The Chris Voss Show - The Chris Voss Show Podcast – Master the Art of Closing the Sale: The Game-Changing 10-Step Sales Process for Getting More Clients and Referrals by Benjamin Brown

Episode Date: November 30, 2023

Master the Art of Closing the Sale: The Game-Changing 10-Step Sales Process for Getting More Clients and Referrals by Benjamin Brown https://amzn.to/47WomB7 360salesconsulting.com As if channeling Zig Ziglar, Frank Bettger, and Jeffrey Gitomer, Ben Brown shows you exactly how to achieve a radical improvement in your sales process to dramatically close more sales, develop long term clients, and enjoy more referrals. Straight forward and clearly written, business expert Ben Brown provides a high impact sales strategy based on his years of successful sales training and experience. Whether you are a sales representative who wants to take your business to the next level or a manager looking for a complete step-by-step sales system for your staff, this is the game-changing book you have been looking for! • Discover the secrets for turning skeptics into buyers and buyers into referral machines. • Learn how to stop wasting time with those who will never purchase from you and quickly identify those who will. • Use a proven step-by-step sales strategy that will skyrocket your success and give you rock solid confidence in selling. • Improve your communication skills and ability to influence others, both in business as well as your personal life. Put your sales process on steroids with Master the Art of Closing the Sale and reap the benefits you and your business deserve. “Sales is an art, when done right it’s a beautiful thing.” -- Ben Brown

You wanted the best. You've got the best podcast. The hottest podcast in the world. The Chris Voss Show. The preeminent podcast with guests so smart you may experience serious brain bleed. The CEOs, authors, thought leaders, visionaries, and motivators. Get ready. Get ready. Strap yourself in. Keep your hands, arms, and legs inside the vehicle at all times because you're about to go on a monster education roller coaster with your brain. Now, here's your host, Chris Voss. Hi, folks. This is Voss here from thechrisvossshow.com.

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So as you engage in the Chris Voss Show, you join an elite group of people that bask in the Chris Voss Show glow and knowledge and all the wonderful things that our guests bring to us. Today, we have an amazing young gentleman on the show. Ben Brown joins us. He is a sales expert, author, and father of two young children. He's worked in sales for over 23 years and currently works with small businesses and helps them with their sales issues and low sales.

When it comes to sales, he's done it all. From stock brokerage style cold calling to car salesman, to gym memberships, to medical devices, he can sell anything. He's gathered all of his sales experiences, 20 years worth, and put them into a 10-step process and proven and tested sales process to help people get more clients and more sales. He says when sales is done right, it's a pleasing process. Welcome to the show, Ben. How are you? How are you, Chris? Glad to be here. I am good, and thanks for asking. No one ever asks how I'm doing. No one cares how I feel. And what's the title

of your book? Mastery of the Art of Closing the Sale. There you go. And it's available on Amazon? Yes, sir, it is. There you go. So give us your dot coms. Where can people find your information and all that good stuff? 360 Sales Consulting is the actual website. But if people want to reach out, very simple, it's Meet with Benjamin. My first name is Benjamin and I have meetwithbenjamin.com for people to connect with. And the book is on Amazon, Master the Art of Closing the Sale by Benjamin Brown. But most of the people, the easiest way to reach me is meetwithbenjamin. We're so busy in our lives right now, finding ways for people to communicate is easy. So I bought meetwithbenjamin.com and schedule a call right there. There you go. So mastering the art of closing the sale,

the game-changing 10-step sales process for getting more clients and referrals. Give us a 30,000 overview of what's inside the book. Well, every sale has 10 steps, but not every business needs all 10. Some sales processes are short. Some are long, six months. Some are like instant, months. Some are instant, but sales is everywhere. What I teach people, even if you have a child and the child wants to get picked up, that's a sale because the purpose of a sale is to get somebody to move.

There you go. How do you do that? What I analyze in the books is the 10 standard steps that a sale actually uses. And if you understand those, you start to understand the language of sales. And it's a skill. So do you want to tease some of them out to us, the 10? Well, the first one is really important. It's called getting prepared. So most of the time, people are not prepared for sales.

