3 secrets to effectively close high ticket sales over the phone
Date: June 26, 2017
Name: 3 secrets to effectively close high ticket sales over the phone
Presenter: Kayvon Kay
Many entrepreneurs invest greatly on leads, but they fail to close the sales, especially on the phone. Internet Mastermind meetup invites Kayvon Kay, the One Call Closer, to discuss his powerful techniques on closing sales. In this presentation, entrepreneurs will differentiate between selling and closing. Moreover, Kayvon Kay will reveal some common mistakes entrepreneurs can avoid. Kayvon Kay will explain how his closing system works for any industry.
Kayvon Kay is the Founder of One Call Closer System. He masters the effective sales closing over the phone technique, and earned the reputation of “The One Call Closer”. He is an international sales trainer and keynote speakers for many years. He has taught many young entrepreneurs with his powerful system called “One Call Closer System”. His strategies have proven more effective than traditional sales tactics. Furthermore, he is a great inspiration and a mentor for young entrepreneurs who are high performers in their industries.
How to effectively close high tickets offer over the phone even if entrepreneurs hate selling
Kay believes whatever people do in business, selling is the skill that will take them to another level. When entrepreneurs can position themselves to close, they can close any client they want.
“Who your clients are is reference to who you are”
With his system, Kay is managed to become number one phone closer in 4 of highly completive industry and has earned the title of “The One Call Closer”. In his business, he values 2 things: family and options. There is no point to have one or the other. As an entrepreneur, Kay demands both. He was labeled with Attention Deficit Disorder during his school years. He failed grade 1 and 9, and lost his confidence. When he found his mentor, who believed in his talents, he gained back his confidence. He learned and mastered the art of closing.
Kay emphasizes it is not selling, yet it is providing opportunity.
It Is important to be in discomfort in order to grow. The more discomfort entrepreneurs have, the more they grow. Many entrepreneurs are having difficulty to perceive this. It is up to entrepreneur to make the decision to take the first step. At the end, they will discover the right zone they want to play in. Kay wants entrepreneurs to remember that what comfortable to entrepreneurs might be dis-comfortable for clients. They need to believe in what they sell 100%. Entrepreneurs can use these 3 questions to test if they have the believe to sell.
- Would you buy the product yourself?
- Would you 2X the price?
- Would you sell it to your friends and family?
Entrepreneurs need to answer all “Yes” to be considered they are selling what they believe.
It is entrepreneurs responsibility to take themselves from being “interested” to “committed”. Once they have the commitment, they will reveal their objectives, such as fear. Courage is the only thing overcome the fear. The question comes down to this: “can you be courageous?”.
Kay shares when entrepreneurs combine influence, thoughts and actions together, they get results. This is why entrepreneurs will never make 1 million if they are influenced by people who makes 1 thousand. Therefore, successful entrepreneurs have people around them that keep them going forward.
The key question Kay wants entrepreneurs to answer is “what are you willing to do the next 3-5 years, that most people will not, in order to get what most people will never have?”
The world is surrounded by people who can sell but fail to close. They have dreams and vision, but they have failed to make them reality because they do not master the art of closing. The question comes to mind is who gets paid? The seller or closer? The answer is the closer.
There is something called “the critical exchange point” when entrepreneurs stop selling and start acquiring. When entrepreneurs do not exchange product or value, they do not close. In fact, close is all about exchange. Entrepreneurs need to get to the critical exchange point. The goal of the closer is to get prospect to take actions all the way to the finish line. They do not stop when clients commit, they will take it to finish. Kay believes the ultimate close is to wrap it up and get it done. Most people do not close because they do not ask. Entrepreneurs either create their own economic future by closing others, or others will create theirs by closing them.
The cost of not closing can be huge. This includes confidence complete diminishes and resources deploy. Whenever entrepreneurs’ beliefs start to drop, it is a signal. Entrepreneurs will need to start all over the cycle. It might take twice of work to restart. Lastly, it does not help customers, which means it is a lose-lose situation.
