, I learned this by screwing it up innnitially, too.

The next time you go meet a prospect ask them what they WANT and then LISTEN to what they say.

They will tell you how to SELL them.

Once you know what they want..... offer them a solution in terms of what they want

Do this and you'll close more clients.

I just did this today to land a "whale" for my brothers yard care company.
#close
  • Profile picture of the author isaacsmithjones
    Originally Posted by XponentSYS View Post

    Here is a short tip on how to close your next deal.

    A large part of my business consists of information marketing systems, newsletters and memberships. However, there IS a "local marketing" side to it, too.

    I've closed 2 hotels, a bowling alley and 7 restaraunts using this one tactic. Here it is:

    YOU LISTEN

    I've seen lots of people muck this one up. Hell, I learned this by screwing it up innnitially, too.

    The next time you go meet a prospect ask them what they WANT and then LISTEN to what they say.

    They will tell you how to SELL them.

    Once you know what they want..... offer them a solution in terms of what they want

    Do this and you'll close more clients.

    I just did this today to land a "whale" for my brothers yard care company.
    I agree.

    I would also add:

    Asking the right questions

    Sometimes, a prospect won't think that they need your product. But after asking the right questions, and listening to the answers: They'll come to their OWN conclusion that they DO need you product.

    E.g. You're a website

    The prospect says "No, I don't need a website. Can't you see I already have one?!"

    You: "I appreciate that, sir. And I'd hate to try to give you anything that you don't need. But just before I go... Can I just ask what your current web designer is doing to make sure your're getting enough traffic for the website to pay for itself?"

    Prospect: "What do you mean?"

    You: "Sorry... I just mean that when you originally made the decision to have your website created, you had a vision in mind. An idea of what the website would do to improve your business. What kind of expectations did you have for your website..?"

    Prospect: Answers

    You: LISTEN, and ask more questions to identify flaws with the website.

    (Something else going on here is the fact that if you start pointing out problems with their website, they'll become defensive. But if THEY point our problems... They ain't gonna argue with themselves).

    The odds are, when they tell you their vision, the website won't be living up to it. You can then prescribe a solution, that will augment the website, in order to help the prospect to achieve their vision.

    This is what the prospect values.

    And what they value, they will pay for.

    All from asking the right questions, and listening.
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    • Profile picture of the author Claude Whitacre
      The title of this thread suggests that this isn't about selling.
      Smart. Almost nobody thinks they have selling skills. Most people will do anything to keep from selling anything. Or even the feeling that they are selling. So we call it something else.

      Asking good questions? Listening to the prospect?

      These are the backbone of good selling. But we want to call it something else.

      "Yeah, I can ask questions, and listen to the answers..but I sure can't sell"

      These are people in denial. My wife still thinks she can't sell at all. But she sells 90% as well as I do. She asks questions, listens, helps the people select what fits them, and asks if that's what they want. Magic.

      But, when I tell her that she's selling...she says "No, I can't sell. I just ask them questions and try to find the best solution for them."

      Nope, not selling at all.
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      • Profile picture of the author helisell
        Originally Posted by Claude Whitacre View Post


        ..........But, when I tell her that she's selling...she says "No, I can't sell. I just ask them questions and try to find the best solution for them."

        Nope, not selling at all.
        For goodness sake Claude......don't give away all the secrets shhhhhhh.
        If all the company's I deal with figure THAT out....I'm out of business.

        Seriously though...isn't it great when you come across salespeople
        who really don't believe that what they are doing is selling but they
        are the best performers in the team?

        I've had sooo many conversations with managers/sales managers
        over the years and they say.....Are you serious?...It can't possibly
        be THAT simple.

        I nod sagely and say..'yes it is'
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      • Profile picture of the author JohnRussell
        Originally Posted by Claude Whitacre View Post

        The title of this thread suggests that this isn't about selling.
        Smart. Almost nobody thinks they have selling skills. Most people will do anything to keep from selling anything. Or even the feeling that they are selling. So we call it something else.

        Asking good questions? Listening to the prospect?

        These are the backbone of good selling. But we want to call it something else.

        "Yeah, I can ask questions, and listen to the answers..but I sure can't sell"

        These are people in denial. My wife still thinks she can't sell at all. But she sells 90% as well as I do. She asks questions, listens, helps the people select what fits them, and asks if that's what they want. Magic.

        But, when I tell her that she's selling...she says "No, I can't sell. I just ask them questions and try to find the best solution for them."

        Nope, not selling at all.
        My guess is that she works in your retail store though?

        I agree that it is still selling but - and I know you know this - it is a whole different thing when people come to you than it is when you interrupt what they are doing and try to compel them move to the next stage of the sale.

        That is what most people think of as sales I think.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by JohnRussell View Post

          My guess is that she works in your retail store though?

          I agree that it is still selling but - and I know you know this - it is a whole different thing when people come to you than it is when you interrupt what they are doing and try to compel them move to the next stage of the sale.

