How to Close More Sales Deals: The Problem 98% of Salespeople Face
You’re investing $2,000 a month on leads. You’re getting 44 leads. But out of those 44, you’re only closing maybe four deals. Your show rate is about 40%. Out of 44, maybe 10 people came to the appointment.
How to close more sales deals is the question every salesperson asks when they’re watching money disappear month after month. If you’re hitting all the obstacles at the end with prospects saying, “let me think about it, I got to pray about it,” then you’re not alone. This is exactly what’s happening with salespeople everywhere who don’t know how to sell better.
The problem? You’re not getting to the emotion. You’re coming across too salesy. And people that come across too salesy have what we call commission breath.
Why You Can’t Close More Sales Deals Right Now
How to Close More Sales Deals: Understanding What Triggers Your Prospects
Have you ever thought of why prospects push you off and control the conversation?
Whenever those people react, whenever there’s anything happening in this world, in this life, there’s a trigger to most of the things. If you will hear a gunshots now, you wouldn’t be like continuing sitting here on this call just relaxed. There would be like ASAP actions that you would take.
Question is what triggers them?
What’s the perception of like of overall people like about the salespeople? We’re just there to make a sale period. We don’t care. And all the things we say are just tactics to get them to buy.
So possibly we’re saying something or not saying or the way we’re saying is triggering and that’s the response.
If you can learn one thing is you need to sound different. The reason why 98% of the people is not working in insurance like in two years is because they lack the skill.
The Real Cost: How Many Deals Do You Leave on the Table?
Tell me, how long you’re selling already? How much were you selling like that last year, like six months ago?
What I’ve been trying isn’t working.
Let’s talk a little bit numbers. You’re getting like roughly like 44 leads a month. How many deals out of those 44? Out of those 44, maybe four.
Well, these are not bad leads. But if you wouldn’t learn how to not come across so salesy, maybe you would sound a little bit different, like everybody else, more of an expert.
How much more deals do you feel you could close every month out of those like 44 leads you have?
I should be able to close 20 to 25.
Do you have like a calculator handy? Like what is like 25 multiplied by 3,500? Like 87,500.
And now multiply that by 12 because you’re doing it for a year already. Over a million dollars, 1,050,000.
Crazy.
How to Close More Sales Deals: Master These Essential NEPQ Sales Training Skills
How to Close More Sales Deals by Learning to Disarm Prospects
The one thing that you’re going to learn, the major thing, is how to disarm your prospects through all of the conversation.
Because if you can disarm them and you can use the human psychology as your advantage by saying the right things, making them sometimes smile, sometimes laugh, that would make even more enjoyable conversation over there.
That’s the first thing. You need to disarm them because everybody comes to the calls with two things in their head. Actually, one biggest thought. How much is it going to be? And how long, how much time is it going to take me?
You need to help them start thinking about the results rather than how many questions this person is going to ask me on what’s happening here.
You can either make a good first impression or you can mess it up. But one thing you can do, change it. When it’s done, its impression is made over there.
How to Close More Sales Deals Using Pattern Interrupts
When a prospect says, well, why should I go with you people? You say: Between you and I, I’m not sure you should yet.
That’s a pattern interrupt.
Prospect expects you to say, well, we have this and we have that. And these people, there’s a reason why we’re so big. You start defending themselves.
But if you’re doing like this, they’re like, it’s not connecting. And what happens at that point?
They’re like, uh, not, this is not the salesperson. It’s not another salesperson. It’s not trying to push me into something.
How to Close More Sales Deals by Asking the Right Questions
The reason why prospects sometimes push you off is because of what you’re saying or you’re not asking.
You will need to know like why you’re asking questions and what you would want to potentially help the prospect to discover by asking that question.
And when I know what I’m looking to get out of this, I can use your words to ask my questions instead of using what’s written in the book.
And when I’m asking your words to ask the questions, it sounds like I understand you better. And I don’t sound like the salesperson.
How often does the conversations go by the script? 1% of the cases. So for that reason, you will need to know like why you’re asking questions.
How to Close More Sales Deals: Get to the Emotion
You can start asking emotional questions. That’s where you get it.
It’s if you do the levels right, that’s only way if you’ve been disarming and connecting with them, it could give you a chance to ask that emotional questions and get the right answers.
Because if I am, I’ve triggered the alarms in you and you’re fighting with me or you’re in the flight mode, just answering me the questions and then giving me objection, you’re never going to open up the emotion with me. You will stay surface level.
You know how your daughters, have they ever played video games? Well, in the video games, there’s that concept, you know, when you’re like, it’s easier at the beginning and it’s harder, like when you’re trying to complete the game.
