Are you wondering how to close before you say a single word to your prospect? What if you could close a sale before you even get to the end of the call? Or if you could seal the deal before you finish delivering your presentation?
Wouldn’t it be great if you could get your prospect already excited about your product or service at the beginning of the call, and they want to buy it before you even get to the features and benefits of the product?
What if I told you that you could close at the beginning of the call? If you follow some of these proven strategies that I’m about to share, not only is it possible but probable.
Pre-selling involves distinctive steps, that when rolled out, your prospects will desperately want your product.
The biggest mistake that a sales professional makes is that they believe the close happens at the end of the conversation. Thinking they need to explain features and benefits before asking this question, “Are you interested in buying?” and because it’s at the end of the conversation, that’s why it’s called the closing. When in fact, that’s not true.
True closing happens way before the sale. This means before you could get on the phone with them or before the first meeting with your prospect. A true close happens the moment they receive your first email or when they fill that application form.
When your copy communicates the right purpose, it is mentally preparing your prospect’s mind. They are more likely to buy or visit your website for more information. In a way, it gives them the clarity on your products and services.
That’s what I call, pre-selling. So, what do I mean by that? And how do you close with pre-selling?
The Power of Pre-Selling
It is frustrating when you put in so much time and effort to create a product to sell but no one buys it. It doesn’t have to be a terrifying ordeal trying to sell a product or service but you need a product or service to show the world your expertise.
On top of that, you don’t have to be an expert or a successful entrepreneur to pre-sell your product and service. If you’re thinking about closing a deal fast, pre-selling will speed up your sales process. Now, what does that mean? How do you close faster?You don’t have to be an expert to pre-sell – just a strategy. Click To Tweet
As I said earlier, the closing already happens when your prospect receives their first email. So, when they receive your emails, updates or newsletters, the trust is already built between your company and your prospect.
By the time they need to make a decision, or when they’re reflecting on something, they will think about you and your company, along with the people you’ve helped and influenced. Your prospects will also think about how that will impact their lives if they buy your product.
Pre-selling enables you to kick start your sales process. And when they reach a point where they have to make a decision, they’re already 50% sold. There’s no need to bulldoze your prospects with endless pitches and that’s what most marketers do to sell. Effective implementation of these proven strategies will make your sales process easier.
Let’s take 2 scenarios as an example.
Here’s a search engine optimization company. A company that offers SEO service and they help companies rank well on Google. As a result, companies can be found to generate more traffic to their website.
Usually, a normal sales process would be cold calling by a salesperson. They’ll have a list of phone numbers to call and by the end of the day, they have to make a sale. That’s not how it’s supposed to be. So, what do they do when they get on the call with you?
They’ll pitch you about how they can generate higher traffic for your website. Assuring that they can generate customers for you so that you’ll hiring them.
Now, what’s the problem with that? There’s no pre-selling process. The thing is, if there’s no pre-selling, there’s no selling. And if there’s no selling without pre-selling, it’ll make it more difficult to close the sale.
Unless your prospect knows exactly what he or she wants. If that is the case, you don’t need to do any pre-selling. That includes, which exact company they are buying the product from but that’s a whole different story and I’m not going to talk about it today.
So, coming back to pre-selling. As I said earlier, there’s no sale without pre-selling because there isn’t any trust-building process. You’re just assuming the prospect has the need to buy and the capabilities to make a decision with whoever they speak with.
The problem is, the prospect doesn’t trust the company, not the product. The relationship has not been established. Even though they can buy, they don’t trust the company or you and sometimes, they don’t trust themselves.
Same service, a search engine optimization company, also to get more traffic to your website. But this company B has a different strategy. They have a brilliant website, hundreds of articles, featured case studies and they show before and after results. Such as, how they’ve helped other companies generate more revenue.
On top of that, they’re active on social media. They have a YouTube channel – producing educational, marketing content and they also have a very polished LinkedIn profile that includes plenty of recommendations from their previous clients.
These are the things people will look for. The thing about pre-selling is, it gives people time to think, mull over and discuss – with their partner or other family members.
Pre-Selling Adds Value
Here’s another way on how to close with pre-selling. If your company’s website is equipped with offering a free traffic audit, it can be an added advantage. Why? Because the moment you tell your prospect that you’ll provide a quote – it puts you in the position of commodity.
In this case, companies who offer a free traffic audit or anything upfront for free. They’re adding value and when they add value to the marketplace, they would not be thinking about how to close. So, when a prospect requests for a free report, they can lead the prospect to their website.The more value you add up-front, the easier it is to close. Click To Tweet
With that said, when a prospect goes to a website to read an article that relates to their problem, they’ll most likely request for a free traffic audit. So, by the time they get on the phone with you, the prospect would’ve been closed.
In fact, they’ve been already closed even before they get on the phone. Now, why am I saying that? Because, when they book a call, adding more testimonials or success stories on their thank you page might do the final job. With that, the prospect would’ve gained more trust.
Do you see what I mean? That’s why i said they’re already 50% sold. That’s the power of pre-selling.
Still, you want to be well equipped with the tools and technology to overcome all the skepticism. Because it can do all the heavy lifting, pre-selling is one of the key elements to build trust ahead of time – compared to cold calling without building any trust.
So, the more value you add up-front, the easier it is to close.
Let Pre-Selling do The Heavy LiftingWithout pre-selling, you could still close for those companies, but your job will be much, much harder. Click To Tweet
As I said earlier, pre-selling can execute all the heavy lifting. However, you might have this question in mind, “What if the company i work for doesn’t have any of these?” No testimonial, no content, no strategy, no active social media or case studies. In fact, they don’t have anything to begin with. How do you close if that is the case?
