One of the best things about being a sales professional, is that there is no ceiling to your income. Sales can be a very lucrative career choice, because there is no cap on your earning potential.
Many people get excited about starting a career in sales, because the opportunities are truly limitless.
The better you are at sales, and the better you are at closing, the higher your closing ratio will be. The higher your closing ratio, the more money you make as a sales professional.
The sales professionals who make the most money are the High-Ticket Closers. These closers know how to find, qualify, and close high-ticket clients who can afford to buy high-priced offers.
It’s indisputable that sales professionals should always strive to improve their sales skills, so that they can earn more money. You need to be highly skilled to close high-ticket clients.
Sales professionals should always be upgrading their skills, meeting with their mentor, enrolling in sales training programs, and should get professional coaching.
One of the smartest things you can do to become a master at sales and closing, is to eliminate all of those traditional, tired, oldschool sales methods. It’s time to use a different approach.
I believe that sales professionals go through three stages on their journey towards financial success:
- Learn it
- Master it
- Forget it
Let me explain each of these three stages in more detail.
Learning How To Sell
The first step is to learn sales. You must learn the art of closing from a master. You can’t just wing it. I mean, you could wing it, and experiment with what works and what doesn’t. But this only means it’ll take much longer to get your closing ratio to a level where you’re earning a six-figure income.
Some people never take the time to learn how sales works. And the truth is, there is so much to learn. You need to learn the basics of human language, human psychology, and how to find out a prospect’s needs. It’s crucial that you educate yourself on how to use a prospect’s emotions and pain points to sell. You need to learn the right way to ask questions, and the right questions to ask. With the right training, you’ll also learn how to ask for the order and close the sale.
Remember earlier, when I said that you need to ditch the oldschool and traditional sales tactics? A better method of selling is consultative selling, which is something you should learn and practice.
Why is proper sales training important? If, every single day, you are talking to prospects and trying to sell, but you never actually were trained in sales, do you know what that’s like? That’s like a restaurant chef who started a chef job before learning how to cook.
It’s very costly to learn as you go and learn from your mistakes. It’s better to prepare yourself. Knowledge is power.
Mastering the Art of Closing and Selling
When I said “master it” is the second stage in a sales professional’s journey towards financial success, what did I mean? I mean that you need systems in place that you follow, to perfect and master your skills.
When you’re first figuring out how to be a master sales professional, you’ll probably need some sort of script to follow.
Many salespeople have reached out to me asking for a script. Since I am a master sales professional, I developed the Perfect Closing Script to help out ambitious salespeople.
Get a script, and memorize it. Then, you’ll need to roleplay with other people to master the art of sales and closing.
Think of your sales skills as a muscle that needs to be exercised in order to get strong. Roleplaying is a great way to exercise that muscle.
To hone in on your sales skills and perfect your sales abilities, you need to roleplay often.
Roleplaying is also a crucial exercise in order to avoid sounding like a robot. If you purchase a great script, but read from the page without practicing out loud or roleplaying first, you’ll sound like a robot. You probably won’t be able to sell if you sound like a robot.
Roleplaying also improves your confidence. Through live roleplay and sales simulation environments, you reduce the fear associated with selling to strangers. You begin to get more comfortable selling. Don’t forget that your prospects can smell your fear.
Soon, through hours and hours of roleplay and practice, do you know what will happen? You’ll be so confident and so comfortable selling, you’ll be able to forget that script.
Forget the Script
After you memorize a closing script and you roleplay hundreds of times, you’ll come to a point where you’ll have internalized all of that training. You’ll have absorbed all of the key elements of the script and you’ll be able to forget it.
You’ll finally be comfortable selling on your own, without using your script as a security blanket.
At this third stage, you’ve become a natural. This is what I call subconscious confidence. Closing has become part of who you are. You’re now so comfortable selling and closing ,that it’s become part of your identity.
This is when you’ll begin to develop your own personal style of closing that works for you. When you get on a sales call, it will just flow.
Patience is a Virtue
If you’re serious about becoming a successful, high-income sales professional, you’ll need patience, dedication and commitment.
This whole process – the three stages I just listed – could take a few years. It takes time, commitment, and practice to master any skill. Nothing good comes easy, and there’s no such thing as an overnight success.
You can learn how to sell in only 2 – 3 months. Mastering the art of closing, however, takes a couple of years. Try not to worry about how long it might take to become a master. The most important thing is that you start now. If you want to earn a six-figure or seven-figure income in sales, then you need to start preparing yourself with proper training materials, coaching, and mentoring.
Coaching, Training, and Mentoring Will Speed Up The Process
The fastest way to increase your earning potential as a sales professional is to constantly improve your skills. And, to commit to your learning and training.
The famous sales professional Zig Ziglar said it best: “If you want to earn more, learn more.”
Zig Ziglar was a successful business consultant, expert salesman, and motivational speaker. He used to consult for numerous Fortune 500 companies and was even said to associate with US presidents and other world leaders. He was highly respected in the sales and business world.
Another Zig Ziglar quote I love, is: “When obstacles arise, you change your direction to reach your goal; you do not change your decision to get there.”
Sales professionals run into challenges, obstacles, and rejection all the time. Failure is a natural part of the process. But you can’t decide to give up on your goals. Instead, you must change your practices and change your direction by signing up for training program or trying out a new sales script.
Are You Ready to Master the Art of Closing?
If you’re ready to master the art of closing, and you liked the ideas I provided in this article such as roleplaying with a script, what should you do next? Well, the first thing you’ll need is my Perfect Closing Script. Then, all you need to do is find someone to roleplay with. Perhaps you have a friend who is interested in becoming a sales professional, too. Once you have your script and someone to roleplay with, you’re well on your way to mastering the art of closing. Once you master the art of closing, there’s no limit to how high your income can be.