When it comes to selling, I am terrible at it. If you told me to convince you to buy a red plastic cup, I wouldn’t be able to. But if you told me to sell Walmart a million of these red plastic cups, it’s very likely I would be able to.
Over the years I learned that although I suck at selling products to individuals, I am great at closing big deals with businesses. As an entrepreneur I have closed deals ranging from $240,000 a year to even $1,200,000.
Aside from knowing what you are going to sell, here are the 5 tactics you must use if you want to close big deals.
Step #1: Create a Bond
People like doing business with those they can relate to. If you are going to spend money, why not spend it on people you like, right?
The best way to get people to relate to you, and your product, is to create a bond. You can do this by telling stories, or just “shooting the shit”.
One thing I like doing is to talk about my past experiences. I tend to talk about my childhood or teenage years. Once I do this the other person usually feels comfortable enough to talk about their life experiences.
The whole purpose of doing this is to get to know the other person on an intimate level. At the same time, they’ll quickly feel like they’ve known you for years, when in fact… you’ve just met.
Step #2: Be Logical
The tactic I use most often when trying to close a big deal is logic. If a company is spending $100,000 with someone else and you can do the same thing for $50,000 while still maintaining a healthy profit margin, why not talk about how you can save them $50,000 every year?
In addition to saving others money, I always try to talk about how my services and products create better results than the competition. Through the use of case studies and testimonials, you can easily achieve this.
Another tactic you can utilize is to break down how much additional revenue you can provide a company. A logical tool I have found useful is called, “effectuation.” For example, I once did a pitch to Blue Nile and broke down how I can drive much more traffic to their website, what percentage of those visitors would convert into customers, and the average revenue/profit per new customer. This helps increase their growth rate and would potential cause their stock price to go up.
Step #3: Change Their Mood Not Their Mind
Although logic is great, not everyone bases their decisions on logic. Many people are motivated by emotional triggers. Instead of trying to change a person’s mind, start trying to change their mood.
Lets say I am offering companies a tool that helps them increase their revenue through conversion optimization. Through logic, if I am not able to convince you to use my tool, I’d figure out a way to change your mood. Changing sentiment can be as game changing as using cause/effect analysis.
Utilizing step 1, if I learned you love Madonna, I would try to find a Madonna concert I can get you tickets to. Or I would buy an autographed Madonna album on eBay and mail it to you.
It’s true that money can’t buy everything. Sometimes understanding the sentimental value of things, particularly the value individuals place on certain items, allows you to get a better understanding of how to change moods positively. Typically what people are missing isn’t work related, so you’ll have to think outside the box.
Step #4: Create a Sense of Urgency
Now that you have the other party interested in your product or service, you need them to move fast. The best way to do this is to create a sense or urgency. Playing on the idea of supply and demand can have great results. Terms like: limited supplies, limited time only, and while quantities last put pressure for you to move quick.
The pitch I usually make is that we only have one opening to take on a new enterprise customer and that it will be filled within the next 30 days.
When creating a sense of urgency make sure you aren’t lying, because it can backfire. When I tell companies that I only have one opening, I mean it! Yes, I can take on more customers in the future, but that involves scaling my company… which takes time.
Step #5: Turn the Tables
Although this is the last step, in many ways it is the most important step. Not only will it determine the size of the deal, but it also determines if you will be able to close the deal.
With most business deals you’re the one pitching, which naturally gives the other party the upper hand. And when they have the upper hand they won’t just make you earn the deal, but they’ll squeeze you on the price. This will make the deal less lucrative for you.
Leveraging step 4, by creating a sense of urgency, is the best way to turn the tables. Here is what I typically say to turn the tables:
As you already know, I only have an opening for one client. I only want to work with companies who are doing fun, exciting, and revolutionary things. Why should I choose to work with you?
Believe it or not you’ll get a response, and it’s typically one that defends how great their company is. In essence they are now pitching you on why you have to work with them. Now when you send them a proposal they’ll be more likely to sign a deal.
Conclusion
Following these steps won’t help you sell that single red cup, but it can help you close big deals. At first you may struggle at closing big deals, but with some practice you’ll get good at it.
