Are you ready to learn top sales tricks from a seasoned professional?
Tune into this episode of The Sales Evangelist Podcast. You’ll learn sales psychology techniques to win clients over in five minutes or less.
Host Donald Kelly sits down with Brian, an experienced entrepreneur and sales strategist. They discuss the ins and outs of masterful sales techniques and negotiation psychology.
This compelling episode offers listeners an in-depth overview of Brian's robust background in business and sales and the wisdom he's encapsulated in his book and coaching programs.
Brian’s Background
Brian is a seasoned entrepreneur with a wealth of experience in business, having started and sold multiple companies across different industries.
His entrepreneurial journey also includes running a coaching program designed to aid other entrepreneurs in navigating the complex world of business.
Brian has not only applied his extensive sales knowledge practically but has also authored a book focused on sales and negotiation psychology. The book is a culmination of his years in the field, providing readers with insights into understanding clients' psychologies and the inherent mistrust they often have toward salespeople.
His deep understanding of the sales process is backed by his history of hands-on experience and his dedication to teaching others through various platforms, including his media presence and the courses he offers.
Educating the Customer: A Delicate Balance
Brian draws an intriguing analogy between purchasing a car and buying a CRM system — customers don't always need to know every single detail, akin to not requiring an entire owner's manual.
This idea aligns with his belief that the essence of a successful sale is not about overwhelming customers with information but rather about asking appropriate questions, navigating objections, and guiding the customer toward self-realizing their needs.
Negotiation Tactics and Sales Psychology
The conversation transitions to negotiation strategies, emphasizing making low initial offers and understanding the client's perspective.
Brian explains that the art of closing effectively involves leading a potential customer to conclude the deal themselves, a technique he elucidates through a compelling role-play scenario with Donald.
In this demonstration, Brian focuses on preemptively diffusing objections, presenting informed options, and validating the customer's authority to make decisions.
Closing Strategies and Building Rapport
Donald and Brian discuss closing techniques, stressing the necessity of approaching the sales process thoughtfully rather than hastily.
With a 30% closing ratio illustration, Brian illustrates the need for clarity in objection handling and more efficient movement through rejections.
Rapport and trust are highlighted as indispensable elements of a successful close, enhanced through humor and active listening.