We’ve closed a lot of deals. Hundreds, if not thousands of deals in our cumulative careers in business. And during our time closing deals, we’ve learned a lot of valuable lessons. Today, we’re sharing those lessons with you.
You may be wondering, who “we” are exactly. Well, this “we” refers to some of the most advanced closers in the HTC community. These are people such as Dan Lok himself, Desmond Soon, Joel Goh and Rich Jay. They’re all closing veterans who’ve closed 5 figure, 6 figure and even 7 figure deals throughout their sales careers. And today, we’re going to be sharing with you the most valuable insights they’ve gathered while competing in business on the front lines.
Whether you’re an advanced sales professional or just a rookie who’s starting out, there’s a wealth of information you can learn from the experiences of the HTC’s most advanced closers. Here are the top 10 lessons we learned by closing deals over 1,000 times.
1. Desperation Kills Sales
Imagine walking down the street minding your own business. Suddenly, you are approached by a random stranger who runs up to you and begins waving their arms and screaming in your face: Excuse me sir/ma’am do you have change? If I don’t get change I’m going to die! I need you to give me money NOW!
Your first response would be to immediately do the exact opposite of what they are asking. This is because people do not respond well to desperate people. It communicates that you are low status or someone that does not have a lot of worth. And people do not like to do business with those who’re not worth very much.
Ironically, most rookie salespeople exhibit behavior that communicates desperation. They are too eager to close the sale, which shows in their body language and tone of voice. As a result, the prospect is able to pick up on these cues, and feel that they are desperate, which implies what they have to offer is not very valuable.
Instead, try to adopt a relaxed and carefree attitude. Your mindset should be unconcerned with whether or not you close the sale. Doing so will make you seem more valuable in the prospect’s eyes because there’s no hint of desperation. To them, they’ll assume that your carefree attitude reflects the value that you can provide. As a result, they’ll become curious as to what they’re missing out on, and what you can do for them.
2. Always Screen Your Prospects
Most salespeople have the mentality set on having to close every single person they talk to. And that is why so many of them fail.
Besides giving off a desperate vibe, trying to close every single prospect you encounter is a good way to get clients from hell. These are clients that are a pain to work with. That yell and scream whenever the smallest change in plans inevitably occurs. In most cases, it’s better simply not to do business with these types of clients, and to move on to the next prospect.
This is why you need to carefully screen your prospects. Before you even try to convince them that your product or service is the right solution, you need to see if they are a good fit. Do they have money? Are their needs aligned with the value you can provide? Are they someone you want to work with?
The secret to closing deals is not a good sales script, wearing a nice suit, or being a smooth talker. It’s knowing what kind of prospect is a good fit for you. When you get clear on what your target audience is, you won’t even have to convince them to buy – they’ll simply want to say yes themselves.
3. Whether Or Not You Close The Sale Has Nothing To Do With You
Beginner salespeople and even experienced sales professionals make this mistake from time to time – they believe that they did or did not close the sale.
If you have a tendency to get down or depressed whenever you don’t close a sale, guess what – it has nothing to do with you. And if you are someone who is closing deals left and right without any objections, the same rule applies here as well. You could have 10 prospect meetings and close all of them simply because all of those prospects are ready to buy. Or you could have 100 meetings and not one of them would say yes. This is because the outcome of the sale has nothing to do with you.
The sale gets closed because the prospect says yes. The prospect gives you money because they believe what you are offering is valuable. Whether or not the sale is closed has nothing to do with you – it has everything to do with the prospect.
Your job as a closer is to influence and show the prospect that your offer is valuable. But whether or not they believe you is another story. That is why closing a sale has nothing to do with you.
4. Salespeople Use Sales Tactics, High Ticket Closers Use Influence
If you’ve ever found yourself in a tight spot during a prospect meeting, you may have been tempted to justify the value or price of your offer. The problem is, that’s not how high ticket closers successfully close deals.
Salespeople use pushy, aggressive sales tactics in order to get people to buy. When you bring up objections such as why the price is so high, they will get defensive and explain why it’s not expensive and is actually a really good deal.
High ticket closers, however, use influence and persuasion to get people to see the value in their offer. They understand the psychology behind how humans operate, and use that to their advantage. Instead of justifying why their offer is worth thousands of dollars, they simply ask questions and make the prospect answer it themselves. High ticket closers know that if they say something, it means nothing. But if the prospect says something, it means everything.
5. Practice Makes Perfect
Every single sales professional who is good at what they do started from the bottom. That means they’ve spent years honing their skill at closing deals, before they were able to achieve the results they have today.
If you are a beginner and you feel like you are not on par with what everyone else is capable of, realize that it’s normal. The people you are comparing yourself with could have spent years closing deals, and as a result, have accumulated much more knowledge and experience over you.
The only thing you can do if you are not satisfied with your closing ability, is to practice. Practice dealing with objections, asking deep questions, probing the prospect’s pain points, and delivering value. The more you practice the better you get, and if you want to successfully close deals at the highest level, you’ll need to practice until you are sick and tired of it. That’s when you know you are ready.
6. Limiting Beliefs Will Hinder Your Success
One of the biggest obstacles that prevent closers from closing deals is their own limiting beliefs. These are beliefs that conflict with your actions, and act as psychological barriers between you and success. At a glance, it may not seem like a big deal, but in reality, it makes all the difference.
Here’s a good example – say these next two sentences out loud, and see if you notice any difference:
1) I charge $10 for my services.
2) I charge $10,000 for my services.