If I was able to close 6 figure deals while I was in high school, there is no reason why you can’t do it as well. Try it out and let me know what you think.
This amazing course will teach you, step by step, how to double if not triple your traffic over the next 30 days.
Great post Neil. I also liked the realistic example to put every theory into perspective. Great job Neil!
Thanks, I think examples are a great of highlighting some key points.
Interesting, the “change their mood, not their mind” point really stands out, as I haven’t heard that one before. How true it is though!
The best way to make a sale? Make them like you (build a REAL relationship before you make the sale). One of the best resources for learning about selling (though it doesn’t seem like it off the bat) is “How to Win Friends and Influence People.”
Great points, couldn’t have said it better myself. Thanks for the read and contribution
I like 4 & 5. Nice post, Neil.
Rahul
Thanks, glad you enjoyed it!
The idea of you closing 6-figure deals in high school makes me smile, Neil. Almost as much as the fact that you have a business nanny. How old were you when you started the SEO service?
Let’s just say the question should be, “How young were you when you started?” Thanks for the kind words, I really do appreciate them!
What kind of deals were you doing in high school and whom for did you do these deals?
Or how young were you when you started?
I was about 16-17 when I got into entrepreneurship.
Hi Neil,
Another great post. What I do not understand is that how do you actually approach these big companies in order to do a deal with them?
Is it through a telephone, physically etc?
Also, are you only helping them get more traffic? Or are they normally interested in other services as well.
If you can answer these questions, that would be great
Yasir
I approach big companies through a number of methods. It’s mostly through networking. If you can network, and come off as a genuine person (which I am sure you are) the sky is the limit. Good luck!
Hey Neil,
True. Makes sense.
Any chance you can point me to a few of your posts where you discuss how you got started with the whole networking aspect?
I find that with SEO there isn’t a lot of networking you can do, but I have a feeling I am wrong. lol.
There is a guest post by Shane Mac that I think will be very helpful. It’s on the homepage, third blog down. “10 lessons I learned from my startup”
Hi Neil,
This works too for selling ‘one red cup’
In my retail shop, where I sell bridal sarees,
I do use what you
mentioned in your article and
For Sure it works…
I do step 1 to 4 .. Everyday!
Nice read!
Haha, good to know. I am glad someone is selling that one red cup better than I can! Thanks for reading and contributing.
awesome post!
I see you figured out the RSS Graffiti Plugin. It took me ages to figure out just the way to get things posted to facebook. If you didn’t notice Facebook doesn’t like blogs too much and if you import them through your notes section it doesn’t link back at all. How hard of a time did you have?
It wasn’t that hard at all, but I understand the difficulty. I am glad there is a plugin that allows for easy blog posting. Thanks for the info!
I went through a few different plugins and the only one that works and gives a decent link and not a small one. It really was annoying. And if you just import them from the notes section in facebook, it doesn’t give you a link at all.
Neil, this advice is perfectly timed. I am looking to hire a salesperson really quickly and it will not only give me insight but also some interview questions.
Thank you.
Awesome, glad I could be of service. Thanks!
Hi,
This post has good valuable content. I would like to follow up the experiences shared in this posts.
Thanks Neil.
Thanks for the kind words, feel free to follow up with any other useful information. Thanks for the read.
Hi Neil
I have been selling for over 20 years and what you have quoted above is true in all its form. All the products and services I have sold-was always based upon the emotion triggers. Majority of the time it was a 80% emotional selling experience. The rest was all on logic.
I also like the idea on creating a sense of urgency. This is when the closing of the sale usually takes place. I have done this many times. Thanks Neil for bringing back memories.
There also needs to be a good PR bond experience. Sometimes you can sense and understand where the mood of the conversation will go on the first impression.
Thanks again
Richard
Richard,
Couldn’t have said it better myself. Good points as always. I like the PR part it’s very true, and often overlooked.
Knowledge and emphaty
But,the product and owner of the product must be to trust!
In my expireience , most of the deals depends of the compliance agreement…
Thx for creative and helpful post:)
Great points, thanks for the input. Compliance agreements are extremely important!
