SYS 176: The Art of Closing Deals: Secrets to Success with Selling - Interview with Matthew Elwell, Author of Open with a Close
🎙 Discover the art of closing deals in this insightful conversation between Steve Day and Matthew Elwell, the director of the Elite Closing Academy. Matt, a sales trainer and coach, shares his expertise in transforming the sales process and helping business owners achieve quick wins and growth. The episode also discusses the importance of generating leads through marketing and converting them into sales-qualified leads through human interaction. Overall, the episode provides valuable insights and practical strategies for improving sales processes and achieving business success. KEY TAKEAWAYS 💡 Focus on Generating Opportunities: Invest time and energy in generating opportunities through marketing. Then, follow up with human interaction to convert leads into sales-qualified leads. 💡 Start with the End in Mind: When engaging with potential clients, focus on understanding their desired results before diving into the details of your product or service. 💡 Utilize Written Proposals: Create written proposals to simplify complex information, stimulate conversation, and provide potential clients with a professional and structured experience. 💡 Professionalism and Consistency: Professional, consistent, and exceeding expectations in your sales process can significantly impact the buying experience and increase conversion rates. 💡 Define Success Across Multiple Areas: Success is not just about business achievements but also about being a loving individual, serving others, contributing to nature, teaching, and maintaining strong relationships with family. BEST MOMENTS 09:08 - 💬 “A lead is a human being. A business is a person. Businesses have groups of people in it. And I think never lose sight of that because behind the lead is a person that has feelings that might be having a bad time in their life, in their business. And you're serving overcome that problem or challenge or pain.” - Matthew Elwell 32:37 - 💬 “Being confident, structured, focused, organised, all of these things should not be underestimated in professional salespeople.” - Matthew Elwell 36:20 - 💬 “You are meant to be easy to buy from. And I think for anybody listening to this, it's just worth asking yourself for a moment- if you were going to buy from yourself right now, what would the experience be like? And as it is now, what kind of process do you have in place? Because hope's not a strategy. Winging it is not a strategy.” - Matthew Elwell TIMESTAMPED OVERVIEW 00:00 Grateful for the book that changed my perspective. 07:16 Training session emphasised maximising client outreach efficiency. 10:09 Evaluate existing email recipients before seeking new opportunities. 11:59 Don't miss out on business opportunities. 16:51 Understand client vision before explaining complexities. 20:43 Written proposals are like a good restaurant. 22:34 Simplify complex bathroom design proposal for discussion. 31:45 Professional salespeople improve buyer communication and attractiveness. 34:33 Emphasizing professionalism, consistency, and exceeding expectations leads to success. 36:33 Be easy to buy from. Create processes. VALUABLE RESOURCES Website: https://www.systemizeyoursuccess.com Facebook Group: https://facebook.com/groups/systemsandoutsourcing/ LinkedIn: https://linkedin.com/company/systemsandoutsourcing/ Instagram: https://instagram.com/systems_and_outsourcing/ YouTube: https://youtube.com/@drsteveday42 GUEST RESOURCES Website: http://www.eliteclosingacademy.com Facebook: https://www.facebook.com/groups/eliteclosingacademy Instagram: https://www.instagram.com/mattelitecloser Open With A Close - THE TWELVE POINT GUIDE TO CLOSING MORE SALES: https://eliteclosingacademy.com/owac ABOUT THE GUEST Matt Elwell, Director of the Elite Closing Academy, Sales Trainer & Coach, Author of ‘Open With A Close’ and Public Speaker. Matt is currently on a mission to change how the world sells. To help business owners get quick wins, gain more clients and grow their businesses. He has 22 years of experience as an entrepreneurial business owner. His sales career has ranged from cold-calling to successfully negotiating multi-six/seven-figure contracts in the UK and America. In 2017, Matt turned his attention to sharing his understanding of sales and human psychology to help people sell effortlessly with integrity by following a human-to-human communication process. This framework is now helping business owners dramatically grow their businesses in 19 different countries worldwide, from start-ups to multi-six—and seven-figure businesses and everything in between! In August 2018, Matt co-founded the Elite Closing Academy with Nick James, which has since grown from zero to a seven-figure business. ABOUT THE HOST Steve used to be a slave to his business, but when he moved to Sweden in 2015, he was forced to change how he worked. He switched to running his businesses remotely. After totally nailing this concept, he spent his time helping other small business owners do the same. Steve has been investing in property since 2002, has a degree in computing, and worked as a doctor in the NHS before quitting to focus full-time on sharing his systems and outsourcing methodology with the world. He now lives in Sweden and runs his UK-based businesses remotely with the help of his team of Filipino and UK-based Virtual Assistants. Most business owners are overwhelmed because they don’t know how to create systems or get the right help. Our systems and outsourcing Courses and coaching programme will help you automate your business and work effectively with affordable virtual assistants. That way, you will stop feeling overwhelmed and start making more money.