Hi there this is Rajat here and this is part two of the how to answer the assurance question will this work for me is this for me with this work in my industry can I also get slim can I also become a better parent uh can our company also increase their profits regardless of whether you’re in a corporate situation or an in-person sales with an individual customer or a
Family at some point if you get asked this question will this work for me why to never answer that question and definitely not answer that question yes okay now, first of all, thank you for watching the previous video for some reason the video quality was not all right but you know still a lot of people watched it a lot of you guys commented on it so thank you very much in this particular video I’ll just quickly go
Over some of the elements just once again for a quick recap and then I’m going to give you some super solid information on what is your role if you’re a salesperson if you’re a business owner who is uh you know who is driving the sales for their businesses themselves if you’re a consultant or any kind of such person who is driving the sales of their business themselves and often find yourself in a direct hand-to-hand sales situation in a kind Of a webinar sales situation in a one-to-one uh direct sales or virtual sales like a zoom these days a lot of salespeople are doing zoom calls also zoom sales situation or something like that why would never answer that question which is will this work for me in the last video I advise you never ever to answer that question.
Although I’m sure you will have come loaded with certain case studies you know certain references you know certain assurances saying yes yes yes for you etc okay we have to never answer that question so let’s go into point number one what is your role as a salesperson they say always be closing so your role as a salesperson is to collect the check no matter what that
They say in sales always be closing just try to get to the check get to the payment advance payment whatever as soon as possible and I say never be selling it’s pretty much the same thing you can always be closing but never be selling what is selling okay selling is when a salesperson starts to answer technical questions to assure the prospect that yes this is for you uh selling is when a salesperson starts
To make projections that are no business of theirs selling is when salespeople start uh you know walking customers uh starting putting them into themselves into situations where they are liable they’re liable to get fingers pointed then at them later saying I was convinced to do this I was forced to do this by the sales person I was not given the right information you know or adequate information or whatever okay it is not your job as a salesperson
To do the selling at least in today’s times yeah today’s times all the information is available customers are smart they are very very educated if they want more information they can always go out get more information on the internet get more competitive information etc etc etc you know they know best customers today know best okay so it’s not your job to do the selling so what is your job I’m just going to read up
From my notes over here just so we have continuity and I don’t waste your time but you have three basic functions of a salesperson once you actually come into the hand-to-hand sales situation even if you’re some somebody like a direct selling marketer where you’re selling an opportunity a LIC person who’s selling insurance uh b2b person who’s going in to close a deal or something like that okay so your job as a salesperson
What’s your role as a salesperson what should a salesperson do your role as a salesperson number one is to ascertain interest a certain interest okay usually for little more complex items you know something that’s a non-commodity for all commodities you know I want to buy an iron that irons my clothes is good for nylons as well as cotton I can literally go to amazon answer that question for myself
Buy it and they will deliver it okay it’s a commodity item what’s another commodity item is you know I want to get some spare parts for my car or something like that you pretty much people just take care of it themselves but if you’re in a situation where little more complex problems are to be solved those are the situations which require the involvement of a salesperson those are situations that require the
Involvement of a salesperson everything else today is being sold by robots okay all else today is being sold by robots all commodity today is being sold by robots which could be robots that drive online ad campaign on Facebook and google robots or bots that drive you to go to customers website your supplier’s website you want to ask a question there’s an automated chatbot over there right so everything that is a commodity
Item is being sold by robots today the involvement of a salesperson is only going to be required for complex results that a customer wants to get and your product or service can get them to do either all the way or most of the way or a little bit of the way okay they want to achieve a certain result, okay they want to go all the way they want to go a little bit of the way they want to go almost all the way your
The product comes in somewhere over there okay so your goal number one is to ascertain interest provide or outline their options what are their options okay Mr customer this is on this customer this is what you want to do these are your options okay and third if they decide to go going for your product uh agree to a fair exchange