Great insight Neil – I didn’t even know that Madonna was touring this year:)
Haha is she? I just used that as an example… Thanks for the kind words!
Nice post, Neil do you have Facebook page where we can like it and get updates on our wall.
Expecting a post from you on using Facebook for building brands and fan engagement.
Thanks
Yes, I do. Look for me Neil Patel. That sounds like a great idea, I’ll see what I can do.
Very well said. Thanks for sharing Neil! I am on the process towards business deals. Helpful.
Thanks! Good luck!
Nice thoughts!
thanks!
No way is it easy to close big deals but these tips are handy. How many have you closed yet? A 100?
Thanks, glad you found the post useful. Let’s just say there is a number which I have yet to reach
This is GREAT advice Neil so when I get to that point of closing that “big deal”, I have the suggestions handy of how to go about it. But first I have to start with selling that single red plastic cup! Hey, any takers? LOL!!!
I 100% agree with you about starting with the small talk, start with chatting about things that have happened to you. Maybe things they might be able to relate to. I am finding more and more that there are so many other people out there who share my same experiences, I had no idea. Not until I started opening up more and sharing. What a difference that has made.
Once again, thanks for sharing this tips with us. So very helpful and something I can learn to do! I appreciate you!
Adrienne
Adrienne,
Thanks for the kind words. It’s the kind of the enthusiasm you bring, and the willingness you have to learn that really encourages me to write these blog posts. Thanks for sharing and contributing, I learn more from people than they learn from me. Much appreciated!
Hi Neil,
Good idea’s u have shared. Emotional and urgency option is well gone with me also.
It’s always good to relate yourself to others and become part of and there story then you can sell or pitch easily.
Thanks for nice sharing.
Thanks. All great points, selling your story is one of the best ways to engage someone.
As always you hit the Bull’s eye. Good post Neil .
Thanks, glad I could help.
I guess you can relate this to not just closing big deals, but generally closing every sales, every time you come in front of a potential customer, you can easily follow these steps to really get them buying into you.
Definitely. Those are great points you made. They are applicable to everyday situations, you just need to tweak your approach accordingly.
Great tips! Thanks for sharing. I’ll definitely incorporate some of these into my future dealings.
Great post Neil – solid advice.
How much do you think your family entrepreneurial example enters in to the equation? I ask because, like you, I come from humble family origins but, unlike you, that family was quite pessimistic and beaten down by years of poverty and meaningless hard, physical labor.
I consider myself to be more fortunate and I happen to like working for myself but risky “big” deals still scare me – I’ve blown more than one and I dread having to do it again.
Good question. At the end of the day it’s all about the risk you are willing to take on. I know it sounds cliche but “high risk=high reward” At the end of the day it’s all about intuition and I’d be lying if I were to say luck wasn’t part of the equation. Good luck!
well said. understanding the power dynamics is a must for good negotiations and the turning table is a good way to do that.
Definitely. The art of negotiation requires turning the tables more often than not.
Well said Neil, we have to change their mood not their Minds.
Thank you for another great article full of tips.
Definitely. Thanks for the read, glad you found it useful!
Neil,
Another great post. I agree with you about changing someones mood, when working in sales in the past this was always key, and building a rapour with the customer. I always find if they are interested in something such as Madonna as you have said, well then she is your favourite artist as well =)
She does have good music haha. But definitely, building trust with a customer is very important..sometimes you have to go the extra mile.
Really right on post. Within the last I changed my game up completely and I recognized a few of your points is things that really worked for me. One thing I did that had the biggest impact my sales, and I think is an example of how to fo #5 and #3, is setting a minimum price. We used to try and set a price for each potential customer and they could smell that we wanted their business. But when we said our minimum to work with us $xzy it turned the tables to our favor and we were able to create a sense of urgency by offering a one time discount.
also meant to say “how to *do* #5 and #3″
…sry can’t stand when I typo my isht
Definitely! Looks like you’ve had great success turning the tables. Creating a sense of urgency always expedites the process of making that big sale.
meant to say…. within the last *year*
I think “creating a bond” is really the main key in business. Success is really a combination of ambition and enough “bonds” with the right people. That isn’t meant to soumd crass, but building relationships is the basis of what we do, so in my mind the bnd is the biggest key to success.
