if you're looking to close more deals but you don't know what you're doing wrong by the end of this video you will know exactly how to run your sales meetings from start to finish using my battle tested sales scripts I've used it to train over 170,000 sellers around the world and I will compress all those learnings into this single video now getting into our ultimate sales scripts there are going to be 10 steps for you today first nine are going to be exactly how you can start to finish your sales from the moment you shake
someone's hand all the way to pitching and closing the deal and number 10 is going to be a bonus Advance section for people who have been in sales for a while to make sure that people don't flake at the last minute building report is the first step of a sales process but as you begin the conversation you'll need to ask some questions to learn more about your prospect it's not as simple as just asking random questions but you need to ask very specific questions in a very particular way to continue to build trust and learn
more about your prospect to see how you can best help them this is why you need to check out HubSpot 101 sales qualification questions this is extremely relevant because you'll know exactly what questions you need to ask to understand your client's needs budgets decision-making process and timeline which are all very crucial in closing a deal my personal favorite is going to be the competitor and Industry questions because by asking specific questions you're showing that you understand the market you understand your customer need and you understand the competition and you can position yourself as something better
than everybody else so this resource was made possible by HubSpot who's our sponsor for today's video check out the the link in the description to learn more and thank you HubSpot now the first step of starting your sales meeting from start to finish is going to be building Rapport and Rapport is simply building a meaningful connection with another person now no matter what it is you're selling if the other person trusts you if the other person likes you it's going to be so much more easier to sell think about it if you were to buy
a product or service from a friend chances are you already trust this person so you're more likely to give them your money for something and so when it comes to building Rapport there's a couple things how do you get someone who like you if they're meeting you for the first time and they have no idea who you are especially for those who are code calling code emailing and whatever the case is well the first step is actually your tonality because you will be judged based on your tonality meaning how you sound how fast or slow
you're speaking and in your reflection how high or low you're speaking so if you're sounding hey John how's it going this is Patrick from ABC marketing they're instantly going to be turned off they're not going to listen to your cold calls even if a friend referred you to them they're going to be like what the heck like why did my friend refer you so to tonality of how you sound is going to be extremely important cuz it's not always what you say it's how you say it when it comes to cold calling or doing these
meetings you have to understand that there's no magic oneliner that 100% is going to work all the time because every Situation's different every person's different how they want to be spoken to is going to be different so you have to adjust so anybody who tells you say this magic line and you know it's going to work probably want right this isn't a pickup artist class this is sales right this is coold calling this is how to close deals so what I found found to be the most powerful when it comes to building Rapport in any
situation whether it's co- calling or doing an actual sales meeting like a discovery call right you want to find things in common okay so this is going to be the ultimate hack so if somebody is from the same area as you has similar hobbies are in similar Fields it's very easy to find this information on let's say LinkedIn if you literally just type in their name on LinkedIn you'll see like oh they went to these schools oh you from Los Angeles too I went to school in Los Angeles right oh you're into fishing I'm into
fishing right and all the sales calls I ever been on having one point of common interest is very powerful even if it's something very loose on a normal call literally like all I really have to do is say hey John has a goings Patrick really good meeting you here and then they're going to say oh really great to meet you Patrick and that's literally building Rapport you don't even have to have a magic oneliner literally right it's just how they are spoken to so I would be like hey John how you doing today oh I'm
doing pretty good Patrick how are you I'm doing great hey you know by the way I saw you actually went to USC for University you know I actually went there too how is it oh damn you went there too and that's literally it right that's exactly how these sales conversations go it's very natural and you'll find that you can find many things in common if you just do a little research on them their company and things like that now real quick if you're somebody that wants to launch your own business and attract paying clients using
your passions and skills that you might already have or skills you want to develop you want to make sure to book a call on my calendar right now I have a few spots where I'm taking on a couple of clients where I will help you build your business from scratch all the way to getting your first client so if that sounds interesting to you at all and you want to take the leap of faith into entrepreneurship make sure to book a call on my calendar in the description so once you build that into report the
person kind of likes you right but they want to see like okay so like what are we doing today so the key step here is you want to set the agenda meaning what should the person expect for this meeting the thing here is when you are doing any type of sales meeting the worst thing is when the other person is just thinking like when is this guy going to shut up how long is this going to be this person is wasting my time they have all these questions in their head so all you have to