So if we put it on the like the sales conversation, it’s if you do the levels right, that’s only way if you’ve been disarming and connecting with them, it could give you a chance to ask that emotional questions and get the right answers.
How to Close More Sales Deals: Why Prospects Don’t Show Up for Appointments
The Real Reason Your Show Rate Is Only 40%
How many people came to the appointment? Out of 44, maybe 10.
I see where’s the problem.
What do they say? Why they don’t even show up for an appointment? What’s happening over there?
I think as I’m listening, I think, and it’s not something I don’t know. I don’t think I’m getting to the emotion and maybe it’s coming across too salesy.
What exactly was terrible?
Why exactly are you looking for this insurance? Tell me what’s going on that you’re looking for the insurance. I don’t know these things. It’s like, I don’t think I’m letting the prospect direct the call.
If they get on and they’re like, listen, I don’t have a lot of time. So go ahead. Give me the number. What do you have?
Have you ever thought of why is that happening?
It’s happening because they’re not seeing the value in what I’m offering. They’re not seeing me as the professional. They’re seeing me as an order taker.
How to Close More Sales Deals: Fix Your Appointment Show Rate
The reason why they don’t want to show up is possibly because they’ve heard the salesman and they’re like just what I’ve seen.
If you’re triggering that alarms, they’re like, why should I come? What I’m going to gain from that conversation?
What you would need to do is like stretch that gap a little bit with them before they show up. So they have a bigger motivation even coming there.
And most importantly, you need to continue disarming from the second number one. So they feel that you are not going to sit there for an hour. You’re not going to tell your stories on how you are good and better than everybody else.
That is the things that you need to master. So you can have more pleasurable time over there. So you could potentially learn the skills, connect with people better and have more objectionless sales.
How to Close More Sales Deals: The Methodology That Works
NEPQ Sales Training: What You Need to Learn
You’re not only going to witness the way I’m using the NEPQ methodology at its highest level by every single stage. You are going to see multiple tactics and strategies like reframing, using the tonality, objection handling, pattern interrupts, labeling.
You will see what I’m doing, why I’m doing this and why it’s working.
That’s one of my best calls. That’s just the representation on the power of good methodology by the guy who was in the top 50 sales in the world, leading the number one B2C sales training company in the world, like having a tremendously good methodology.
How to Close More Sales Deals: Learn from Someone Who’s Done It
How long do you follow with Mr. Jeremy Miner?
I just learned his name today. I had heard of NEPQ Method.
What is that NEPQ? What’s happening there with that NEPQ?
I listen to people who do it well because sometimes they’ll have those people record it and they do sound very smooth and they sound, you know, different. They just sound different.
One of the things he said, which I loved is, you know, well, why, why should I go with you people? And well, between you and I, I’m not sure you should yet.
The pauses that he has, the inflection. I need all of that. That’s what I need.
How to Close More Sales Deals: The Training You Actually Need
What do you feel you would need in the training, aside from the things that we have already discussed, what do you think you should master so you can start like immediately prevent those commissions from slipping through the cracks over there?
I need to sound less like I’m trying to sell and more like I’m actually helping.
Disarming and asking questions. It would be a game changer. Everything would be different. Everything. I’d enjoy my job more. I’d have more money. Like it would be if I could learn those.
How to Close More Sales Deals: What’s Preventing You From Success
How to Close More Sales Deals: The Skills You’re Missing
You need to get past yourself from that commission breath. Well, it could be trouble.
So well, okay. So help me understand then if that’s what you’ve been doing to like sell better. How much were you selling like that last year, like six months ago?
Well, let me just say this. What I’ve been trying isn’t working.
Could be trouble. And big kudos for you admitting it. Because a lot of people will just defend themselves. They’re like, well, I’ve learned something, you know, because they don’t want to admit like how they’ve a little bit wasted their time.
I think I’m not doing well at all with that. And I think the ones that I’m closing are probably what they call the low-hanging fruit. Laydowns.
The Real Problem: You Don’t Have the Right Skills
But the reason why you don’t have the results is because of what?
I don’t have the skills.
Exactly. And the way how you’ve been working your skills was how? Were you training with Jeremy?
No. And really everything I’ve been doing is not working, obviously.
So we can continue doing the same thing over and over again. And expect the same results.
And what’s going to be the definition of what? Insanity.
How to Close More Sales Deals: The Cost of Not Changing
What Happens If You Keep Doing the Same Thing?
If here is New Zealand potentially removing that depth, making a little bit better environment, less stress environment for your daughters. That’s where you could get with the right skillset, like right training.