Definitely. Creating bonds is probably the single most important part of closing big deals. Great points!
*sound *bond
Hope to learn all these big deal guides Neil, really hoping.
Thanks for reading. Sounds like you are on the right track!
This post has more winning attached to it than Charlie Sheen. Well done Neil, this is a great post and provides some excellent insight. I’ve followed your blog closely over the last year or so and I think this post takes the cake as an all-time favourite. Keep it coming!
Thanks for reading. I really appreciate the kind words. Good luck, hoping you can close some big deals
Yea limited time.. is a good way when giving your sales pitch. Yea they will try to squeeze you on the price but that is why all sales pitch are already an inflated price so you can lower it to make it sounds like they are getting an awesome deal.
Haha, that’s very true. Great point, couldn’t have said it better myself.
Even thought closing so big deals, is very difficult for small businesses those steps can really help get one. The most important step is the first one because by creating a bond the costumer trust you and it is much easier to sell something expensive to someone who knows you well than to someone who doesn’t.
Definitely. Creating a bond is probably the most integral part of a sales pitch. Without the bond, there is no trust.
I Like those 1 and 2 second point its really an useful tips for me
Glad you found them useful. I honestly believe building a great bond is the most essential component of closing a big deal.
Love it man loved it, i love you man. You are my hero, this post was rocking too. The point changing the mood not the mind should have a single full post on it. I will love to see it on your blog.
Thanks for the kind words! Glad you found the post useful. I will definitely consider writing a blog on that topic
Another great post, Neil. I especially like #3 as we can’t always have our ways, and sometimes the best thing to do is to find another approach. For sure, experience will develop your skills on how to go about such situations, and with the right inspiration and perhaps luck, hopefully land you the deal you have been eying for.
Thanks for the kind words. Glad you found the post useful. I have always thought luck along with preparation is the formula to success.
very well said. It can be nerve raking to try and make the big sales, but if you have your ducks in a row it should make the selling process easier.
Definitely! I like the analogy “ducks in a row”
Love it ! Sales 101.
One time, rep returns, ask ” did you get the deal “, answer ” no “. What ? Why ? ” Our price was to high “. Grab deal, drove to customer office, ask to see customer, wanted 5 minutes of his time. Enter office. Simple intro, ask if deal still open ? ” yes “, ask ” why not us “? Price. Then went into auto mode #2 logic. Explained added benefits, and asked for the deal! Walked out with 50% down.
Conclusion: Never hurts to ” ask “.
Mark
Awesome! That’s a great story, sounds like you use the steps I outlined. Logic always prevails.
What has been said so far is, be trust worthy,other things follow.
Definitely. Trust is a major issue when it comes to closing big deals. You only want to deal with those that are your friends, and whom you trust.
When I read that something is urgent, I click it away. And when I read that an online product is scarce, I am gone, because this is so wrong. And when they really close, soon after they reopen or they come up with a better product. Most people are not as stupid is most marketers believe.
I definitely agree with those points. On a smaller scale people make those judgments because they are dealing with large entities. I am driving at personal relationships where everyone is on same level intellectually, the only thing to be determined is price. Negotiation is key in these instances, everyone gets what they want.
Really like the create a sense of urgency and turn the tables idea.
It’s definitely one of the most vital components.
Nice post Neil! I really enjoy reading your blog. I find it very useful! Keep up with the good work.
Thanks, truly appreciate it. Glad to have you as a contributor.
I love this! You’re absolutely right, but you failed to give yourself credit for having a terrific personality to pull this off.
Thanks, I am humbled by your kind words. Try it out, I am sure you will be just as successful
Great post Neil. I work primarily with Small Businesses, but I can definitely take a lot of take aways from your post. It makes you rethink of your strategies in building relationships to gain new accounts and reduce churn. Cheers!
Definitely, couldn’t have said it better myself. Thanks for the kind words.
Neil,
Turn the tables: A clever way to level the playing field. Sound advice and a win-win. Thank you.
