📞💰 Guión EXACTO Closer de Venta (Cierra 65%)

Name: 📞💰 Guión EXACTO Closer de Venta (Cierra 65%)
Uploaded: 2024-06-13T21:00:06.000Z
Duration: 2 h 22 min 53 s

Sales Mastery: Closing Calls Effectively

Introduction to the Sales Process

The speaker introduces a sales process that enables closing calls in one attempt, even for inexperienced individuals, with ticket prices ranging from $2 to $20,000.

They claim success rates of 30% to 50%, and up to 80% in some cases, using this method which has helped scale their business to $50,000 monthly.

Course Overview

This video is part of an intensive free masterclass series focusing on sales beliefs and strategies rather than superficial tips.

Key topics include understanding sales beliefs, discovery processes, objection anticipation, goal clarity, offer presentation, and objection handling.

Structure of the Free Course

The course consists of 12 modules aimed at helping coaching businesses reach a minimum income of $10,000 per month.

Previous videos covered generating leads through paid ads and organic methods; this session focuses on converting those leads into sales.

Accessing Additional Resources

Viewers can request detailed notes by sending "notas" via Instagram. These notes will summarize the entire sales process discussed in the video.

Key Beliefs for Successful Sales Calls

Understanding Pain Points

The first belief centers around identifying customer pain points; without recognizing a problem or gap that needs resolution, there’s no motivation to buy.

Addressing Doubts

The second belief involves instilling doubt in customers about their ability to solve their problems independently; if they believe they can manage alone, they won't seek help.

Opportunity Cost Awareness

Understanding the Cost of Inaction

The High Cost of Staying Stagnant

The cost of remaining in a current situation is significantly higher than perceived, with opportunity costs being substantial. For instance, not increasing income by $1,000 monthly equates to a direct loss.

Evaluating personal energy levels can illustrate potential gains; for example, if someone operates at 60% capacity, achieving full capacity could potentially double their income.

Emotional turmoil from relationship conflicts can hinder professional growth and financial success. Achieving peace and clarity can lead to faster progress and increased earnings.

Desire as a Key Motivator

Understanding pain points is crucial; however, there must also be a strong desire to resolve these issues. Clients need clarity on their goals and motivations.

Financial resources are essential for clients to engage in solutions. They must have both the means and willingness to invest in resolving their problems.

Support Systems Matter

A supportive environment is critical for client success. If external influences discourage action (e.g., family or friends), it may impede decision-making.

Sharing success stories where individuals overcame similar doubts can help reassure potential clients about making investments in themselves.

Building Trust Throughout the Process

Trust is multi-faceted: clients must believe in themselves, the methods presented, the program offered, and ultimately trust the salesperson.

Establishing confidence involves demonstrating that clients can achieve results through your guidance while ensuring they feel secure about their investment.

The Sales Process: Addressing Beliefs

Structuring Effective Sales Conversations

The sales process should focus on developing client beliefs around pain points and doubts before addressing costs associated with solutions.

Asking insightful questions helps identify client challenges and encourages them to reflect on their situations deeply—this aligns with Tony Robbins' philosophy regarding quality questions shaping life quality.

Providing Value Through Clarity

Offering clear solutions provides relief for clients facing challenges. This clarity allows them to envision positive outcomes rather than just focusing on actions without understanding how they will help.

Understanding Sales Dynamics and Customer Engagement

The Importance of Action and Desire

It's crucial for customers to understand the necessary actions without feeling compelled to act independently, as this could lead them to believe they can resolve issues on their own.

Highlighting benefits and rewards is essential in fostering desire; positive visualization of goals can motivate action.

Types of Problems in Business

Businesses exist to solve problems, creating value in exchange for money. Recognizing the types of problems is key.

There are two main problem categories:

Active Pain: Immediate issues like joint pain that require resolution.

Unmet Desire: Aspirations such as health benefits or longevity that drive customer interest.

Approaching Sales with Pain and Pleasure

Customers often navigate between moving away from pain (e.g., health risks due to obesity) and moving towards pleasure (e.g., achieving fitness goals).

Identifying whether a sale addresses pain or pleasure is vital, influencing how sales strategies are developed.

Building Rapport Through Communication

Establishing rapport involves mirroring the customer's communication style—tone, pace, and formality—to create familiarity.

Adapting communication styles helps build trust; being aware of regional dialect differences enhances connection during conversations.

Preparation for Successful Sales Calls

Effective preparation includes confirming appointments via messages 24 hours prior and ensuring all necessary materials are ready before calls.

Sending reminders and success stories can enhance credibility before a sales call. Having payment links readily available sets a focused mindset on closing deals rather than just discussing products.

