How to Be Comfortable Selling High Dollar Offers
I recently had a conversation with Ian Koniak about how to be comfortable selling high dollar offers.
And today I'm going to be sharing the top three 3 takeaways I got from that conversation.
Help, Don't Pitch
The first one is to make your number one intention be to help your client achieve a goal, rather than pitching your product.
If you're having a conversation with somebody and you're focused on the sale, you're gonna lose the relationship.
Sales to me is not about talking someone into buying something they don't want.
And it's not about talking someone into buying something they don't need.
Sales is about understanding their current situation and checking if my offer will help accomplish their goal.
Ask yourself, "Are we set up to help them achieve their goal?"
If you are, then they need to sign up.
If the answer is no, then they definitely don't need your offering.
And if you're unsure, you have to ask more questions until you get clear on whether or not you can help.
That's why the more specific your audience becomes, the faster you can help them.
One of core services at Brand Builders Group is helping experts become more well known.
That's what we focus on.
That's our niche.
That's how we help our audience.
If you're interested in building a successful personal brand, schedule a FREE call with us today!
The Pressure Free Promise
The second takeaway is the "Pressure Free Promise."
This is a bit right out of our curriculum.
At Brand Builders Group, we have 14 topics in our training program. Each of them is a different two day experience.
And one of them is called Pressure Free Persuasion.
It is our version of how we teach sales and the methodology we call "service-centered selling."
And one of the techniques in that program is called the "pressure free promise."
The pressure free promise is all about releasing pressure in any sales environment.
Whether it's a high-dollar offer or a low-dollar offer, it is one of the most powerful things you can do.
But what is it?
The pressure free promise is just promising people that no matter what happens, you're not going to pressure them into buying anything.
You're going to tell them about what you do and if there's a match, you're going to facilitate the process of you buying because we have the right product/service for them.
If there isn't a match you're going to facilitate the process of them saying no.
And that's okay.
Whether you buy or not is not my main concern. My main concern is figuring out if what we have is a good fit for you.
That is the difference between a service-centered salesperson and a normal commission based salesperson.
You want a "yes," but do not be afraid of a "no." What you don't want is a "maybe."
"Maybe" is unacceptable.
Because if they say "yes," they can powerfully move forward.
If they say "no," they can powerfully move forward.
If they say "maybe," we are both stuck. Neither of us can move forward.
We have allowed ourselves to be stuck in this indecisive limbo. And mediocrity breeds and thrives in the world of indecision.
I'd rather make the wrong decision than live in indecision.
Turn your "customer force" into your salesforce
The third takeaway is to turn your "customer force" into your salesforce.
That is the ultimate form of lead generation.
How do you do that?
By over delivering for your current customers.
The best form of prospecting is helping your current customers succeed.
That makes asking for referrals easy, which means the next sale is easy.
But if your current customers aren't succeeding, or they're not loving the program, they're not going to tell anybody about you.
When you create a raving fan of your current customer, every customer becomes a salesperson.
Ask them, "How can I help you succeed faster?"
Not "How can I make more money off of you?"
Or "How can I get more referrals from you?"
Helping people succeed is what we're all about at Brand Builders Group.
That's part of our uniqueness.
If you enjoyed reading this, I'd love it if you shared it with someone else.
See you next week!
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