#15: How to Become a Master Closer with Ben Gay III
Jan 12, 2016
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Nathan Mitchell interviews Ben Gay III, author of The Closers - Part 1 and Part 2. They discuss becoming a master closer, the magic closing question, forming partnerships in sales, preparation and active listening, surrounding yourself with influential individuals, the influence of self-esteem and dressing well, addressing objections in sales, and future plans.
Selecting a quality product and ensuring competitive pricing eliminates objections and increases sales success.
Bringing up objections before prospects have a chance to allows for controlling the conversation and addressing concerns head-on.
Differentiating between product features and benefits helps create emotional connections with prospects and improves sales conversion rates.
Deep dives
Importance of having a quality product and talking to qualified prospects
A quality product that is competitively priced and talking to qualified prospects are key factors in successful selling. By selecting a quality product and ensuring it is competitively priced, salespeople can eliminate many potential objections. Additionally, spending time talking to qualified prospects increases the likelihood of successfully closing a sale.
Bringing up objections and breaking the bond
One effective technique used by master closers is bringing up objections before the prospect has a chance to. This allows the salesperson to control the conversation and address any concerns head-on. Breaking the bond, another useful tactic in sales, involves acknowledging any preconceived negative notions the prospect may have and reassuring them that they are getting a fair, honest, and valuable offering.
Understanding the distinction between features and benefits
To effectively sell a product or service, it is crucial to understand the difference between features and benefits. Features refer to the physical attributes or functionalities of a product, while benefits are the positive outcomes or feelings an individual experiences as a result of using or owning the product. Focusing on the benefits that a product or service provides helps create a stronger emotional connection with the prospect and increases the likelihood of a successful sale.
The importance of scripted presentations
One common trait among master closers is the use of scripted presentations. These presentations are carefully crafted and rehearsed to ensure that the salesperson effectively communicates the key selling points and addresses potential objections. Working off a scripted presentation allows for consistent delivery, increased confidence, and the ability to overcome objections more effectively.
Surrounding yourself with successful people
Master closers recognize the value of surrounding themselves with successful individuals. By seeking out the mentorship and guidance of accomplished professionals, salespeople can learn from their experiences, gain valuable insights, and elevate their own skills and mindset. Actively seeking out winners and avoiding negative influences can significantly impact one's success in sales.
Nathan R Mitchell, founder of Clutch Consulting, and Certified Member of The John Maxwell Team, interviews Ben Gay III, the editor of The Closers - Part 1 and Part 2 - two books that are considered by many to be the most famous and most powerful books on closing sales ever written! Listen in to Leading With Purpose – Empowering Talk Radio, as Nathan and Ben discuss how you can become a master closer yourself, and double, even triple your income!
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