The 1 Secret to Closing More Sales | QRE268

Hey, everybody, and welcome back to quantum revenue expansion where we talk about turning your annual revenue into your monthly revenue. Super excited to be here with all of you today. It's a solo show. So it's just me and you, we're just hanging out having some coffee. We got a little coffee, a little tea, something there. And I'm excited. Welcome to 2024. It's here, it's happening. And because of that, today, I'm going to talk about the number one secret to closing more sales, the number one secret to closing more sales, because what I've noticed lately, right, I noticed really at the end of 2023, is that people were reaching out to me with a lot of sales questions like, you know, how do I close more sales right now what's going on. So that prompted me to launch the close more sales intensive, which happened at the toward the end of 2023. And it was, like it filled out. And not only did a lot of people register, but the people who registered showed up. So I was like, I know, our listeners, our clients want to talk more about sales and selling. And so I thought, well, I'm going to kick off the new year, we're going to talk about the number one secret to closing sales. And I guess I really didn't know this was a secret, per se, because I live in this world, right? So when you live in the world of your, you know, your expertise, your knowledge, you forget that other people don't know some of the things or haven't been exposed to them yet. Certainly, when I started in my sales career, I didn't you know, I didn't know about these so called Secrets, I didn't know how to sell, I didn't know anything. Like if you've listened to my story, which I'm sure most of you have. And you go way back, when I started out in sales I hated, let's get this straight, I hated everything about selling it, it was painful. And yet, you know, when you know when something shows up in your world, and you don't really want to do it, but you feel called to do it. I felt very called I felt like this was, this was like I was supposed to learn how to do this. And what I didn't realize at the time was that I was supposed to learn how to do it. So I could learn an easier way to do it. So I could teach people how to do that someday. So they could make more money and live a great life and give back to the organizations that care about right. That's my mantra in my head all the time. And so so I get it now when I look back, but if you don't like selling, I feel you, I feel you it can be one of the most uncomfortable conversations we ever have. Right? It can be frustrating. It can feel like you know, I'm never going to learn how to close a sale, or what do I not know. And the thing to remember. And you know, by the way, this is not, this is not the secret. But the thing to remember when you're listening to my podcast, or other trainings or other podcasts about sales and selling is that no one is born, really knowing how to sell. Although I think we're pretty good salespeople, when we're really young, until the rest of the world tells us we can't do things, we can't have things we can't fill in the blank, right? We're pretty good at like selling our you know, our parents and other people and just about anything because we know what we want, right? We know what our desires are, we can sell people on those ideas, before we get all blocked, right? But then, you know, once Elementary School happens, and middle school happens, and you know, we get all these these limiting blocks these beliefs, these, you know, other things from well meaning people that get in our way, things like money doesn't grow on trees, or you know, like, Who are you to have that? Or Who are you to be the top of your class? Or who are you, you know, to be number one in your industry? Or Who are you to whatever fill in the blank, right? There's all this garbage that we've taken on really isn't garbage, but it's lies, right? And, again, well meaning people but like, sometimes things got off the tracks, right? And we took on these beliefs. So then you take all of that programming into a sales career or for us, right for you for me a business and we think oh, like, Okay, I'm going to just, you know, be able to go out and sell something because I totally believe in myself. I believe in my self worth. I you know, I believe I'm worth so much. No, right. Selling truly brings up all of our blocks all of our limiting beliefs. It's so confronting, right, you have to confront you know what you think about yourself. You have to confront what you think about money and asking people for money. It's so confronting, and it is the greatest let me tell you this, it is the greatest gift to you right now. If you can just embrace selling and knowing How to sell as a gift that you give yourself, I promise you, it will give back to you over and over and over again, it will keep giving back to you. And that's still not the secret. I'm gonna get to I'm gonna get to the number one secret in sales, but I thought like I wanted to build this foundation for you. So you know, first of all, it's not your fault, you can't sell no one taught you how to sell right? Second, it's one of the most confronting things that can happen. And third, in the end, when you really can embrace sales and the sales process, you will see what a gift it is, because it's not only a gift for you to learn how to sell, because then you can grow your business, I want you to recognize the gift that you are. And the gift that you get to be when you offer other people your product or service. To think about that for a second, right? You believe in your product or service, or you wouldn't be selling it. Hopefully you love your product or service, or you wouldn't be selling it right. So you know that your product or service is a gift for somebody else, like it's going to change their business, it's going to change their life it's going to or maybe you're the best at what you do in insurance, or you're the best at what you do in accounting, or in heating and cooling homes, right in H fac, or in carpet, like, whatever it is, or something that I buy on Amazon, you're the best at that you believe in your product, you have high quality, you have high standards, because that's what we attract to the show like I already know that about you. Right? I already know that. So given. So what you have is a gift, right? And so when you connect the