Closing deals, whether it’s with a personal relationship, automotive dealerships, or dealing with clients, needs to start and end with a good connection between you and the one you’re closing the deal with. Communication is key, as a successful deal is usually a result of good emotion and energy passed between both parties. In this episode, host Brendan Meyers shares some strategies on successfully closing deals.
Review this podcast on iTunes using this link — http://www.createuagency.com/podcast-giveaway — and receive 7 FREE gifts —
Listen to the podcast here:
How To CLOSE The DEAL!
The Most Important Moves
This is another QuickTime Friday. I don’t know if you’re new here, but every single Friday what we do is we come in here and have a little bit of fun. We grab a topic. Maybe it’s an experience that I went through or it’s something that was requested through a review. We give you a couple of gifts for reviewing us. I appreciate that and we love hearing your feedback. Let’s jump right in. What I want to talk about, and it’s going to be a little shorter one, is closing the deal. How do you close the deal? Whether it is you picking up a car, you signing a client on, it could be a relationship, it could be anything and everything, closing the deal takes precedence. I talk about closing the deal as in everyone’s very vulnerable, emotional and completely bought in and it’s almost there. Whether it is that relationship where a person still has a couple of trust issues or they’re questioning couple things and give them those correct answers so that they feel solidified. Maybe a car where you’re negotiating about a deal and it’s coming down to that last bit. You guys both shake on it and you’re like, “Let’s make it happen.”
That’s what I’m talking about closing the deal. I wanted to throw in a couple of examples here. Base it around not emotional relationship, not a car dealership or going into it. I’m talking about bringing on a client. When you’re bringing on a client, one of the most important things ever is to connect. We as human beings are meant to connect. Whether it’s the person that’s serving you your food or it’s your mom, your dad, it could be your cousin, it could be whoever and anyone. The whole point of being a human being, my thoughts at the whole point, is so that you can connect with others. That you can experience life. Number one, connect. How do you connect? You have to communicate. To close the deal, you are going to have to communicate and be vulnerable. If you do not communicate correctly, then you will not close the deal. If you do close the deal, you are a lucky bastard. Closing the deal is all about how you are showing up with that communication, number one.
Number two, listening. That’s what communication is all about. You’ve got to show up and be vulnerable and allow yourself to ask the right questions. Allow yourself to trust your gut. You’ve got to listen. People that don’t feel like you’re listening have been through that pretty much their entire lives. How many of us or you feel like you’re not heard sometimes in your life. I know, I don’t feel heard sometimes. I haven’t felt heard in certain instances in my life and it affected me for the majority of my life. I know so many of my friends and people that work on the team and all these different businesses that I’ve worked with, they all deal with the same thing. People just want to be heard. They want to be seen, they want to feel important in some way shape or form. There are so many examples that I could give you and tell you this. This person like to see, they want to feel important but you get the gist of it. If you’re not communicating and listening, not speaking all the time but listening, you may not hear what you need to know about that person on closing that deal.
Let’s take it from a personal trainer perspective. You’re in a gym and you want to close a client. You want two more clients by the end of the month. If you’re that person specifically, let’s move to three because I want to push you a little bit further. Let’s say you meet someone. You go through and you start talking to them. You start communicating with them. You’re saying a few things to them. You’re listening to their responses. This is where it’s so important. I gave you the two tips of A, need to communicate and stand for them and be there. Number two, you have to listen to them. What’s most important is that you share something about yourself so that they can relate. If they are not able to relate to your situation, then how are they going to relate to the conversation? Think about that.
When people are in communication with each other and they’re developing a relationship because everything is actually relationship short-term. It is like you’re talking to a potential client. You guys are asking questions back and forth and you’re talking about things. You’re getting to know them, they got to relate to you. How does someone relate to you? They can’t relate to you if they don’t know anything about you. Why would someone else get super vulnerable and sign on and spend money? Remember, money is very close to people’s hearts. It’s a means of living. If you want something over your head, a house, an apartment, a condo, whatever it is, you need to be able to have the money. If you want to be able to eat, you got to have the money. If you want electronics, you’ve got to have the money. It’s unfortunate.
Even nowadays, a lot of the times, if you want any clean water, you’ve got to spend money. It’s shitty, but it is what it is. Money is close to people’s hearts. What do you think people are going to do if they’re not relating to anything that you’re saying? If they’re not relating to your situation, if you’re not being vulnerable, they’re not going to give you their money. It’s so easy for someone to pay you for something. You got to start looking at it from the intuitive perspective. If you feel like you should ask the question, ask the question. If you feel like if you express something that they’re going to express something back, then express it.When you're bringing on a client, one of the most important things ever is to connect because we, as human beings, are meant to connect. Click To Tweet
You can’t expect there will be dollar signs in your bank account if you’re not being vulnerable. You can try and communicate all day. By the way, this is all pretty much on our communication. Relating to someone is communication. Listening to someone is communication. Allowing them to understand something is communication. This is all communication. Life is surrounded by how you communicate with yourself, with other people. It’s everywhere. Be vulnerable, share something and ask questions. If you ask a question, make it a little more superficial. When they respond, respond to that with their response with something a little bit more in depth. Something that shares a little bit more about your life, a little bit more vulnerable.