Definitely. Glad you found the post useful. Thanks for reading!
Neil,
Well done.
I’m a first-time startup founder. And like most (I believe), I google for tips for entrepreneurs.
In my experience, limited as it is, I have found some incredible resources. Venture Hacks by Naval Ravikant and Babak Nivi is amongst them. I’m afraid I’ll have to add you to the list.
on other notes, I’m from Singapore and am visiting the U.S to meet people who may help my vision become a reality. Would it be possible to add you to that list too? =D I would be more than happy to travel to Seattle~
Hope to hear from you soon.
Cheers and once again, well done.
Shawn
Honored to be part of your list. Glad that you have found my blog a useful resource. Shoot me an email neil@neilpatel.com and we’ll see what we can do. Thanks!
Thanks Neil for this short guide ! I picked lot of things from the post and I hope I will be able to do it in my next pitch ! Thanks a lot !
Glad you found it helpful. Let me know how it works out for you. Good luck!
Neil, somehow very few disagree with your post. While I fully endorse steps 1 to 3, last two do not appeal to me. Today’s client is well informed and analyses all dimensions of a deal. In most cases, those playing urgency & turn the table cards sit pretty long on what they have to offer.
It’s great that someone is taking a contrarian view, much appreciated. I like hearing both sides of the argument. However, I feel even with analysis and information there is still a lot of leeway in negotiation. If everything was cut and dry, computers could close deals. Urgency is always relevant. People, myself included, have to make decisions on the fly. Often times very large decisions. It all depends on how many deals you are taking on at the same time. Thanks for your input!
If you try to implement urgency without a bond, then you will come across as a cheesy car salesman. But if you follow ALL of Neil’s suggestions, then introducing urgency will not be awkward. The relational bond allows for a give-and-take interaction where you can be frank about limited time and resources.
Awesome article. I understood a lot of ways to close big deals.
My personal favourite is the last one. Asking them, why should I choose you, means that you have a good reputation and the companies will feel more secure about choosing you.
That’s my opinion.
Thanks, glad you found it useful. The last step is definitely one of the most important. Good luck trying out these tips.
Love, love, love, love steps #4 + 5 (Create urgency and then turn the tables). Ecommerce sites do a good job of creating urgency by creating a count down (appsumo) or selling limited inventory (Woot/Jackthreads). But I’ve always struggled to create urgency with services. Genius ideas, Neil!
Thanks, glad you found the steps useful. I agree, it’s easy when dealing with ecommerce. It’s a tad more difficult when you are dealing with services offline, but it’s possible!
Great post, Neil. My question is…how do you actually get a meeting with these big guys in the first place? How do you get your foot in the door?
Honestly, I have been an entrepreneur for a very long time now so it takes time and patience. Networking is essential along with creating a product that people can relate to. Good luck!
Hi Neil,
I’ve never seen anything on sharing business tips like this before. I might try a few of these myself. Still trying to build the client base so we will see how I go with these steps
Definitely. Try some tips out and let me know how they work. Good luck!
Creating an bond will help an good business plan structure
Definitely. Great point, structure is essential.
But most of the people fear of the bond,what to do?
can you give me any tips Neil.
You just have to come off as a genuine person. Bonds are created naturally you can’t really force them.
Changing the mood of the customer is important at first,the nest we need to change their mind towards the product what we sale..
This will be easy to handle them……:)
Definitely. Great points. It’s not about handling them though, its all about compromise
Dear Niel,
Great Post once again!
Its great to see the way you blend your thoughts with real life examples. I agree to all what you have said, but have a varied thought on point 3 – Change their Mood, but not their mind. Yes true, But sometimes people tend to take it as if you are trying to influence them! but it all depends on what you quoted in Point 1: How well you bond with them!
Cheers
Josh
Great points. I agree, as long as you utilize point three with point one it will be useful.
Thanks for the great post Neil.
Now let’s say I have a solution that will benefit a company, but I have no relationship with anyone in the company. I have the name, email and phone number of a contact in the company.
How do I create a bond though a cold email or phone call?
You mentioned telling stories, but most of the people I deal with are straight shooters who want to get to the point.