gift, that it is for you to be able to sell to the gift it is for others to receive that sales experience from you, you can really become unstoppable. And that's still not even the secret I'm going to share with you today. I just happen to love the sales conversation. And I really want to encourage you today, I really want to encourage you to know that, you know, it's time to take the shame out of the game of selling, it's time to learn, you know how to sell it's time to fine tune, you know your sales process. And, and really dig into what you what you want to create. Right in terms of your business. So think about that, again, like sometimes unpacking the gift that your product or service is to someone else, or that you selling that product or service is the gift can help a lot of people break through. And a couple of things with this. The Latin root of the word sell, you've probably heard me say this before is to serve. So when you're making a sale, when you're selling to someone, you're actually serving them. And it is a disservice to them, when you don't offer them your product or service because they don't even get to choose. They don't even get to make a decision about it. There. They just get like they're just floating out there not even knowing about your amazing product or service. And that is a disservice to them. Do you get that? Like that is a dis service to somebody? Because you are an answer to someone's prayer, I know that you're an answer to probably millions of people's prayers, maybe you haven't heard those prayers yet. And I'm not saying that just because you're in a healing business, right? Or a coaching business, you could be we have clients in the age back business. And because they because it's who they are and how they serve, at some point, they are an answer to someone's prayers. Because of either the quality of what they're doing, the service that they give them, right? How they show up in the world, maybe even just coming someone sending one of their people to someone's house and that person just shows up in a certain way solves the problem. And like answers someone's prep like you don't even know, you don't even know. But if you don't open the door to sell more, to offer more to serve more to solve more people's problems, you'll never see all the gifts that are not only meant the gifts that you're meant to give in the form of your product or service but the gifts that you're meant to receive and the money that wants to come back to you like it is I like to think of it as the infinity symbol right like what we put out comes back to us it's just like an infinity symbol is like an eight on its side right? What you put out comes back it's this beautiful flow and I invite you to step into the flow I want to encourage you I truly truly you guys know this like I every single one of you I think about you and I I can't I don't get to see you I don't you know some of some of you are my clients so yeah you're like are so I see you all the time. Yes. Some of you are not my client yet our clients yet and

and yet I think about you I connect with you. I send you love I said Do like I want you to make 2020 for your best year ever in business, I invite you to learn how to sell. So that you can change not only the trajectory of your life and your business, but that of your family, your kids, like the people around you the ripple effect that you can have. That is my desire. And when I work with our clients, that is my desire for our clients. This year, especially I feel like last quarter, every time I'm with the CEO table, that's our year long coaching program with our clients every time I'm with the CEO, there, I'm gushing good, because I love them so much. I love our clients, even if I haven't met you yet, I love you, I care about you, I want you to be successful. And you know, and another time back in my corporate career wasn't okay. We weren't supposed to say those things. But guess what, I have my own business now. So I can say whatever I want. And that is, I love our clients, I love our listeners, I love the people in our community. Because when when you get to unlock when you unlock how to sell, it changes everything. When you know how to grow a business. It changes everything in your business and your life. I know because I've witnessed it. I've seen our clients go from, you know, less than six figures in annual revenue to some of them now breaking through the seven figure mark, they're in our breakthrough millions program and it is like it is it is such a game changer. Because the conversations we have with those clients, it's not about selling anymore, like they've mastered how to sell, then the conversations are like, Okay, how do I scale my business? And even more than that, then the conversation becomes this, this is my favorite. Ursula, what am I going to do with all this money that's coming in? That is those are conversations we have often in fourth quarter with our clients because they have to spend money before the year is up. What a phenomenal position to be in. You know, and many of our clients then think, okay, they make the decision of starting a nonprofit or foundation or they just give big gifts to their favorite charities that they don't want to have their own foundation or nonprofit. This is a different conversation, right? But you can't have that conversation if you're stuck and not knowing how to sell and and if that's you right now, my heart is going to you or maybe you do know how to sell but you're feeling like not feeling so confident about it, or feeling a little stuck. I did the show for you today. This is where you because one of our clients, one of our amazing clients, her name, her first name is Kathleen. So Kathleen, if you listen to this, this is for you shouting out to you. Kathleen was at a recent event of ours. And she shared with me one tip that I shared which has inspired me to do the show today inspired this whole show. Kathleen, you inspired this whole show. That's why I love you, for our community loves you. Because she said something to me that I was like, Oh my gosh, right? Yes. And she just she just shared this massive breakthrough she had at a training we did on sales. And what she said is Ursula, she goes, she said, I'd forgotten my value, how much I'm valued like the how much I deliver the quality of what I deliver. The difference I make for my clients like I should momentarily