Have you ever wondered why coaches, gym and clinic owners become the target for so many paid sales courses on the interwebs?
It’s mostly because we’re suckers for it.
Unlike people who sell cars, houses, or products at a retail shop, we are ‘selling’ a service.
And because of that, we have to learn how to navigate the apparent dichotomy between selling some ‘thing’, and serving some ‘one’.
For many of us, navigating this doesn’t come naturally.
So the moment some goo-roo offers a whiz-bang sales system that can sell ice to the eskimo’s even if they object to it, our primitive brain pays attention because deep down, we don’t really know what we’re doing.
But these sleazy sales tactics that prey on the primitive parts of our brain are going out of fashion.
In our post-truth world where no one believes what they hear anymore, we’re craving a more genuine, honest and authentic approach to sales.
An approach that positions the seller as an advisor, not an adversary.
An approach that makes the prospect feel heard and understood, not a piece of meat getting served a sales script.
And an approach that honours the old adage: “You’ve got two ears, and one mouth.”
The greatest sales people of all time, in every industry, share a core characteristic. Want to know what it is?
They ask great questions.
Great questions allow the seller to gather, analyse and diagnose problems.
Not only do they involve the prospect in the process, they make them feel like their ideas, comments and concerns are respected and valid.
And most importantly, great questions provide internal persuasion and pressure, rather than the opposite where you come across as pushy.
Doctors, Psychiatrists and Barristers have been using questions to move the agenda forward for hundreds of years.
Questions don’t just uncover pain.
They reveal consequences.
And once consequences are revealed, value is created.
This new, more authentic approach to selling is the focus of this month’s Alley-Oop Newsletter, which I’m going to be putting pen-to-paper on tomorrow. It will ship in a few days.
If you’ve ever wanted to sell effortlessly, without ever selling, this could very well be the most important edition you ever read.
Want to know why?
Let’s say you generate $100k in revenue per year.
And after you read this edition, you improve your sales by converting an extra 20% of prospects, year on year.
Have you ever thought about what the effect of 20% improved sales is, over the course of a 30 year career?
20% growth year on year would mean you generate over 20 million dollars by year 30.
That’s wild, huh?
Compare that to ignoring this email and never applying the framework; and the 100k you earn right now, will remain 100k in 30 years time (assuming no inflation).
The difference in the end result, over a long-enough time horizon, is life changing.
So for those that want to take the plunge and quickly upgrade their sales understanding simply by knowing what questions to ask, you can sign up below:
And for those that don’t think they need it?
You could ask yourself this:
“If I were to speak to a stranger — the coldest of cold leads — how easy would it be to make the sale, assuming they actually had an interest in my service?”
If the answer isn’t a piece of cake, then hit the link below, because this month’s edition is going to be a game-changer for you:
– Karl Goodman