How do you tell a story in a situation like that? What’s your entry?
Good scenario. But honestly, I think no one is a straight shooter to the point that they don’t have human tendencies. Straight shooters, as indifferent as they may seem, still require trust. Trust is in essence a bond. In terms of your entry point, try both. Let me know how it all goes!
Interesting! Thanks for your advice. And for as far as creating a bond through cold email, what’s a good way to start an email?
Just a genuine hello and introduction of what you are all about.
What is motivating people to comment that this post is anything but the most generic Marketing 101 nonsense disguised as insight? There is nothing actionable. This content is just traffic-driving filler. Congrats, Niel! It worked.
Sorry you feel that way, thanks for taking the time to read.
-Neil
I liked very much steps no. 1 & 3. I think it’s important that our business partner feel good and comfortable in our presence. This will help us in gaining their confidence. I like you laid emphasis on changing their mood and not their way of thinking.
I look forward to reading more posts like this.
Glad you found it useful. Thanks for your input, looking forward to reading your comments in the future.
You can’t make a business work if you don’t have a bond with your business partner and of course if you don’t motivate each other. The right business partner is the one that makes a business work.
I would like to add another one: “Be confident!”
If you don’t believe in yourself you can’t convince them to choose you. You have to be confident in you and things will go much better because you will also have the courage to take new steps.
Definitely. Great point. Confidence is always key.
I also like the picture. It surely looks like a confident man
Anyway, confidence and courage are the things that make us go further. If we lack those two we will not close big deals for sure.
Thanks Neil
It will help me to improve a lot,,,
very nice ideas to practice in real sales process
regards
shiv
Glad you found the tips useful. Good luck!
There is some good advice there. I personally tend to find that deala close themselves, so long as you can find a good match between the product and the customers needs, but they all need a little nudge from time to time
You have to choose your customers depending on your product. You also need to know your customers and to offer them what they want. If you are not able to do that you will not make a sale.
I’m happy you wrote this post.
If I have an advertising opportunity, who (job title) in an organization would be the best contact to reach out to?
Thanks in advance, Neil.
Email me at neil@neilpatel.com
Can’t get enough reading Neil’s blog, been doing to for a year now. This post made me to drop some words
thanks
Thanks for the kind words. Glad you find the blog helpful
Nice1 Neil
Agree with all except the way to turn the tables:
“As you already know, I only have an opening for one client. I only want to work with companies who are doing fun, exciting, and revolutionary things. Why should I choose to work with you?”
In India CLIENT say “ok find some1 else”
Haha, it depends on how persuasive you are. Clients have needs to, if you have a product they cannot live without then you have the upper hand.
If the client says that it means that it was not the right client for you. The right customer knows the when the right opportunity appears and takes advantage of it.
Neil you have written a wonderful article. Well I too want to become successful in life and some day use these tips that you have given. I particularly liked “Step #5: Turn the Tables” I am going to use a lot of it in my daily life. Thank you and God bless.
Definitely. Glad you found the post useful. Good luck!
Yes, I really liked your last point about turning tables is a meaningful aspect of cracking big deals. I used to always say in my interviews that I can be a great asset to their company. But, no more after I read your wonderful idea. I shall from now, focus on how they can be a great asset to me, I will focus on a point where both collide. Thank you for your big revelation!
Glad you found it useful. Good luck, turn the tables some more and let me know how it works for you.
Changing their mood and not their mind is such a good point! So many times if you can just get people to smile, you can get them to agree with your point. You know what they say: you can catch more flies with honey than with vinegar.
I like that quote, great point. Changing someone’s mood is a very important and useful tool to utilize when trying to close a business deal!
I’m not too sure about the ideas of sharing personal stories with your potential clients.
Of all the people I have seen, most clients don’t want to get personal. They wants things to be done professionally and be done with it.
Of course, maybe when you do business for the 3rd or 4th time you may be able to build a connection.