It's like a, you know, I'll give you an example. You're in a mall, you want to date, you see a pretty girl, you're like, oh, you hesitate, you hesitate, you're not prepared, right? So sales is every aspect of your life. If you're married and you get divorced, somehow you stop selling. So, you know, that's, that's, it's very simple. So sales is simple, but it's very simple. Sales is simple, but it's not easy. It's very true. People don't realize that everything in life is sales. I'll meet people over the years when I've taught

sales and stuff in our companies. I've had people say, I don't like selling. I'm not a salesman. I don't like selling. It's like you sell all day long. You sell your significant others, your spouses. You sell people to fall in love with you and why they should. You buy a car to sell people on what you think your image is

and what you want them to believe it is. We go on social media and try and sell that we're a good person. When you go to a job interview, you're trying to sell yourself. A lot of people don't realize they've really been selling all their lives. Here's the thing, Chris. You sell, right? As a child, you sell all the time

because you close. The step that you use as a child is just to close. You don't have it set up. You don't have any other steps. You close, close, close, close, close. You get what you want, right? So in a Western civilization, we're taught and trained to go to school, go to college, learn the skills that you need to get a job. And when you have a job, you have the money to get what you want, not ask for what you want. Oh, not ask for what you want.

Right. I like that get their college degree to go work for a company x amount of years and then they start their own business they realize they got to go back and start asking and their muscle has atrophy because they haven't asked since they were children there you go it's it's uh it's a thing that I like that paradigm that you have, that you learn to ask for what you want instead of just like, can I get a job? It makes all the difference in the world of that paradigm. What are some of the other 10 signals? Well, the next one is connect and relate.

We do this a lot more days in this society where they call it relationship sales, where you get to know the person that you talk to, find something in common to make them more at ease. Find some commonality, college, school, state, weather, football, and that will let the customer more at ease. The reason is that is because the difference between a great and a good salesperson is the number of questions that you ask oh the number of questions you ask yes so most people are not good salespeople because they don't ask enough questions ah i like that the uh you know it's it's people just think well i just ask just ask a few questions. And it seems like building rapport is so lost nowadays. People just, you know, they call you up or they pitch you over social media. They just go right for the close. And you're just like, I don't know you from Adam.

I got nothing invested in your crap. What the hell? How does it make you feel? It makes you feel used eh it's like right it's like it's like take me to dinner first wine and dine me eh um before you try i would i would get from that just based upon if i'm listening because the key point of a salesperson is that the end of your end of your sentence you use the word a so i would go back to if i'm on the phone with you and i go chris you're from canada no we have a lot of people from canada i watched

wow and then i can reflect that and i build some type of rapport so it's most of the thing what you're doing in sales that's important is that you're doing two activities proactively and you're doing one reactively at the same time so one of the things you got to know exactly where you're going in direction of the sale you have to be confident and then you have to listen and most people don't listen and that's that's a real big issue because they don't care they're just so busy pushing sales they're like so bye bye bye bye bye my stuff and you're like man i don't know who you are and you don't seem to have my interest at heart because you don't care. You didn't even bother to ask.

So, you know, take a hike. Why do you think learning sales is so important? Well, it learns you to navigate in life because everything is actually sales. If you look at it from that standpoint, let me give you a good analogy, Chris, you can understand this. And that's one of the things I teach. It helps people understand. A homeless person that you see on the street, on a good corner that has a good mentality, you know, not mentally have have issues but just hard on their luck things are not working out you know it can happen to any one of us right so if

you get a homeless person and they did a study and you you go out on a corner a good corner and you you put a sign out there on average in the United States how much money you think that person can generate? I don't know. It depends, I think, kind of where they're at. I don't know. I have no idea. Normally between $300 to $700 a day. I'm in the wrong business.

You look at him, that person, right? $300 to $700. That's why you don't see them out there that much because what do they need? They don't have overhead. I ask a business person in retrospect, you have fax machine, computers, you have rent,

you have a mortgage, you have cell phone bills, you have a website, you have everything. This person is making $300, $700 a day. Is your business making that $300, $700 a day. Is your business making that? Normally, no, right?

