Do This To Close More Deals

Hi guys. Welcome back to my channel. In this video today, I am going to discuss six principles you can implement today that will help you close more deals. So let's get into it. I do want to preface that really this video and these principles can be seen as more of like a manipulation tactic in a way, but in reality, sales is manipulation and it's all about whether you use these principles for the good or for the bad. For me personally, I've always used these for the good to help people give confidence, give support or give guidance to take the step that they want to take and to build them up and make them feel good. And hence why throughout my whole career I've had so many prospects after I've sold them for companies I've worked for. Message me, thanking me, sending results, sending wins that they've had, and like I said, thanking me for giving them the confidence and support to actually take the step and get into the industry they wanted to do the career that they wanted to as well. So there's a lot of benefit to utilizing these principles. And really, as long as you believe you're selling 100 ethically and as long as you believe in your heart that you are doing good, then that's all you can do instead of obviously using sales for bad or manipulating people for bad, because obviously that's just not good and not ethical at all. So these principles I actually unknowingly was utilizing in sales for a very long time. I was then told by an offer owner that I worked for that these were the principles of in Cini's book. So the six principles of persuasion by Cini. And if you haven't read that book and you're either getting into sales or already in sales, I would highly, highly recommend that you do. As I said, I was unknowingly utilizing the principles already. And once I kind of linked the two together, it made total sense why I was seeing such great success within my closing calls as well, helping people get to where they want to be. So let's dive straight into it and let's go through these principles and how you can implement them immediately to help you close more deals. Number one is reciprocity. And this in a nutshell is basically giving someone something in return. They'll give you something back. And the way you can leverage this in sales is by giving prospects free resources, resources, education, webinars, master classes, kind of fun projects to do ahead of the sales call or even your time. You know, if a prospect needs to reschedule because of a last minute Emergency and you can accommodate that. Reschedule. You're giving more time. Now psychologically that makes the person want to give you something back in return. Now obviously you want to give value. You're not just doing this to try and con people to buy and that's not right. That's never going to work. You, you're giving people free resources that's actually going to make them feel comfortable, feel knowledgeable. You're giving someone more of your time because they need it, because they had an emergency and you can accommodate. So it's genuinely helping others, making them feel more comfortable, making them feel more valued and respected and allowing them to feel knowledgeable. So when taking that step, they feel prepared, which they will then provide you something in return, which is typically buying the product or service that you are offering. Number two is scarcity. Now of course we know what scarcity means, which is creating lack of something to make someone want something more. Now scarcity can be seen as negative. If you're creating fake scarcity tactics like there's only one spot left or you have to buy today at this discounted price. We do not want to do that in sales. Salespeople do this, yes, but it's sleazy, it's not needed. This is kind of like a low blow sales tactics that you really don't need to do. I have in the my sales calls now that I take the women joining my program, sometimes people will ask me like, do I have to make a decision today? Xyz? And I'm like, no, there's no scarcity. You don't have to do anything. But obviously you know what you want to do, you know why you're here. And it's about making that decision together on the call to give them confidence, confidence. Not because they have to, not because they're forced to. There's a complete difference. But when it comes to scarcity in sales, typically it's about making the prospect realize that the life that they want is around the corner. But if they aren't able to take that step and if they aren't able to bet on themselves, then the life that they want and they dream of will not be there. So it's creating scarcity about not having that life. What happens if you do nothing? What happens if you keep on staying the same and keep on on that hamster wheel? But what happens if you make a change? And what happens if you finally have confidence in yourself, better in yourself and make that decision to change your life? So there's a huge way you can use Guarstee. You can use it very subtly to help someone make a decision and guide them through. Or obviously, you can use it very obviously in that sales tactic of there's only one spot left you have to buy now, which we do not want to do. Number three is authority. So individuals who are more authoritative, more credible experts in their field are seen as more of an influence. Authority is a key component in sales. Be the leader, not the friend. People need help. That's why they're on the call. And most of us just want to be told what to do, and most of us just want to be led. It is your job as a sales rep to lead. From the moment you introduce yourself on that call, you are taking control. And yes, you may have calls with people who are more A types who want to lead too, and you can still lead those people. It doesn't have to be an ego battle. You can still lead a prospect down the sales process and to their desired destination. Using authority, no matter the person, no matter the gender, no matter the background, it's about you using your EQ and it's about being that credible, knowledgeable source of information and a safe space as well for the prospect. The next is commitment and consistency. Commitment is making a decision and sticking with it. And consistency is obviously showing up again and again and again, which is obviously pretty hard a lot of the time. And the way you want to use this