Is there anything more exasperating than putting in all the effort to woo a prospect, only to have the sale slip through your fingers at the last moment? Today, let’s dive into three crucial skills you need to master if you aspire to be a successful entrepreneur or salesperson. Here’s a fun fact: most people can talk, fewer can sell, and almost no one knows how to close. As a business owner or a salesperson, it’s not just your job—it’s your duty to seal the deal.
Closing can happen in a myriad of settings—a conference room, over the phone, in a shop, or even online. Wherever it happens, it’s your responsibility to make it happen. Many salespeople excel at prospecting, cold calling, and giving dazzling presentations. But unless you close the sale, you’re just the person who talks a lot. Remember, it’s the closing that takes you to the bank. So, let’s explore the three skills you need to pocket those commissions.
Skill #1: Empathize with Your Customers
As the saying goes, “People don’t care how much you know until they know how much you care.” If you’re selling high-ticket items, empathy is your secret weapon. Your customers need to feel that you genuinely care about their outcomes. It’s not just about making a sale; it’s about building a connection. “Give a damn,” as I like to say. If your product isn’t a good fit, have the integrity to say so. Recommend another service if it serves the customer better. That’s the power of empathy.
Empathy in Action
I remember a role play session with one of my students. He was saying all the right things but lacked the genuine care. “You’re like a robot,” I told him. After several attempts, he finally got it. He showed empathy and, voila, he started closing deals. Empathy is not just a skill—it’s an art.
Skill #2: Uncover Challenges and Pain Points
No pain, no sale. The real challenge isn’t selling—it’s diagnosing. Too many salespeople talk more than they listen. You’re not losing sales because you lack product knowledge; you’re losing them because you can’t identify your prospect’s problems. Your product doesn’t drive sales; problems do.
Diagnosing the Gap
Imagine your prospect standing on one side of a canyon, yearning to reach the other side. Your job is to show them how your product can bridge that gap. If you can’t identify this gap, you’ll hear objections like, “Let me think about it,” or “Follow up in six months.” Understand the big picture and how your solution fits into it, and you’ll close the sale.
Skill #3: Handle Objections Proactively
Handling objections is like playing defense in a game of chess. You’re always reacting, never leading. Instead, aim to preempt objections. Set the agenda so they don’t even arise. No scripts, no robotic responses—just genuine conversation. Bruce Lee once said, “Be like water.” Adapt, flow, and move with your prospect’s needs.
Preempt, Don’t React
It’s not about memorizing lines; it’s about understanding the dance of dialogue. I teach a methodology called High-Ticket Closing, which has empowered students in over 150 countries. If you want to learn how to close premium deals without the BS, click the link and join us. Our next season is starting soon, and I look forward to seeing you in class. Why are our students so successful? There’s a reason for that—come find out for yourself.
