B.A.N.T And Why You Suck At Sales

Why You Suck At Sales…

Almost every client we work with at some point says “Ravi, I suck at sales.”

The main reasons they think that are:

– They actually suck at sales (rarely the case and easy to fix, do more sales calls)

 – They aren’t tracking their sales numbers (easy to assume you suck when you rely on your unreliable memory)

 – They are getting on the phone with unqualified people (this in combination with not tracking their numbers is the case 99% of the time)

 In this video I cover what your sales process should look like, how to use B.A.N.T. to get better at sales, and the one thing I did to increase my clients closing percentage by 15% in 10 minutes.

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[00:00:00] So in this video, we are going to be covering B.A.N.T, how to use it inside your sales process and why we how we essentially solve the I suck at sales question that I get from a lot of our clients. OK. So first, before I dive into this, I just want to tell you guys really quickly what your sales process should essentially look like now. Obviously, this is going to vary on a case by case basis, but this is what a lot of at least business to business or a lot of our clients in the online business to business or high ticket service rodder clients. Essentially what it looks like this. Right. So you have some kind of traffic source right here with just put ‘T’ for traffic that leads to and that can be Facebook ads. YouTube ads. Google ads. LinkedIn outreach. Email outreach. Cold call podcast’s, whatever it is. I have another video you can go to call if you to scalingwithsystems.com/the-machine, you can see little more on it. But so traffic sources vary obviously. But then after you get some of this interested in your product, whether they come in mount or you go out onto them. You have what we call a qualifying call. We a call it a disco discovery in our company as well. That’s where you’re going to kind of figure out a little bit more about them. I’m going to cover that in depth in this video.

[00:01:07] Then you’re going to have essentially what’s known as the demo call. Now, the demo call can be the same as the qualifying call if you qualify them right away. We train our clients and even my salespeople as well. We have a 12 perso n sales team. We train them. Exactly. You don’t need to reschedule the next call, right? If you if they’re warm and they’re hot and they know the offer, whatever it is, don’t feel free to take them all the way to the close on that first call. And then you obviously, once you have the demo, you have, you know, demo completed, not closed. You have, you know, not close or bad fit. And then you have closed. Right. Those are kind of the three different outcomes that you’re going to get here. Mark, how close last one is essentially what this is. OK. So this is what a typical sales process looks like. Obviously incredibly simplified, guys, but everyone should recognize this. And if you are doing this, we need to talk about it. So this is essentially where I see a lot of people mess up. So when I talk to our clients, whether and these are I mean, I got to call with some of our scaling initiative members. They’re all doing seven figures a year and they still sometimes have a trouble with this. They were talking to me about how they need help with sales training. We did a one on one session with them. They said they need help with sales training. And before we do the sales training, I had to break out their numbers. And that’s OK. We do sales training. Let’s see. Let’s make sure sales is actually your issue. And they had a close, close rate that about 13 percent closed rate. But then when we broke it back and looked at the number of I said, OK.

[00:02:30] Honestly, though, how many people that you got on the call with? Did they were actually qualified to get into what considers qualification here in a moment? And they said, oh, probably, you know, out of the 20 calls, probably five. And I said, OK. So you should really only be getting on the phone with those five people moving forward and not those 20 people. And you need to have this qualifying call kind of section right here. And if you we do redo the numbers that way. They went for a 13 percent closed rate onto a 25 percent closed rate just like that. And all of a sudden, they went from being awful at sales to being really great at sales. And so that’s why the numbers are incredibly important, how you look at them. It’s really important to track your numbers that something we really, really teach is going with systems. We give it much templates for it. But it’s also important for you to understand how to work. The numbers don’t just be writing numbers down and not understand how to fix them. Right. That’s useless. But the whole point of that story is that there’s this qualifying call section that people usually miss out on. So whether you’re doing email outreach, whether you’re doing Facebook, ad lead forms, whatever it is to get on the phone with your potential clients. And even this actually also if you’re running an advertising age, your lead generation, gee, this applies to you as well, right? If you’re just doing straight traffic to your your clients calendars and you’re not having some kind of qualifying call in the middle, you were going to overwhelm your client with leads.