Which we call negotiation or offer okay negotiation or offer to ascertain the interest sorry for the bad handwriting ascertain the interest provide the options and agree to a fair exchange okay a certain the interest provide the options and agree to a fair exchange if you do not do that you try to sell and say yeah this is for you take my word for it there you go you’re gonna have
Two types of problems what are the two types of problems the first thing is either you get the wrong kind of customers okay the wrong customers what are the wrong customers who do not intend to take the steps necessary to solve their problem and hence are likely to never use your product at all or use it in the desired
Way possible okay so wrong kind of customers I want to achieve health will give you know getting a subscription to your gym make me healthy the answer is yes our gym has lots of good people in your age group they’re all getting healthy you’ll also get healthy please make sure you come yes okay assign maybe I even attend a few days I don’t want to do the hard work I don’t want to make the sacrifice necessary to get the help I don’t I’m not
Going to get the help okay wrong type of customers if you have too many of these customers it will add a bad image to your business if you have too many other wrong types of customers it’s gonna add a bad image to your business these days businesses are 360 degrees what is 360 degree not only do you have to make sure the customer gets the result you have to round it up 360 degrees to make sure that they become your referenceable customers either they give
You a testimonial either they give lots of references all of that business that comes to you okay so either you get the wrong type of customers you know you just be wasting your time aggregating a lot of customers over a period of time the business will come to nothing you will have no ascension model you can’t sell more things to the same customer they’re not going to send you more customers anyway there is no way you can utilize the
Relationship for any other, uh you know for any other business growth so wrong type of customers the second thing you’ll have a liability problem what’s a liability problem customer complaints saying that just because you told me that this product is gonna help me do that now it’s not gonna help me too that’s not achieving that result so you know I want to back mouth you I want my money back I want to sue you or whatever
Okay so wrong types of customers and liability issues are okay so do not get into that it’s not your role as a salesperson in today’s time is very simple as certain the interest provides the options and agree to a fair exchange which is based on this I believe is a fair exchange okay which is pricing and negotiation okay now what happens is that there are three distinct parts of this
There are three distinct parts of this sales process or the sales meeting when you go and shake hands you know and you start the meeting takes maybe 45 minutes maybe an hour whatever you have a webinar it takes an hour or whatever right the first part is a certain interest, okay the second part is showing them their options even if those options are
Not provided by you or your company not provided by you or your company so for example in the direct selling industry in the multi-level marketing industry they routinely say your options to make money are three types of options either you have a lot of money put it in real estate either you have less money than a lot of money put it into stocks which are not any guarantees or you put it into your own business which is again going to cost 10
Lakh rupees of investment or you become a direct selling agent and you have everything done for you you have the products all you got to do is build the volume those are your options and obviously, three of those four options may not be workable for the customer so they say okay the fourth option is good for me yeah so show them the options and the last one is a fair exchange which is pricing
And closing okay fair exchanges pricing and closing pricing and closing okay now here’s the thing there are three separate stages so the question that all these three stages are also kind of year mark what are the questions that indicate that a person is still at the stage the customer and they are still wondering whether their interest is good enough or not right so when you say hey
Mr customer miss customer this is what you want to do you want to get guitar classes yes why are your guitar how much are your guitar classes whatever why is it so expensive you suddenly get into the same situation you say let me understand your problem clearly you’ve done your research on the internet and you have realized that you don’t want to give your kid guitar classes
They’re like yes and you want to do that because why do you want to do that oh because they have this thing in their school where they are graded on it but the school is not even doing a good job of teaching them so that’s great interest that’s a great level of interest why because now the school mandates that they have you know whatever they want they have to become guitar or whatever the second thing is oh my kid is
Actually, you know they have this friend who’s a good guitar person they also want to become guitar player that’s a lower level of interest the kid is going to come to your class after two attempts and they find out it’s not good for them they’ll probably quit okay so levels of interest have to be as certain over here now the questions that they have over here are going to be very very different the questions are what is it how much does it cost how long is it going to