Mindset During Sales Conversations

Entering a sales call with the intention to close rather than merely sell fosters confidence. Visualizing successful outcomes can positively influence results.

Maintaining focus during calls by eliminating distractions ensures full attention on the customer’s needs, enhancing engagement quality.

Sales Call Techniques

Importance of Presence in Sales Calls

Being present during sales calls is crucial to avoid automatic responses and to catch subtle cues from the prospect.

Acknowledging doubts expressed by prospects can lead to deeper conversations, such as asking about their ideal number of leads or quality criteria.

Preparation for Effective Communication

Using good sound equipment and taking notes during calls is essential; recording calls can provide valuable feedback.

Keeping a folder with recorded calls helps in training future sales teams and maintaining a positive record of successful interactions.

Establishing Rapport

Building rapport at the beginning of a call is vital; it involves creating a connection and setting a productive tone for the conversation.

Finding common interests can help establish this connection, but it's also important to convey genuine interest in the prospect's needs.

Managing Call Dynamics

The tone of voice plays a significant role in communication; varying tonalities can keep the conversation engaging and prevent it from feeling aggressive.

If a prospect seems distracted, it's important to address this directly by checking if it's a good time for them to talk.

Creating an Ideal Environment for Discussion

Ensuring that prospects are in an appropriate environment (not distracted or noisy) enhances their engagement during the call.

How to Effectively Conduct a Sales Call

Establishing Rapport and Control

The initial step in a sales call is to establish rapport, ensuring that time is not wasted and the conversation is productive.

Set expectations at the beginning of the call by confirming if the client is prepared to engage, such as having paper ready for notes.

Frame the agenda by outlining what will be discussed, including business scaling challenges and current operational effectiveness.

Clarify the duration of the call (approximately 40 minutes), allowing clients to express any immediate needs before starting.

Emphasize that if you can help them achieve their goals, you'll explain how; otherwise, you can refer them elsewhere.

Qualifying Questions

Before or during the call, ask three critical qualifying questions regarding decision-making authority, partnership involvement, and budget availability.

Confirm financial readiness by discussing program costs upfront to avoid wasting time later in case of budget constraints.

Ensure that all necessary decision-makers are present on the call to prevent rescheduling due to absent parties.

Diagnosing Client Needs

After establishing control, diagnose why clients are seeking assistance by asking about their biggest challenges in scaling their business.

Use a curious tone when prompting clients about issues they face; this helps uncover underlying problems effectively.

Aim to isolate specific problems by understanding what brought them to seek help and what isn't working as desired.

Clarifying Current Situations

Once challenges are identified, clarify their current situation. This involves detailing where they stand now compared to where they want to be.

This part of the conversation is crucial as it anticipates objections and builds trust through a deeper understanding of their issues.

Understanding the Discovery Process

The Flow of Discovery

The discovery flow involves understanding the client's problem and current situation, which is essential for identifying solutions.

The first step is to isolate the problem by identifying the specific challenges faced by the client through probing questions.

Gathering contextual information about the client's business helps in understanding their efforts to resolve these issues.

Analyzing Client Efforts

It's crucial to assess what actions clients are currently taking to address their problems, such as marketing strategies or customer engagement methods.

A detailed breakdown of metrics (e.g., social media engagement, sales calls scheduled) provides insight into how well these efforts are working.

Problem Breakdown and Contextual Understanding

Clients should quantify their challenges numerically, such as tracking follower growth or sales opportunities over time.

Understanding how long clients have been facing these issues can help gauge urgency and necessity for a solution.

Planting Doubts and Urgency

It’s important to instill doubt regarding why they haven't resolved their issues yet, prompting deeper reflection on their situation.

Discussing potential costs associated with inaction emphasizes urgency in seeking solutions.

Support and Solution Presentation

Identifying support systems (partners, mentors) can be beneficial; this can be explored later in discussions naturally.

Understanding Sales Processes and Client Engagement

The Importance of Clarity in Sales

Establishing clarity and value positions you as a solution provider in the client's mind.

Closing rates can be influenced by the sales process, offer quality, or prospect caliber; understanding these factors is crucial for improvement.

Analyzing Sales Performance

It's essential to dissect efforts made to resolve client problems and understand their context.

Highlighting clients' unsuccessful attempts at problem-solving reveals the cost of inaction and emphasizes their need for assistance.

Exploring Personal Challenges

Engaging clients with personal examples (e.g., fitness challenges) helps them articulate their struggles, making it easier to identify underlying issues.

Discussing daily routines, energy levels, and aspirations allows for a deeper understanding of how current states affect overall performance.