[00:03:45] And they’re going to think that the leads are garbage because they’re having to sift through all the garbage leach for the good leads or they’re just not going to be able to pick up the phone and call enough of the leads. And while you may be thinking maybe if you’re naive and business, oh, that’s not my problem. That’s my client’s problem. That’s the whole point of being an entrepreneur, is that your client’s problems are your problems. Right. And if you can solve those problems, you can make more money. And if you run some kind of recurring subscription based model, such as an advertising agency generation and see it’s in your best interests for them to be only getting on the phone with qualified people so that they are reaping in recent scribing to your business. OK. So we’re done with this qualifying call section right here. This can be a relatively quick video, but I do want to show you guys, let me a racist little batboy right here. Doo doo doo doo doo doo doo doo. OK. So it’s important when people say I have bad sales, 90 percent of the time, it’s either A they don’t have a qualifying call and they’re getting on the phone with people that don’t have any money or don’t follow the BANT model or B, they have not got enough sales calls in general. Right. So they’ve only had 10 pitches. I think they’re bad at sales. Right. It’s like we don’t even look until we’ve had 40 to 50 pitches, like pitches, qualified person all the way to where we’re offering a price. And we sent a proposal, 40 to 50 of those before. We’re actually OK to change the sales. Should we change the. Modification, should we change the lead source, etc, etc.. So let’s talk about Bant real quick. OK. This is incredibly important. This is something that it’s. And just to be really honestly, guys, I didn’t come up with Bant. I got this.

[00:05:12] Oh, no. It’s verifying a file here. I got this from somebody else from a book that I read, actually. It’s I read it. Multiple books. I don’t know who originally came up with it, but it’s a longstanding saying in a lot of the SAS software as a service world, but also just sales in general. And as part of this qualification process. So band essentially means this, right. So first one is budget. OK. So does this person have. Does this person have what I’m looking for? Does this person have. I’m sorry, this person have an actual budget, the money to afford my services? Right. So in your qualifying call, people are blown away that in our qualifying call for our companies, we literally say at the end of the qualifying call.

[00:05:54] Hey, James, look, it seems like you’re a really great fit for our program. Now, before I pass you to one of our senior account executives, I just want to confirm now, assuming that we can move the needle for you and we guarantee our results. Do you have two to three thousand dollars to invest? You have eight to ten thousand dollars to invest. Do you have 50 and twenty thousand dollars to invest in the growth of your company, assuming, of course, that we can deliver results for you and we can prove that? Rachel, we’re asking them straight up my qualifying call. There is no shortage of money out there. And people are so afraid to say that because you’re going to hurt someone’s feelings or they think that, number two, they’re going to say no. And then you’re going to have less demo calls. But I would rather have less demo calls as he’s a kompa salesperson. I’d rather have less demo calls with high quality people than one hundred and fifty demo calls with medium to low quality people. Right. And the reasons are obvious. So budget make sure if you’re looking at your qualification, give insights and positions we give or our demos are qualifications, script and we show, hey, this is what you should be saying and a bunch of recordings. But if you’re looking at your qualifying script and you don’t have a budget question in there, it doesn’t necessarily have to be. If you’re uncomfortable with asking how much money do you guys have this amount of money, which you shouldn’t be. But if you are, then feel free to be like, OK, let’s say you’re we’re going to real estate agents. Right?

