in this video i want to talk about why you're probably not closing as many sales as you hope you are now there's a lot of opponents components to closing deals right you have the actual offer itself price point the prospect the process they went through so i actually think there's five p's in in that have to happen and be in alignment prior to the sale so the first is the promotion for the right prospect at the right price for the right product following the right process right those are the five fees that i think through
when i'm looking at an entire sales pipeline but what i want to talk about specifically today is why even if you're following those things correctly and you're getting on the phone you have a script that you know works or your team has a script that you you wrote out because you know it works right if they're not closing then it means that they may be saying the right things but they may be saying it the wrong way and so there's two components to saying the right things the right way all right so one is tone
and the second is um is cadence right it's emphasis and so i want to give you an example of both of those things so for example if i were to um give you a script like you know jerry seinfeld's uh comedy script and you were to get on stage and you were trying to deliver that right the tone the pauses that you would have would not be the same as his right his intonations would be different than yours are and so as a result he would be funny and you would not be and you'd be
wondering like will this work for jerry why is it not working for me and so just like that you may be looking at your team and wondering like well this works for me why is it not working for them and you're looking and they're saying the words but you're like why is this not working it's because they're saying them the wrong way and so let me illustrate this in a different way so if i were to say my own name so if layla my wife calls me and she says alex right or alex or alex
right all three of those are just my name right said differently have different meanings i'll give you another example i got this from jason flatland i love this i didn't say he hit his wife i didn't say he hit his wife i didn't say he hit his wife i didn't say he hit his wife i didn't say he hit his wife i didn't say he hit his wife i didn't say he hit his wife right and so each of those sentences has different meaning right because of the emphasis that we put on the words and
so just like both so one is you have the tone that you're using the pauses where you put emphasis right and then you have how you're saying the words and so what happens is you have somebody who's reading a script but they aren't reading it the right way there's two ways to fix this right one of them is to become a master salesman right and learn how to control your tone right learn when to lower your voice so that what you're saying shows the prospect that it's really important right so i'm slowing down what i'm
saying i'm lowering my tone so that you know that you need to pay attention to what i'm saying whereas if i'm really excited i'm talking about all this stuff that's really exciting and we're like we're all we're all fast-paced we're all up here right then that's gonna it's gonna communicate something different even if we're both saying the same words and so one of those things happens from repetition right you learn you start to learn this stuff because you're like man i nailed that sale what did i do right and so one of my side note
recommendations for everyone is everyone here hopefully has been on a hot trick at some point like there's some days you get on the phone you're like man i can just close anyone right now when you are hot those are the videos you should watch that's the game take footage that you should go over and over and over again like in the beginning you might not have that you have to watch other people's stuff but when you're hot you say things differently you pause at different points and it's those micro nuances that create master salesman and
the true master salesman right the difference between a 250 batter and a 300 batter right for a baseball analogy it's like one one hit every two or three games right it's not a huge difference but that's the difference between a master salesman and a porsche an average salesman is that great salesmen never get cold they are always on a hot streak because they know how to recreate success and it's because they know how to say the things the right way for the right prospect and so to wrap this up for you if you have your
sales team right the easiest tactic is to get them to a watch the footage of themselves when they were hot and if they haven't watch other people who were hot and what they were saying at that point because there were minor ways and tonality and shifts and pauses that you will do when you are assuming the close the right way when you're projecting the confidence when you have the conviction that communicates differently let me give you a fun tip that i found like we always close the highest percentage on our on our deals when we
had people finishing our program right because on the days that we would finish our cohorts our groups of clients we'd have all these success stories that would go again after another after another after another we did all these interviews on one day and so my sales team would watch this happen and then they would get on the phones and they would be so convicted about what they were selling and so this leads into the two ways that you can fix this right so number one is you become a master salesman you become a master salesman
through repetition and through studying gamete footage which is the first thing i said the second way and the faster way of doing this is to believe in what you sell this is hard i'll be real with you right this is this is hard for a lot of people especially if you're a business owner because you know all the problems in your business there are always going to be problems and those aren't going to go away and so one of the things that i have i have hacked in my own mind is is asking two other
questions which is i will never have a perfect product and i'll tell you that right now but i can have perfect intentions right and so that is something that you can delineate for yourself number one and you know your intentions so if your intentions aren't perfect then you can fix those and you can have perfect intentions right but your product will never be because can always improve right the second thing in terms of improving it is knowing that the prospect will be better served working with you than with anyone else and so that is something
that i have i have looked at and so this is easier for somebody who's getting into a marketplace and you can see the other competitors that are there you may not be perfect but you can believe that you're the absolute best shot that this person has to be successful and this is especially true if you have some sort of education or training type business where someone is required to do something so like if you were if you're helping someone with life coaching you're helping someone with weight loss you're helping someone with with their business like
these are all skills that they have to develop you cannot eat the food for someone you cannot do the push-ups for someone you cannot hop on the sales call for them they have to learn the skill which means that you can provide something but they also have to come the other half the half the distance right and so the way to continue to have that conviction is one recognize your intentions if you can fix your intentions to know that your intentions are perfect then that is going to be a huge step forward that you'll have
over your competition because then it will force you it will cause you to say the things the right way because people can feel conviction they can feel the subtle nuances of how you communicate and they will choose to believe you not based on what you say but on how you say it and the second way is by making sure that your product is the best and that it is the best shot that this person has you can't say i guarantee that you're going to lose weight i can't say i'll guarantee that you're going to make
more money because you can't because you can't control the variables but you can guarantee that you will be the best shot that this person has at being successful and so for me cracking that code uh mentally helped me a lot especially in in weight loss sales when i was starting out right because i would have someone in and i knew the stats i knew that in six months you know half the people who were signing up weren't going to be at the gym i knew that right but the thing is is i can't look at
someone and say like well you know what maybe maybe they shouldn't sign up because i mean half the people aren't gonna aren't gonna show up you know within six months but instead i was able to shift and this was something i had to learn that i'm still the best shot this person has at getting where they want to go right they're still going to have to do stuff on their part but i know with conviction that my intentions are perfect and that i am the best shot they have at getting where they want to go
and that is the conviction that i can stand on that i can look someone in the eyes through their soul and tell them that i were the best shot for them to be successful and that is how you can change the way you speak so you can speak with conviction to a prospect and that is what i found and so hopefully you find this valuable if you are not selling or your team is not selling the way you want it it's not necessarily because the words you are saying sure it's all the other things that
i said the promotion the offer that you're running right the the process that you're taking them through the price that you're selling it uh who you are selling to the prospect themselves all of those things are gonna be things that are gonna weigh into whether or not it's successful but once you are actually on the phone with the person fundamentally a sale is simply a transfer of belief and if you do not believe then you cannot transfer that belief and the way that you communicate belief is not in what you say but how you say
it and so hopefully that was valuable for you if you like this stuff click subscribe my name is alex ramose i have a portfolio of companies that does 85 million a year in revenue hope you find value in this click subscribe i'll see in the next vid bye
