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How to Close a Sale - Close a Sale by Understanding 5 Reasons Clients Don't Buy. Sales motivation speaker and sales trainer Victor Antonio gives you a simple sales model to understand why clients won't buy your product or service.
How to close a sale depends on your ability to overcome the sales objections of: No Money, No Time, No Need, No Urgency or No Trust.
More sales videos and info at: http://www.VictorAntonio.com
Hi Sir! I need your help I'm a telemarketer we are calling from a pharmacy and we have to sell pain cream or metformin a tablet to diabetic patients what's the best way to grab a customer???? And we have to know first that customer is suffering from pain sometimes bkz only in that case he will b interested how to get yes on it???? Note we are just sending prescription to their doctor first! Plz guide me plzzz I will be thankful to you sir
im in dereagulation..every sale i get always my company kicks ..and our leads with nordic energy suck ..our numbers are not good .but they tell me mine are out of conduct but the funny thing is im reading verbatum script meveryone hangsup before i can say anything rebuttalling them
Why customers don't buy form us...Money is the number one reason, trust is the number 2 reason...Everything else is just an excuse!!!
(1) No Money
(2) No Time
(3) No Hurry
(4) No Need
(5) No Trust
Customer say, "Let me think about it".... we say, " Other than money, if we can work out the money, would like like for us to go ahead and get it ordered so we can get it installed TODAY?"
This is a very valuable meta-analysis on sale that definitely improves anyone's technique. This is very much based on timing of delivery. You need to create that trust *immediately* as you are approached. The Urgency is created the minute you express the price/promo. "This weekend/ Today we have this great offer..." The Need AND Time is translated the moment interest is expressed towards your product. Money... Money is the basics.
Hi, So how about if, let say the problem of the buyer is the design, example incase of accessories or watches, as a customer I do not like that design and may be I want to have a look into another design and this may not be available in the current shop, in this scenario what can the sales team or associate do, in-order to not to lose the sale or business.
Appreciate your feedback on the same.
You said that sometimes, prospects don't know that they need something and that you need to make them see they need that or that. Yet, do you think that people buy because they need something or because they want something? I have seen a video in which the speaker says that people buy what they want, not what they need
Thank you very much for your answer.
What I draw from this is that there are two main reasons for which a prospect would buy: needing and wanting.
You said that needing is stronger than wanting in a selling situation. For the most part, it is seemingly true. However, it is probably depending on what the prospect lets himself control or not. If he lets himself be controlled by what he wants, or if he always follows his strategy and keep a close eye on his company’s needs. Our job would then be to analyze that for each prospect.
Nevertheless, it feels like the best thing to do is to present the needs of the company as something they want too. Like for example creating an emotional picture in the prospect’s mind by spurring his/her imagination.
Great question and you're right, people tend to buy what they want more often than what they need. But just because someone WANTS something doesn't necessarily mean they'll buy it. Think about something you WANT right now and you have the money to buy but haven't. Now, why haven't you bought it? Because although you want it, you don't NEED it bad enough. Our job as sellers is to get our client to NEED it (sense of urgency). Remember want doesn't always translate into a sale. A need will convert into a sale faster than a want. For example, you want a new car, but you don't need one. Again, great question.
Nice video. The most important thing a sales person should address is the NO TRUST issue first. NO Money is not really a reason, it’s more of a condition. If they trust you, they will listen to you. It opens up the door for you to create the need and make that sense of urgency. So it’s Trust, Need, Help, Hurry. Money will always be last 😊
I am one of your biggest fan 100% I love The gems you teach you are AMAZING MENTOR!!!! I will absolutely follow your tips in growing my business and I have a good Feeling Victor Antonio, I'll be one of Your Successful student CRUSHING IT!!!
I spoke with a seller to buy a course online and when she told me that I can buy anytime I stopped being interested because I put it on my waiting list so I will buy it one time later so I think she made a mistake when she didn't offer me anything special to buy NOW
:) No I didn't told her . Althought I am still interested but I have too many things to buy maybe more important. so let's say that removing the sense of urgency will make the decision even harder for the customer who really want to buy !!!!
Dear Victor. I already do the product & service presentation to one of our prospect. Currently his technical team are discussing about it. Do you have any advice for me on how to ensure they buy our services? Thanks
your podcast "Let me think over" worked best best for me.
i am field sales executive. and i sales education products for high school students by visiting them at there home. I am good at presenting my product. but i lack somewhere in creating urgency and closing the sale on the same day. please help me man... struggling in it
I sale Alarm Systems for a living and I want to know if you have any advice to offer someone in my field. When I first started I was doing great and now sales are to a record low for me. How do I build that urgency?
