Advanced Selling: 3 Crucial Keys To Closing High Ticket Clients
1) Stop Holding High Status Buyers Sacred
- Your potential client’s status and net worth don’t matter
- Money and status are merely mass agreements that exist between our ears
- Your merely having a conversation with another human animal wearing cloth who breathes the same air as you
- It doesn’t matter what his net worth is, it only matters if he’s paying you
- A guy making $25,000 a year who buys from you is worth more than a billionaire who doesn’t
- Never allow anyone’s status or net worth to throw you off your sales system
- because who cares, 2 because who cares unless he pays you,f*ck networking, 5 figure guys pay me for coaching, worth more than hedge fund guys on my Linkedin)
2) Buying Questions Vs. Objections Vs. Complaints Vs. Aggressive Interruptions
- A buying question is a request for more information about your product or service, this is what you want to hear. Some buyer’s just need some clarification on a few issues and are ready to go. Don’t make the mistake of trying to objection manage a buying question, if all you hear is buying questions, just listen to all the questions, answer them, and go for the close.
- An objection is a reason not to buy, this is also what you want to hear, you should be excited to get to the objections because you know it’s one step closer to closing and your objection management is so tight. Every deal comes with objections so recognize that just by getting to objections there is still an interest in the buyer’s part and you’re one step closer to closing the deal.
- A complaint is a problem with the product, service or price (often times the price). That said just because I client is complaining doesn’t mean they don’t want to buy. It also doesn’t mean you have to go into your objection management script. He might just be venting out loud and you’re the person there to hear it. Eg. when it comes to the ask he says: “$10,000 is a lot of money” and you say “I hear you…(pause), so you good to move forward on this?”
- An aggressive interruption is a potential buyer trying to take control of the conversations. This is almost always a disagreeable person and many times is successful and used to having people do what they want. If you run your own business it’s your choice to rule them out right there, disagreeable people tend to keep being disagreeable and difficult. If you want to move forward you need to check them, eg. “Hey John, happy to answer that but I want us to be able to stay in cooperation and be respectful of each other.” Of all four scenarios aggressive interruptions have the highest probability of the client not buying. You need to get them back into agreeable and on the same page as you to make the deal, you can’t close from the defensive where you’re stuttering and apologizing.
3) The Only Objection is Money (With Value And Trust As Funnels)
Value, Trust, Money is a funnel. Value: That your service or product is valuable. Trust: That you can deliver the value and won’t hurt their reputation or Money: That your product is worth the money. For a potential customer or client the pain of not having the product/service has to be greater than the pain of spending the money.
When the pain of spending the money is greater than the solution, the client or customer won’t buy, despite whatever words come out of there mouth, money is the only objection. They’d buy your insurance policy if it was free, or the house you’re selling, or your fitness training, or your new smartphone.
Your job as a salesman or as an entrepreneur who sells is to isolate the objection, get them down to the pain of paying and get them to agree that it’s more painful not having your solution/product then it is to pay you the money. That’s what selling is at it’s core. That said, its still a funnel to get to money, they need to see value in the product and at least have some interest (most people won’t take a 1997 Palm Pilot even if it’s free). And for some services, they need to trust you (an example being a service where you could possibly misuse or steal their personal data or harm the business in some way, like if you handle their online marketing).
4) Don’t Sound Like A Salesman
You want to get to a human to human conversation as soon as possible. As contradictory as it might seem, the last thing you want to sound like is a salesman. Of course you’re selling, you know that and so does he. But everyone person on the planet has resistance to salesmen, especially guys who sound like they’re reading a script, they’re knee jerk reaction is distrust and discomfort. You want to assume rapport and speak like you would to a friend, cheerful and charming. Focus on solving client problems as a human to human or man to man conversation.