Take what are the other things I’ll have to buy et cetera that’s that’s a certain interest okay there’s certain questions you will get at this stage then when you’re showing them their options one of the options to learn guitar you could go to youtube and learn yourself you could uh buy some books that actually teach you they have the whole keys and notes and everything in there and you’ve got to learn all that and then you’ve got to self-teach
Yourself that’s one of the options what are the other options there are two or three guitar classes in our area you know these are the different competitions and then we are over here what is it that I am offering what is it and then the questions that customers ask over here are very different the questions that they asked her how is reading how much time is it going to take if I read my own book how much time
Is it going to take if I do you know any good youtube videos or youtube channels where my kid can learn for free or something like that right and then when it comes to actually how is your product better you know this question would come here this question could come here also but it’s best that you answer the question over here and then at a fair exchange is very simple you just gotta outline the summary you do need to
Get to a seven on ten levels for playing the guitar because this is a pressing need of yours because the school you know has something your kid doesn’t wanna show up and look like a fool so we have exactly three months yes we already have seen all these options you don’t want to go with a book you don’t want to go with a youtube video youtube channel because learning from there is going to take x amount of time
There is no accountability etc yes now there are x y and z number of you know options that you have in terms of classes and the only one that will be near to your house is ours we have all these premium options and you want to go with option b yes no boom done okay now the question is do we have a discount what else can you provide me what assurance can you give me what if my kid is unable to learn you know what are you you know it’s all about
The value and the trust it’s all about the value and the trust of the program not of your business not of the things that you’ve offered but now that I’m spending money what is the guarantee I have that this is going to happen in three months what is the guarantee that I have you know if this doesn’t happen in three months what do I need to do what is the best price you can give me now that I want to sign give me like an on the spot discount that’s what
Happened okay that’s a fair extreme value that is being negotiated now the question of whether this can work for me or not does belong here so a lot of times you would go through sales presentations or you would go through your if you’re a multi-level marketer you go through the business opportunity presents a lot of times you will if you’re into
Mutual fund selling LIC selling you go through the whole program a lot of times you’re into uh you know you’re a professional who has a large program and you’re providing an initial consultation that requires them to take a step sign up for a six-month program or something like that or if you’re a b2b consultant which means you’re selling to other businesses you’re a salesperson for one company selling to another company you know and then you’re looking at high
Ticket deals at that point the fact that they are not yet sure that this can happen for them means only two things either they’ve not been listening or you’ve not been following the proper process either they’ve not been listening or you’ve not been following the proper process because this question does not belong here this is a question of self-assurance a customer doesn’t even know if it is for them or not this question
Should have been taken care of at this stage or at the marketing stage what is marketing when they first come to know about you through a newspaper ad they want to know about you through an ad a Facebook ad somebody refers them to you you know the first thing that you gotta do at that point is figure out how committed there are to do this at the marketing stage by having them take certain actions or
At the uncertainty of interest states okay at this point if they ask the question can it happen for me definitely it’s a good question to answer at that point but right when you’re coming to the clause and somebody answers ask you you know can it really happen for my industry can it really happen for my kid can it really happen for six-year-old kids can this even happen in India do Indian people I don’t know if any single Indian
A guitarist who has been able to get to that level or something like that okay this is the wrong place to be answering that question if you answer this question unless it’s a no answer always give it directly no answer if you feel the customer is wrong is not the right fit for your product just say no I don’t feel it can fit you know maybe refer you to some other people or something like that okay but if it’s a
Yes answer you cannot say yes that will put you into two problems either you’ll have a liability issue later you’ll have or you’ll have the wrong kind of customer who just signed up