do is disarm them set the agenda so they know exactly what they can expect on the call so let me go ahead and give you an example of how to do this there's really three steps right you want to say the time and purpose of this meeting expectations for both sides and what's going to happen at the end of the meeting so let me give you an example you can use this for code calling you can use it for sales meetings and typically in a sales cycle right if you have multiple meetings before the deal
closes you're always setting the agenda for every single meeting so everybody is on track a salesperson is the person that controls the conversation so that's you you got to control the conversation here so here's how I would do it so after setting Rapport you want to transition into the agenda and all you have to say is something like hey John do you mind if we go ahead and get started sure sounds good Patrick all right great well you know I wanted to take 15 minutes real quick to have a conversation if it makes sense to
work with each other obviously you have a lot of questions for me and what we do and I'm going to have some questions for you to see if it's a good fit to work with each other and by the end of the call if we find that hey you know there's something here and it makes sense to move forward great but if not totally okay is that okay with you John John will say sure right there's no reason for them to say no they know the time and purpose of the call they know what to
expect and they understand that we're just going to ask each other questions to see what the opportunity is and I'm letting them know like hey like if there is opportunity great but if not no sweat no problem and you have to understand most people are not going to buy your product and service right so your goal is really just to qualify uh vet them out to see whether or not they are a good fit because you never want to sell something to somebody who shouldn't buy so that is setting the agenda so after you set
the agenda you might be thinking okay so like what's next so the next step is going to be uncovering pain which I believe is going to be the most important aspect of your sales meeting because if there's no pain there's no reason for someone to buy and so pain is really just beginning that Discovery phase where you learn more about your potential customer to see if there is a need to buy your offer again no pain no sell so when it comes to pain all you're really doing is asking questions to get the other person
the buyer to get very emotional about their problems and you want to take that pain and you want to grow it and grow it and grow it until that pain feels so painful that they have to do something to make that pain go away and how will you do this well there's three steps you ask surface level questions business questions and personal questions and I'll give you some examples of each one to show you exactly how you can do it for your specific sale so the surface level question is you want to start light right
you can't ask someone like what keeps you awake at night right right off the bat cuz they're like just learning about you they're trying to build trust in order for you to build trust you start light and you move deeper and deeper and deeper into the person's personal problems and I know this is business right but everybody has personal problems our business problems become our personal problems when it creates stress right we are all human beings so surface level questions let's say you're selling like an AI marketing agency right for example you can like look
on their website or their Instagrams their socials and say hey I noticed that you haven't implemented AI into any of your content creation just curious to know why you haven't started that yet and they're going to go into oh yeah we heard about this AI thing but it's really complicated I just don't have time to and then they're just going to go on and on about the problem then you just ask more questions depending on what they say so you have to like change it up depending on their responses so you could say like oh
like have you ever thought about actually implementing I know you saw a lot of YouTube videos about this but what about like actually doing it and they'll say oh no well you know I thought about it I feel like that you know I can save a lot of time and then they're going to give you problems but I don't know how to do it but my team doesn't have enough time but you know there's always a butt and you say oh okay well tell me more about that how come you feel like your team can't
do it they'll say something like oh well my team is really good at creating content but they're not very techsavvy for example right I mean just making up examples but you get more and more into the pains So based on those answers that they give you want to keep asking questions that get deeper and deeper and deeper into the problem and now when you're get into the business questions right not just surface level you're like okay well it seems like a lot of your competition who are in the content creation space are implementing Ai and
they're able to create like 20 videos a day it's 20 shorts and I'm really curious to know like your perspective on this because if your competition is putting out so much content and they're getting a lot of views and it's almost just as good as a regular editor doing it do you feel that you might be being left behind by your competition or how do you feel about that you don't have to ask a yes or no question you can ask more of an open-ended question which is typically better and they will say like oh
really yeah I kind of been noticing that they been pumping out those videos I we're not really able to keep up I guess that is bothering me and then you would ask more questions like okay well tell me more about that like what do you think will happen over time if this continues they'll be like well if AI gets that good I think I'm going to be totally smoked right once you get into the business pains you want to get into the personal pains right because if the business fails for an entrepreneur it's a personal