“what happen if you take ‘C’ out of close? Lose”
Top 3 typical rejection entrepreneurs will hear are as follows.
- This sounds good, but let me think about it
- Price is too high
- Let me run with my partner
This means entrepreneurs lost their control. This results by pushing too much on features or benefits, overselling, mentioning the price too early, not creating enough authority for themselves, or even not showing the values to them. Kay points out when entrepreneurs control the conversation, they control their sell.
“When you call someone, you are a sales person, if they call you, you are an expert”
Here are the 3 high ticket closing secrets from Kay.
Secret #1: Never sound like a sales person
Entrepreneurs should never get over excited. They should not talk too fast. They should not justify their values. They should not use traditional sales tricks, and they should never please or chase their prospect.
Kay focuses on the psychology of pattern interrupt. This means do not act, look, talk like a stereotypical sales person. Entrepreneurs need to be true master of sales and have the ability to control conversation within seconds.
Kay shares the formula: psychology + acting = master closer.
“People do not like to be sold, but they love to buy”
Secret #2: Need to show the pain and provide them with promise land
It is not about giving irresistible offer, it is to identify the transformation clients will receive. It is important to show and motivate them to promise land. Entrepreneurs need to understand their clients’ pains and situation they are in. Importantly, Kay emphasizes entrepreneurs should never solve the problem right away. In another word, do not paint the picture for them, and let them pain the picture for themselves. When entrepreneurs say something, it means something, but when the client says something, it is everything. The bigger the problem, the bigger the opportunity.
“When customer is on the phone with you, they have a problem, and you have a solution”
Secret #3: Ask the right questions and listen
Based on statistic, selling is 80% listening and 20% speaking. Entrepreneurs need to ask questions for 3 important reasons: discovery, control and motivation. Entrepreneurs need to discover their clients’ issues. Entrepreneurs need to regain control of the conversation. Entrepreneurs need to get them excited with demand or urgency. Kay mentions when clients start to ask questions, entrepreneurs have lost the control.
Entrepreneurs should try to avoid as much closed end questions as possible. Those are yes or no questions and one word answer. These questions are not effective, especially when clients have buying power. Entrepreneurs can use opened end questions to get more information for qualification process. Traditionally, entrepreneurs will do proposal first. However, Kay disagrees. Entrepreneurs should not waste their time on those until they close the deal.
Kay believes the most powerful technique is to use re-direct questions. This means answer question with another question to regain control of the conversation. Another way is to use revere psychology technique. Importantly, entrepreneurs should never expose what they do unless they have a profitable reason for doing so. Kay thinks it is a waste of time if entrepreneurs do the same pitch all day to those prospects who are willing to listen but not been qualified. Therefore, the most powerful word is “no”. Move on and continue to the next prospect.
“The less you talk, the more you sell”
“Sales person has the answer, but master asks the right questions”
Bonus secret: if there is no pain, no sale
When entrepreneurs could not identify clients’ pain, there is no sale. When there is no commitment, there is no sale. Kay reveals 3 level of pain: surface, financial and personal. Surface pain can be daily life minor problem. Financial pain can be budget or cash flow. Personal relates to happiness. When entrepreneurs allow clients to understand the cost of personal pain, clients become more engage with the offer. Kay believes entrepreneurs should never present offer unless they can identify at least 3 pain.
“Sales conversation should not be a pleasant experience for the prospect”
To identify pain, Kay provides some pain discovery questions.
- Can you tell me more about that?
- Please be more specific?
- Can you give me an example?
- How long has that been a problem?
- What have you tried to do about that?
- Did it work?
- How much do you think that has costed you?
- What is the number one challenge you are facing?
People will buy because of their present pain or future pain. When there is no passion, there is no interest. When there is no emotion, there is low needs. In Kay’s point of view, entrepreneurs need to be “reward” focus, not “penalty” focus. Entrepreneurs need to be “result” focus, not “excuse” focus. If they cannot do it, they need to learn it. Revenue creates ego, yet profit creates happiness.