It needn’t apply to everyone though. Not all people are the same
While I respect your opinion, I really think it depends on the type of personalty you have. I find it extremely useful try to build a relationship before I conduct business. By the third or fourth time I would like to think people are much more friendly and laid back. Thanks for your input
I disagree with one statement. I do think knowing these concepts can help sell the single red cup. What may be the difference in whether they work to sell the the cup, the cup supply, the cup factory, or the cup corporation, is how much care is carried for the sale. It’s easy to care more for the huge deals, but for one who cares about the small sale, these strategies will work.
Well, maybe not the concert tickets.
Being familiar with these can help with any business negotiation. From buying a car to selling widgets.
First time I bought a new car, I didn’t feel so much like a customer as I did a victim. But I learned from it, some similar ideas to what you’ve presented here, and the next time I bought a new car, they offered me a job.
Great points. Buying a car is the worst haha, they really make you feel like you are being interrogated at manipulated at times, it’s a matter of knowing how to deal with them…as it seems you have figured out.
Dealing with online car sales is much easier. No one to make you feel like you are being interrogated
That’s true, which is why it is such a big industry.
It’s easier but you don’t see the car in reality. When you see it and when you touch it gives you another feeling and you know if it’s good for you or not. You have to know how to talk with the sales representative though. Show him that you know something about cars and that he can’t tell you whatever he wants
my dad always just puts the checkbook on the table during negotiations. “we’re buying a car today, if it’s not here it’s next door, do you want some money?”
Thanks for sharing these tips. One of the most effective ones I use is effectuation. Demonstrating how you can help clients make money, positions you as an investment and not an expense.
Definitely, great points. Effectuation is something I find extremely valuable in business.
haha, I love the “Turning the Table” it really does work really great. Cheers mate.
Definitely, try it sometime
The first point regarding “bonding” is the best in my opinion. I mean without the relationships one cannot be a success. And creating a sense of urgency is a evergreen marketing tactic. Thanks for the post, Neil.
Glad you found it useful
Great post. As a broker I used to teach these tactics to my agents. One of the often repeated questions I got: How can you always be logical? Well logic is a relative concept, especially when used in sales. For example: Lexus sells the LS 600h (h for hybrid) at $30,000+ more than the regular LS 600 series. The fuel improvement is only 2 mpg better, yet there are buyers lining up for the car.
Great example. It’s all about marketing and how you position your item. The selling point, however, on the Hybrid is that it produces less emissions (which is very important to the environmentally conscious).
Great post thanks for sharing it Neil
Glad you enjoyed it, thanks for reading.
Changing their mood is better than changign their intewrest. Agreedto the points covered. btw Neil you are really rocking!
Keep up the good work buddy 
Thanks for the kinds words. I hope I have changed your mood too
I was planning to sell something on my website- as a theme developer i like to sell my theme- Now Your article has given me a chance to think again my tactics before posting some goods for sell.
Glad I could help. Good luck, I bet you have some great themes!
yes Neil you were right, most of the time peoples want results at once and it is impossible when you start any business in our field we have to be patient and wait for a good time BTW thanks for your thoughts and tips
Thanks for your input. Great points, patience is key!
Neil,
Thank you for sharing your ideas.:D
mina
Thanks, glad you enjoyed them
This is a great post. Simple and easy to understand. You’re doing a great job! Keep me posted.
All the best from PH
Thanks. Tell the PH I say hi
Great article. I find that the most important aspect throughout my sales experience has been the bonding aspect. I find that as long as I can create a friendly and open relationship with my customers, I have a much easier time selling to them, and they have an easier time trusting my word and following my advice on what to buy. I still need to work on the finer aspects as you mentioned with regards to things such as urgency and etc,
With practice you will definitely fine tune and hone in on those skills.
I agree creating a bond with the prospect is very important. Also if the client has some kind of previous professional relationship with you it is even better and helps in winning the deal.
Definitely, thanks for the input…very insightful.
I admire your way of thinking. Not surprise why you’re very successful in your job. I just started last week reading your blog and I got a lot of points to remember on business industry. You are a big aid to those on business. A big thanks to you. I’ve already comment on some of your post because I can’t stop myself from reacting. haha. Now I see how business minds works, not the whole of it but I have an idea on how to close a deal. I never go with sales because I am not really that good in convincing but after reading this post, I have an idea how to close a deal.