Angelo I do not have any videos on the subject. That said, if you can tie the benefits of personal training to three things, you have more success. 1) Physical: how does your program help to stay in shape? 2) Financial: How much money will it save them in the long run by staying in shape? 3)Psychologically: How will being in shape make them feel about themselves? I would ask them also how will it help them at work since they're feeling better and have a positive self-image? Find ways to tie training into career and personal value. VA
Hi Victor. I am interested in the URGENCY part; do you create the sense of urgency with statistics, case studies, news in a shock and awe manner? Like how do you create an urgency when a business is doing well without your products? Thank you.
Even if a business is doing well, how (and what) can you show the company that they could be doing better? In other words, how much money are they losing because they haven't changed? Use whatever you have to prove your point. VA
Juann, it is about CLOSING a sale! If you can address these 5 concerns as your talking to your client, you reduce the resistance and increase your chances of closing the sale. Every conversation is a presentation. May I suggest you watch my "Blocking Objections" video to show you the "tactics" you can use. Maybe that's what you're looking for. Thank you for your question :-) VA
May I selfishly suggest my Sales Influence Podcast? Especially the last episode on 8 listening tips to help sell more. Check it out and if you are a listener,...keep listening. There are soooooo many great strategies you can gain from them. VA
Victor Antonio absolutely! I begin a job as a sales agent on Monday, at Hilton Grand Vacations so I'm trying to gain tips and pointers to be the best I can be. Could you recommend any good reads pertaining to sales/business?
Julio, your point is well taken if this was a quick b2c type of call. This method would require me videoing a client with their consent. Problem #1: Client won't want to be videoed Problem #2: Once the client knows they're being video, they're more likely to act unnaturally. It would also require the room to be microphoned and multiple cameras to get the real experience. Thank you for the question! VA
Maybe this is how some buyers can use this on some sellers when the table gets turned.
Money = Dealerships are charities, they need help with all that extra cash. Offer them your help by taking huge discounts.
Time = Save Dealerships time, blah, and B.S. Demand for an offer better than below invoice price OTD, else you will walk out.
Need = Volunteer to help dealerships in their need to meet their quota by buying their cars way below invoice price OTD.
Urgent = Dealerships are in urgency to get manufacturers' bonuses before month end. Ask them for extra freebies, discounts.
Trust = Dealerships should trust your gut feeling on your trade in value and on your offer + 0% Financing. Everyone Wins.
How is it "a given"? I'm not a sales person.Don't mock me and don't talk in circles. There must be things to say and do to position yourself as Trustworthy. What are they? This is a sincere and real question. If you don't know I will go somewhere else.
Victor Antonio you still around... I work in sales the biggest problem is asking a customer for credit card and have them to follow trough the rest of the call,about 2minutes just to finish off,if customer doesn't follow trough it's not a sale, my a sales agent,this is regulations by Boss...So what I do ? what can I do? we sale magazine subscriptions 49.81 a month 6 magazine it's contract for 60months billing is broken into 20 months of 49.81
The Urgency would be if that person is having a party scheduled, or an open house event, do they require a welcome of flavor or substance into the household? Urgency when it comes to artwork is mostly aesthetic than anything else.
Hello Victor. This is Peter Beckenham and I just wanted to thank you for this awesome video about how best to close a sale. Very simple yet clever way of explaining how to lower the resistence prospects naturally may have to you in a sales situation. Have shared this widely for you as I believe this is such an important message. Delighted to have subbed with you as well. Best wishes from the remote Thai village marketer
Here is the transcript :
I briefly want to talk about how to close a sale. Why people don’t buy and how to overcome that. There are 5 reasons why customers won’t buy and I call it MTNUT
M = No money
T = No time
N = No need
U = No urgency
T = No Trust
When you’re talking to a customer here is the model I want you to have in your head. They’re resistant to buying your product, the resistance is high, and they don’t want to be sold. Our job is to lower the resistance over time, whatever time your presentation is, and somewhere there is this magical line where they cross over and they go “ah I’ll buy, you’ve convinced me, now is the time to buy”.
Now let’s look at the 5 reasons people don’t buy :
There is a small percentage of people who literally don’t have the money to buy. The majority of people have the money and are willing to spend the money if you can show them the value of what you are offering. So money isn’t really an excuse.