in your sales calls is you want to build the prospect up, you want to give them confidence, you want to make them realize their full potential so they can commit and they can see through what they are committing to. The way I do this is if I notice that a prospect is particularly nervous, I call it out. I say, is everything okay? You seem a little bit nervous. Allow them this breathing space to admit that they're nervous. Allow them to take a deep breath, allow them to relax into it. Allow them to admit how they feel. From there, we want to affirm it. It's totally okay. Everyone feels nervous. I'd probably be a bit concerned if you didn't feel nervous. It's being genuine, it's being human, it's affirming. They're allowed to feel nervous, it's totally okay. But from there, you want to build them up. So if you've got someone who's particularly nervous, who maybe thinks, I don't know if this could work out for me, something that I love to do to give someone confidence is help them reflect. So when was the last time you did something that you felt super? Nervous about. You thought you would fail, you didn't think it would go very well, but you did it anyway and it all worked out. When was that time? Typically, that makes the prospect soften. They'll have a bit of a giggle. They'll think, and they'll have a smile, ear to air, like nine times out of 10, and that is the best thing you can do. And from there, you want to be like, and how did that feel? To think that you couldn't do it, to go to achieving it, like, what was that like? And then they'll say, and it'll be like, well, how is today any different? How is this any different? You thought you couldn't do that, and you did it. You thought you couldn't do this, and you're gonna do it. And it's just giving someone a very, very logical answer. But being very genuine and sympathetic that we're only human, we're gonna feel nervous, we're gonna feel scared. But in reality, human. You are so much more capable than you realize you are. And I am here to tell you that. And I am here to show you that, which is a huge, huge part of the sales process. And this will compound and compound to help that prospect make decision. And you can keep on referring back to that thing that they were proud of. If you sense nervousness throughout the call, the next is being likable, being genuine, being kind, being honest. Honest to a fault at times, I found, really helps in my sales schools. As I've told you, like a broken record. People won't buy from you if they don't like you. Ditch. Being like a robot. Ditch. Following a script word for word. Take a deep breath and have a conversation. If you are a beginner in sales, I'm not telling you to throw the script out the window. You need to learn the script. You need to learn the framework. You need to know why you're saying and what you're saying, saying. However, if you are also, your eyes are moving left to right reading the script, and you don't sound normal. And if the questions you're asking wouldn't be the type of questions you would ask your best friend, then there's a problem. And I say this to my girls all the time. When we do call reviews, I pause the recording and I'm like, would you have said that to your best friend? And they always giggle and say, never. Exactly. So do not say it to a prospect. People aren't stupid. People. People have heard the sales process time and time again. Building genuine connections and making Them like you is going to help you far more than trying to do this fancy reframe or certain line that you think is going to persuade someone to buy, because it just never will. Last but not least is social proof. This is something that I added very randomly one day within my sales calls when I was helping someone through fear and through nerves. And that was essentially explaining how someone very similar to that prospect. I remember this woman, she was a single mom. This was like over a year ago. How another single mom in a very similar position was able to achieve what she wanted. Explaining the situation. Explain the psychology of one call I had with another woman to the call that I was with. Sorry, with the woman that I was with in that call. And basically helping the prospect understand what if they can do it and they have gone on to achieve XYZ and they're in the exact same position that you are in, then you can do it too. And it's basically just showing someone that there is someone like them doing the thing that they want to do and doing really well at it. Because naturally, as humans, if we see someone like us doing something, we naturally want to do it more. We naturally feel more comfortable and more at ease. Putting social proof in pretty much all of your sales calls is massively going to help you. Credibility for the company, to show that the company is getting results. Credibility for you for knowing your clients and actually caring about them and building trust between the prospect and you. You see, your successful students is not just a number. You can actually explain their story. You can explain the call that you had with that prospect and compare, well, that student, sorry, and compare them to the prospect that you're talking to. Now. Social proof is absolutely invaluable. And those are the six principles that I followed in my sales calls to help me close more deals. Now these principles can be implemented same day. I recommend writing them out, writing out your versions of how you can implement them. So with the social proof and with the resources like what can you give and what can you do immediately to implement? And I guarantee even if you implement half of them right now, you will see a huge difference within your course. Because at the end of the day, sales is about people. Sales about connection, sales about helping people. All these principles, again, are about connection helping people. So yeah, let me know how you get on. Use them wisely. If you need any help or any questions, either put them in the comments below or send me a message on Instagram. And then finally, as always, if you are a woman either looking to get into sales or already in sales looking to take your career to the next level. There'll be a link down below. If you are looking to work with me, we can can have a chat. We can book a call with me personally and we can discuss your goals to see if I can help. Bye, guys.