What if the next year is going to look like the past year?
I don’t know if I could stay in the industry, first of all. I don’t know how long I could keep going without making money. It would look like relying on my ex-husband for alimony, which I really don’t want to do.
How would that make you feel?
That would be terrible. I would feel like a failure, which is what I’m starting to feel like in this job.
It’s like, you know, I’m working. It’s not a lack of effort. It is not a lack of effort.
I don’t mean like you’re not in your 20s when you’re scrolling TikTok rather than doing the job. You look like a serious woman.
And I have a big why. You know what I mean? I have a big why. I just think that my, well, what I’m doing clearly is not working. And I try to blame the leads, but other people are doing it. So I can’t blame the leads.
How to Close More Sales Deals: Take Ownership
If you would be just only one person selling insurance and you wouldn’t know what’s happening in the world, what do you feel would be your benefit if you wouldn’t blame the leads?
I’d learn to get better. I would do something to improve.
Because if you’re taking the ownership of something that’s happening with you, that’s the place where your impact can start.
Because if that’s not you, it’s somebody else, well, then how do you affect it? You can’t. You can’t go to the marketing director and say, Hey, brother, I mean, like, do your job better. These people is not laydowns. What’s happening there?
How to Close More Sales Deals: The Solution
How to Close More Sales Deals: The Training Program That Works
Let me explain you what could be possibly happening in your conversations and the things that you need to master.
The reasons why people are pushing you and controlling the conversation is because you trigger something.
How we remove it is by changing the behavioral and, of course, equipping ourselves with the strategies to disarm them and break the patterns when it’s needed.
So the one thing that you’re going to learn, the major thing, is how to disarm your prospects through all of the conversation.
If you can use the human psychology as your advantage by saying the right things, making them sometimes smile, sometimes laugh, would that make even more enjoyable conversation over there?
Yes. Like, that’s another thing. I think it could be enjoyable, but it’s not feeling very enjoyable right now.
Why You Need to Learn How to Close More Sales Deals the Right Way
That’s the one thing. You need to disarm them because everybody comes to the calls with two things in their head.
You need to help them start thinking about the results rather than how many questions this person is going to ask me on what’s happening here. That’s the first thing.
As soon as you’re going to remove that, you will start on a different foot. You can either make a good first impression or you can mess it up. But one thing you can do, change it. When it’s done, its impression is made over there.
Moving forward, the reason why prospects sometimes push you off is because of what you’re saying or you’re not asking.
How to Close More Sales Deals: Learn the Stages
We’re going to give to you is the stages of NEPQ. They’re in a book. Well, but the book is just a book. There’s just 100 pages. There’s just like template questions.
But how often does the conversations go by the script? 1% of the cases.
So for that reason, you will need to know like why you’re asking questions and what you would want to potentially help the prospect to discover by asking that question.
And when I know what I’m looking to get out of this, I can use your words to ask my questions instead of using what’s written in the book.
And when I’m asking your words to ask the questions, it sounds like I understand you better. And I don’t sound like the salesperson.
Disarming, asking questions, what do you feel is going to give to you?
It would be a game changer. Everything would be different. Everything. I’d enjoy my job more. I’d have more money.
How to Close More Sales Deals: Taking Action Now
The Choice You Have to Make
You need to start freaking doing the thing that’s going to get you where you want to be. And that’s it. Simple as that.
Nobody freaking cares of somebody making good money. Because I struggle with the calls.
Every conversation costs you $50. Not $50. $3,500. Not even $3,500. Because those people could be giving you referrals.
What are you going to do to actually learn how to disarm the people and structure your process conversation so you can sell more?
That’s the major question that we do have here.
How to Close More Sales Deals: Stop Playing the Numbers Game
You can bounce off this call. Take the YouTube videos. And spend all of your free time trying to implement something. Playing the numbers game. Going through the trial and error. And that’s the route.
Some people actually does it like this. But how many deals do they leave on the table? In the years? It’s just the journey.
Crazy idea. Being a little bit more efficient on the calls.
Work smarter. Not harder.
The Big Problem for People
The biggest problem for the people is that they’re okay to be okay. Because the enemy of being great is being good.
And the people that are actually getting somewhere, they usually take sometimes unreasonable steps. That’s what throws them forward.
Is it scary? Absolutely. Is it uncomfortable? Absolutely.
But where have you seen like the progress in the life without being uncomfortable? A good progress. Never.
How to Close More Sales Deals: What Success Looks Like
What Would Change If You Could Close More Sales Deals?
Would your life be like different if you would prevent yourself from leaving all of those commissions on the table?