fail right because entrepreneurs are very attached to their businesses so don't think of business and personal life as separate they are one of the same it's all contextual right but this is like the basic framework and you could apply into your specific sale you want to ask questions like how do you feel about that do you feel it's hopeless to do it on your own how do you think I might be able to help and so when you ask these questions what's going to happen is they'll be like oh man I feel like I'm I'm
a loser I'm getting left behind like I should be learning these things do you feel like it's hopeless to do on your own they'll probably say like I don't think it's hopeless but I just don't have enough time because I'm so busy with this and especially if somebody has money but they don't have time that's also an opportunity for you to like slot in right then if you ask how do you think I might be able to help you are actually getting the prospect the potential buyer to sell you on why you should help them
right so if you ask how do you think I might be able to help well if you had a service where you can just do all this for me and at a reasonable price I'll be open to it and so these are how you uncover the pains you want to get it so painful that the prospect eventually feels like they really need your product and service and they're coming up with ideas on how you might be able to help them right now the next step of the process is going to be budget so we basically
uncovered the need the pain that somebody has they feel like they can't do it on their own and now it's like okay well do they have the money to buy your product and service right and you want to uncover how much money a person has to spend now there's a couple tips when it comes to the budget the first one is going to be you want to ask the budget multiple times because a person doesn't always just tell you the budget it's not going to be like hey how much money you have to spend on
this well first of all they don't even know what services you're really offering so how would they have a budget for this sometimes they might have a budget like let's say if you're selling a software and they like HR software and they know they they want to only spend like 5K a month they might have a budget again it's all contextual right but whatever the case is you want to ask multiple times because they won't give it to you the first time they may not give it to you on the second time but the third
time they might do it and so you have to ask in different way so you could say like hey you know just curious if you had a budget for this uh yeah we do but I don't really want to say it right now they might say like that right and then you have the conversation and then you might use a ranging strategy right which is point number two a ranging strategy is basically instead of asking the budget directly because people don't want to give it up because you're negotiating you want to just do a range
just be like okay well you know do you think it would fall between somewhere of 5 to 10K they might say yeah that's about right or they might say oh no that's way too high so you just want to make sure like you're qualifying them like do they actually have the money now for budgets if in B theb Sales obviously you're going to negotiate you want a good deal so you also want to use the anchoring strategy I'll show you how to use the anchoring strategy by itself and also how to combine it with the
ranging strategy let's say in the event you said hey do you think it's somewhere between 5 and 10K and the person says you know I really don't want to say at this point what they probably want is for you to tell them your price right cuz and they are going to negotiate you down so you knowing that you want to Anchor your price High meaning just set a higher price higher than what you're willing to accept knowingly that they're going to continue to reduce your price in negotiate because they want a good deal if you
want $5,000 and $5,000 for this particular thing is a win for you you might want to say it's $88,000 right and you say okay so normally for something like this it's going to be $88,000 and you just kind of wait and see their reaction if they're like oh $8,000 that's so cheap great you're at $8,000 but they might say oh $88,000 that was higher than I was expecting and so you might say all right well this is what we normally charge but you know what exactly were you expecting and let's see if we can like
work something out and they might say oh I was thinking something more like $6,000 okay interesting and then so now you have a negotiation of what you can do to get that price to $6,000 and all you really have to do is you know if you have products and services you just remove line items until the price gets to the point they want and that's one of the easiest ways to negotiate now if you were to combine this anchoring strategy with the ranging strategy let's say you want 5K 5K is still win but you want
to charge higher to see how much money you can make well you would just Anor them higher so you could say like do you think we're going to land somewhere between between 6 and $10,000 and remember you're willing to accept 5K so when you anchor 6 to 10 10 seems as high so 6 seems like a good deal right so they're going to say like okay I was looking for $6,000 so maybe you're going to get $1,000 more than what you've been willing to accept right if you want to push it right you could say
you know typically for something like this we're looking for something like $7 to $10,000 I'm just curious to know is that something that fits the range you're looking for and then now that $7,000 seems cheap but they might say something like we're more on the $7,000 side but if still too expensive and then you just negotiate down to 6 or 5K right but it hopefully won't go below 5K because you're already anchor them so high and if both people walk away with a good deal then it's a win so that's in general how I would