forgotten, we all do it right. Maybe you've forgotten in this moment, maybe you're meant to hear this message right now. We all forget how good we are at what we do what we the problems, we saw what we deliver, we forget about that. And I want to invite you in that that's not even a secret I'm going to share. But I want to invite you to remember right now to remember the difference that your product or service makes to remember the difference that it makes, because you're at the helm of your company, because you're bringing your values your culture to your company, I invite you to remember that right now. Because that can be a massive breakthrough in itself for you, knowing the difference that you make. And that because of that, there are literally 1000s 1000s, hundreds of 1000s. And millions like more than you could even imagine more than you can even imagine. Businesses, people waiting for your product or service more than you can imagine. We always tell our clients like listen, when we break the math down. Like when we really break it down. You couldn't even serve the opportunity like your company can't serve the opportunity that's out there. Right? Like there's so much opportunity out there for you to have the business and the clients that you want. But you You cannot serve do you get this like there's so much business out there, you couldn't even serve it if you wanted to in this lifetime. That's how much of business there is. And yet we can get stuck in these little boxes and we can forget how much opportunity is out there what's waiting for us and I'm here to remind you, there's so much opportunity. So Kathleen said you know listen, I you're reminding me of how valuable I am, how much I'm worth. And I am going to share the secret in a second. And she said because I remembered because I remembered how great and powerful my services, my products, my services are right? The difference I make, she said I was able to go renegotiate a current contract, I'm not gonna share all the details, it doesn't matter, she was able to go back to a current client and renegotiate a deal. And essentially, double a contract, increase the contract. And so this is an opportunity like this, in this case, it was reselling an opportunity that already existed, which is really important. So the tip that I'm going to share with you the secret works for current negotiations, like if you have clients that you're currently working with, but you know, you're not charging enough, and you're working too much, or whatever the case might be, you know, you need to go back and kind of mix that up. This is a great secret for that, too. And the secret is also for new opportunities. Okay, are you ready, hopefully you got your pen and pencil out. If you're driving, just keep listening, your eyes on the road, if you're on the treadmill, keep your feet moving, especially if you're running, you don't need to write this down, I'm going to tell you, here's the secret. The number one secret. So to make sure I say this correctly, the number one secret to closing or sales is to be silent.

And no, there wasn't a glitch. On the podcast, I was giving you a moment of silence. And maybe that moment seemed like a long time. Because I know in the sales process silence a lot of people are afraid of silence. They're so afraid. But here's the thing. We need to learn in the sales process, how to be silent in the beginning of the conversation in the middle of the conversation. And at the end of the conversation. Okay. And I is you know, as Kevin and I were chatting, I was realizing like I've never really explained it quite this way. But it makes you really invited me to think about why silence is so important. And, and why I feel like it's a secret. It's no one really talks about it, you might hear it a little bit or you might be like, Yeah, I kind of heard that one time. But no one talks about utilizing silence as a tool in the sales process to support your prospect. The silence isn't about oh, I'm going to be manipulative, and I'm going to use that silence to close the sale. No. Silence is a gift, you give your prospect in the beginning, the middle and the end of your sales conversation. Now, what's important to know about this is that everybody is buying everybody's buying process is different. And we don't have time in this call today to go through this, but at a high level, right at a high level. Some people make decisions very quickly, like me, they talk really fast, they talk really fast. I'm kind of a weird buyer, though, because I do talk really fast, because I want you to get to the bottom line, because I've already read your webpage. And already I'm a little bit of a researcher, I've already looked at all the things, I already know what I want. In the disc assessments, assessment, if you're familiar with that, I'd be a D, I am a decision maker, like I move really quickly. So when someone's trying to sell me something, and they're talking the whole time I just tune out, I tune out, like I just need the bottom line information. And then I need to be quiet because I need to process I need to think about it. Okay. But everyone is similar in the way that you're in the sense that your prospect needs time to process what you just said, and they want to be able to talk, your prospect needs to talk. So let's dig right in this is, the less you talk, the more you will sell. I promise you this, I promise you this. And here's the thing, in the beginning of a sales conversation, if you prepare, you could literally ask your prospect one or two open ended questions that would just that would open up the entire conversation. And they would probably sell themselves. This is the piece that people missed. So your job is to come up with one or two or three open ended questions and they could be pain related related to the challenges that they're having. They could be goal related, like what do they really want? That's what we're looking for. We're looking for, you know, the pain of what, like, where are they stuck? And that can be like, what's your biggest business challenge right now to the goal? What do you really want to create in your business this year? Right, given those two power questions, but you could turn into health related questions, you could turn them any kind of questions right. Asking an open ended question and focusing on your prospect is where you need to begin every single time. The