Entrepreneur. And you ask, what is the difference between you and that other person? Hmm. What is the difference? There is no difference. The difference between that person is the person the homeless person is using something called focus they don't care about what their family say with their friends they don't care what they look like they don't care about rejection they don't care what people say about them they're out there to get what they want because their need is strong it's either alcohol

drugs something to eat something to keep them warm, right? You go back to the necessities. So you don't care about anything else. When we go to work, do we have our coffee? Did our cell phone went off? Did our friends call? All these different distractions, right? Now, let me ask you a question. For that person in a small business, they're normally selling a service or product, right?

Mm-hmm. What is the homeless person selling, Chris? Just, I don't know. You tell me. What do you get when you give them money? You feel good. You feel like you've done some good work. What do you get, Chris?

What do you get? I have no idea. You're going to have to tell me. Put your hand out. What do you get? What do you get in return from them? Nothing. Nothing.

Oh, okay. So they're selling nothing, making $300 to $700 a day. You have a product or service and you can't match that. So I should definitely feel bad. Who's the better salesperson? Yeah. Yeah. Well.

So it's not about the product or service it's you that's an interesting perspective i mean when you say that it's it's uh i mean you're you're part of what you're selling is charity you're buying as charity you know you want to feel what do you get in return you're giving you're giving them money they're selling you but you get it you get it you get in return? You're giving them money. They're selling you. You get a feel-good thing like I helped somebody. I did something of charitable service. Right. So it should be easier if you're selling a product or service.

Yeah. Right? Yeah. I mean, he's basically selling, hey, you want to feel good? You want to help somebody? I'm going to play on your guilt a little bit. Yeah. Yeah. So I think there's a trade there that actually does take place and i don't think it's nothing would you remember that a week from now yeah

i mean why would i not remember a week from now i don't know i'm saying you you tangibly don't get anything now you get a feeling physically yeah you get a feeling it's like somebody giving you like um like for men somebody coming and give you a compliment which we don't get a lot it's like oh i got a compliment right so but i'm saying on between business and the sale itself. It's a sale going on where something is trans, something you can really service or something that is really product wise. I mean, you market to get this thing out,

the whole deal. They're not doing any of that. They don't have any overhead. And they're still doing the same process. They don't have any inventory either. No. No overhead. No website. No Instagram. they don't have any inventory either no no overhead no website no instagram no nothing and they're making that type of money just because they're asking i'm gonna quit my day job uh how do you think sales have changed over the years uh and uh it has to change with online there's a a lot of online services. When I grew up, you went knocking on doors and stores and stuff. How do you think sales have changed over the years?

And is this process of sales changed or has it remained the same? It's the same thing, but just a different way. Most times in the last 10 years ago, we started using copy. People stopped reading. Now we're on the visual deal, Instagram. I need to be visually sold. 10 years ago, you can write a copy and you can make money. Everybody's in the game for the same thing. They're looking for low-hanging fruit. I go to a business person. I say, I take away your computer, your cell phone, and your fax machine or whatever you have. How are you going to sell? So these are tools. When I started in sales, I had a black phone and a notebook. That was it. And we're pulling down, in our company, we're pulling down

tens of thousands a day in business just by being on the phone, proactively calling. People don't like to do that anymore. That's work, right? So if I can market myself to low-hanging fruit, why wouldn't I do that? Pay a firm to come in, put us on Instagram, create these videos, get the vibe going, get everybody going, and then having them knocking down the door,

and then people say, it's a difference between an order taker and a salesperson, right? uh everybody would love to have that but more than likely these things are called tools the cell phone these things um you know the computers these are tools same thing they had back in the days um you know uh before they had radio radio was a tool tv was a tool cable was a tool so if you look at it from that standpoint sales has not changed just the tools that you have has so if you still take somebody who has a million dollar business and they said oh you know we're rocking and rolling i said there's a person walking down the street could you sell them they probably

couldn't yeah so sales really sales are going to change. You talk about this in your book. There's still the steps that you have. They're still gaining rapport, closing, objections, probing the client, asking them what they want to achieve, etc.