Oh God. Yes.
What would you do with all of that money over there?
I would travel. I would help my daughters get out of school debt. Life could be so much different.
With the million, most probably you could get that off the list.
How to Close More Sales Deals: The Investment in Yourself
Before I came to the NEPQ, I already invested like more than a hundred grand in my sales training. I already did it.
But the big problem with other training programs is that people that is coaching the things, they’re high pressure. I don’t love it because I got exhausted.
And whenever the words that they’re giving to you is not working, I was like, if I don’t understand what I’m doing wrong and what’s going sideways, how I can improve it? And nobody could explain to me.
But whenever I came to the journey, I was like, sheesh, man, where you’ve been like before? If I would be in this training program 15 years ago when I started sales, I would be a millionaire for sure.
Because he explains like the reasoning behind everything, why you do it and why people react like this. And that’s what helped me.
How to Close More Sales Deals: The Skills That Will Change Everything
What You’ll Master to Close More Sales Deals
For others, that’s other things. Some people never overcome objections. They just let people walk.
Some people never thought that they can ask the questions about the emotions that help them to connect better.
Some people always thought that you need to push the person, but you don’t.
So there’s a different verticals. That’s why you have an access to different trainings that we can help you to fix the thing that you’re facing now the most.
The Training Program: How to Close More Sales Deals
Different training programs. The one that I do recommend is the training program. Not the most expensive one. Not the most advanced one. And not the more simplest one. Straight in the middle.
Why this training program?
Because you need to learn on a high level what is the NEPQ in depth. Why you are saying the things. How you need to say them.
Remember how you showed me that example of pattern interrupt? Well, that’s just like a small crumble that you’ve seen on YouTube. All of that training is combined in an NEPQ portal.
That is an advanced sales training portal. You’re going to go through. It’s a curriculum, actually. You will be NEPQ certified at the end of the training.
Access to Coaching: Learn How to Close More Sales Deals
You will have an access in your first four months. Access to nine coaching calls a month. And then later until the end of the year to two coaching calls.
Have you ever been in a gym? So, you know how sometimes you decide or by the plan you need to work out your legs. And there’s a different machines that you can go there and do the exercises for the legs for the different parts of the leg.
The same thing a little bit here where you’re going to have access to. Nobody ever goes to nine coaching calls a week. That’s crazy. You will not need to do it. They are available.
What people usually do, they go to one, maybe three calls because they still need to live. They still need to sell. But it’s better when you sell with the right skills and the right training so you can avoid the problems that you had in your calls.
How to Close More Sales Deals: Insurance Specific Training
The calls that you should go with what I’ve heard is going to our insurance call.
We have a guy that’s using NEPQ for years for selling, making, not going to be lying, he’s making multiple five figures in the commissions every month.
And what is these calls about? You come in. You role play if you need. You ask the questions if you need. You give your calls for your views or you just listen what other people’s asking.
Because if I can listen what the person that’s making the money that I want to make is facing now and I can learn it before I get to those problems, I might even avoid it in the future.
That’s the key. So insurance calls, objection handling and the tonality trainings would be the ones that I would prioritize.
Sales Maximization: How to Close More Sales Deals
I want you to never skip the sales maximization call.
He teaches our clients on how to be more efficient in the processes. Especially in the process. There’s a people who never showed up to your appointment. Well, maybe there’s missing something in the process before they come.
And what happens when they don’t show up? How is the person following up with them?
You can try multiple things, go through the trial and errors and it’s going to take her years. Or she can come to the call and say, hey, that’s my show up rate. How do I improve it?
And you’re going to be, hey, well, with the people in insurance, especially mortgage protection, that is the sequence that works now and brings you like this level of a show up rate.
Excluding of what you’re saying in your call like this are reminders you need to sell and this is what you need to say.
And this is like another thing that is going to push through because if we can increase even your show up rate, well, from where it is now and add like 50%. That’s 50% more close deals, even with the skill set that you have right now. And that is a couple of thousand dollars.
Would that help? Yeah, it absolutely would.
Community: Surround Yourself with Winners
Do you know how they say you are who you surround yourself with?
Well, I want you to surround you with other people that is using NEPQ as their methodology for selling. That’s already making the money that you want to make in traveling the world so you can learn from them.
You will be assigned to like a small group of couple of people so you can hold each other accountable. And you will have a separate call with your success manager so he can make sure that you’re holding that feet to the fire.
Accountability is built in.
Because I know you’re salespeople. One day you’re swinging bad, you’re ready to do everything in this world. Next day you close a couple of deals and then you want to relax over there.