What secrets do the top sales people know that most sales people don’t?
While most sales people hit their customers over the head with all the benefits of their product or service, the top sales people take a different approach.
They take the time to learn what their customers really want, deep down. They also subtly invalidate all possible objections before they are even raised.
In this video, I explain these two secret selling techniques in detail.
SECRET 1: WHAT DO THEY REALLY WANT?
When I would consult my mentor Michael Oliver about a new product I’d come up with, he’d have an annoying but helpful habit of repeatedly asking “why?”
I’d tell him about the product, and he’d reply, “Why do they want it?”
I’d give him an answer, for example, “Because they want more leads in their business.”
Then he’d reply again, “But why do they want that?”
I’d give him another answer, and sure enough, he’d ask why again. This would challenge me to think about what my customers really want, beneath the surface.
They don’t just want leads, or sales, or a profitable business, or money. What’s their true motivation deep down? If you can unearth that deeper motivation, and craft your marketing around it, you’ll make more sales.
SECRET 2: INVALIDATE THEIR OBJECTIONS
You need to be aware of the various objections your customers have to buying your product, and be ready to invalidate them.
Too expensive? Justify the investment. Show them why it’s a good deal and why it’s worth much more than what they’re paying.
Their spouse doesn’t support them? Poke fun at it. Tell your customer, “If you have to go and ask you mommy, this is not for you. I’m looking for people who can make a decision.”
Your competitor’s product looks better? Tell them the flaws in that product. In MOBE’s early growth days, we had a competitor that offered higher commission rates than we did. We pointed out that the competitor required its affiliates to do their own phone sales, while we handled the phone sales on our affiliates’ behalf.
Know exactly what it is that your customer wants deep down, even better than they know it themselves. Then, throughout your marketing, subtly invalidate each objection before your customer even has a chance to think of it. That’s how the top sales people sell.
The MOBE Gold Masterclass goes into more depth on this topic. It will show you how to find customers, sell to them and build a consistently profitable business using a Customer Acquisition Process. To learn more about the Gold Masterclass, click HERE.