in this video we're going to look at how
to sell face to face and the three
things that you must do every single
time hi I'm Matt Elwell of the elite
closing Academy and in this video we're
going to look at the three things to
sell face to face that you must do every
single time many many many many many
people ask me how do I sell face to face
one thing that served me beautifully all
my career actually since I was knocking
on doors in the city of Birmingham as a
17-year old cold calling is the first
thing you must always do when you're
face to face is ensure that the person
that's at the other side is a decision
maker
you must qualify the person that you are
speaking to can make decisions wherever
possible now for those of you that work
in a much bigger organizations corporate
world right don't worry about it it's
people and people the human to human
world if you're in a bigger business
there are times where sitting in front
of a decision-maker at the beginning of
the journey is much more difficult than
you've got to speak to influencers
you've got to speak to and that's all
good and again the same applies make
sure that the person sat behind the desk
is extremely important and wherever
possible the decision-maker that's the
key thing the second thing that must
happen is the opposite to nearly 90% of
what I say is less telling and talking
and showing a much more asking
understanding and listening so the
second part of face-to-face sales is
very much about having a system that you
can follow and make it all about then
make it all about what they need from
you what they have seen or heard about
your product or service that when
implemented in their business gets them
something they're not gay
now and the way you do that is by asking
not telling me
I've cause there are times where it's
important for you to share information
the the features the benefits how long
it is what's the investment of money
what's the investment of time of course
you have to have that aspect of the sale
in your locker and the way you do that
is to make it about then by asking not
telling here's a great example what
information would you need from me so
that you can make an informed decision
that's how you sell not let me tell you
about what you're gonna get and then
start rattling off features and benefits
because you only have to say one feature
or one benefit that they're not actually
looking for and they're out just
remember the one thing that the person
sat across the desk from you has got
going on inside their brain is what's in
this for me that's what employers are
thinking all the time what's in it for
me has this help but what result am I
gonna get that's what they're thinking
about all the time and the moment you
are not relevant to that answer they're
out you must watch out for that
so qualify then once you've asked them
lots of powerful questions around pain
urgencies needs trust gathered helpful
information you're about to transition
into the third aspect of face-to-face
sales but there's one thing you must do
first after you've got all that
information before you've made them a
written proposal you have to make a
decision whether or not you believe that
making a written proposal and
considering working together seriously
should happen next and that's where you
transition into the third thing that you
must have on every face-to-face sale and
that is a beautiful little word us
qualify make it all about them and then
decide whether or not bus
opens or not at all so before a written
proposal you've got to be quite
comfortable saying hey thank you so much
for sharing all that information the
truth is I don't think I can help you I
don't think I can get the result you're
looking for and introduce somebody else
promote somebody else's business that
you trust and then take them out your
part line there is no point trying to
turn a mackerel into a tuna fish you're
not going to sell it to the tuna fish
fishermen so if it doesn't fit toss it
out an a is your job and every time
you're face to face qualify you're
talking to something that needs you that
have the authority to decide make it all
about them find out exactly what they
need and if at the end of that
information you believe you're a good
match transition into how I believe from
what you've told me we're a great match
what do you think yes I think brilliant
so here's what's gonna happen next I'm
gonna put together a written proposal
for you to consider who else is involved
the decision-making process how long
does it take what information would you
need from me other than what you've got
now so you can make an informed decision
and the next time we speak we can move
ahead it is really powerful
you can go hey this is perfect I have a
three-day training or I have a program
or I have a system that's gonna get you
the benefit and the result you need
right now from what you've told me what
information do you need to know so we
can get it nailed and move forwards that
is exactly how you sell qualify then and
us or not at all and that happens before
a written proposal and that's how
yourself face to face if you enjoyed
that video on the three things that you
must do any son in face to face make
sure you subscribe to the channel if
you've got a team make sure they
subscribe to pinging the notification
valve so you can get all the free
trainings and watch all the other videos
on the channel
[Music]