because they got the assurance from you they don’t want to pay the price they don’t understand what price has to be paid the money to be prepared in just one part then the effort has to be put in the consistency has to be there the determination has to be their etc over long periods of time before they achieve the result right so if they don’t know what price has to be paid and you showed them then you’ll get a wrong kind of customer they won’t do anything about it because they don’t want to pay the other prices in addition to the cash price okay so what is there to be done what do you do let me just quickly look at my notes let me just
Quickly look at my notes all right so the first thing that you could do is the first thing you do if you are faced with this question at the point of closing okay is especially if you’re in a group sales situation if you’re doing like a webinar if you’re in a sales meeting with a bunch of people sitting in the room and somebody asked this question you anyway don’t want to address that
Question because that takes the attention of the rest of the group away from the actual taking action at this point right so at this point what you got to do is the flat answer in a group situation group sales situation is simple all the information has to be provided by has been provided to you Mr miss customer that applies to all of you folks or this is all the information I have to provide
We feel we’ve done a good job providing information at this point it is an instinctive decision on your part yes or no and whatever decision you take will be the right decision for you so I don’t want to push it I would say yes and I probably get more sales today but I don’t want to do that this is entirely a call that has to be taken by you and I assure you that whatever call you to take is going to be right for you
And I’m with you either way okay so at this point you don’t want to give an answer you want to say all the information I’ve been provided to you whatever decision you take is good for you you will be surprised that when you don’t budge your ground you will get closure rates of up to 35 40 percent if you don’t budge your ground you probably get closer rates of up to 35 40 percent however if you give them an
Assurance answer yes this is applicable for you as well your closure rates will pretty much drop to maybe about 20 15 whatever okay you’ll be surprised doing this okay the moment you stand your ground and say this is it at this point whatever decision you take I’m with you it will be the right decision for you and I’m there to support it okay so if you decide to walk away from this decision I think it’s the right decision for you
That automatically means that this product or the service is not meant for you and I’m here to support you okay at this point what’s going to happen is the people who are kind of 50 50 it’s a self-belief issue yeah so the people are 50 50 probably gonna sign just watch the previous video that I released a couple of days ago it’s a little hazy in the video and all that but you know you pretty much be able to
Get the idea what is the self-assurance problem that the customer has and they ask this question that’s a group sales situation now if you’re in a one-to-one sales situation which primarily means your product is expensive enough that you’re taking the time to sell it one to one whether it’s via zoom call whether it be a telephone call whether it’s via an in-person meeting or something like that at which point what you want to do is what you want to do is
You want to move them one level above okay you want to move them one level above or two levels above okay you want to move them one level above or two levels above what is the one level above it is to say Mr customer miss customer are we still talking about you getting this result in three months of the time yes
Or not you want to do it and they’re like yes why do you want to do it you can ask them the whole thing again and they will answer you why you want to buy they want to achieve that and then there are one two and three options four options that we went to can you think of any other options or would you like to phone a friend and ask for some options or something right and then they say yeah I guess these are the options now there are only two things that could
Be that could be the issue over here one is either you’re not really you’d really need a little more time to think about it that’s fine okay the answer is yes or no, yeah you want more time to think about it and they will say yes I need more time to think about that’s fine the second thing is done you think there are any other options, yeah I suddenly realized there’s this
Option suddenly realize there’s this option after you told me all the options and everything suddenly I just realized there’s one more option like my Mamaji’s nephew’s wife actually is a very good guitar player herself just realized just realize that right now okay my mama’s nephew’s wife like some relative that I never thought about it today you know plays very good guitar maybe
Maybe my kid needs to consult with her before we come back to you yeah maybe we need to consult with her before we come back to you okay in which here they have more options than you thought they have which is fine okay at which point do you tell them hey I would love it if you would do that how much time do you think it’s gonna take for you to do that they say yes no whatever and you say well uh the discount that I just we just negotiated you asked for an extra
