Making the choice, closing team or sales team?

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Hi, my name is Adam McClary, I am a High Ticket Closer. I love helping business owners increase revenues. In this article I am going to explain the different sectors of business, why sales matter, and the differences between sales and closing.

Your choice depends on your sector:

I once heard it said that they are only three basic business models in the world. There is the manufacturer, the distributor and service sectors. You may ask what if I own a pizza shop, I am doing all three, right? You are correct, You put together ingredients to make a pizza (manufacturing). You deliver pizzas for a fee (distribution) and you have “for here” dining (service). So why is it important to make this distinction? Because it is important to know that every business has to answer all three questions. How is our products made, How do we transport it, and how do we sell it.


Today we are touching on the third. “In business nothing happens until a sale is made” (Dan Lok). So for example, If you are a farmer converting sunlight into corn. Your bins of corn do you no good if you can’t convert your corn into something valuable, such as dollars. So you might speak with Kellogg and offer to sell them your corn so they can make corn flakes. If a sale isn’t made, you don’t have a business and Kellogg doesn’t have your corn. Only after this sale can you wake up to a bowl of crunchy flakes.

What is a sale?

On the most basic level, sales are simply the exchange of goods for money. But let’s speak about the broader picture here. To be good at sales you must understand human psychology. Who am I talking to, what do they need, what do they want, and why?

What do we call this process, qualification, right? For our farmer, he must first qualify that Kellogs needs corn. What if he tried selling his corn to Quacker for oatmeal? That wouldn't work would it? Our qualification process may be simple, but I guarantee that at some point you are at least making sure that your prospect can pay you. Otherwise we are wasting our time and frustrating the prospect.

Standard Sales:

My mentor Dan Lok says “We all love to buy, but hate to be sold.” So why do we look down on sales people? Actually, what is the first thing you think of when I say, salesperson. What word came to mind? Pushy, slimy, deceitful, and fast talking? Does that list sound about right? Why do we think of salesmen this way?

One reason may be fear. “The oldest emotion of mankind is fear and the oldest and strongest kind of fear is fear of the unknown” (quote unknown). As a prospect when someone walks up to you talking fast, supper positive, about something you know little about, it is natural to have some fear. What if we could approach the client differently though? “The golden rule of business is to always deliver value first, before asking anything in return” (Dan Lok). What if we had a better qualification process and only talked to people who had a desire or need for our product?

What is Closing?

Closing is a term that originated from the real estate world. As the final step in the sales process, closing is what gets money in the bank. When I talk about closing, I am talking about a commision only sales professional taking warm inbound leads and converting them into paying clients in one phone calls that usually lasts 45 minutes or less.

In the Closing system, we leverage the power of your advertising to maximize the amount of pre qualified prospects we speak to. We seek to add value to them first. The person may sit thru an educational webinar or we may give them a free PDF via their email. Regardless, the end goal is to get them to schedule a call through a booking page. When they book, we make them fill out a form telling us why they want to work with us. Finally you get the pre qualified client on the phone.

How a closer operates:

As a closer we are not trying to get you to buy what we have for sale. As closers we chose to come at the prospect from another angle. We first want to ask the client what is wrong. Think about it, do you want to work with people who don’t need your help? Or would you rather work with someone who actually needs your help and asks you to help? Which client will get better results? Which client will leave you better reviews?

Even though prospects have already chosen to set aside time to speak with us. We still chose to qualify them further. Do they have time, money, motivation to work with us. Are they even the decision maker? Once we know that we can help the prospect. We ask them why they want to work with us. Again, why should we beg people to use our services? After they tell us why they want to work with us, then we can find out where they want to be. Once the prospect can see the pain they are in and the vision of where they want to go, it is our job to leverage the difference between the two to build urgency and the commitment to making a change.

Choosing a revenue generation system:

So as a business owner, which system is best for you? If you are selling anything below one thousand dollars standard sales techniques may be your best option. Grabbing attention via marketing and putting prospects thru a marketing funnel is not cheap. However if you have a package, product or service that is two, five or ten thousand dollars closing is the most effective way of turning interest into commitment.

I once heard it said of small businesses  “if you have no predictable or scalable way of generating sales, if you are relying only on referrals, then you don’t have a business, you have a hobby.”  If you are looking for help to turn your hobby into a scalable business. If you are looking for predictable income. Consider transitioning from standard sales tactics to the closing model.

I hope that these pointers will help you effectively scale your business. Increase your sales and to spend your time how you want.

If you ever have any questions about closing inbound high ticket calls, email me at

adam@clientasset.com

Till next time, Keep crushing it.

Be awesome my friends,

Adam McClary