          That is what most people think of as sales I think.
          You're right. She works in my retail store. And contacting prospects to sell is far harder.

          Most people can't take the thought of rejection. It's so ingrained in our culture.
          It isn't even the rejection itself, it's the fear of getting rejected.

          And asking someone to buy is an alien concept for most people.

          The selling that most of us do; cold calling, creating demand, fanning desire, closing...is sooo counter-intuitive.

          The actual parts of selling aren't that hard to learn on their own, but the whole concept is so distasteful to most people.

          Name of movie where a salesman is the hero. Name one charactor in a movie, that's a salesman...but isn't evil.

          The only one I can think of is Door To Door with William H. Macy. And it was a biography.

          The hardest hurtles to jump over, are the psychological restrictions we grow up with about calling strangers...personal rejection...and asking people to buy.

          By the way, I know who you are. You're a top flight copywriter, and your sales page shows it.
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          • Profile picture of the author JohnRussell
            Originally Posted by Claude Whitacre View Post

            You're right. She works in my retail store. And contacting prospects to sell is far harder.

            Most people can't take the thought of rejection. It's so ingrained in our culture.
            It isn't even the rejection itself, it's the fear of getting rejected.

            And asking someone to buy is an alien concept for most people.

            The selling that most of us do; cold calling, creating demand, fanning desire, closing...is sooo counter-intuitive.

            The actual parts of selling aren't that hard to learn on their own, but the whole concept is so distasteful to most people.

            Name of movie where a salesman is the hero. Name one charactor in a movie, that's a salesman...but isn't evil.

            The only one I can think of is Door To Door with William H. Macy. And it was a biography.

            The hardest hurtles to jump over, are the psychological restrictions we grow up with about calling strangers...personal rejection...and asking people to buy.

            By the way, I know who you are. You're a top flight copywriter, and your sales page shows it.
            Your analysis is absolutely spot on. And it's how I discovered copywriting in the first place.

            I worked as a salesman for years. And I was hugely successful when the sales were inbound. At one point though I had to grow a territory from scratch. Here I am a Veteran - and couldn't do it.

            I couldn't take the constant rejection. Or, more succinctly - as you've said it - I couldn't take the constant fear of rejection.

            So I learned that it was possible - with copywriting - to create a situation where the sales were inbound. And I also learned that I could sell to many at a time versus one at a time. I know you do that with speaking - that's not for me.

            Finally I read the excellent book 'Now Discover Your Strengths' by Marcus Buckingham which insisted on developing your strengths and ignoring your weaknesses.

            So that's what I did.

            And for people like your wife who are great with inbound but who likely would never be great at outbound, they should learn to generate leads using the written word. Life is so much more fun when you play to your strengths.

            Actually - you have the skill set to write a book on lead generation as well given your advertising experience...and it would go nicely in your collection.

            P.S. - thanks for you compliment of my sales page - that is appreciated.
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            • Profile picture of the author Claude Whitacre
              Originally Posted by JohnRussell View Post

              Actually - you have the skill set to write a book on lead generation as well given your advertising experience...and it would go nicely in your collection.
              .
              I did, it's titled Sales Prospecting. Although not "lead generation" like direct mail, it covers the different ways to generate highly qualified prospect, who are pre-disposed to buy from you.

              And (You probably know this) my books are how I generate leads for my speaking services.
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              • Profile picture of the author JohnRussell
                Originally Posted by Claude Whitacre View Post

                I did, it's titled Sales Prospecting. Although not "lead generation" like direct mail, it covers the different ways to generate highly qualified prospect, who are pre-disposed to buy from you.

                And (You probably know this) my books are how I generate leads for my speaking services.
                I've actually read 2 of your books but it's been some time. And as a copywriter, I digest an inhumane amount of material so I did not remember exactly the contents of your books.

                I only remembered that they reeked of experience and wisdom.
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  • Profile picture of the author imbikinigirl
    We just had this experience last week. In a meeting with a client I wanted to sell him what I thought he needed, so I had to step back and listen to him. He then told me specifically what he wanted in the proposal. Sometimes we can be our own worst enemy.
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    • Profile picture of the author isaacsmithjones
      Originally Posted by imbikinigirl View Post

      We just had this experience last week. In a meeting with a client I wanted to sell him what I thought he needed, so I had to step back and listen to him. He then told me specifically what he wanted in the proposal. Sometimes we can be our own worst enemy.
      Cool. Well as they say:

      People love to buy, but they hate to be 'sold'...
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  • Profile picture of the author KloudStrife
    It's a good theory. People don't usually listen to others demands.
    If your a business owner, its wise to always pay attention to your customers demands and what they want from you

    The more you pay attention to your customers, the better you can keep up with demand and make some serious profit
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  • Profile picture of the author SMSMobileMarketer
    Seems pretty straightforward, understand the customers needs by asking the right questions. Based upon their needs address direct how your solution will meet those needs.
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  • Profile picture of the author Matt Lee
    Sometimes the best advice is the most simple. Listen, and they will close themselves.
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