Contextualizing Client Pain Points

Understanding where clients currently stand regarding their goals aids in identifying gaps that your solution can fill.

Questions about past solutions help position your offering as distinct from previous attempts that failed to deliver results.

Solution Adaptation and Positioning

Solution-oriented questions clarify past experiences while tailoring your approach to meet specific client needs effectively.

Summarizing insights gained from discussions enables you to justify why previous methods were ineffective compared to your proposed solution.

Gathering Information on Client Efforts

Collecting data on what clients have tried previously provides insight into their journey and highlights areas where they may need support.

Probing into the duration of their struggles encourages self-reflection on how long they've been facing these challenges without resolution.

Challenging Previous Attempts at Resolution

Encouraging clients to reflect on past solutions fosters awareness of what hasn't worked for them before engaging with new methods.

Understanding Client Connection and Motivation

Exploring Barriers to Personal Growth

The speaker discusses the importance of identifying what has prevented individuals from feeling connected and at peace, emphasizing the need for belief installation for effective sales.

A question is posed about consistency in diet, highlighting how personal barriers can hinder self-improvement efforts.

The speaker asks about past attempts to achieve connection and peace, probing into motivations that keep clients striving despite challenges.

Building Trust Through Contextual Questions

The framework involves asking permission before delving into personal questions, fostering trust with potential clients.

A follow-up question addresses the significance of achieving mental clarity and energy, aiming to uncover deeper motivations behind client desires.

Uncovering Deeper Motivations

The discussion shifts to exploring relational issues that may affect overall satisfaction, such as disconnection from partners impacting emotional well-being.

A critical question regarding future plans if no changes occur emphasizes the negative consequences of inaction over time.

Assessing Support Systems

Transitioning to solutions, the speaker highlights understanding a client's support environment and its influence on decision-making processes.

Questions are directed towards understanding partner involvement in the client's journey toward connection and whether they are aware of ongoing struggles.

Addressing Urgency and Objections

The urgency of resolving issues is discussed alongside anticipating objections related to partner involvement or doubts about effectiveness.

Emphasis is placed on addressing potential hesitations by comparing past experiences with new approaches being offered.

Clarifying Desired Outcomes

What is Your Ultimate Financial Goal?

Understanding Personal Financial Objectives

The discussion begins with a focus on identifying the ultimate financial goal of the individual, specifically asking about their monetary objectives and income targets.

The participant mentions a target income of $30,000, explaining that this amount would allow them to financially support their mother and travel, highlighting deeper personal desires behind financial goals.

A critical question arises regarding how much money one needs to earn to replace their current job income, emphasizing the importance of transitioning from employment to entrepreneurship.

The conversation shifts towards understanding long-term visions for business and life, encouraging participants to articulate their broader aspirations beyond just financial success.

The speaker emphasizes the need for a purpose-driven life and encourages individuals to consider secondary personal goals they wish to achieve through their business endeavors.

The Importance of Commitment in Business Growth

Creating Separation Between Current State and Desired Outcomes

An advertisement segment introduces a coaching program aimed at helping individuals scale their businesses significantly while offering a money-back guarantee if results are not achieved.

The speaker reiterates the importance of understanding both the current situation and desired outcomes before moving forward in any business venture or coaching relationship.

Transitioning into step six of the process involves creating separation between where an individual currently stands financially and where they aspire to be, reinforcing accountability.

Participants are encouraged to acknowledge that they may not be able to resolve their challenges alone, prompting them to seek faster solutions or proven systems with guidance from experienced mentors.

Transitioning to Sales: Key Insights

Understanding Client Needs and Barriers

The importance of addressing all aspects of a client's situation is emphasized, ensuring that no critical points are overlooked in the sales process.

Positioning oneself as a solution provider involves identifying what clients are doing wrong and suggesting corrective actions, enhancing credibility.

Utilizing Personal Stories for Connection

Sharing personal success stories can effectively demonstrate how similar challenges have been overcome, fostering trust with potential clients.

Relating client experiences to one's own struggles (e.g., weight loss or relationship issues) helps create empathy and rapport.

The Sandwich Question Technique

The "sandwich question" technique is introduced as a method to guide discussions about next steps while seeking client input on their preferences for moving forward.

This approach allows for a collaborative atmosphere where clients feel involved in the decision-making process.

Presenting Your Offer Effectively

Importance of Outcome Focus

Successful sales presentations should concentrate on the desired outcomes rather than the processes involved, helping clients visualize their goals.

Emphasizing results motivates clients to invest in programs by illustrating the benefits they will receive.

Engaging Presentation Strategies

Conversations should be interactive; asking questions keeps potential clients engaged and allows for tailored responses based on their needs.

