You’re using every sales tactic, method, and technique to get a potential buyer to close a deal. When you think they are going to say yes, they end up telling you I have to think about it some more.

Within your mind, you think you did everything right. So why are they telling you no?

In this episode, you’re going to find out the error you made. I chat with a special guest with a surprising background, Yano Anaya, who shares the number one mistake sellers make when closing a deal.

Yano Anaya’s Background

• Do you remember the two sidekicks of the bully who got his tongue stuck on the pole? Well, one of them was Yano Anaya.
• After spending years as an actor, he decided to make a switch to entrepreneurship. His unique background helped him become a sales marketing expert. 
• Currently, he runs The Christmas Story Family, selling merchandise from the movie.
• Also, he is the host of a new podcast, “Talking a Christmas Story,” where you can hear behind-the-scenes stories and personal memories from the cast.

Psychology Trick To Close More Deals

• As a seller, you kind of have to ask your potential customers for money. That’s the business of sales.
• Yano noticed how sellers often struggle with this challenge and are unable to close deals effectively.
• He shares that if you have a problem with asking then you may have a personality trait that makes you feel uncomfortable in the sales industry.
• To overcome this, you have to switch your way of thinking. Yano says that instead of feeling as though you’re asking, view it as if you’re giving them something that will better them.

Breaking Through Your bias Thinking

• Digging deep within and asking yourself why you have a problem with asking for large amounts will help you shift through your objections. 
• Once you can create value within your biased thoughts, you’ll realize that you’re not hurting anybody by asking.
• It also depends on the type of service and product you’re offering. If you buy into what you’re providing and how it helps others, your negative feelings about asking for money may go away. 
• Remember building confidence takes time, if you struggle with this practice meditation, mindful techniques, or reach out to a sales coach.

Authenticity Brings More Sales

• Yano shares how being a trustworthy person helps you close more deals.
• People want to feel a connection and know you’re a genuine person. 
• Even though some sellers may have a specific personality trait to help them display their real personality, a process may help you.

“If you use your negative trait positively, then asking for 50K is the ripple effect of you helping an individual scale." - Yano Anaya.

Resources

A Christmas Story Family

Facebook Group

Talking A Christmas Story Podcast

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS

hubpspot.com/marketers

bluemangostudios.com