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In this video I want to talk to you about how to close a higher percentage of deals and how to close

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more deals overall and it's all sent around a single concept which is the belief continuing.

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Welcome to the game where we talk about how to get more customers, how to make more

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per customer and how to keep them longer and the many failures and lessons we have learned

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along the way. Hope you enjoy and subscribe. All right and so if you think about this visual

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we're going to have right here so you've got your sales been here you've got your prospect here

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right and you see this bubble that I put over the head the prospect has no bubble inside it's

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completely empty and they might have a negative bubble as well and then you've got the salesman

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who's got his belief bubble so many people like to think like do you believe in what you

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are selling right they ask the question is though it's a binary answer yes or no I believe

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or I don't believe but it would be much more accurate to say to what extent do you believe in

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right because belief is not a binary question it is a continuum it is how much do you believe

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in what you are selling because if you thoroughly 100% believe with all of your heart and mind that

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what you are selling is true I guarantee you that you will sell significantly more and so what I

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want to show you is these two equations that are wrote down as simple equations for how to

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actually sell and so many people focus I would say a disproportionate of people focus on the skill

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of selling and there absolutely is the skill to sales you have to know exactly what to say you have

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to know how to say it but you can shortcut that path to success by having conviction and the way

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that you have conviction is by a dramatically understanding the needs of your prospect so that

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when you are talking to somebody you know exactly what their problem is so that if your product

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perfectly matches their problem you can have conviction in order to sell it most salespeople don't

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even listen to the prospect at all and simply want to deliver their pitch which inherently means

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that they can't believe in the product that much because they're not even thinking about whether

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it solves the problem for the prospect because you can't be convicted that it's going to solve the

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problem if you don't even know what the problem is and so they haven't taken any time to understand

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the prospect most sales training should be is currently focused on educating salesmen around

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the product when it should be most of them most of them focused on educating the salesman around

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the prospect and their problems not the product all right key understanding shift that has to

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happen when you're educating a sales team and or yourself especially if you're entering a market

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that you are not the avatar right one of the reasons that many successful businesses happen from

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somebody who suffered from a pain and then went to go solve it for themselves and then ended

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up solving it for other people is because they desperately and and and they so clearly understand

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the thoughts needs and pains of the prospect and they know how the product solves those problems

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right and so the first equation here is for increasing closing percentage and so if it's you that

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selling or if it's a sales team that's selling it's the skill of skip sales multiplied by the extent

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to which you believe it is not yes I believe no I believe this number can be a hundred

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right and the thing is is that I believe that this number of conviction can grow far higher

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than what skill can give you you can be a very skilled salesman but let's say the skill of sales

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is one to ten right I'll put this on yourself you can see it let's say your skills tell this can

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be one to ten I believe that your skill your your beliefs around conviction can be one to a hundred

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right so even if your skill of sales is a two you can have a hundred belief and I guarantee you

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that you will close because people can sense whether you believe what you are telling them is true

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and they believe that what you are selling them is going to solve their problem right and so most

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people most sales teams most sales managers do not focus enough on this bubble which is conviction

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which is this part of the equation right if you think about what sales is it's fundamentally a

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transference of belief and so how can you how can you transfer an empty cup how can you transfer

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a cup that is only one third full into another empty cup and expect it to be over the threshold

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of the amount of belief that's necessary to and that's required for a prospect to make a

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purchasing decision of course not right and so we still try and get the person to say a certain

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thing or pause in this way or have this tonality or this emphasis and that is important right and

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there's definitely a place for that you have to have the basis of sales in place but a much much

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bigger lever that is often and most underutilized or unutilized at all is the conviction or the extent

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to which the salesman believes in what they are selling and to what extent it can help solve the

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prospects problems all right and so that will influence the closing percentage of an individual or

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team.

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Aimos in Asian quick break just to let you know that we've been starting to post on LinkedIn and

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want to connect with you all right so send me a connection request and note letting me know that

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you listen to the show and I will accept it there's anyone you think that we should be connected

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with tag them in one of my or lalus posts and I will give you all the love in the world all right so

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let's get back to the show the second piece is going to be the work ethic right so a lot of people

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have probably seen really good closures versus really bad closures based on their closing

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percentage but also total number of deals close personally when you have somebody who has really

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high work ethic then they can make up for a lower closing percentage by having more activity

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so that means that they are falling up with their pipeline faster they are falling up more times

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right they are reaching out to people on their own in their own time to give themselves more

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opportunities and they can compensate for a low closing percentage by simply having more at

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bats right and so if you think about the expert salesman is having these two things together which

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you want to have a high closing percentage and you want to have lots of units sold all right and

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so there's three variables here you've got skill you've got conviction and you've got work ethic

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but conviction counts twice because if you believe that what you are selling is genuinely going to

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help people you will follow up faster you will follow up more religiously you will follow up as

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though you were trying to help someone and so let me let me ask you this question as a good

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mental follow up process if you could go back in time let's say you could go back in time five

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years and you could talk to yourself and say hey I want you to put a hundred percent of the

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money that we have right now mind you you couldn't tell the person that is you your past self that

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you are you in the future right so you you can't say anything like that but in this thought experiment

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and you went back in time you said hey we've got this money in the bank account I want you to put

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a hundred percent of money into this thing called Bitcoin right I want you to put a hundred percent

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money into something called Amazon I want you to put all of that money into Tesla or whatever

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right something that blew up over the last five years all right if you were to tell yourself that

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let's say you were talking to you and you were like um I'm good thanks right how many times would

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you follow up with yourself to get yourself to do that thing or do that action or make that

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investment a lot and it's because you truly believe that it would solve your prospects problem

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and you have pure conviction that what you are selling them the investment the opportunity

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that whatever it is is 100 percent going to work think about how you would approach that how many

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times would you follow up how how convicted would you be when you spoke would you even be focused

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on the skill of selling or would you be focusing on how true what you say is and if you can make

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that perspective shift and if you were a sales manager and you're trying to manage a sales team

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I would implore you to focus way more of your time around the thing that counts twice in the

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equation of selling and creating great sales people which is the belief to which the extent the

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extent to which they believe what they are selling and to whom they are selling then then then then

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boring with the with the the the monotony of the skill which which don't get me wrong it is very

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important to sell there's lots of videos that you've probably heard where I talk about the skill of sales

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but I think when you when you rate this and you were in a forced multiplication standpoint I don't

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think that they are acquitted I don't think they are equivalent right and the the proof that I

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have in this is that if you look at every single religious you know movement you are selling

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something very hard to sell which is a completely new frame of view around the world the people who

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believe this many times they don't train them in the skill of selling they just get them to believe

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wholeheartedly in what they are selling right and so if your salesman and your sales team are not

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drinking the cooling quite literally of the products that you sell or the services that you sell

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then that is your problem not whether or not they are clarifying the problem the beginning now

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they should because they should be listening and they should believe that what it should make sure

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that the prospect is is going to be best served by this right but big picture if you fix this

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everything else will happen and I'll tell you this is the one last story about this

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if you believed wholeheartedly in the the the solution that you were selling would you not

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then spend lots of time honing your skill probably because you would want to help more people

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because you believe in the thing that you were selling them right you would probably like would

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you not if you believe in this thing wholeheartedly follow as many people as possible be quick to respond

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because you know how much it's going to change their life probably and so I think that just like

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Simon's the next step start with why I believe that the skill of sales is fundamentally a transference

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of belief and we do need to start with why for sales people because it is not a question of whether

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or not they believe it is an it is the question of to what extent do they believe and if you can get

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that to 100 you will never have problems selling ever again so hope you found this valuable click

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subscribe lots of love I'll see you in the next video