go about the budget now even if you have the budget and they have the need you still need the authority who is the decision maker when it comes to the authority there are usually hidden decision makers that you never thought of right if you're selling to a solo entrepreneur it could be his staff it could be his wife it could be so many different people if selling into an Enterprise company you know they have like an organizational structure there's like procurement there's accounting there's you know this guy's boss there's the VP so you want to
uncover who exactly is the decision maker who's actually going to sign off how do you actually do it just ask it's literally that easy how I would ask is use the the walkthrough strategy so let's say you're talking to somebody on the phone and you say okay like it seems like you have a need seems like you have the budget for something like this now I'm curious to move forward with this deal what exactly needs to happen on your side and they're going to say oh well I got to take take it to my boss
and then I'm going to pitch him on why we need this software and then we got to go to accounting and we got to ask if this price makes sense and we're able to afford it and all this kind of stuff and then I got to go to this guy so they're going to go on and on and on and all you do is write it down because that is going to be the next stage of your sales process if you're never unsure what to do on the next meeting that's what you're doing you're just
checking all the boxes making sure everybody's on board everybody's buying in and if let's say this person needs his boss's approval you can do things like hey you know what we can actually do next week is how about we have a meeting where you me and your boss all come into the meeting so I can kind of explain exactly what this is so I can give you some backup right some ammunition so you don't have to sell it by yourself if you have the opportunity to sell it versus your Champion internally that's going to be
more powerful because you are the best at selling your products and services in general just look for that decision maker who are the hidden decision maker timeline is going to be very important right because you might have the need the budget the pain but what about the time when are they going to buy right when can they make a decision so when asking on when you can make a decision all you have to say is something like when do you think you can move forward with something like this they might say I'm ready next week
I'm ready next month I'm ready 6 months from now so whatever the case is note it down if they don't want to answer sometimes they don't know or sometimes they just don't want to give it up for whatever reason so you just want to guess right your guess is predicated on your previous clients and what's uh typical there so just understand that and if you don't have any previous clients just kind of think about empathy from their perspective on how long would it take for them to make a decision realistically so you might say something
something like hey um do you think you would be ready this week by the end of this call 2 weeks from now whatever it is that makes sense for your particular sales cycle go ahead and ask that they will give you yes or no if it's no then you open the permission to ask okay well then what do you think it would be and now they have to answer right because they gave you no and they got to give you something back now whatever it is that they tell understand that you can always speed up
the sales cycle meaning that sometimes somebody might say oh like it's going to I need 2 months before making a decision and you want to say something like okay I totally understand that you know you need time and everything like that I get it now I'm just curious why exactly do you need 2 months because based on everything you're telling me you can actually get started next week and start generating more Revenue so I'm just curious to know why you would want to push that out if this is a revenue generating activity and they might
say oh that's a really good point that I didn't think about well I guess I could speed it up to two weeks and then you would just ask more questions of like okay like why two weeks so like what's stopping you you know and so whatever it is that's stopping them you want to unblock pocket and you want to kind of educate and even Inspire your buyer to understand like hey like stop delaying it get that thing done now generate more revenue and accomplish your dreams and like come on so that's how you can actually
speed up processes even if you're trying to sell into small businesses or Enterprise companies there's always clever ways to speed up the process and all it really comes down to is understanding what's stopping them or what's delaying them from making the decisions sooner and then doing what you can as a salesperson to unblock them so this is how you're providing value not just by selling but you're actually speeding up a person's timeline which actually might make a difference in their bottom line and as well as their revenue that they are generating now that we uncovered
all these checking all the boxes now we're going to get into the pitch because if you notice at this point we haven't pitched anything yet we haven't sold anything and this is our time to shine but understand in any sales meeting you're literally like listening 80% of the time asking questions and then you're talking 20% of the time so this is that 20% where you actually explain to someone what you actually do so a couple things here before you pitch what you want to do is you want to ask permission to pitch now this is
very different from what people teach some people teach like oh you just got to go in their and just sell them no it's like ask them if they want to hear what you have to say because when they ask what you say becomes more valuable because you are helping them so how you start pitching is first you want to ask them if they would like to hear how you can help and it's simple as saying something like this okay so I totally understand your situation you want to get taken care of by the end of
