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Enabling someone with the correct tools to close a deal can be hard, but it does come with practice, you won’t be as good as your mentor straight off the bat, but like everything when you practice something you will eventually become a master at it and you then will perhaps become the mentor! I have trained hundreds of people in the art of closing deals, some get it straight away, and some take time to embed it into their personalities! The reason I say embed into their personalities, some people just don’t have the personality to sell or close deals straight away, it doesn’t make them useless or unintelligent, they will just have better skills in something else. However, selling and closing deals can be taught regardless of your personality, but with some, as I said it does take time to implement, as many times you have to adjust your mindset and who you are! When you look at closing deals the whole solution revolves around CONFIDENCE if you don’t have confidence in yourself, you will not close any deal regardless if you are trained by a coach like myself or not. Before I teach students how to close deals successfully and professionally, I have to work on their confidence and their self-belief, some will come and see me and say ” Yes I have bags of confidence” Do you? “Then I put them into a sales scenario and you see the confidence drain from them very quickly” You see we can all say what we want, they are just words, and words have no meaning unless you can correctly say them, you have to feel confidence from the solar plexus up, you have to feel grounded/balanced/relaxed in your approach from your feet upwards and then FEEL the confidence from the solar plexus, your energy center! This is what I teach, I teach my Sales students to FEEL, feel the confidence, don’t say you have it, feel you have it, there is a HUGE difference! When I start to get my students to FEEL the process, rather than just saying it, they are then leveling both their internal body to their external body, so when they say it they then FEEL IT, this then gives you the SELF CONFIDENCE you require to close a deal successfully, professionally, relaxed, grounded and balanced! I know some people will read this and say, “Well, I close deals and don’t feel that way, and I have an answer for those people! You might be closing deals, which is fantastic, perhaps you are an individual that already has what it takes and you are already balanced on both the external and internal, but could you be better? If you look at any very successful businessman or woman, and I am talking about HUGE success each of them understands what I am talking about, CONFIDENCE comes from within, I just wonder if you inherited what I teach could you bypass your full potential? I think you could, but that’s for you to decide.
Today I want to talk about the things you need, the things I teach to be a successful entrepreneur, Business Development Manager, Sales Manager, Area Sales Manager, Sales Director, Business Owner, and so on. I want to give you an insight into what you need to be aware of when closing deals and how you can close deals more successfully and professionally. During this Blog, I will give you some tips that you can implement or at least think about putting in place to hopefully enable you to close more deals in your career or business. Although I won’t tell you how to exactly close, I will give you an outline of what you need to consider to get the job done, but, if you do want to know exactly how to close with techniques which I can’t imagine you use at this moment in time, then book a FREE 15 Minute Strategy call and let’s discuss how we can put a plan in place for you to become a more solid, grounded salesperson, which will help you grow accounts and bring more new ones with more value added to them! So what is closing a deal, as I explained earlier the foundation of sales or closing a deal is CONFIDENCE, that is your foundation, and that’s what you build on, everything has a foundation, and once you have that foundation you can then add the skills, because you are building on a strong foundation! When you close a deal you need your foundation (Confidence) you then build the next part which would be your skill set, on top of that would be your strategy, and then finally comes your mindset, that’s closing a deal! It isn’t the deal, it’s everything that makes that deal happen if you don’t have these essential tools, you might close a deal or two, but you won’t close the top deals, you will remain mediocre, and mediocre is ok, but it’s not suitable for me, and I am sure it’s not for you! This is how I teach my students, STOP FOCUSING ON THE PRIZE!!! Focus on YOU and what you have to offer because if you give a client the perfect you, guess what? YOU CLOSE THE PERFECT DEAL!
I have given you your foundation confidence, next comes your skills, and after that, it’s the strategy, once you have that then it’s your mindset, then we go in for the CLOSE! But these are just your main objectives, but there are sub-objectives which are smaller and I will go through three of these objectives and tell you which main objective they fit under!
The Fear & The Rejection:-
This falls under your foundations, your confidence, this is crippling for most, this is where MOST struggle! I teach you how to overcome fear, it’s not real, it’s an illusion that your mind creates, which usually stems from your EGO! Now, your ego isn’t what you think it is, it isn’t you walking around thinking you are the bee’s knees and you are above your station, thinking you are better than you are! You’re EGO is an image you have put in place probably from birth that isn’t the real you, it tells you to think like you are not good enough, it tells you, I can’t do that, you are useless, they are going to laugh at you, they will reject you, this is ALL NOT TRUE, it’s an illusion that your EGO or Negative Self-talk wants you to believe because they don’t want you to change the way you think, they want you to be safe and to stay the way you are, because that’s all they have known, you not growing, some say it’s the devil on your shoulder! How to combat this is your Self-belief and your Self Worth, we have to look at ways to change and mold your mind into thinking differently, you need to understand what it is that is holding you back, you will think it as I am scared or I am not good enough, but you are good enough, that’s the whole point. The Takeover Strategy will give you the tools to overcome this, it takes time, but we have done it many times over now and most have gone on to do unbelievable things. I shall give you one TIP on how to overcome your FEARS and REJECTION with a client whether you are meeting them to close a deal or you know they are going to reject you in some way. You need to focus on the WHY. Not the WHAT IF’s, what if I had done this, what if I had done that? NO! That shows a lack of Self Belief, you have confidence in what you are doing! You need to be saying why did I feel that way, where did that fear come from? Why did it happen at that moment? When they rejected me? How did it make me feel? Remember we aren’t talking about closing the deal here, we are talking about building your foundations so you can close the deals! When you look at it from that point of view, then when you go into your next deal-closing exercise, you will know why you feel that way, why you felt that way, this will then enable to you fight your corner more professionally and successfully, and perhaps you will then be able to think on your feet and counteract the FEAR & REJECTION and turn the deal around from failing to closing!
