In this video, learn how you can begin using the engagement model to ensure you've positioned yourself in such a way, that the customer will close themselves, every time.
- If you listen to sales gurus from the 1960s … up and through the '80s and '90s, … you'll hear many similar themes … around how to close your customer. … Much of this philosophy actually created and reinforced … the negative stereotype we have of sales today. … I'm sure you've heard the ABCs of selling, right? … Always be closing. … The truth is that the best sales professionals … around the globe, regardless of industry, … understand that this approach is actually counterproductive. … Some folks may find short-term success … for a season with this approach, … but inevitably, they find themselves … struggling to find their next mark, … and ultimately, they go home at night … not feeling very good about themselves. … We know that people buy from people they trust. … Nobody trusts someone … who hard closes them every five minutes … and appears to only be interested in making the sale. … In fact, I believe and now teach my clients … that a true trusted advisor doesn't even close. … Yeah, you heard me correctly. …
- The trust continuum and the trust matrix
- The three-layered brain and five neuro-elements
- Creating connections
- Establishing credibility
- Handling objections