Some people say they don’t have any time. Well guess what, I don’t buy into that neither. If I can show you how to save money, you will make the time to save that money. If I can show you how to make more money, you will take time to learn how to make more money. Time is not really an issue if you can prove the value. So if money is not the issue, time is not the issue, maybe it’s need?
Some people know they need something, some people don’t. There is something called a “trigger event”. Something happens that you realize you need to do something. So maybe the customer has a need, that’s one person, but then there are people who don’t know they need something, so our job is to make them aware that they need something. So the first question to ask ourselves is “Does the customer know that they need this product?” Some clients will say no, some clients will say yes, great. But if they say no our first job is to demonstrate why they need our product. However just because they need it, doesn’t mean they will buy it. Now that we know that they need it, they know that they need it, is it urgent? We’ve all been in this situation: I need that, but do I really need t get it NOW? Is it really that urgent?
So our job now, if it’s not about the money, it’s not about the time, they know they need it, then our job is really to create a sense of urgency; why they should do it NOW. What we have to do is show them why they need to take an action NOW. In other words if they don’t take action NOW they are going to lose money. If they don’t take action now they’re not going to make as much money, if they don’t take action NOW they are going to miss out on a great opportunity. You have to learn to position yourself in such a way that the customer feels the sense of urgency. Selling the gain VS selling the pain. You can sell the gain which is the features and benefits, but it is always good to sell the pain of not making a decision.
You’ve got them to acknowledge that they need it; you moved them over to a sense of urgency, the last part is: do I TRUST you and the product you are offering to solve my problem. Can it really help me?
I want you to start analyzing why they don’t buy, is it really about the money? Is it really about the time? Maybe I didn’t create the need first, or maybe if I did create the need, maybe it is that my story isn’t compelling enough to create that sense of urgency. Or maybe you did create the need, and you showed them that it was urgent, but you know what, they didn’t trust you.
Then you have to ask yourself : how do I develop more credibility? How do I gain their trust?
And as you begin looking at these 5 pieces of your sales presentation you begin to get a better idea of how to position yourself, and how to walk through those phases, these 5 phases of not buying, and if you do it effectively, if you know how to reduce the resistance buy showing why they need it, show them that it’s urgent, and last but not least, that you are trustworthy, you will hit that famous BUY level.
Be competitive with your competitors. Know their prices. It all boils down to the money "NOTHING ELSE". It doesn't matter if you have a little, or a lot of money. People with a lot of money are resourceful and very frugal; that's why they have money. MONEY is the key. You must be competitive.
You might be able to convince a customer that the car you are trying to sell him has value, but if that same valuable vehicle has a lower price down the road, or the price is not in line with his research value..... he's gone. Time, trust, and urgency mean nothing to a customer who is already shopping for a car. The time and urgency are negated by the fact that he is shopping. Trust has absolutely no roll... "MONEY!!"
MONEY is what makes the world go round. MONEY is what the dealer/salesman is trying to get. MONEY is what the shopper is trying to save. The very word "shop" means "to look for the best deal". The only way you can sell something for more than it's worth, is if it's in demand and there is a shortage. You could tell me how good your Ford focus is all day long, but if your price doesn't meet my research, or it 's price is cheaper up the road, then you've wasted your breath.
All things being equal (price wise), the most personable salesman gets the sale. After price "PEOPLE SKILLS".
What you sales people won't accept is that customers have time to think about it, so don't NEED to make a decision on the day! You are focused on trying to persuade them that they need to buy it now - and since that is false you are on a losing wicket. How can anyone think they NEED to buy a car TODAY!?
Holy Moly Urgency is a very real thing. If your product or service would turn the tables for the client in regard to value vs cost then it is completely reasonable to show sense of urgency... every day that goes by without the product or service the prospective client is losing out.
Some people actually DO need a new car today. Maybe not you, but when
your dream car is the right price for you, and you actually WANT it, why
would you not get it when someone else could very well be right behind
you to swoop it up?
It's simply the reality that most people don't have a crystal ball that tells them WHEN what they WANT is the RIGHT price. Our values are in constant flux. Try to ignore it, but it's all about emotions.
Without salesmen, you would still be learning how to make EVERYTHING yourself, with the experience of your family and tribe. Which would actually be a benefit to most of humanity, but that's not the world we live in anymore.
it's all about making them feel that they need it as fast as possible , if possible make them feel that they need this withing the next half hour which they might buy tomorrow or soon (it's just my personal opinion )
Amazing information. I can tell you're a great salesperson - not just based on the information, but by the fact that you are able to take complex ideas and simplify them to the extent that anyone can understand. ; that makes a true salesperson.
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