One thing you talk in your book is about discovering the secrets for turning skeptics into buyers and buyers into referral machines tell us about some of the if you could tease out a little bit of that okay there's businesses that don't need marketing amway right so what they did their sales process is the people that they hire i'll pay your percentage to go sell my product and you're going to sell the person that's closest to you i will invest the money in you to become a mini salesperson then spending millions and

billions of dollars to market out there on radio or TV or anything else. And you're more invested and you'll get more people in and then we'll raise you up and then you manage and do the same thing over and over and reproduce that. Right. That's the referral process. I've went in businesses that had no referral program. We're able to generate 20 to 40% because they still focus on just the one sale. And when they're done, they move on. Your best customer is the one you just sold. Yeah. Right. And so people say, for example, let me give you an example. When should you ask for a referral? Oh, well, we asked for a referral after we service and product. And you don't know how that's going to go. You normally ask for the referral right up front because that's the happiest they're ever going to be

so i say who besides yourself did you know that we possibly be able to help with the product right right after the sale is done step number 10 is asking for a referral it's not the sale the sale is just automatic asking for the referral is the key because if you're my demographic and you're my target market you should know somebody close and when i talk to them i can ask you to refer me introduce me which actually cuts down two of the steps of the process already and moves me on quicker to the next sale there you go there There you go. So that's one way of getting through it. The other question I have is how to stop wasting time with those who never purchase and identify those who will. How do we make that determination? Well, the step is called qualification. Most of

the people have, but here's the three things that we initialize in the 10 steps. Number one is qualification, right? Are you the person that makes that decision? Who besides yourself makes the decision about things of this nature was a product or service, right? The next is investing in what's called an emotional trigger. Finding out emotionally what will happen if they use that product, that's going to help you in the process

to understand it. There's no emotions. Normal times, there's no sale. Then after that, going to step number five, which is actually set up, if I could, would you? I'm halfway done. Instead of going through pitching my product, I haven't even told you what I had to offer. I'm asking you if I could solve the problem that we talked about and we could do it. And if you're a strong enough salesperson, put a price behind it for this amount of money. Is there anything that's going to hold us back from getting that done today? Today, not next week, today. And asking those difficult questions is what's going to save you time. If I can't, then I need to move on, ask for a referral, and go, right? Because what most people try to do is get on to the close and then close, close, close, close, close, close, close.

It's not even qualified. So, you know, it's like, wow, you wasted, I don't know. And then you went through your whole presentation, which takes a lot of effort depending on how many times you're doing that. I used to do sales at a computer show. You're pitching all day. So by three o'clock, your energy level, which is 80% of sales is confidence, is kind of down. And all the people got to use against you karate-wise is no. So you've got to figure out how to get them to say no in like 20 million ways to stop this one word from coming into the picture. Yeah.

It's crazy. Yeah. I get that all the time on LinkedIn and on my emails and everything else people hit me up for stuff and it's like i'm you're you're trying to sell me something i don't even i'm not even in this business like you know i've had people you know send me emails or linkedin messages being like hey yeah we manufacture steel you want to buy some steel that you can resell? And I'm like, where did you get the impression I was in there?

And you just wasted whatever your in-mail cost to send that message to me. You know, you haven't qualified me. I get all sorts of weird stuff all the time that gets hit up on the show. And people just blast it at you and don't ask questions, which... It's like you being an absolutely gorgeous girl. You ask them, they get crazy offers all the time, right?

So the more popular you become, people are looking up to you because if I can sell you, I can sell your friends. So it's not really about you, it's about the status. If I can sell you, I can sell your friends. So it's not really about you. It's about the status. If I could sell status and then put you as my referral, I can get, if I can hit him, you know, some people call it the whale depending on your demographic and they look at it from that standpoint. So, you know, a lot of the Googling analytics that you probably had since you had this podcast has your status high so everybody's fishing for you because you're a connector with everyone else yeah that's probably why it's a good thing to have like i said it's like being a you know a 10 which is not too many tens but you're

