467: Master the Art of Closing the Sale to Get More Clients and Referrals with Benjamin Brown

Benjamin Brown is a father of two young children and holds a Bachelor's Degree in Business Management. He has over 23 years of experience in the sales field from multiple positions from sale reps to sales management.

A Best Selling Author, Ben's book, Master the Art of Closing the Sale: The Game-Changing 10-Step Sales Process for Getting More Clients and Referrals. His popular sales blog, now at 360SalesConsulting.com, focuses on giving great tips and advice for sales people world wide.

Quotes:                                                                                                                                   

“Sales is a skill. If you acquire that skill, I could take anybody off the street, even a homeless person, and you could generate money with that skill.” – Benjamin Brown

“In sales, you're either getting better or worse every day. If you haven't practiced it—which is the key—you need to give people the ability to actually practice their skill one-on-one before they practice on their clients.” – Benjamin Brown

“Most businesses that are serious about sales and don't need marketing get most of their business through referrals.” – Benjamin Brown

Takeaways:

02:31 Sales is a skill that requires consistent practice and proper training, much like learning a martial art.

14:02 Never assume anything during a sales call; always ask specific questions to qualify leads.

32:09 Generating referrals can boost business growth by 20-40% without additional marketing costs.

40:43 Silence after asking for a sale is powerful - resist the urge to keep talking.

42:17 The key to successful sales is understanding emotional triggers and connecting with potential clients personally.

Podcast: Play in new window | Download (Duration: 46:30 — 42.6MB) | Embed

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Filed in: Archive 2: 2017 • Interview • Podcast • Sales