Are you and your team seasoned sales closers?
The host of The Deep Wealth Podcast and post-exit entrepreneur speaks with sales closer Bob King who reveals all. Bob King is a seasoned sales professional with over three decades of experience. He’s not just any sales guy; he’s a closer. And here’s why that matters to you.
Bob King is known for his book, “The Joy of Closing,” where he offers a new way to think about closing sales. But what makes Bob really stand out is his approach. It’s all about being genuine, building trust, and using emotional intelligence. Bob says, “If you got someone to propose to you, or got your kids to clean their room, you are a closer.”
Sales isn’t just about making transactions. It’s about building relationships and creating value. Bob King, author of *The Joy of Closing*, believes that the key to successful selling starts with building trust. He shares, “I’m not trying to get them to say yes. I am inspiring them to make an educated decision.” This mindset shifts the focus from pressure to empowerment, helping clients see the value in what you’re offering.
The Journey to Sales Mastery
Bob didn’t start out in sales. He was a filmmaker who found himself in a financial tight spot during the global economic collapse of 2007-2009. Needing to pay rent, he stumbled into sales and found his footing with a solar power company that wasn’t exactly virtuous. He quickly realized that pushing customers to buy based on greed wasn’t sustainable or ethical. So Bob found a better way, one rooted in honesty and belief in the product.
Before stepping into a sales pitch, the first thing a successful closer needs is belief. Believe in your product, your company, and the benefits you can offer. If you’re not convinced of your product’s value, how can you expect your client to be? As Bob puts it, “You need to connect with the idea that moving forward with you and your company is the absolute best thing for that customer.”
He tells us, “It took getting beaten up by life to learn those lessons, and I would love to have learned them a little sooner.”
Your presentation should be tailored to meet the needs of the client. Bob advises, “The presentation is the same every time if you are effective at your job.” But it must be engaging and fascinating to your audience to capture their interest and trust. When presenting, remaining attentive to the customer’s reactions helps you adapt and improve your pitch. If you notice restlessness or boredom, it might be time to refine your approach to ensure you are captivating and trustworthy.
The Art of Closing
So what does closing a sale really mean? Bob says it’s about getting your customer to adopt your agenda as their own idea. But it’s not about tricking them. It’s about helping them see why your solution is genuinely the best for them. “I’m not trying to get them to say yes. I’m inspiring them to make an educated decision,” Bob shares.
Bob’s method, which he calls “One Call Magic,” combines classic techniques with genuine intention. His process has seven steps, but the heart of it is connecting with your customer’s needs and helping them feel the pain of their current situation while showing them the pleasure of the solution.
Sales should never focus entirely on you and your product. Instead, it’s about embracing your customer’s story. Understanding and relating to their needs can help build common ground and trust. Jeffrey says, “People love to be heard. They want to talk about themselves.” Make your presentation about them. Doing so isn’t just about earning a moment of trust—it’s about forming lasting business relationships.
Feeling the Pain
In sales, making customers feel the pain of their current situation is key. Why? Because change requires commitment. People don’t change unless they feel something is wrong. Bob stresses, “They did not sign up for this when you got there. They’re happy. It’s like a great massage when they get into that muscle.”
One common mistake many sellers make is not knowing when to stop talking. This is a pivotal moment where effective listening comes into play. “Whenever you present price or ask for the deal, you have to stop talking,” advises Bob. This silence allows clients time to process, think, and eventually say “yes.” The closing process begins here as you need to listen and understand their needs before further negotiations or conversations.
Bob explains that customers need to feel the pain of their current situation before they are ready to change. It’s a critical step in showing them why they need your solution. “Making them feel the pain of their current situation, and the pleasure of your solution,” Bob notes, helps drive commitment.
A good presentation ends with making the customer want to take action. Bob breaks it down into a series of simple steps that inspire action, taking the customer on a journey from ‘I don’t know’ to ‘Of course.’ This requires skill, practice, and a genuine interest in customer success.
Building Trust and Being Fascinating
Bob stresses making a strong first impression, finding common ground, and really listening to customers. He advises, “Pay attention to the person that you’re with, and don’t make your sales call about you.” People buy from those they trust, not necessarily those they like.
Which leads to the magic of “The Three Reasons”: Money, Feel-Good, and Timing. These are the pillars Bob uses to build value in his sales approach. Money is often the first consideration, Feel-Good involves the emotional appeal, and Timing stresses why now is better than later.
After going through Bob King’s program, your approach to sales will change. You’ll become a master of your craft. Bob reveals, “If your job is raising money or getting, attracting investors, you are a closer.” The approach goes beyond traditional sales—it’s about persuading investors, partners, and stakeholders to get on board with your vision.
Stop Talking, Start Listening
A big mistake salespeople make? Not stopping to listen after asking for the sale. Bob underlines, “Stop talking and give that customer all of your attention.” You’re not just there to spill information; you’re there to engage and trust.
Key takeaways include:
- Belief in Your Product: If you don’t believe in what you’re selling, why should they?
- The Power of Silence: Know when to stop talking and listen.
- Building Trust Matters: Sales isn’t about convincing. It’s about building trusting relationships.
- Tailor Your Presentation: Don’t make it about you; make it about the customer’s needs.
Bob King’s strategies offer a fresh and authentic approach to sales, emphasizing trust, belief, and the power of understanding your customer. Whether you’re a seasoned sales professional or just starting, these insights will help you transform your sales approach to close deals with integrity and joy. So remember, it starts with belief, follows with trust, and ends in successful sales and happy customers. As Bob King says, “Make it about them. Be of service.”
Conclusion
In the end, being a closer is about commitment and service. It’s about being curious, empathetic, and authentic. Every interaction is an opportunity to connect, build trust, and inspire change. “Earn someone’s trust. It’s a powerful experience,” Bob says, and this is exactly what closers do differently.
Your next big sale might just be one conversation away, so approach it with Bob’s mindset: be genuine, be interested, and trust in the process. After all, as the episode reminds us, “Your wealth isn’t just about the money in the bank. It’s about the depth of your journey and the impact that you’re creating.”
Are you ready to transform your sales approach with Bob King’s insights? Remember, it’s not just about the numbers; it’s about creating lasting relationships and, most importantly, happy customers. And that’s what selling with integrity is truly about.
**
_What if 90 days was all it took to radically transform your business’s profitability? Discover Deep Wealth Mastery, the only system derived from a 9-figure deal. Ready to welcome your financial freedom? Start your transformative journey today. _Click here to start your journey_**
Today, Feldberg's passion is helping you extract your deep wealth. The 90-day Deep Wealth Mastery program helps create a solid foundation for three areas: increasing profits to enterprise value and optimizing post-exit life. Deep Wealth Mastery offers strategies and insights drawn from Feldberg's rich experience. The strategies from the trenches get results. Jeffrey's vision is to increase the social fabric of society one entrepreneur at a time.
Learn more through https://iapdw.com/prosper