I’ll give you an example. I was talking to someone and I was telling him about a situation and I don’t want to use any names or anything like that because they’re probably reading this. There was someone that grew up with something specific that bothered. In their way, it’s blocking them from communicating with people. I asked them and I said, “How do you feel about your life? What do you want in your life?” They said, “I want to make X amount of dollars. I want to have an apartment here. I want to be able to work for this company and this company, but more importantly, I want to be happy.” I said, “What’s holding you back?” They said, “On social media, I’m afraid to sell. I’m afraid to say too much. Even being on camera is tough for me.” I said, “Where does that come from?” They went into where it came from. I gave them an example of my life and I said, “I’ve been stuck in so many ways. Let me give you an example.” Immediately, they were able to understand where I was coming from. It enabled me to ask them another question. We got deeper and deeper. All it was were insecurities.
That’s what was holding that person back from closing the deal with other people. They didn’t get vulnerable with themselves. They didn’t communicate with themselves. Potential customers couldn’t communicate in that possible relationship. If you want to make $300 a month from a client, you’ve got to get them to buy into your vision. It’s only about your vision because your vision should surround their vision. If you can’t allow them to buy into their own vision, you are not going to bridge that gap between potential customer and customer. Closing the deal is breaking back the barriers is taking off all of those layers. It’s like an onion. You’ve got to get to the root. You’ve got to get to the middle and you’re going to pull, there’s going to be more shit that comes up. Once you get everyone vulnerable and open and there’s emotion attached to it. This is what marketing is all about. It’s about emotion. You need to get your potential customer emotional. Once you get them there, then you offer the opportunity. Opportunity is presented in the most vulnerable states and it’s extremely successful.
Black Friday. What do we do on Black Friday? From my perspective, this is what we do on Black Friday. We amp up this day of the year. We’re thankful. We’re thankful for everyone because of Thanksgiving. I’m not mocking Thanksgiving. I love Thanksgiving. I’m mocking Black Friday. I play into it and everyone plays into it. All businesses do because if you don’t, you’re not going to get any sales and people are going to stock up on other product and you’re going to be screwed. It shifted the entire market where everyone has to pretty much do a discount for sure and no one has to do everything. They don’t have anything that they don’t want to. It would be smart if you do. My point is that the market has shifted. Everything has shifted with Black Friday and it’s in an emotional state. You’re very thankful. You’re grateful. You ate a bunch of food earlier in the day because remember Black Friday also starts late at night.
You have been ramping up for Black Friday sale, “I’m going to be able to get this. I’m going to be able to get that and I’m going to be able to save money.” Again, saving money. Money is close to the heart. When you could save money, you feel like you’re doing something right. It’s okay, it’s allowed. You’re thankful. You’re grateful at that time. You’re very emotional. What do people do? They buy just because they are vulnerable in this state. They feel like they’re doing right by everyone else. It’s okay if I go into a little bit of debt, everyone else is going into a little bit debt. What do I want to feel? I want to feel safe. I want to feel okay. This is the right thing to do. This presents the opportunity for anyone to do something even though they shouldn’t. Isn’t that interesting? To me, it’s very interesting.
If you’re able to get someone emotional and put them in a state where this makes sense. I love this so much. My passion behind this is great. It will happen. If you tell someone that they are able to lose fat 100%, they’re able to lose fat and you paint the picture for them. They walked down in. They experience all their pain points coming up and you acknowledged their pain points. You’re supporting them and you give them examples of your own life and other people and what they went through. At the end of it, they are going to give you their money because it’s closest to their heart. Allow someone to feel heard, allow someone to be seen and view their vision with them. I guarantee you, you close them. That’s all about closing the deal. It’s emotion, communication, that’s all it’s based off.People just want to be heard and seen. They want to feel important in some way, shape, or form. Click To Tweet
This is a little bit all jumbled around. I have a million things that I’m thinking about right now. It’s Black Friday over here. There’s a lot of opportunity. I have phone call after phone call, but I felt like I needed to come on here because I had a conversation now and I had a conversation yesterday and the day before. Four days in a row about closing the deal with people and it’s a fucking vulnerability. That’s what it is. It’s communication. If you can’t communicate, you’re not going to get anything. Be vulnerable, be open with them. If you’re not open, you should not expect them to be open. It doesn’t happen that way.
Hopefully, you enjoyed this QuickTime Friday CreateU Experience. CreateUNutrition.com, we are coming out with our low stim and high stim pre-workout, our vegan protein and even our whey protein we’re looking at and we’re working with EAA, Essential Amino Acids full-spectrum BCAAs. Also, a female hormone balancing product that we’re working on. We’re also trying to work with some mood products. That’s important to me like the stress products. I’m extremely stressed. I do a lot of different tactics and I engage in a lot of strategies to be able to counter that stress. A supplementation is definitely one of the ways to do it.
I use something called Calm from Revive, which is really cool. It helped me. I bought it. I’ve heard a lot of cool things. I have a coach for bodybuilding. He presented it to me and I said, “I’ll try it.” I liked it so far. CreateU is definitely going to develop a product similar and hopefully something that is extremely effective. If you have any questions or anything, send us a message on Instagram, @CreateU. If you want to follow me on Instagram, it’s @TheBMeyers and remember CreateUNutrition.com. We’re also working on some apparel and we’re working on some big things. Stay tuned. I appreciate you and I’ll see you next time. Peace.