The discount I told you a 10 spot discount this thing is gonna go so you can consult if you still decide to come to us next week you know we’ll still do business if the discount goes okay or you can tell them hey this 10 discount in good faith you just have to make a call in good faith I’m gonna hold this discount for you for another 24 hours let’s say tomorrow evening 7 30 after that is done do you
Think that’s a valid thing and they’re like yes and boom it’s over it’s done okay so what you’ve done is you move them up where they can in where they can convince themselves they can sell themselves, okay you move them up into this stage or this stage wherever they want to sell themselves and you’ve given them a little hook saying this thing that you just negotiated with me about the 10 off
That’s either gonna expire now or I’ll hold it for another maybe 24 hours because I’ve got management I can’t be throwing out these discount offers and then expect you know my company to service then you know I don’t really own the company or whatever you can say you know this is what we can do so what you’ve done is you’ve given them a reason to come back to you and you’ve given them the freedom to eject from that situation and from
In that high-pressure situation do some homework and that’s pretty much okay and what I would like to do is I tell them that somebody from my team is going to call from this particular number this is my office number please save it somebody from my team is gonna call you tomorrow at two o’clock just to give you a quick reminder before we retire your discount offer okay that will give you another five hours for you to take if
You have forgotten it by then give you another five hours and by tomorrow seven o’clock we’ll retire okay now this is the phone number there are two things that are going to happen either you’re gonna pick up the phone or you’re not gonna pick up the phone if you pick up the phone they’ll remind you at which point you can tell them what’s gonna happen and we’ll keep it open for seven o’clock or you’re not going to pick up the phone if you don’t pick up
On the phone, we’ll assume that you’re not interested so if you don’t call back by 3 pm then we’ll retire the offer by 3 pm, okay so I’ve put a couple of loops in there just to make sure that we would love to do business with you the offer still holds we wanted to put the best foot forward we don’t want to put pressure on you why don’t you go back check it how long it’s going to take 24 hours I think is a fair amount of time we will give
You a call back this is the number please save this number if you don’t pick up the phone we will assume it’s a no always assume it’s a no and tell them that I am going with the assumption that we are not doing business okay very very powerful I’m going with the assumption that you and I are not going to do business, okay we’ll still give you a call tomorrow from this number if you pick up the phone we’ll talk about it the discount will still be open till
Seven if you don’t pick up the phone we’ll assume you’re not interested boom done finished okay now there’s a sneaky little trick that I’m gonna tell you okay let me just stop over here and ask you if you liked all of this information given in this video if it really added value to your sales process I want you to put your comments below and let me know what you got out of this yeah what was the takeaway that you got
From this okay so be nice put your comments it will ensure that the algorithm keeps showing you these videos otherwise you will see slowly our content you know Facebook will stop showing it to you on your timeline in which case you and I are going in different paths from there on okay okay so if you like this till now if you think it’s valuable just put in your comments secondly I’m going to teach you a sneaky sneaky sneaky little trick
Sneaky little trick yeah ninja level underground trick that’s gonna double or triple your profits it’s gonna almost increase your customer closing rate for your core product by at least 30 to 35 percent guarantee okay it’s gonna double your profits if you do this as a business owner even as a salesperson and at closing the main deal which is your whatever your guitaring
Classes or whatever it was it’s going to literally improve that closing rate by 30 to 35 guaranteed okay and that is this that trick is this that when you send them up okay you must always have another product that they can consume very very easily easy to buy easy to use easy to consume and
Immediate results okay so easy to buy immediate results and easy to consume okay so at this point you may not you don’t want to give them any allied products like okay by the way even if you don’t come to our classes please buy a guitar from us that’s a very high ticket sale yeah guitars costs they’re very expensive right so you don’t want to tell them that but in order to make this interaction tighter where they go one level up they leave
They do whatever they are reminded not only by a phone call they’re reminded by something else to come back to you but this my friend is not going to be a free product this is going to be a paid product it’s going to be an extremely low ticket paid product that hooks them into you why because every time they see that thing they’re going to be reminded of you okay so what you can say over
Here one thing I absolutely love is why don’t you pick up our free guide it has 200 pages print a 200-page guide you know with all kinds of things which talk about six levels of guitar playing which talks about seven customer stories, yeah it talks about the ten things you can do to learn guitar at home, yeah it has a bunch of different content and costs 250 rupees and why don’t you