If you noticed your voice change or you hesitated when you said sentence #2, you have limiting beliefs holding you back. In fact, almost every single beginner sales professional has limiting beliefs that hold them back from achieving true success. Internally, they have conflicting beliefs about the service they are offering or the price they charge. They do not believe their service is so valuable, or they believe it should not be worth so much. As a result, these conflicting ideals actually prevent them from successfully closing deals, because they unconsciously sabotage their own success.
In order to overcome limiting beliefs, you need to convince yourself that what you offer is valuable. Because the problem is psychological and not physical, you need to ensure that your internal thinking coincides with the physical results you are after. If you are trying to close a prospect for $10,000 but internally you believe that is too high of a price for what you offer, you are going to struggle to close the sale. If you don’t believe your product is worth that much, how can you possibly convince the prospect it is worth that much as well?
Recognize what’s holding you back and take steps to overcome those beliefs, by reciting affirmations or meditating daily.
7. Be Like Water
Going into a prospect meeting with a memorized sales script is a surefire way to end the meeting in disaster. Unless you’ve been closing deals for a very long time, you’re going to be nervous and most likely forget what you wanted to say.
Instead of sticking to a sales script and trying to recite it word for word, be like water. Water is a formless substance that can mold itself to adapt to any situation. When water is met with an obstacle, it does not meet it head-on. Instead, it flows around it to continue on its path.
The way you close deals should be similar. Practice responding spontaneously to situations instead of using fixed methods to achieve a desired result. No business meeting ever goes the way you planned it out. By adapting to the current situation as it unfolds, you can prepare yourself for any unforeseen circumstance that may arise. Be flexible in how you provide answers to objections, throw your prospect off guard and pique their curiosity.
8. Do Your Homework
Before you even talk to the prospect, you should know exactly what you are after and what they are after. Getting clear on the outcome you want and the desires of your prospect will help keep you on track during the sales call. This is why you make your prospects fill out a form before the sales calls, because that form allows you to collect information on them.
You want to know as much information about your prospect before the meeting starts. This allows you to increase your chances of success on the closing call because you can use this information to help you influence them. For example, if you knew your prospect has had many bad experiences with aggressive salespeople, you can tailor the conversation towards that pain point. You can tell them a story about how you also dislike pushy salespeople, and how high ticket closing changed your perspective on how sales are done.
The more information you have on your prospect, the more power you’ll have during the sales meeting.
9. Provide Solutions And Demonstrate Value
Every single person on this planet is tuned into the radio station known as WIIFM – What’s In It For Me? If you want to influence your prospects and close the deal, you need to show them what’s in it for them.
For example, suppose the prospect tells you that his sales team is not doing that well, they are not good at closing deals, and he wants to outsource his sales department. You already know what problems he’s struggling with – now all that’s left is to tailor your service as a solution to his problem. You could respond with something like this:
Unlike most traditional salespeople, high ticket closers use psychology and influence to lead the prospects to a close. Our team of highly trained closers have closed over 1,000 deals and are flexible to your needs. Using this experience, our team of closers will be able to increase the number of prospects that say yes to your offer, meaning more deals get closed and you generate 30% more revenue.
The last bit is extremely important because it shows your prospect what’s in it for them. You are stating that if they decide to work with you, they will generate 30% more revenue. And that is what your prospects will care about.
They do not care that you have the best sales team on the planet. They do not care whether or not you have experience. And they definitely don’t care that you’ve closed 1,000 deals. All they care about, is how that information benefits them. Unless you clearly state how you bring value, your prospect will not be convinced that you can help them out.
Provide solutions and demonstrate value by clearly stating what’s in it for them. That’s the secret to successfully closing deals.
10. The Best Closers Never Stop Learning
Finally, the last and perhaps most important lesson on this list is that the best closers never stop learning. The Japanese have a saying called ‘kaizen’, which translates to continuous improvement. And the best closers understand that if they want to stay as the best, they need to kaizen every single day.
Most people become content with what they have when they achieve a certain level of success. If they are very good at closing deals, they may become comfortable and lose the drive to continue improving. They’re comfortable with the amount of money they are making, and don’t want to bother putting in the extra work to get any better. In fact, the majority of people in society have this kind of mindset when it comes to life. Once they’ve achieved a certain degree of success, they will stop learning as vigorously as they did when they just got started.
The problem is that staying comfortable in one spot allows your competition to catch up to you. If you are a company that’s generating 7 figures a year and you slack off, you are not going to stay at 7 figures for long. Your competition is continuously improving their processes, their sales team, and thinking of ways on how they can steal your market share. And when you least expect it, they’ll take over the market and kick you out.
That’s why the best closers always find ways to improve themselves every single day. Each day, new sales techniques are developed and new strategies to influence prospects are created. Unless you keep yourself up to date with the best ways to close prospects, you are going to fall behind those that are hungry for success and willing to do whatever it takes to become the best.
Learn The Art of High Ticket Closing – Sign Up For The HTC Masterclass Now
Learning how to be a master at closing takes time and experience. Many of the best closers in the HTC community are experts at what they do because they put in the work to get there. They’ve spent years closing deals, answering objections, and thinking of creative solutions to problems.
Instead of using traditional cookie-cutter sales techniques that don’t get results, high ticket closers use psychology to get into the minds of the prospects. This allows them to ask deep questions to make the prospect see for themselves the value they are able to bring. And once the prospect sees the value that you bring, they’ll have no choice but to say yes.
If you want to learn more about the art of high ticket closing, register for the HTC Masterclass now.