Disclaimer: Using the following points will instantly make you a better salesman.

Good, now that I have your attention, there is a caveat.

You must actually use this template for it to work… whoa, didn’t see that coming…

The following is an extremely short guide, for more in depth look, take our Make your first sale challenge or (for the complete package, with practice) our Master seller bootcamp.

But now… onto the guide…

1. Create rapport

What is rapport? It is that feeling that you like or hate a person, just because he is. It is subconscious pairing of sorts and it is a basis for communication, persuasion and by extension, sales.

Through rapport you have:

• Mutual interest in each other - you are both interested in one another, focused on each other and what they are doing and saying.

• Energy matching - You cannot be in rapport with someone who is very sad while you exhibit immense joy. You must approximately match the level of energy.

• Mirroring - You match your body language, your stance and your expressions. When they smile, you smile and vice versa.

How do you achieve rapport you ask?

Just be yourself…

Kidding 😂… sure you need to be authentic, but there are some guidelines regarding establishing rapport.

Based on what rapport is, you can:

• Be as interested as possible on the person you are interacting with, staying focused on them and their actions and actively listening to what they are saying

• Match your energy to theirs (but always keep it a notch more positive). So if they are bursting with glee, you burst with glee stronger, if they are feeling down, you stay calm and reassuring, with just a hint of “everything will be all right”

• Mirror their stance, their mannerisms and their expressions. You can even use the same words (for instance some slang or dialect words). Just be cautious and do not be obvious in this, lest it turns from mirroring to parroting… and you don’t want that.

2. Analyse their problems

You initiated the talk, you are focused, energy matched and completely in rapport with the person. What now?

In this stage, you are gathering information. When this is a sales talk, you are likely trying to sell something. But just showing up and talking about the product doesn’t do any good. You must find out what problems the person has that your product can solve.

Focus on the problems, really get not only to what the problem is, but why it is a problem. For instance, a personal trainer might try to sell a weight loss program by not only finding out that the person needs to lose weight, but by finding out that the extra weight is causing their children to lose respect for them, revealing a much stronger reason to buy the weight loss program.

This stronger reason is what you are trying to find by analysis.

Once you have the why, the reason…

3. Make them an offer

Now you are armed with the knowledge of what it really means for them to solve that problem and luckily for them, you have the solution.

Reiterate their problem and their reason for why they want it fixed, while trying to use their words and phrases (in keeping up the rapport). Be clear and concise about the benefits of your offer and how it will solve their problems.

Then just tell them that you deal with these kinds of problems and would be happy to help.

You can also:

• Use specific examples and statistics to illustrate the value of your offer.

• Highlight the unique features of your product or service, and how it compares to your competitors.

• Be prepared to answer any questions about your offer, and be ready to negotiate if necessary.

• Show the client how your offer is the best solution for their needs and that it will bring them the most value.

• Make sure to set clear expectations on the terms of the offer, such as the price, payment options, and delivery or installation times.

Name your terms, price and what they will get out of it (the main reason is the fixing of previously found problem of course) and end with a call to action: Ask for their commitment (payment, signing a deal etc.)

Often, you will be met with…

4. Objections

Sometimes they will immediately accept the offer and in those cases, this step becomes unnecessary.

However, in most cases people have some sort of objection. Some of the most common ones are:

• The price is too high

• I don’t know you

• I’ll decide later

How to refute these:

Price - is never an issue… the issue is perceived value. You must establish the value they gain from this transaction and show them that what they are getting is indeed more than what they are paying.

Don’t know you - This might happen if you are new on the market or just starting out. Instead of focusing on yourself though, you need to reiterate the value they will get from this deal and how it will help them solve their problems, in spite of them not knowing you.

Deciding later - Ask them what will change in the time between now and when they decide… and give them answers based on what they say. And again, reiterate the why and the value they receive.

These are just some of the objections and there is a lot of practice involved, but the main takeaway is don’t just accept the objection and focus on the value they receive.

To address objections, you will need to be well-versed in the features and benefits of your offer and be able to clearly articulate how it addresses the client's specific needs. Provide specific solutions and examples to address the client's concerns, and be ready to negotiate if necessary.

It's also important to be patient, empathetic and understanding when dealing with objections. Show the client that you understand their perspective and that you're willing to work with them to find a mutually beneficial solution.

No more objections? Then it’s time for…

5. Closing

If you’ve done your job well, closing is easy. You only need to summarise the conversation, from establishing rapport through their problems and reasons and how you have agreed to solve them.

Again ask for the client's commitment and be prepared to close the sale.

This step involves getting the client to take action and make a decision. Use techniques such as "the assumptive close" or "the alternative close" to guide the client towards making a decision.

Keep in mind that closing a sale is a process and that it may take multiple interactions before a client is ready to commit.

All there is left are the formalities.

Next steps

Armed with this knowledge, you can set apart from the rest of them by actually using this. Memorise the steps, project the objections, practice rapport and the world is your oyster.

Have fun!

PS: You thought I wouldn’t tell you? I will…

Here are the closing techniques mentioned in chapter 5:

The assumptive close is a technique where the salesperson acts as if the sale has already been made and encourages the client to take the next step. This can be done by using phrases such as "When can I expect delivery?" or "What color would you like?" This technique assumes that the client has already agreed to buy and helps to create a sense of urgency or commitment.

The alternative close is a technique where the salesperson presents the client with two or more options, and guides them towards making a decision by highlighting the advantages and disadvantages of each option. This can be done by saying something like "Would you prefer option A or option B?" or "Which of these packages best fits your needs?". This technique allows the client to see the value in the offer and helps them to make an informed decision.