Using client language when discussing problems ensures relatability and clarity, making it easier for them to see how solutions apply directly to them.

Linking Problems with Solutions

It's crucial to connect specific client issues with corresponding program features that address those problems directly.

Highlighting contrasts between old ineffective methods and new high-ticket offers reinforces the value proposition being presented.

Structuring Your Offer Presentation

Building Trust Through Evidence

Incorporating testimonials or proof points strengthens credibility; sharing successful case studies reassures potential clients about effectiveness.

Creating Dialogue Around Offers

Understanding Paradigm Shifts in Business

The Importance of Differentiation

Discusses the need for a paradigm shift or differentiation in business strategies, emphasizing the importance of showcasing what has not worked previously and how one's approach is different.

Highlights the significance of providing step-by-step guidance to achieve remarkable results without relying on personal time, thus minimizing failure risks.

Customization and Client Focus

Stresses that all services are personalized based on what is best for the client, outlining four key steps to transition from a low income to a higher monthly revenue while increasing profitability.

Addressing Core Issues

Identifies common pitfalls in business scaling, particularly focusing on low-ticket sales and ineffective advertising strategies. It argues that many businesses fail due to poor offers rather than marketing tactics.

Explains that building ads on weak foundations leads to unprofitable campaigns; instead, creating irresistible offers allows for better investment margins in effective advertising.

Commitment and Engagement Strategies

Encourages engaging clients by linking discussions back to their specific problems and desires, ensuring they understand how proposed solutions differ from past experiences.

Emphasizes solidifying client commitment through addressing objections and understanding their motivations behind questions about service formats.

Evaluating Client Readiness

Suggests using a scale (1 to 10) to gauge client readiness for engagement. A score indicates their level of interest and comfort with proceeding.

Advises maintaining alignment with clients throughout the process, ensuring they feel secure about moving forward with the offered services.

Handling Objections Effectively

Discusses techniques for managing objections by asking clarifying questions when clients express hesitations or concerns about group coaching sessions.

Cash Generation Strategies

Gathering Business Information

The process begins with collecting detailed information about the business, which is crucial for identifying quick cash generation opportunities.

Clients typically close two to five high-ticket sales within the first 15 to 30 days by optimizing their offers, messaging, and sales processes.

Payment Process and Initial Benefits

After discussing payment, the speaker outlines the process that follows once payment is made.

Emphasizes providing clients with a clear vision of quick benefits or achievements they can expect from their investment aimed at generating $1,000 monthly.

Handling Objections Effectively

The final part of the discussion focuses on managing objections that may arise during client interactions.

Empathy is key; understanding clients' concerns helps in addressing them effectively.

Isolation and Permission Techniques

The strategy involves isolating objections (e.g., needing to consult a partner), allowing for deeper exploration of potential hidden objections.

Asking for permission to share an opinion after isolating objections can lead to reframing the objection as a reason for moving forward.

Reframing Objections into Opportunities

Reframing involves presenting objections as opportunities for improvement in relationships or financial situations.

Questions are used strategically to gauge commitment and readiness from clients while addressing any lingering doubts.

Addressing Common Financial Concerns

When clients express hesitation due to financial reviews, prompt them to check their finances immediately during calls.

Anticipate common objections related to partners’ approval by asking what they think their partner would say regarding the investment.

Value Perception Over Price Concerns

Discussing cost-related objections requires emphasizing perceived value over price; it’s essential that clients understand what they stand to gain versus what they pay.

Understanding Time and Value in Business

The Cost of Time

Discusses the importance of evaluating how much energy and time is lost in business operations, emphasizing the potential value of that time if redirected towards hobbies or other productive activities.

Highlights that the price charged for services should reflect not just the service itself but also the time saved for clients.

Positioning as a Coach or Mentor

Introduces Robert Cialdini's concept from his book on influence, explaining that clarifying why questions are asked can lead to more open responses from clients.

Emphasizes the role of a coach in pushing clients toward growth and decision-making, ensuring they understand this intention.

Handling Objections

Suggests offering a refundable reservation to encourage commitment while allowing clients to reconsider without pressure.

Advises addressing initial hesitations by questioning whether they stem from genuine contemplation or fear of making decisions.

Identifying Pain Points

Encourages tying discussions back to previously identified pain points, reinforcing urgency in decision-making based on past conversations about their needs.

Stresses the importance of understanding what specific aspects clients need to think about before making a decision.

Finalizing Commitment

Proposes hypothetical scenarios where money isn't an issue to gauge client feelings about moving forward with processes.

Concludes with strategies for confirming objections and ensuring clarity on client needs, reiterating alignment when working together.

Next Steps and Resources

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