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Stop Selling Yourself Short – Close For Cash Today
Why do you want to stop selling and start closing? Most people don’t know how to communicate. Fewer people know how to sell and almost no one knows how to close. There’s a very big difference between selling and closing. In any sales conversation, in any sales environment, in any sales meeting, you do not get paid by selling. How many of you know people who would sell and they don’t get paid? Where they turn off the prospects? You only get paid when you close a sale. I want you to think about the difference between a salesperson versus a closer. A salesperson, they would push. They will use very aggressive tactics. When you think of a traditional salesperson, what comes to mind? It’s snake oil. It’s slimy. It is pushy versus a closer. How do you know when you are a good closer? After you’ve done a sale, after you closed a prospect, when your prospect says, “Thank you for helping me make this decision. Thank you for helping me move forward,” that’s when you know you are a good closer.
There’s a big difference between a salesperson and a closer. I want to teach you something very critical, why you should stop selling and start closing. What is the most powerful way that I know of to close? It’s not what you think. I’m going to teach you what I call value in advance. The formula is called value in advance. You can see on my social media, I have millions and millions of followers. Every single time when I make an offer, when I sell, when I try to close a sale, instead of waiting for the phone call or waiting for the meeting face-to-face to do all your closing, that is very difficult. You only have a very short period of time to persuade and convince a prospect to say yes. Instead, I believe you need to do a lot of work before you even open up your mouth. A lot of work needs to be done before you even say a single word.Start closing in advance; the best way to do that is value in advance. Click To Tweet
In one of my previous episodes, I talked about the best way to sell a box of chocolate is to give people a taste. One piece of chocolate, if they liked that, they want to buy the whole box. It’s exactly the same in closing. I don’t want to count on closing. That closing part, that conversion part, that face-to-face or the phone part to do all the heavy lifting, I want to start closing way in advance. The best way to do that is value in advance. How can I provide value to someone in advance for someone who is consuming my materials, consuming my content? When I will leave something, when I make an offer, the trust is already there. It’s easy for them to say yes. Let me give you a perfect example. Let’s say you are a martial artist and you are teaching someone how to be a black belt. You’re not going to be a black belt overnight. There are a series of steps you need to go through in order to attain your black belt. Let’s say the very first step is you need to learn how to do a proper stance. That’s the first step. You need to have some basic flexibility. How to do stretching, stretching exercise, basic punching technique, and then basic kicking technique. You learn some jumping kicking technique. Later on, you also have power, speed, and endurance.
Let’s say it takes you seven steps to get from Point A to Point B. The best way I can convince someone, I say, “I am the guy that could teach you how to be a powerful human weapon. How to be that confident black belt.” Instead of telling you how good I am, I know it takes you seven steps to get to your goal. All I need to do is provide value in advance. Let me teach you through my content on how to do a proper stance. Let me get you into that first step. I’m not going to get you to the end goal, but I’m going to get into their first step. I might even teach you some basic stretching exercises that you can do from the comfort of your own home to help you become more flexible to get you to almost step two. Now, what happens with this? If I am the person that gets you from Point A and Point B, not to the end goal yet. You are already getting value from. The free information and the free value I’m providing. What the prospect is thinking is this, “I’m getting so much value from these free stuffs. If the free stuff is this good, I wonder what the paid stuff is going to be like?”
That’s exactly how the value in advance formula works. You don’t wait until when the money takes place, the transaction takes place to start closing. You started closing from the beginning when you’re delivering value to the marketplace. You are providing so much value in advance when you make an offer, your prospect is like, “This a no-brainer. I want to buy. I’m already getting so much value. You have helped me solve the first two-step problem. I know I have five more steps to go. You are the man. You’re the woman. You’re the company that I want to go with.” Instead of trying to convince them, “You don’t know me, you don’t like me, you don’t trust me, give me some money,” give them some value upfront. Help them solve some problems up front.
When you do that through social media, through video, through education, through content, that’s a smart way to do it. You can do this on a massive scale. You’re impacting so many people’s lives and you’re adding so much value to people’s lives. When you make an offer, it’s easy. When you do make an offer, then it is the moment when you realize all the other hard work they’ve done in the beginning. You’re not selling, trying to use some gimmicks or techniques or whatever tricks to try to close people. There’s a time and a place for that, but you don’t need that. I bet I have so many students that have gotten so much value from my free content. By the time I make an offer, they’re like, “Dan is the guy. I want to learn from him. I want him to be my mentor.” Why? Because I’ve done so much. I combine and I strive to combine my branding, my education, my marketing and closing as one thing instead of an isolated component. I treat them as one.
I strive to get to a point where it’s automatic closing. Where the closing is natural, where it’s not forceful. That people are happy to be closed. That’s exactly why you need to stop selling and start closing. I’ll teach you one more thing. Every single time you offer something, every single time you make an offer, you want to strive to deliver ten times more value. Meaning this is what I truly believe in. It’s my motto in business. If you sell something for $100, what can you do to strive to deliver ten times more value? That’s $1,000 worth of value when you charge $100. When you can do that, it’s easy to close because people can see the value. It’s a no-brainer that they want to buy. They are happy to buy from you because they could see how much value you are delivering. I want you to think about this, “How can you implement value in advance in your business? How can you deliver ten times more value? What can you do?” I want to leave you with one thought and that is, closing is not something that you do for somebody, closing is something that you do for somebody.