Take it okay why don’t you take it and they pay 250 rupees and then they say well what if we come back and do business with you tomorrow you’re anywhere gonna teach us all these things that’s fine if you buy it today and come tomorrow I’ll refund you the cost of the 250 and you keep the guide take my guide it’s 200 plus pages talks about the six levels of different guitars playing you know that you need to know about the seven different types
Of customers you know that we have service which is people are in service people are students people are business people who are ladies homemakers etc everybody has a different customer study and 10 different things that you need to know about explanation the 10 types of guitar the 14 types of guitar strings or whatever it is okay and it’s 250 bucks and it will help you find some more resources hey guess what you want to take this decision in peace
Time please go to your home instead of going here and there and asking a bunch of unqualified people you’ll have a bunch of different resources in there where you can find out more where you can compare prices where you can find out you know what is the journey going to look like in the next three months six months three years ten years how is your kid’s career going to be in this industry if they want to make a career out of it what are the different things
Possible hey we have tied up with uh you know three different student bands who actually play in different restaurants around the city and it’s just something that they use to practice their guitars right so what are these different student bands what are the different restaurants where you can actually go and tie up and say hey my kid would just like to play for free and your guests can get entertained that way they get to practice you know your
Guests are entertained everybody’s happy 10 different places where you can tie up something add some value over there and say this guide is worth 250 bucks okay take this guide when you go home you will have a resource which you can use to make this decision in your peacetime in your peace yeah you don’t need to sit here and take that decision when you come back tomorrow if you do come back tomorrow
Within seven o’clock within that seven o’clock discount window I’ll pay you 250 bucks back I’ll buy you off another 250 bucks from your subscription and you still get to keep the guide now what happens is that it has to take care of two things first of all it puts a hard product you know it could be a software it could be a downloadable pdf or something it puts a hard product in their house
That’s gonna always remind them of your number one number two it instantly sets you up as an authority for very little work it will instantly set you up as an authority where it sets you up not only sets you apart from all of your competition it creates a compelling force saying if these people are into this stuff this deep then I do need to do business with them
Nobody likes to do business with a generalist everybody likes to do business with a passionate specialist yeah so that’s a sneaky little trade not only that in that guide you can have a discount coupon saying you know to take a discount coupon for three classes that mean they don’t want to go for the three months but they would like to take a discount coupon for three classes only they say this is pretty good why don’t
We bring the kid in and take a discount coupon for three classes 20 guitars if you buy it from us 20 off guitars if you buy it from us boom amazing every little piece of information in there should have a little link or it should have some information it should have a voucher that they can bring out a coupon that they can bring to get a little more discounts a little more stuff at your, uh you know at your business house and that brings you brings you and them closer
And closer using little transactions nobody’s winning or losing with 250 bucks but the interaction becomes stronger every time money is exchanged yeah so that’s why you never give out these guys for free never give it out free but always a little bit of money like bucks 50 bucks whatever yeah so that’s the sneaky little trick I talked to you about okay so I hope this was a value if this was a value do put in your
Comments now how do you build these product lines together if you would like to see real case studies of how these product lines can be built inside of 30 days even if you’re a corporate professional who has never done business before or even if you’re a multi-level market to have literally only one product line which is your MLM company’s product line or you’re a LIC agent who only sells LIC how do you build all these different product lines so you
Start getting paid in two or three ways instead of that one product line how do all of these product lines feed into each other to double or triple your conversion rates as compared to your competition and how do you increase the closing rate for your core product by 20 30 40 percent we got sneaky little secrets in our free master class which is called startupfrat.com product startup club for slash product
Product okay it’s 40 minutes of solid training that will probably add value to your understanding of these things by almost 50 000 rupees or more guaranteed so go ahead and check it out and at the end of that class you may also get a discount coupon to work with us if you want to work with us and build out these products these product lines for yourself over the next 30 to 90 days alright so that is it for this video I hope you liked I’ll see you In the next video bye