EP007 - The Ancient Art of Closing with Matt Elwell and Ian Luckett

<p>Today I interview a great friend of mine, Matt Elwell – founder of Elite Closing Academy.</p> <p>In this episode you will learn the difference between Selling and Closing, and more importantly how the different elements of this process to help you close more business, convert more sales and help more people.</p> <p>All we did today was talk about the Ancient Art of Closing Sales.</p> <p>Essentially, Sales is an important process but understanding how we close is crucial for any business owner.</p> <p>Matt’s point of view is that his learning came from a very young age. He had a great Sales training when he was working for others and this has put him in good stead.</p> <p>Also, He added that during that time when he was working he knew that his company didn’t have a process or a system for closing business.</p> <p>He soon realised that he needed a “way” of creating a better human to human connection. The power of voice, the way we speak, the words and language that we use has a huge impact in closing sales.</p> <p>Matt mentioned that People don’t want being sold to because of previous horrible experiences. Most sales people don’t listen and they don’t ask great questions.</p> <p>Being able to close doesn’t mean taking money of people. It means the logical next step on the journey – once you master the logical next step on the journey on the prospecting cycle that’s when the process becomes much easier and more natural</p> <p>Matt has 2 key teaching on the subject;</p> <ul> <li>Prospecting journey – “Understanding the caterpillar egg into a beautiful butterfly.” Understanding the lifespan of your prospects and/or customers. How long it takes somebody to go from cold to sold- from caterpillar egg to beautiful butterfly and most importantly, understanding how to nudge your prospects through the process and knowing how many contacts you need to have before they are ready and you’ve earned the right to ask a closing question.</li> <li>Understanding the Serve Sell/Close Cycle – A lot of business get that wrong becaus