[00:07:04] Feel free to say, hey, how many how many homes did you close last month? OK. And they say one home. And then the next question is, OK. Now what is your average price point of home solt? And they’re going to say one hundred thousand dollars. And you being the smart person that you are, can do that math in your head that in the United States at least you get three percent commission. Obviously, barring any kind of specialty, you get three percent commission on home sales. Right. So technically, six percent for selling. So, you know, how many deals do you close? You can just roughly estimate is three percent. So one hundred thousand dollar average price home and they sold one home. You can assume that they made three thousand dollars last month. Right. That’s an assumption. But it’s that it’s the kind of the work around way. And same thing with anything else. Right. It doesn’t have to be real, is it? Hey, what’s your or what are you doing? Oh, I run a coaching program. OK, great. What’s your offer? Oh, we run. It’s a five thousand dollar program. Awesome. And how many clients did you close in last month? We took in five people. So 5000 our program to five people. That’s twenty five thousand dollars. Now they could have pay and planning could be less than that. That’s why I like to just be like, hey, it’s this amount of money. Right. So that’s budget. Please make sure you ask it. It will save your life when it moves forward on this kind of stuff, OK? The second one is authority. Right. So A or B.

[00:08:17] OK. And I know, guys, my handwriting is a little sloppy. So the second is gonna be authority of a. Do they have now this most of the people that are in there are going to watch this video. Most of them are going to be dealing with small business owners as and BS. Some people are gonna be working with the medium to enterprise level businesses. This is really more the medium to enterprise of a business. But you will notice an S and Visa’s. Well, that’s essentially like do they have the authority to spend that budget that we just confirmed in this one? Right. So are they. That is the quote. The term in the world is the decision maker. Right. So are they the decision maker? Can they. And a lot of times I see people, especially in mid to enterprise level software and level sales, their authority, they think, is a CEO. But the CEO doesn’t hold the purse strings or the sales manager they think has the authority, but they’re not the ones that’s actually that they need to really be pitching the CFO, that the sales manager is just the implementer. They’re the ones that use your product or service. But the CFO is the one that signs that check. So you guys have to be aware of that. So maybe it’s smart to have the CFO and the sales manager on the call at the same time, or if you’re a small business or you’re selling to small businesses or individual business, whatever it is, you should be making sure. Hey, before we go on this corporate measure, is there anybody else that needs to be on this call? Is all the decision makers that are ready to move forward? You guys have to be blunt with these questions because it shortens your sales cycle. It’ll make you better at sales and make you close at a higher percentage. It gives you more momentum, etc., etc. So don’t be afraid to ask the questions. But, hey, look, this is a great fit. You have the management. Make sure. Is there anybody else that you should on this call that needs to make a decision?

[00:09:47] I don’t give you an example of exactly what happened inside of one of our companies so that the young lady said that on the phone, said, hey, I my husband’s a decision maker, I’m going to come on this demonstration call and then I’ll relay the information to him. Now, one of my new sales reps are qualifying reps. Pass that through to our account. Executive and our county executive saw the application and said, hey, they don’t have all the decision makers. You need to call her back and say, hey, you need to get the all the decision makers. Give your husband the phone because we’re not going to pitch you if everyone’s not there. And he called the young lady back and said, hey, you have to have all the decision makers or we’re going to cancel the appointment. And she said, no, I can do this by myself. I don’t need my husband. She ended up buying on that call. And I really think were the main reasons she bought was because we said, are you able to pull the decision by yourself? And she said she thought about it. She said, yes, I can make a decision myself. And then she got on the call. I would almost guarantee that if we had not done that, she had come on the call. She’d already come on with. I’m going to take this information to my husband and then we’re gonna have a conversation then have to come back to you. But instead, because we made that kind of predisposition for she got on the call. She closed on the call. OK. So make sure you have authority within your within that company, whatever it is, essentially. And that’s whatever holds the purse strings. So it’s gonna be neat. This is a really awesome one as well. And this is something that I see an issue in a lot of companies that we work with. So they’re getting on the phone with anybody and they’re offering to sell anything. Right. So I think I talked about this when my other videos as well. But I think really, really, incredibly, really strong companies that are scaling quickly. They go up to somebody and they say, what’s your problem? They told me the problem is a great year. We have a solution. Here’s what the solution is, OK? So they already have the solution predefined and they say here’s a solution. What it is. And that when you do that, you were able to scale because the duplicable system and you’re not making all these custom work kind of things. What I see a lot of small businesses, a lot of aspiring entrepreneurs and everyone that’s stuck in the not even six figure range. Right. So maybe even below six figures are just low to mid six figure range is they go, hey, hey, what your problems OK?