Thanks again always,
ellen
Glad I could help and you found the post useful. Good luck!
Great post, I came over from your SEOmoz blog post and enjoyed your writing. I find that I’m running into a lot of the same pitfalls with my start-up SEO company, SEO Influence.com. I’ve finally got my first “corporate” clients and am seeing great results for their business, but I need more clients.. Your pointer about getting niche INSIDE of SEO was huge for me, as I’m now starting a relationship with a venture group to help their start-ups seek traffic online
Thanks!
Thanks, glad I could help. Keep at it and best of luck.
Yeah, Its true that if you are the one pitching then you are going to be squeezed. I liked your BOLD idea of turning the table and making the clients pitch for themselves instead.
Will try soon. Wish me success:)
Thank you, try it and see if it works. Let me know how it goes.
Good luck!
If I talk about me, once i have been succeeded in first step then the others will be easy for me. Difficulty here is to find the people. Normally an individual have a small network and within that they have to close the deals, in which hardly some of them would be interested.
start going to networking events…
Definitely, thanks for sharing your advice.
If you put yourself out there you will find people. You have to start connecting in person and online. Go to events and use social media sites to reach out.
Thanks for the info Neil, really insightful and easy to understand.
Question for you, when you proposed to Blue Nile:
“how I can drive much more traffic to their website, what percentage of those visitors would convert into customers, and the average revenue/profit per new customer. This helps increase their growth rate and would potential cause their stock price to go up.”
Do you have a formula for projecting these figures written up anywhere? When it comes to a client of that size wouldn’t it be difficult giving an accurate estimate on such information. It almost appears that you would need access to their analytics and other confidential/closed sales information within their company.
I don’t have a formula… I just create them based off of what I get from the client.
I’m a huge proponent of relating to people on a personal level. I can relate to anyone from anywhere.
Awesome, that is great for you.
Hi Neil, I really enjoyed reading this; it puts into perspective the importance of being freindly and logical.
Thank you Jason, glad you liked it.
Thanks for posting this Neil. I completely agree with the points about building a bond and changing their mood. I feel this is important in any aspect of sales, whether thats car sales or even telesales. Logically if the customer gets poor vibes from you and your personality, they are never going to buy your product.
Definitely, glad you see the importance of it.
Wow. I get your regular e-mails and have only just found this post!
This is almost a marketing lesson as well as sales because this is an important post to show how to market a business through gaining partnerships, and showing how to portray yourself in those interactions.
In portraying yourself correctly, the sales arise through trust and showing potential that someone needs your product.
Within my scene of horse racing advice, selling to my subscribers requires logic, proof and profit making opportunities, so your post above is very timely as I aim to grow my audience.
Thanks Lee,
Hopefully these tips will help you out. Let me know if you have any questions as you go.
Hi Neil,
How are you doing?
i would really apreciate if you answer my question.
I am trying to sell soemthing which is high in demand by paint industries.I am selling this at a very cheap price.But buyers still want less and less price.
Market price for material is USD 700 per MT and I am selling at USD 100 per MT only.I am not looking for really high profit and that’s why I am selling at a very cheap price.
Material is in good condition and buyers have the proof to see that.
Pls advise what to do.
hey neil,
thanks for sharing such an informative post.Step #5: Turn the Tables,really liked it. it’s very impressive article.
Thanks.
Matt
Wonderful blog! I found it while browsing on Yahoo News.
Do you have any tips on how to get listed in Yahoo News?
I’ve been trying for a while but I never seem to get there! Many thanks
Great tips! Thanks for sharing. I’ll definitely incorporate some of these into my future dealings.
Hi Neil, I really loved reading these 5 steps, it opened my eyes on some tactics.
Thanks
I can’t stop reading. It is great!
Hey Neil,
I sell custom workout and meal plans to my website visitors. In the beginning I was trying to be overly salesy, but took your advice and have been trying to change their mood and not their mind. I’m seeing an increase in conversions brotha!
P.S. What is that popup you have when I go to leave the page? Can I get that for WordPress somewhere?
Bounceexchange.com is the popup when you leave.