Well, you could still close for those companies but know that your job will be much harder. You have to do a lot more work because people are going to be more skeptical when they don’t trust a certain company.
So, without all of that, it’s more difficult for you to close a sale. It’s not going to be easy. That’s why spending some time choosing the right company to close for is crucial to your income.
But, if you’re closing for yourself and you’re a business owner, knowing these strategies and formulas to close are advantages for your business. Especially if you’re a freelancer.
So, when you think about selling, spend as much time planning and strategizing your pre-selling methods to make the sale easier. Does that make sense? Now, where can you learn pre-selling and how to close at the beginning of the call?
Old School Techniques are Deader Than a Doornail
As a prospect, when you see the button that says, “book a call with me.” What exactly goes through your mind?
Usually, a prospect would have these in mind:
- I need to do more research.
- How can this product or service benefit me and my business?
- Are these proven strategies true?
- How exactly can I improve my close ratio with this?
And for some people, they might stare at the button thinking about the possibilities of what if.The days of competing on features, benefits, service, and price are over! Click To Tweet
Many of us have a certain fear when it comes to self-improvement. We’re afraid to fail but let me ask you a question, wouldn’t you be relieved now that there are some proven strategies available? Strategies that you’ve been looking for for a long time?
Now I’m going to tell you why the old school sales methods are not working anymore. Old-school sales techniques are deader than a doornail…
The antithesis of “Old School Sales” is the key to success. – Forbes
What did sales techniques look like back in the days? Old brick phones, pushy and slimy salespeople. With the technology we have today, your customers are one click away from finding the same product for cheaper on Google. So, how to close at the beginning even before they reach at the end of your page?
The days of competing on features, benefits, service, and price are over. As i said earlier, if you don’t build the trust in your prospect, you’ll immediately get an objection. Given the scenarios above, the second company executed its strategy to be more distinctive. Don’t try to be better than your competitors. Be different.
Be Different In The Way You Sell
You don’t have to change your product or service; all you need is a little tweak on how you sell so you gain a competitive advantage. If you try to compete with your competitor, your prospects will put you in the same category, so be different.
Here’s the thing I don’t want you to miss. These proven strategies could be the secret to your success. There are 2 main elements in sales that I remind my mentees.
- Finding your prospect’s pain.
- Help them come to the conclusion that you’re the right person with the right solution to their problem.
If you’ve been using the old-school sales techniques, this may feel odd at first. What I’m trying to say here is, if the desire or pain is strong enough for your prospect, no price point is too high. So, don’t be afraid to ask for big money.Don’t try to sell prospects on features and benefits. And never be a pushy and slimy salesperson. Click To Tweet
When you find your prospect’s pain, you’re helping them come to a conclusion on what kind of product they need. You need to understand the two main elements if you want to know how to close at the beginning of the call.
Some people may not know how much pain they’re in until they realize how much they need to buy from you. That’s why I created the techniques in the Perfect Closing Script for you to use right now.
This is a formula you can use to pre-sell your product and service. If you’re someone who wants to know how to close, stay with me.
Want to Learn Pre-selling and Close More Deals?
If you’ve read this far, you must be serious about learning how to close more deals. As I said in the beginning, true closing happens way before the sale, even before you could get on the phone with them.
Pre-selling is an important factor when it comes to generating sales. It’s an art that most sales professionals don’t know about. There are also other skills you need to master the power of pre-selling, but I won’t talk about it now. However, I will tell you which particular skill that is most related to pre-selling, and that is copywriting. So, if you want to let pre-selling do the heavy lifting, plan good content marketing and stay on top of your social media activities.
Copywriting is one skill you should learn because that’s a part of the communication that does all the heavy lifting before you get on a call with a prospect. That is where you close 50% of your prospects. As I said earlier, the more value you add up-front, the easier it is to close. But, if your goal is to know how to close at the beginning of the call, I want you to think about what’s costing you to not have this script in your hands.One of the smartest things you can do to master sales and closing is to eliminate the old school sales techniques. Click To Tweet
Some people never take the time to learn how pre-selling works. The truth is, there’s so much to learn. It’s crucial that you educate yourself also on the tools and technology to overcome all skepticism.
Having said that, learning the right way to sell is as crucial. When you educate yourself on the 2 main elements I mentioned earlier, you’ll learn the right way to ask questions and the right questions to ask. With the right training, you’ll learn how to close the sale faster when you get on the phone with your prospect.
With pre-selling, you could overcome objections. Imagine when you get on the call with your prospect, they might have a few objections for you. That’s why learning how to close is important. While pre-selling does most of the heavy lifting, you will also be able to handle objections like a true closer.
What You’ll Get in The Perfect Closing Script Today.
- The Perfect Closing Script and the Perfect Closing Cheat Sheet.
- Instagram Secrets and YouTube Secrets, two of my most popular video trainings.
- Word-for-Word Objection Handling scripts.
- Expert Positioning – How To Close The Sales Before You Even Get On The Phone (Even if you do cold-calling, prospecting, or cold-emailing!)
If the old sales techniques aren’t doing it for you, learn from Dan Lok. He is perhaps the best in the world today. – Legendary Sales Trainer, Brian Tracy.
It’s only a matter of time before everyone is using the strategies inside the Perfect Closing Script. Get your personal copy of the Perfect Closing Script before it’s too late.
Waiting won’t bring in the sales. Knowing how to close from the beginning will.
If you want to discover true closing that happens before you get on the phone with a prospect, subscribe to my Closing More Sales mailing list to get personalized videos and guides.