Featured Coaching Excerpt - Notes & Transcript, Part 1
“I want to be able to get better at closing sales, closing deals, closing a higher promotion, and closing a better salary. I want to be able to be that person who is confident enough to be able to get the best for my family. I want to earn at least $80K per year. I want to grow this business. I want to grow this business I have begun to be very profitable. I want to have a plan B set up. I need to be able to manage and create goals for the company consistently and to finish.” -Dre
Walk on coals money conference??:
Notable Quotable: “Most people are sitting on their own diamond mines. The surest ways to lose your diamond mine is to get bored, become overambitious, or start thinking that the grass is greener on the other side. Find your core focus, stick to it, and devote your time and resources to excelling at it.” -Gino Wickman (Bestselling Author of Traction: Get a Grip on Your Business)
Steps to Closing More Deals: 1. Make Script with these 6 Principles:
e. Isolate Objections
Notable Quotable: "Treat objections as requests for further information.” -Brian Tracy (Best-selling author and renowned sales trainer)
Lesson Nugget: Emotionally disconnect from the outcome when closing a deal. Emotionally commit to your goals.
Editor's Note: To request a FREE copy for Closing a Deal Script, email us at:
Lesson Nugget: Rapport:
Script 5 rapport building questions that work with your prospects to get them talking.
Lesson Nugget: 70% of the time, your prospect should be the one talking.
Lesson Nugget: The goal of building rapport is to have people like and trust you.
- Hey Clay, we got a mail back quesiton from one of our Thrivers. Dre writes, I wanna be able to get better and closing sales, closing deals, closing a higher promotion and closing a better salary. I wanna be able to be that person who is confident enough to be able to get the best for my family. I want to earn at least $80 thousand per year. I want to grow this business. I want to grow this business I have begun to be very profitable. I want to be able to have a plan B set up. I need to be able to manage and create goals for the company consistently and to finish. Clay.
- Yeah, well okay. The main thing here and Dre I don't know the whole context of what your... I don't know if you already own your own business. I don't know that, so I'm gonna work off the assumption that you are a guy who, it sounds like you've already begun a business and you're trying to figure out how to close more detials. That's where we're gonna try to start off today. Just how do you close more deals. So, I'm gonna teach you the specific system to close more details. Now, I wanna make sure you get this. I wanna teach you the specific, proven system to close more deals. I'm not gonna give you generic who-ha. Maybe, maybe... I know Dre you don't want generic who-ha but I think some people would rather have um, who-ha. You know, like the easy answer. What you're gonna do is you're gonna just visualize success and it'll just manifest. You know, I think a lot of people want to go to the conference where they... You're gonna walk on coals and as soon as you finish on the coals, your body will just be engulfed with money. I think there's a lot of people who want me to say you know, if I just think about it enough it's gonna happen, so we're gonna walk you through the specifics, yeah.
- [Jose] What they wanna hear, right? I wanna go ahead and read a notable quotable here to you. And, then we're gonna get into the specific moves okay? It says most people are sitting on their own diamond mine, Dre. The surest way to lose your diamond mine, Dre, is to get boared, become over-ambitious or to start thinking that the grass is greener on the other side, Dre. Find your core focus, Dre. Stick to it Dre. And, devote your time and resources to excelling at it, Dre. Now, I know the word Dre was used a lot in that quote and I can't necessarily say that was the actual quote but that is by Gino Wickman. The guy who wrote the book called Traction, Dre. And that book is awesome. But, what I'm saying is you need to sit down and focus on these moves. This training that I'm gonna give you right now is going to cause you to have about 10 hours of work. 10 hours I had too...
- But, Dre is sitting in his own diamond mine.
- Exactly, right now, if you have a product that people are willing to pay for now we need to focus on how do we need to sell this thing. How do we close more deals? And we're gonna get into the specific moves, okay. So, I'm gonna get into the moves and I'm gonna read them off here to you, okay. This is what you have to do. One, you need to make a script. And on that script, you need to feature these six areas, okay? These six areas. Rapport, Needs, Benefits, Close, Isolate the Objection, Close again. Again, why would you want to close it again? Well, I'll tell you why. Because, Brian Tracy, best-selling author, a guy, unbelievable entrepreneur, unbelievable, best-selling author, unbelievable speaker, sales trainer, love the guy. He says, treat objections as requests for further information.
- [Jose] What does that mean, man?
- You're gonna get a no, I mean when you talk to people when you're out there pitching your idea, they're gonna say no. And, if you're a good salesperson you can overcome the objection and turn it into a yes, I do it all the time.
- [Jose] So, don't take it personally.
- No, they don't take it personally but completely emotionally disconnect from the outcome.
- Oh I see.
- Emotionally disconnect from what they say.
- Detach, and then emotionally commit to your goals. So, what you're gonna do though is you need to go ahead and script this out. Rapport, Needs, Benefits, Close, Isolate objection and close. Now, to save you money and to save you time and to save you both, we have downloadables available that Jose will make available for you of scripts that actually work. You mean, he's gonna, you're gonna give us your scripts? Yes. Why? 'Cause I'm humble. No, I'm just kidding, I'll tell you why. Because I already have systems that work. We worked this week with a um...
- [Jose] Don't reinvent the wheel, man.
- I worked this week with a business that is a, It's a camp. And, it's a place where people can get married at. Beautiful chapel, beautiful banquet facility. Awesome. And, we helped them build a script, okay. A system that works. I do this all the time. I've gone to work with Hewlett-Packard. I've spoken at their events. I've spoken at events for O'Reilly Auto Parts. I've spoken for Maytag University. I've spoken for Farmers Insurance. I've spoken for... sometimes I'll speak, I don't know if my kids are listening. Their like, he's speaking and we didn't realize. we didn't pay him to speak, we just have to put up with it. But I mean, I get paid to teach people this and I will give you the specific script. So, Dre, you need to have this script. Now, here's the deal. I'm gonna hang a little bit of meat on it Jose and we an add these to the screen.
- [Jose] Absolutely. On rapport, you wanna script five rapport-building questions that work every single time with your prospects. Questions to get them talking, okay? And, what you wanna do is you want to get your prospect talking 70 percent of the time. 'Cause people's favorite subject is themselves.
- Can you give me one sample question, how he'd build rapport, let's say for a business for the hair grooming.
- Yeah, so the first question would say
- [Jose] Or something. The first question would be you know, so what's your name? And, then they would say, my name is John. And you'd say, okay, John, so where are you from? And I go through this process called FORE. It's F-O-R-E. So, tell me about your family. Tell me about your occupation. Tell me about your recreation. Tell me what you do for enjoyment. That's the kind of things I would ask on certain kinds of scripts for different kinds of business. It'll be different kinds of questions. If it was for the wedding service I would ask for rapport. So what day are you getting married? What venue, have you selected?
- How many guests are you going to have? What is the theme? How did you guys meet? That's rapport.
- [Jose] Excellent. Now got it, Rapport is you're getting someone to like and trust you and people tend to like you if you listen. So, rapport, scripted out you have five questions. Don't have 15 just five questions. Have 'em scripted. It all has to fit onto one 8.5 X 11 sheet of paper or your system will not work.