[00:11:51] Yeah. No, sure we can do that. And what else. OK, yeah we can do that too. And what else show. OK. Yeah. So we’re doing Web site design. We’re doing social media management. We’re doing content creation. We’re doing advertising and we’re doing MCO. And you only have eight hundred dollars a month. I can make it work. Sure. Because they’re so desperate and they don’t have any kind of proven results yet. And so they’re just taking anything. And so they don’t their needs are not being they’re finding all the needs that this person needs and then they’re trying to solve all of them were great business owners. And when you’re doing this qualification calls, you should figure out if that person has the need that your solution provides. So we’re trying to find a specific need. That’s what a great business does. Not great businesses. They try to find any need and solve it. OK. So make sure that they have your need. And if they don’t, we say even if they have the budget and the authority, if they don’t have the need, which this happens all the time, if they don’t have the need we have, you will say, hey, here’s the money, here’s a credit card. But if we know that we’re not gonna be able to help them, we turn them away. And you hear a lot of marketers claim that and maybe they do, maybe they don’t. But there is a reason behind that, because if they don’t have the need and they give you money, then you’re not homeo to solve the problem or it’s gonna be a nightmare trying to solve the problem. And at that point, it’s like you’re putting so much time and energy in that that it’s not even worth the amount of money that you get anyway. OK. So I turned down 30 to 50 thousand dollar offers from me to help people build their business all the time, because that’s not in the need of the thing that I already have created. So I had spent all my extra time doing that instead of just investing it back in my business. That’s growing. OK, so make sure they have the need and the final thing is time. OK. Or timing. One of the two.

[00:13:24] Right. Times are on the right timing. So time is due, when do they want to solve this problem? So in our application process, in our qualification process, we’re all on the phone. People will say, like, hey, what’s your timeline for solving this? Another really great question is how bad is is is this problem hurting you right now? Oh, it’s okay. It’s all right. You know, I kind of want to do it, figure out before the end of the year. I think maybe. Possibly, right. You know, we’re looking for people. We actually analyzed over 3000 applications. And one of our sales funnels, we analyze the timing. We figured the people that closed, we mash up the applications and the people that close. And we looked at the timing on what they said, when are you looking to solve this problem? And over ninety five percent of the people that actually became clients that paid us money said either today, tomorrow or yesterday, three answers today, tomorrow or yesterday. And so that’s what we look for on applications. That’s what we look for on qualifying calls. That’s what we look for in communication with clients today, tomorrow or yesterday. Meaning essentially right now, that is the best case scenario, because even if they have a budget, they have the authority to have the need. But they’re trying to do this in 30 days. We’ll just measured the math and say, hey, look, we’re looking we’ve moved forward right now. We circle back around in 30 days. And a lot of times we go, oh, no, I’m ready to move forward right now. I want to do this right now. And they’ll change their mind based on what we just said, that mess that we essentially just sent them. And then they become really, really qualified because I like coming up as they know. Please help me. Please help me. Right.