myth in sales and the confusion is that as a salesperson, we're supposed to be talking all the time like people think that like I'm supposed to be talking all the time. I suppose we know what to say I'm supposed to know. Like I'm selling them selling is talking Selling is not telling me I'm gonna write this down, not if you're driving or on the treadmill selling is not telling, selling is asking questions specifically, it's asking open ended questions. Okay. And when you can master that everything starts to shift. So that's the first thing. So in the beginning, because I said, Because I said silence is powerful in the beginning, the middle of the end, and no one talks about that. But I hear people say silence is golden in silence. It's important the sales conversation, but they don't explain why. Right. And it's important in the beginning, when you ask the open ended questions in the middle, it's important because you got to check in right in the middle of the sales conversation after they've done a lot of talking. You basically want to say, all right, Shelly. So what I heard you say, is this, and you want to repeat back to Shelly, like what Shelly has been telling you about the thing, right? And the question that you asked her, and she gave you the answer, she's telling you, and what Shelley is really telling you, is whether or not your product or service is a good fit for her. That's what you're thinking about. Like, could this because not it's not good for everybody, your product or service is not a fit for everybody, you're gonna get nose, you're gonna get yeses, right? Your job is to really coach this person through this conversation. So then they can decide whether or not they're going to move forward. Okay, so that's the middle, the middle is to just check in Shelley. Here's what I heard you say? Did I get that right? Did I miss anything? Or what did I miss? Right? I would ask, What did I miss? Let me clarify that because it's like that, you know, open ended question allows them to what did I miss? And then you want to listen again. So that's in the middle. Okay, what I missed is this, or here's what else she wants to tell me. So again, then I'm thinking, Is my product or service a good fit for her? Or her business? Can we really serve her? That's what I'm thinking about? And let's say it is, you know, everything that Shelley's told me, she is a perfect client for us. Okay. And I know that, and I'm really getting that. So at the end of that sales conversation, again, I'm going to reiterate back to her. All right, Shelly? Well, based on what you shared with me, which is this, this and this, we have two options for you, you could either do this, you know, program or this program, which one of those sounds best to you, or works best to you, for you. So you're, you're you're summarizing, and then just simply asking, like which one works best for you. And then you say nothing. And this is where silence is critical again. And this last part is where I see people lose control of the sale, they keep talking, they keep talking over there, this is you, it's okay. This is your opportunity to shift it right. Like there's no shame in this game. Don't beat yourself up, it's fine. But this is this is where you get to ask that last question. And then say nothing, because one of two things is going to happen. Either shell is gonna say I want Package A, or shell is gonna say, this all sounds great. But she's gonna give you an objection, which I have covered on other calls. I'm going to do some this year on objections. Some podcasts most likely, I think that's something else people are asking a lot about. So I'll get back to that. But she's gonna give you an objection, right? Either she'll pick or she'll give me an objection. And if she gives you an objection, you can simply ask a question back about that objection, and then be quiet. Like the whole idea is to keep giving Shelly the space to talk through this because she hasn't said no. And until someone gives you a clear, no, they're interested in what you're offering, and it is up to you, you are not you're doing them a disservice. If you keep talking and say, you know, Shelly, let me know, I'm gonna send you an email, let me know what you think. No, no. All right. I could spend days on the sales conversation. So I wanted to start with that the number one secret to closing more sales this year is silence in the beginning, the middle and the end of your conversation. And mastering that can be really powerful. And by the way, if you're feeling the pull, you're like Ursula, I, I need more, I want more, I want you to know, we have more for you. And because you're a podcast listener, we have a special package for you. So if you've been thinking about doing the 2x intensive, we have put together something really magical because you get the 2x intensive, and you get digital sales camp. And the two weeks intensive is a two day course with me and with Rebecca, where we're going to look at scaling your business to the next level, like how to really grow. And within that you also get digital sales camps. So you get both courses in this package at an incredible price. So if you're interested, all you have to do is click on the link, click on the link below, send a little bit of your information. It's an application link and my team will get with you very quickly and we'll talk to you about it like if it's a good fit if it's a great fit. We have an amazing way for you to continue. Okay, and finally, if you haven't gotten this yet we have a new free gift it's it's called how I build a profitable multi six figure business. So back in the day when I was growing for under six figures to multi six figures, it's a training that we've put together. Again, how I build a profitable multi six figure business. If you haven't grabbed that yet, it is below. And I highly recommend it. It's it's a powerful training to get you in the mindset of the mindset and the strategies of exactly what you need to do to build that multi six figure business if that's what you're looking to do next. So definitely grab that, that's below as well. So you can apply for the next intensive and you can get our free gift, how I build a profitable multi six figure business. It's a training, it's free, it's for you. Alright everybody, that's it for this week. I wish you the most incredible, the most profitable and the most powerful 2024 You can imagine