When you think about the best kind of gift, what is it?
It is always the gift I wasn’t expecting to receive.
That might be different for you, but when I compare a meaningful (yet unexpected) gift to a Christmas present where I already know what’s inside (because I was asked “what do I want”)…
The unexpected and meaningful gift pulls on the heartstrings more than the pre-telegraphed one.
Have you ever wondered why that is the case?
Well, Robert Cialdini talks about this in his book, “Influence.”
In fact, it’s one of his immutable laws of persuasion.
It’s a law that most will already know about but fail to capitalise on.
Want to know what it is?
It’s the Law of Reciprocity.
It states that someone is far more likely to do something for you if you do something for them first.
It’s a simple framework, but business owners almost always forget to do it.
Instead, we usually expect to be paid on the first exchange of value (an initial consult, for example), which means your prospects take on the risk before they get the benefit.
Which, if you follow me closely, you would already know is a mistake.
Because when a relationship is founded upon giving before money ever exchanges hands, it acts as a powerful, invisible force that creates trust and credibility…
… two necessary prerequisites for long-term relationships that transcend the ‘transaction’.
This forms part of what my own mentor Jay, calls “The Strategy of Preeminence.”
I’ll share this concept in more detail at some point in the future; but there is heaps of blogs about this topic (Jay is world-renowned) if you want to understand more of it straight away.
Anyway…
A few days ago, on my Instagram, I promised that anyone who subscribed to this newsletter before COB today would get a gift.
A gift that, when implemented, would skyrocket your effectiveness during a sales conversation by helping prospects get off the fence and saying yes (only when it’s in their best interests, of course).
The gift I promised is a book I’ve written called “Stacking The Close”, and it teaches you the techniques that I’ve used and tested personally in thousands of sales conversations to help give prospects the confidence they are making the right decision for them.
Until now, it’s been locked away in a vault, only available to high-end mentees and my Alley-Oop subscribers who signed up on Day 1.
But, upon reflection, I’ve recognised that it’s something that every business owner can benefit from, so it felt wrong for you not to have a copy.
Here it is, ready to download, consume, and implement.
Plus, there are no strings attached when you download it.
No upsells, no sleazy email automation… nudda of the sort). That link goes straight to your download.
Stacking The Close
Happy Friday,
– Karl Goodman