a 10 you get hit on all the time right yeah i know it's rough man being a 10 it's rough it's rough being the sexiest man alive. Okay. Yeah. We need to disconnect that Google Analytics so people quit bugging me. No, I just want to say, they see all the videos on LinkedIn because we pump, you know, live into LinkedIn. Right. And so they see all the action we do on LinkedIn because we post a lot of stuff there. And we have a big LinkedIn newsletter in the LinkedIn group of 130,000 people. And so, yeah, they see we're doing stuff,

and I think that's where a lot of it comes from. But, yeah, even then, they're paying in-mail on LinkedIn to send us a message, and I'm just like, I'm just like, serious, man. You're raising a lot of money. One thing you talk about in the book is how to improve your communication skills and ability to influence others, both in business and your personal life. What are some techniques that we can do to do that? The main thing people have to do these days, depending on your personality, is listen more.

It's amazing. I have two children. I have to consciously do it myself because we're moving at such a fast pace nowadays. Our attention span is maybe even a fifth of what

it used to be when we were growing up in the 90s because so much stuff is being thrown at us. To be in the moment and to thoroughly listen, you know, like, I go back to relationships. You're not listening. It's like you heard something, but are you listening? So in sales, it's like feedback, asking the question back to make sure you thoroughly understand it because you the first rule i teach in sales number one when anybody works with me rule number one is you never assume anything yeah definitely never do that geez that's all about my questions so it gives you ability to slow down because people, we're not being taught what a

good conversation is, right? School doesn't teach us that. So sales is a conversation of a different language that people need to understand. So that's why when people do it and I check with them or analyze them, like that's, I don't know what that is, but that's brutal. So, you know, it's like, you know, sales is supposed to be fun. And so that's why people have negative connotations with it is because you actually have to come out of your comfort zone to actually help people decide what they want sales is normally seen as a negative which it can so it's a power that you have and it could be used for good or it could be used for bad which we all know the bad we've seen it we hear it on tv all the time guy done stole 300 and some odd 35050 million of stocks.

How did he do that? He did the same thing. He just did it on a bigger scale. There you go. I think it's a negative because people don't like the objections. They don't like being told no. They don't like being rejected. Right, and that comes back to where, Chris? What does that word come back to? They don't have the what yeah right and that comes back to where chris what does that

word come back to they don't have the what i have no idea confidence confidence okay so you know when you go out i always go back to relationships now when you go out to try to date or back in the days you had to approach girls you know that you're gonna to get turned out. It's part of the game. So most people quit. They don't like it. They don't have the confidence. So most of the time, dating coaches would have guys try to boost their confidence up to understand and take the rejection. So women said, oh, I don't like when guys do that. Well, you know what it took for that guy to do that? He had to work on himself to get the balls to go up to ask you to get shut down, which happens all the time. And then the other guy doesn't ask at all, which is a nice guy. He doesn't even show up in the picture because he can't even do it. But for some people, it took work to get to that point. Like,

I know I'm going to get shut down. Like don't care. And that's what it takes. And most people rather just go back nine to five and don't have the responsibility of putting their personality and their confidence on the line with a paycheck. Because when you work a non, a straight commission job every week or every month your confidence and your talent is on the line like a football player there you go and i i would say in addition to confidence it's you know skills training right knowing how to deal with rejection having having a being taught a mindset of like hey it's okay if people tell you no. My mindset has always been if people tell me no, thank you.

Great. No big deal. I'm one step closer to a sale because I know that sales is a numbers game. So if I knock on as many doors, if I ask as many girls for their phone number, eventually I'll get to a yes if I pursue no's. It a numbers game and not everyone's gonna like you not everyone's gonna buy from you welcome to life uh it's not fair um but that's that's the process but you know even if you're even if you're a horrible salesman you know that if you dial in a phone number, you're probably going to get a sale. You know, something's going to flop and land in your lap, as we used to call it. You know, oh, you're like, you always tell the bad salesman, you're like, oh, you flopped a fish in your lap, did you?