the month now at this point would you like me to tell you how I be able to help they're going to say of course that's why I'm here if you do a good job on all the steps that we talked about that's usually the reaction so what you want to do is you want to First emphasize all the pain points that they just told you so don't sell yet re sumarize the pain so it could be saw that you're doing You2 but you're not using AI your editing team is already maxed out and you guys
want to increase the amount of volume you want to put out by five but you're just not sure how to do it and you just don't have time to learn anything about AI just make it hurt remind them all the pain that they took told you especially the personal pains and then the last step is you want to position your product and Service as a solution to their pain so all you're really doing is saying like Okay so how I help people is usually for Content creators they have the same bottleneck as you and what
we do is we take their XYZ and then we run it through our agency to create AI videos and we basically do all the steps for you every pitch is going to be different so I'm not going to go doing the exact pitch like right here but that's essentially how you want to do it whatever products or service you're providing all you do is remind them of the pain and then explain to them how your specific specific thing solves that pain you're not making enough videos we're going to use AI to crank out videos by
5x while maintaining the 90% of your quality as your main editors right that's an example or you're generating leads on LinkedIn but the amount of leads you want well we're going to help you go viral and we guarantee that you're going to get a 5x amount of leads or we're going to give you your money back right so it really just depends on what you're selling and that's how you make what you're selling more valuable now if you rewind and we go to the beginning of the sale imagine if I said hey I'm going to
help you generate more leads on LinkedIn and you go viral they're going to be like well do I really need that I'm I'm generating leads just fine right so they're so much more skeptical but if you go down this process and you uncover the pain and they say like I want to solve this I want to solve it now here's why I can't do it myself and then you position your service or product as a solution then suddenly what you're saying becomes way more valuable so you see it's not even pushy it's literally just matching
a problem and solution together and that what's allow you to become more persuasive so now we're going to get into objection handling right so this is where after you pitch they're going to have reasons for why they don't want to buy so I'm going to show you how to handle any objections right of course there are onliners and things like that but I'm going to give you the overall framework so that you can apply into your specific sale the first thing is you want to change your mindset so you have to understand that objections are
actually good for your sale because it gives you an opportunity to better help your clients and give them confidence in your product or service by answering those objections flawlessly they're going to have more confidence in you and objections are just reasons for why someone can't buy right and your job is to remove those objections the second thing is you want to empathize with the person understand that you have to see it from their perspective right I remember this one guy was trying to sell me something I was very skeptical of his product he was like
I believe in my stuff I believe in my product I'm like yeah but I don't so I'm not going to buy it right I don't care how much you believe it I need to believe it too you want to emphasize with the other person and number three whatever objections that you get you want to make a list so because typically when you're selling a specific product and service most people are going to come into the same objections and the same problems so you want to have like the answers on the back of your hand and
all objections are is really just answering their question so for example they might say okay if I go through your coaching program and you're saying that you're going to potentially 3x my Revenue based on what you see what happens if it doesn't work then if you really have like a guarantee for example you can say okay look if you really do all the steps and you put in the hours and you do all the worksheets that we gave to you and I'm seeing it I'm and I'm on your calls and I'm helping you holding your
hand along the way and coaching you and you still didn't get the result that I basically said I would get you I'm going to give you your money back 100% % guarantee because that means my stuff doesn't work however but because I've done it so many times before and helped so many people similar in your shoes I'm very confident that it will work but if it doesn't for any reason in that scenario I will give you your money back and we can have it in the contract does that sound fair to you they're going to
say absolutely right and so that's how you handle objections you literally just tell them the truth if someone's not confident in your product and service you just remove that blocker and make them more confident because sales is really just the transfer of belief I believe in my stuff I believe in my product and services now I need you to believe so that you can help yourself become the best version of you let's go ahead and go into the clo right because the close is where you seal the deal now the first key here is that
people don't like to be sold but they love to buy so you want to create situations where you know they're buying right like if you buy a new iPhone or a new laptop or a new speaker or whatever you're into you don't have to be sold on these things nobody has to convince you to buy an iPhone you want to buy it because you know it's sick right and so you want to create that feeling for your prospects you want to create that experience right the goal is not to sell but to make the prospect
