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In this podcast, Alex discusses the importance of statements when closing sales and shares three types of statements to use. He emphasizes the value of questioning beliefs, sharing relevant mini-stories, and making clients feel understood. Alex also explores the importance of learning skills and problem-solving in sales. Additionally, he discusses the art of persuasion and using explanations, stories, and analogies to connect with prospects.
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Quick takeaways
- Coaching and asking questions are more effective in closing sales than educating and providing excessive information.
- Using short stories to illustrate desired outcomes and benefits is an effective strategy in closing sales.
Deep dives
The Importance of Coaching Instead of Teaching
When closing or selling, it is crucial to focus on coaching rather than teaching. The speaker emphasizes that educating the person before they buy is pointless, as they are unlikely to listen. Instead, the key is to ask questions and restate what the person says to demonstrate understanding. By coaching, salespeople can lead the person to the conclusion that they should work with them, rather than trying to force or persuade them. Coaching breaks beliefs rather than providing tactical advice, and it helps the person to trust and have confidence in the salesperson's guidance.
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