Just jump right out and land it right on you and hit you in the face. But, you know, having all those other core competencies, I think lead to confidence. Um, having the knowledge base as a, as a grounding underneath you, um, understanding the math really, because then you're not bothered by it. You know, if a girl tells me no for all the years that I've been single, I don't, I don't care. Great. I mean, she just doesn't like me and that's awesome because now I'm one girl closer to, you know,

we can put her off of the 7 billion people on the planet list. Or I think, I mean, we should probably say half because half are probably men and women. So, you know, I'm 3 billion point five minus one down to finding, you know, whatever someone that I want to have annoying me for the rest of my life. Yes. So one of the things I did, Chris, is that I had a group of people who were doing telephone sales. And so you can motivate people different ways.

So the contest was the person with the most no's got the bonus money. Oh, really? But you had to do the sale correctly. You couldn't cheapen it. So if you did it correctly and you got the highest nose then you got the bonus you know what happened in the end what the person with the most nose got the bonus and had the most sales i love it there you go and that that's it it's a numbers game and you have to use something of sales as a numbers game you Yes. You just have to think of sales as a numbers game. You can't, you have to realize too that, well, I mean, I could say that they're not necessarily rejecting you, but they are.

Yeah. Because people buy from people they like. And so, you know, the greatest salesman I've ever had or met, they have kind of ability to be a, a attractive to all sort of person where they know how to gain rapport with different styles of people. They know how to kind of mold themselves to gain rapport with different sides of people. They know how to understand human nature.

Understanding human nature is a real big part of it. Some of my best salespeople have been psychologists. They read people really well a real big part of it. Some of my best sales people have been psychologists. They know, they read people really well and they know how to get into people's heads and understand them and what they want. If they can do that, people buy from people

they like. It's just a simple fact how it is. If they don't like you, they're not going to buy from you, whatever it is you're selling. Right. Unless they really desperately want it. I've had some people really, really, really need it. Bung a sales process to me from you, whatever it is you're selling. Right. Unless they really desperately want it. I've had some people really, really, really need it. Bung a sales process to me, and you're like, what's that old meme that kicks around?

Shut up and take my money already. Jesus. Stop selling to me. Yeah, give me the sales. So tell us what you do with your systems, with your website, with your coaching that you do. Tell us how people can work with you, what services you provide, how they can

onboard you, etc., etc. Well, I say 360 because I've done all aspects of it. As far as some companies I've even hired because one of the things, if you don't know how to sell, it's difficult to hire a sales person. So I did that for one. Look at him laughing.

He knows it's true. he knows it's true he knows it's true he's like i think i keep going through people i'm like you're not a salesperson you you don't know how to hire like you one thing a salesperson do know how to do is get a job they can get a job um so yeah so i came from management um and that so what i do is i analyze uh where you're going to get the biggest bang for the buck. Is it technology you're lacking? Is it sales skill? Is it a process?

Is it referrals? So when I analyze a company, because I don't work with all of them, or an individual, is figuring out where the money is going to come from to pay for me. I like the client that you're going to get pay for me because my deal in the end is step number 10 referrals, right? So if I make you money, when somebody has a problem, they call, needs your sales down, call Ben Brown. So I go into a company figuring out your system because most people have a marketing system. They have an accounting system. They don't have a successful sales system until something goes wrong. Competition come in, they got sued. The company got bought out. Something has changed where they need emergency bandaid on sales. And so that's when the phone

actually rings and I figure out what's going on, what's the money you're looking to make. So most of the time I'm able to generate 20, 20%, 40% or more, just depending on what the problem is. I'm a problem solver. What is the problem? You guys, do you have a sales process? That's the first thing. No. Okay. So how do you correct it if it's going wrong? Well, we're a million-dollar company. I've come into some companies that had no sales. Seriously? So I've actually had to build a sales team. Projects didn't only take about six to seven months.

Hired a sales staff, bring them in, trained them, bring a manager in to oversee it, give them the keys to the car and walk away. Wow. So that's why I say when I do, can do a lot i can do a lot that's a lot of work a lot of work um yeah not only is um the difference when i work with individuals is that i'm able to role play because that rejection is the same thing and when when people reject you, they never tell you what you did wrong. So by role-playing, you're able to see the difference in people and slight acting and the same thing, what you're doing wrong because you're never supposed to practice on your potential clients.

