Sales and Communication Techniques That Close More Deals

all right welcome back to the daily mastermind George Wright the third here with your daily dose of inspiration motivation and education I'm gonna get you started with the quote of the day today it's from Patrick David and it's called I'm going to create my own identity I really like that because we talk a lot about I create my life but the way Patrick talks about I'm going to create my own identity. Just realize your identity is being created whether you do it or not. It might just be created by others and so make sure that you are being proactive. So today is, believe it or not, episode 800. I can't even believe how many episodes we've done here over the years but I'm super excited to be here with you. I'm actually on the road traveling with a business partner this week in California but focused primarily on business development. So let me kind of talk to you about a topic that has come up throughout the week and I think it fits well with our message for Thursday on business and growing your business. Remember, in order to create your best life, you've got to be able to have that daily consistency of mental discipline and rituals that are going to keep you going. The Daily Mastermind is designed to help you with mind, body, money, business, lifestyle. And so today we're going to talk a little bit about business, but we're going to talk more specifically about sales and communication. Sales and communication techniques. Realize that communication is definitely by far the most critical skill I believe in business and in life. If you communicate well you're going to be able to you know build relationships, build business, and it's definitely one of the most critical elements of selling because selling is purely just communication with structure. So you've got to remember that you know communication is something you've got to continue to work on. It's definitely the principle in sales that you need to continue to work on. You know, I've heard that adage over the years, the selling ABCs, which is always be closing, right? If you're passionate about your life and your pursuits, you do need to always be closing and always be learning and growing your communication. So I had a couple of different thoughts I wanted to share with you today. And these thoughts are just ones that have kind of evolved over the years for me. They're not in any particular order, and they're definitely not in order of priority. But I wanted to kind of start you out by talking about what you're doing as far as listening and observing more. Your communication is absolutely, at least the quality of your communication, is going to be determined by your ability to listen and observe. You know you heard before two ears one mouth Keep that ratio in mind when you communicating So many times we so anxious to get our point across and we so anxious to give our presentation or talk about the things that we have that we don't stop and listen. We don't ask questions. We don't, you know, seek to first understand and then be understood. If you're a Stephen Covey reader like I have been, we've talked about the principles of success that he talks about. You know, he has that principle of seek first to understand than to be understood. And I think that's critical to communication and sales conversations because the keys to what you're trying to do are hidden in your conversation. In other words, you can have a great presentation, but your presentation most often is not gonna close people on topics and things you're talking about. What's gonna close them is filling their needs, their problems, their concerns. And you can't find those out as brilliant as your presentation or communication may be until you first understand. It's the same principle with communicating with individuals, your kids, your partners, you know, people you know in life. You can make your point so eloquently, but if you don't listen to what they have as needs and desires, if you're not filling their potential needs and desires, then you're not going to be successful. So seek first to understand, then to be understood. Make sure that you're listening as much. and I wanted to mention observing because body language is a huge indicator of successful conversations. You know, are they leaning back? Are their arms folded? Are they leaning forward? Are they happy? Are they smiling? Are they animated? All of those observations can help you to be a more effective communicator. The second thing I wanted to talk to you about is techniques, right? We're not going to get into a lot of techniques, but there are things I want to just bring to your awareness. When I was back in college as a telemarketer, you know, a guy out on the phones working, we used to do a lot of sales training. And there are techniques you can learn that help you to be a better sales or communications person. Even if you're not a salesperson, realize what I'm talking about is learning to communicate better. And so you have to take into consideration and think about things like your rate of speech, your voice inflection, your tone. Those things make a big difference because when you have someone that's really slow and monotone and they don't really have any animation in their voice, it's a little harder to follow them. However, you might be nervous, scared, even, you know, unprepared. But if you can increase your rate of speech, what happens is you sound more excited. You sound more confident. So rate of speech is a real key Also voice inflection You notice individuals with confidence will have a voice inflection where rather than saying things like this where they just are not as confident, people that end their voice inflection down or have a rate of speech and voice inflection that creates a good impact sound more confident and you're going to be more successful. And your tone and many other things. We can talk about that maybe in another episode, but at the end of the day, nothing, you know, when it comes to techniques on communication, nothing's better than preparation. Confidence when you're communicating is a key. And if you don't prepare, you're not going to be confident. You're going to be so worried about what you're saying and how you're saying it that you're not confident. And so preparation on topics, on your business, on your skill, and what you're passionate about is so important. When you prepare, I remember doing a presentation out in Asia where I was speaking to a little group and I wasn't really that prepared. And I was so busy worried about how I was saying it and what I was saying that I wasn't really in tune with the conversation. Whereas other times, and you may be able to relate to this, other times when you're so prepared that you understand your product, your service, what you're trying to do, then you don't think about those things. What you're doing is you're thinking more about the person you're with. and what they need, and you're observing and listening more attentively. And that helps your communication when you can do that. Otherwise, we've all been in those conversations where we're listening to someone and we can tell they're just trying to get off their topic they're trying to talk about. They're not really listening to us. And so preparation is key, especially when you're scripting or outlining what you're trying to accomplish in your business, in your life. And then finally, the most important thing I wanted to talk to you about with sales or communication because I know this will help you with your business, is closing and buying signals. You know, I was talking with, you know, my business partner we're out traveling with and we were talking about buying signals the other day. And there's a lot of ways that you can recognize. You've got to recognize when you're talking with someone. And when I say buying or closing signals, this might be as simple as knowing that they're following the conversation, knowing that they're on board, that they're understanding what you're saying. You know, they might be nodding their head, they might be agreeing, they might be smiling. But what you'll find is that individuals that have made up their mind already to follow or purchase or take advantage of your products and services, they'll ask questions as if they've already bought. They say things like well can we do this Can we do that What about if I do this Or will your product help me with that When they ask questions as if they already bought the product that a very big indicator that you need to stop selling and start moving towards closing and moving them forward in the process The other thing they'll do, and there's a technique that a lot of sales, very successful sales individuals will use called future pacing. In other words, after you've probed and qualified, presented your product, talked, had great conversation, you can begin to make statements as if they've already purchased. And that's called future pacing. When you get the client, the individual, the person you're communicating with to start to visualize they already have the product, that's a very effective tool. You can say things like, so as we get started with this new program, what are some of the things that you think will come up? or what do you think or how do you think this product will improve your life as we get moving? And they start to begin to visualize what they're doing with your product. They visualize as if they've already purchased your product or they've already become a partner. Those are very powerful things. So these are just very, very keys. I guess one more thing I would mention is be super aware, back to listening and observing, be super aware of when someone is already ready to go because a lot of times we just continue to sell and sell and we continue to just operate you can kind of hear I'm in the car driving so this is how important it is for me that we're consistent with our our episodes but I want you to be aware of when someone is already down the road because sometimes we're so adamant about saying what we want to say and it doesn't need to be said. When you're communicating and you're over communicating, that can be very ineffective. So be very conscious of that. When they're ready, just move forward in the process. Anyway, that's my message for today. I hope it's given you a few ideas, skills, thoughts, things that you can take into your business, into your life. And remember that it is never too late to start living the life you're meant to live. But what you need to do is you've got to start taking action today. You've got to start doing things that will help you to take your life to the next level, stay consistent, increase your mental discipline, and surround yourself with the right people. And if you do that, you'll be successful. Do me a favor, share the show. If you've gotten any value, share it, tag me on Facebook, Instagram at The Daily Mastermind, and I'll look forward to talking with you more tomorrow. Have an amazing day. you