Nick shares content in this episode that will change forever how you look at selling and closing

It’s vital to understand the prospecting journey and know how to move through it successfully from a cold lead to a hot qualified lead who is ready for the closing conversation.

All too often people are confused about both the prospecting journey and the language that will make the difference, Nick explains the techniques he has learnt from Matt Elwell of the Elite Closing Academy along with how it makes the ultimate difference in selling and closing like an Absolute Boss!

 

KEY TAKEAWAYS

• The prospecting journey begins with serving it’s about creating resources to serve others.
• When people are a cold lead and don’t know you at all you must serve them first.
• The next step is to seed products and services – mentioning occasionally the services and products available.
• A prospect is someone who is interested in what products and services you have to offer and this is the point at which you should be selling to them
• You only go into closing when someone becomes a hot qualified lead.
• Someone becomes a hot qualified lead is when they have a written proposal. Once a client has a written proposal of some sort they are ready to be closed.
• If someone is interested in finding out more and you’ve sent them information, a written proposal the next time you speak with them will be a closing conversation.
• Many closing questions won’t work if the person is not ready for the closing process
• It’s all about the vocabulary used and how it can open the brain to the possibilities
• There are 6 questions that you can ask that are unlikely to bring the ‘no’ response and more likely to bring you success - What, when, who, which and how.
• 5W’s and a H will give you far more likely hood of a closing conversation and money in the bank.

 

BEST MOMENTS

‘What, when, who, which and how are questions that open up the brain to the possibilities’

‘It’s one of the most valuable pieces of training I have had’

‘It’s not just about selling and closing it’s about how you tackle your life’

 

VALUABLE RESOURCES

Empire Builders Podcast 

Elite Closing Academy

 

ABOUT THE HOST

Nick James

Nick dropped out of university at the age of 21 and failed spectacularly with his first coaching business, which forced him to take a £16k/yr telesales job. 

Within 12 months he was the top performer and left to start his second business at 24. This time he discovered a winning formula and before long had a multi-six-figure company.

He then made a huge mistake which nearly put him out of business and cost him £50,000 in personal cash!

Fortunately, Nick kept it afloat, turned it around, and sold that business 2 years later in a seven-figure deal. 

He then co-founded a multi-million-pound marketing company, which he exited in 2015, and created Expert Empires.

Today, Expert Empires is known as the UK's number one business event for Experts, with world-renowned celebrity speakers like Gary Vaynerchuk, Grant Cardone, Chalene Johnson, David Goggins, and Lewis Howes gracing the stage.

Nick also specialises in helping Coaches, Consultants, Speakers, Trainers, and Authors take their businesses from zero to six figures and beyond through his Expert Empires Mastermind programme.