But you don't see people role-play. They just read a script or they do this and they don't role play. So cut, no, try it again. Different tone. Do this, do that. Listening to the phone conversations. Why did you say this? Where are you going when you're going with that? I mean, the direction I got when I started, I mean, everything was critiqued on cassette tapes. Why did you say that? I don't know take it out like it's a waste of time you taking them on the wrong direction It's like all these little small things going on in that conversation because you're just trying to focus on what you're saying Not what they're telling you

right So that's why I said the three things you have you got to do you got to know where you're going You got to be confident. You got to listen because in any potential sale that in long enough conversation of asking questions, the client normal time is going to give you what's called golden nuggets or diamonds that they're throwing at you that people don't pick up. Yeah. Oh, did I hear you just say, why did you say, you know know and then you get deeper into it which is the emotional trigger and you figure it out meanwhile the person is just talking a mile a minute right pitching pitching pitching pitching pitching and that's the numbers game that's fine but when you really want to ask for the referral sales go smooth it's a beautiful thing because they don't

know they're being sold yeah that's that's the real key if you can sell somebody and they they don't feel like they're being sold or pushed on they can they can they can flow with it and it was my and it was my ultimate goal chris i want a referral so if the sale goes smooth i can go right into that since we're having this conversation oh by the way since we're on the phone and i've helped you, who would you, I would like to know at least two to three people that I know that I can help with the product or service that I just provided you. Who would you like to start with? Pause. Writing this down.

Should I call them? Should you call them? When can I call them? Set me up. Right? And if you do that, insurance companies do a lot of that. Right. So it's simple, but it's not easy because there's steps before that. But if you continue to process, you'll see the success that you want.

Definitely. Definitely. Asking referrals is important, especially if your customer is happy. And you got to do it right there in the moment because, you know, after a while they tend to forget. You know, they move on. They're like, I did that. Now I'm doing something else. So I don't need to deal with that anymore. And that works really well. So where can people onboard with you?

How can they reach out? Give us your.com and the onboarding process or seeing if you guys are a fit to each other. Oh, three things. 360salesconsulting.com or they can go meetwithbenjamin.com and then

schedule a call. I tell people the book is Master the Art of Closing Sale. And I say, screw it, man. I'm a 1Ls person. You can call me direct, 863-274-3898. There you go. Just call them directly. That's the best way to do it.

There's so many people that put so many barriers between them and customers. I love this. Oh. Yeah. Oh, because they like the whole low-hanging fruit and feel important. Yeah. I think that sometimes they just don't want to talk to people like you'll see people like yo you got to do you got to fill out this form on my website and then you got to do all this stuff and you're like and then and then like and then they're

sitting around going oh i don't have any customers i'm like have you seen that form like i've had some people send me a form that they want me to fill out just to come on their podcast. And I'm like, Jesus, do you want my blood type and my stool sample and my, I don't know, names of my children and crap? Like, what the fuck? You don't need any of this information, man. Well, here's the deal, Chris. We used to sell like this back in the days, right? Face-to-face, door-to-door, door-to-door salesman. And over the years, because of the tools that we provided, it's gotten further and further away

where you don't even know a face to the person that you're buying from. That's true. And I think it's important to know the face of the person you're buying from. I don't know. That's kind of my thought. So there you go. So this has been very insightful

and very educational. Ben, thank you very much for coming on the show. So there you go. So this has been very insightful and very educational. Ben, thank you very much for coming on the show. We really appreciate it. Yes. Awesome. It was good. Good times always. Any other questions?

I'd love it. There you go. Master the art of closing the sale. The game-changing 10-step sales process for getting more clients and referrals. Thanks to our audience for tuning in. Go to goodreads.com, 4ChestChristmas, LinkedIn.com, 4ChestChristmas, YouTube.com, 4ChestChristmas. Follow that big LinkedIn newsletter and the 130,000 group on LinkedIn as well. Thanks for tuning in. Be good to each other. Stay safe and we'll see you guys

next time.