Communication:-
Communication at all levels comes under SKILLS and again many forget about how they speak, and how they come across, they get so focused on the prize, the money, “Yes teach me how to close deals” Yes ok, I can teach you, but you want to grow your business to be successful and strong, not a business that lasts five minutes, you want career development that will continue until you retire, so you look back and say “I achieved more than I could have imagined” Not getting in a new role or gaining promotion and flopping! No, I and we don’t teach that way, we teach you life-long progression! Communication is key how many times have you heard that when I worked in Global businesses in the past, they drove home how important communication is, slight topic change whilst it’s in my mind which is a bug bearer for me, pick up the goddam phone and talk, don’t get engaged is sending emails every five minutes, engage with you clients with spoken communication, make yourself different, as everyone will send an email, call them and tell them, you will build more stronger relationships! Communication can be improved in many different ways, one way is definitely to pick up the telephone more often, we get so drawn into emailing, it’s a relationship crippler, whether in your career or business or in your personal relationhips! It doesn’t have to be a long call, just a quick “Hi how are you?” I am looking at this for you, it might take me a day or so, but I shall keep you posted! BOOM your client loves that you have taken the time, and even if you can’t get them on the phone, keep trying, leaving messages if you want to, they will get used to the behavior and understand eventually you like to do business this way, remember you need to educate your clients, they shouldn’t educate you, you are in charge! We have great tools at our disposal now with AI, however, I wouldn’t use them to write emails for you! Why? Because when you meet the clients face to face and you don’t come across like you have written the email, you will look a fool and they will lack respect for you because they were expecting someone else, so be true to yourself and use AI to give you email writing ideas only! TIP Exercise for Communication “practice” great communication comes from being relaxed, balanced, and grounded, and thinking with your logical mind, not in your emotions! So reverting to the beginning of this BLOG when I spoke about being grounded and balanced, it was in your foundations of confidence, so what does that tell you? Yes, when you get your confidence correct great communication will flow, because communication is one of the building blocks on top of your Foundations it’s a skill! Everything falls into place once you put the correct foundations in place!
Setting GOALS:-
Oh, how important this is and this is something I do with my students and businesses I work with straight away, this will be done in the 15-minute FREE Strategy call you need to have clear goals in everything you want to achieve and gain whether you have a small business a large business or you want to grow your career or you want to start a career, you need to have a clear picture of where you are going and what you are doing and what you will do when you get there! There are several reasons why this is essential, the first reason is you are putting down on paper or speaking it, therefore your mind is taking that in and you are also speaking it which is then going out as energy to the universe or god whatever your belief is, whether you believe in it or not, it works, and it’s been proven that you can create your reality! I shall give you a short example, you are depressed, or you think you are, what happens when you are depressed or sad? Other depressive things happen or you become even more sadder? Why? Because you are sending that out as energy, you will reflect that on you! So, you start talking more positively, you reflect a positive energy, and your energy changes because again you are reflecting your energy! If you put that into a work perspective as I said you have made a business plan, you have put a strategy together for the next twelve months, you have SET THE ATTENTION, and you have planted a seed! Now, I am not saying you can sit there in your armchair and wait until it grows, no you have to follow through with what is written, but when you do this, where energy goes, energy flows, and eventually in twelve months you may have succeeded your targets or you may have just missed out them, but if you hadn’t put those goals in place, you wouldn’t know what goals to hit and you wouldn’t see how far you have come! When you understand how far you come regardless if you hit your targets or not, you won’t witness your growth, but when you set goals and you see your growth it encourages you to do it again, it then builds your confidence because you can see you are going forward. But let’s see from a Negative perspective, what if you don’t hit your targets or goals? The trick is not to set them too high, slowly build. So you don’t set your aspiration too high, so you are always achieving greatness, so you are growing. TIP Set a five-year plan, set your first targets low, achievable, your second year slightly higher, your third year slightly higher, and so on, you will look back at year one and see how far you have come, you will find the years go on your targets will get more intense because you are building confidence with every step, make the targets always achievable, but not too achievable, they need to just be on that borderline or success and failure.
So there we have another great blog, I hope you enjoyed it and I hope it helps someone out there. Please feel free to drop me a line if you enjoyed it and if it helped you in any way, it’s always nice to know
Thank you
The Takeover Team
Navigating Past your Competition
info@thetakeoverstrategy.com