[00:14:50] So you need to make sure they have some kind of urgency. And that kind of comes back to business fundamentals like you guys should be selling. I saw someone pushing the group the other day, a group that I’m in about. This guy was selling a a sudden that you put in your washer and dryer that keeps your shoes from making all the noise. You know, when you look like I’m wearing white shoes, right? I’m wearing white shoes right now. And so I kind of got to wash these bad boys frequently. And the thing about that is whenever I’m in the washing dryer, it’s like boom, boom, boom, boom, boom. And it makes this loud noise and it’s inconvenient, I guess, for 30 minutes once every month. But it’s not that. It’s like. Be nice to have subtlely that soften that noise was not really that urgent. I’m not some call me and ask her about that or I saw an ad for that. So that’s not really. And if you’re in my group and the guy that posted that, then I’m sorry. I’m not trying to. I’m just trying to say you got to realize that you need to have something that’s, like, desperately urgent. So my advertising agency, we’re trying to get people leads, which is the oxygen of every single company for scaling with systems. We’re teaching people how to scale their company using virtual assistants, automation delegation and software and sales funnels. And so that’s also a desperate need.

[00:16:00] Hey, you’re telling me I can make more money, work less and be able to enjoy my life and work on my business? That’s a that’s a huge need for people. Right. And so that’s why you have to figure out if your business is actually a need or want. And that will help determine if people really have the urgency to do it now or if it’s like a month from now, six months without end of the year. OK. So that’s essentially what Bant is. And now the question I know going to get on the bottom of this as well as who does this ban, right? Who does the qualification call? OK, now I’m going to say who underneath this. This is also, honestly, an awesome question. So for us, one of the main things that we teach inside skating with systems is we give a fully trained virtual assistant, so they come through our program. They’re 100 percent fully trained or about three to five dollars an hour. And what they do is they already know the qualifying script. They have perfect English and they know what banters. And so a lot of our clients use their visas for either their own leads coming in or for their clients visas. And we have actually two clients inside of our company that have skilled, astute 70 year companies doing qualification for other people using our vehicles. OK, so like they’re gonna get on the phone and they’re going to go through the script and they’re gonna understand, hey, there’s a personal budget authority meter time. And that’s really great. If you don’t have a lot of money or you don’t have a lot of experience or you just need a quick hire. A virtual Suzan’s great for that. There’s not a lot of risk involved. And so that that way you can do the sales for the really qualified people and then you can have the V.A. do the qualification process. OK. And I honestly, I actually respect people that have more of this kind of qualification process. If I get on the phone and I’ve been on the phone to CEOs and as I get on the phone for somebody, I’m like, this guy doesn’t value time. Who even knows I’m going to buy or not? Right. But if I have to go through one or two layers and I’m like, OK, they’re seriously looking for qualified people.

[00:17:40] So you give that kind of authority in there. But yeah. Virtual systems are really great option. And the other option as well is going to be known as like an SDR sales development rep. So these and these can BVA. But these are people that are. And it could be inbound development rep as well. But these are people that are usually you’re paying on a commission only basis or some kind of flat salary. And they are prequalified that people for you. Right. And a lot of times SDR can come full time sales people. I want to tell you who not to do. Do not do your salespeople. Do not do your salespeople, OK? Absolutely not. For whatever reason, sales are closer’s. Closer. Do not do these people. OK? They should not be doing their own qualification. A lot of the times now there’s obviously edge cases, but do not be have a don’t have them be doing the actual qualification because it’s going to take away their time. That should be spent on closing deals. And when you really scale someone’s full time, going to have to be doing qualification and someone’s full time going to have to be doing sales. And that’s a beautiful, beautiful thing. OK, so that’s bad. That’s sales. That’s how to increase your closing percentage. That’s how to essentially make more money. That’s how to charge more money. Right. And that’s had a sense that also has this trickle effect on the back end of your company, because now you’re only getting really qualified people that close on the first call that are super excited to work with you, that have the urgency and the need. Those people become really great case studies. They have success in your program. And then you can use those testimonials, the case that you to sell more people on the qualification call or on that traffic side. OK. So hope up before you. That is banned. I to drop link down below. If you guys want to learn a little bit more about skin with systems and how we essentially teach people how to do this and then we give them the virtual assistant to do it.

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