feel excited to buy your products and services now here in this video I said like on liners don't work but in the close I got to say from my personal experience on liners absolutely do work right you just have to apply it for your specific sale there's many different closes and it all depends if you're transactional more strategical where it's longterm where shortterm like for example I just bought this the camera that you're I'm filming on I bought it at the Sony store the other day right I went to the store I'm like oh I
really like this one it was sold out and I got the person's contact and I was like okay yeah just let me know when you have it and I'll buy it they're like Okay cool so a couple days later they texted me and they said hey Patrick the camera is going to be in stock next week but if you put a $100 deposit today we're going to give you some free gifts like an SD card a camera bag and all these kind of stuff if you want to give the deposit then we can actually get
you all those free gifts and I was like I'm going to buy the camera anyway but they sped up the sale cycle and the moment that camera hits their store I'm going to go back to the store and buy it which I absolutely did so they closed Me by using a deposit strategy so in Tech in technology for subscription right in strategic deals I I'll show you what we kind of did in Silicon Valley let's we're charging 50k a year for certain software we might say Hey listen normally we actually charge $65,000 per year for
something like this however if you can make the decision within the next month I can work with my team to reduce the price to $55,000 and you just wait and you just let them see what they have to say and usually they'll be like oh wow that's a great discount okay let me work with my team let me have a meeting with them let's try to move this faster right and so discounting or the perception of a discount right because you're kind of making up the numbers in B Tob anyways if I had said oh
like we usually charge 100K to and we're going to knock it down to 50K that can also be true right whatever it is you say you have to make it believable otherwise other persons they'll think you're just lying if you do a close and use some of these on liners what happens when the prospect doesn't close what happens when they don't say yes so they give you an objection you handle an objection and then the next thing you say is this now that we covered that is there anything else you need to see before moving
forward and they might say oh well thanks for answering that question but I'm not really sure about this so it's another objection then you handle that one once you handle it then you say again is there anything else you need to see before moving forward then they'll give you another one do you handle that objection right again you're just removing the blockers until they have nothing left to say and then finally when you say it for the last time is there anything else you need to see before moving forward the other person will say no
I know everything I need to make a decision and then you say okay well when would you like to make that decision and then they got to give you a time right if they say oh I need to think about it what do you need to think about right and so you have to just keep asking these questions until it's very clear on they need it they want to buy it they have the money they everyone involved in the process it already says yes so why aren't they signing and you need to know if you
do not know then it's your failing as a salesperson you we learned how to close the deal but I'm going to show you one Advanced technique for my sellers out there it's going to be called the pullback where we're going to use some reverse psychology to make sure the buyer is committed so how does this work here's the problem that happens in sales even if you do all these steps sometimes the person just backs out for a random reason out of nowhere at the last minute so how do you reduce the chances that this happens
well you ask the prospect if there's any reason for why they would back out so you would say like Hey listen we're going to do it today I'm going to send you the contract right now now just want to ask you is there any reason for why you would not do this because a lot of people they get to the stage and they sound very excited they want to do this but for some reason some way somehow they just disappear and ghost me which is crazy so I just want to make sure that you're not
that type of person that you know is going to do that because it seems like you're very serious about improving your business you want to like kind of reaffirm their commitment level by saying these things and you want them to say it in their own words so when a buyer says yeah Patrick like I'm in all the way I'm going to get this contract signed to you tonight I'm going to wire you the money this week and so when they say it with their own words they want to stay consistent with who they are nobody
wants to look like a liar they don't want to say if I said I'm going to sign the contract today and I'm going to send you the money this week and I don't do it I look like a bad person they have this percep of themselves and they want to keep it they want to be seen as honest they want to be seen as someone that does what they say and so by you getting them to say it with their own words they're much less likely to back out of the deal so those are going
to be my 10 steps for running your sales meetings now if you want a copy of this master sales script I just gave you today leave a comment below on the number one thing that you learned in this video and once we get to 100 comments I'm going to be releasing the download for all of you guys to use to crush your sales goals and just a quick reminder if you made it this far make sure to book a Time on my calendar if you're somebody who wants to launch your own business attract high-paying clients
and deliver amazing services using your skills and passions link is in the description to learn more on how we can best work together
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