Stealth Selling is the easiest way to close unsuspecting prospects. It keeps you from bumping heads with even the most stubborn prospects. When done properly, you don’t even have to talk much, just accept payment and deliver the service you sold. There’s a process to it though. And if that process is deviated, it won’t work
I’m sure you’re wondering what the process is. That’s exactly why I’m writing this article. To teach you. But first, let’s go over some outlines and definitions. Fell like you’re in grade school again? Good! Class is now in session.
Let’s look at the word ‘stealth’ for a minute. When referring to a jet, stealth means one that can fly under the radar, or undetected by radar. As you and I both know, prospects have a radar. Stealth selling is the best way to stay off their radar, and especially avoid setting off their bullsh!t meter!
It’s also important that we talk about manipulation real quick, before I get too deep into this. I’m trusting you to NOT use what I’m about to tell you for evil. You can’t screw people over and rip them off using this. It’s not cool and only d-bag losers lie and steal from prospects. Ok, now that that’s out of the way.
When you’re in a sales conversation, there is two forms of anxiety happening. On one side of the conversation the prospect is anxious. He’s anxious that he might fall for a trick and get sold something he doesn’t want. Even worse, he might over pay for it. This leaves his knees bouncing and his guard up.
On the other side of the conversation there’s the sales guy. He’s nervous too. Nervous he might say the wrong thing and blow the sale. Worried e might not get a paycheck for the effort he put in to get to this conversation. All of this anxiety and negative thinking can get in the way of a good sale.
Instead of conjuring a conversation up that causes stress, let’s just avoid the whole thing and use some sales judo on the prospect. If we fly in and sell under the radar, they’ll be happier to buy from us. It sucks that it has to be this way, but it is what it is. After all, if you can’t beat ’em – join ’em.
Let me give you an example of stealth selling and how easy it is to do. Yes, there’s an extra one or two steps you must take to make it work, but the payout is always worth the effort. Better to take an extra couple steps and close a deal, than take no steps and lose a sale.
Let’s say you own a roofing business. Roofers are a dime a dozen and everyone is skeptical of them. Homeowners also know that a new roof can cost between $10,000 and $50,000 depending on what shingles they buy. Also, you have a deductible that must be paid in order to claim the new roof on insurance. Most times the deductible is 1% of the value of the home. On a $300,000 home that’s $3,000 out of the homeowner’s pocket.
Naturally, when someone is about to drop three thousand bucks towards a thirty thousand dollar job, they are skeptical. What’s even worse, is when they didn’t know they needed a roof and they think the roofing salesman is full of it and just trying to get over on them. All this makes for a tough and awkward sale. To make matters worse, most roofing sales happen as a result of random door knocking in effected neighborhoods.
Let me show you an easier way to close that deal using stealth selling techniques. Instead of knocking doors, let’s run an ad. Doesn’t matter if it’s on TV, Radio or the Internet, we just need to get the word out. The ad should read “We clean gutters for a $25 flat fee, no matter how big your home is.” Most gutter cleaning services are $150+ to get done.
Your deal is so amazing, how could they not call you to clean their gutters? The thing is, when you go up there to clean the gutters, you are on the roof. You can inspect the roof while you’re up there. Most people know that if you offer a “free roof inspection” you’re going to sell them roofing. They never put gutters and roof sales together.
Then, when you get done cleaning the gutters, you go back to the front door and say “while I was on your roof, I noticed you got a lot of shingle damage. I can intro you to my trusted roof guy if you want” Who’s going to deny a third party, seemingly disinterested, person who’s just trying to help? No one!
The bonus part is that now, instead of you offering free roofing inspections, you get paid $25/ lead to clean the gutters and make a passing suggestion of what needs to be done. No more door knocking. No more arguing to get on the roof and most importantly no more free inspections. You now get paid up front for leads and on the backend for roofs.
In this scenario, you’re able to fly in, under the prospect’s sales radar, and help them get what they want in a way they are willing to accept it. It’s a process, but a highly effective one. Yes, there are a few steps and some outside the box thinking needed, but the sales are ALL there to be closed like clockwork.
This is the roofing equivalent of giving a free video then asking for a sale. The law of reciprocity plays a big factor in the process too. They see that your gutter cleaning service was so cheap, your roofing guy must be super cheap too. They are getting a deal in their mind that you don’t even know about yet. It’s almost comical.
I’m a salesman by nature. It’s what I do. More over, it’s what I eat, sleep, and live. I’m addicted to the intrigue of the human mind. I not only teach this stuff, I do it everyday. i make sales calls and run ads every day of the week. I’m not speaking this stuff from theory, it’s from first hand experience. If you’d like to learn more sales techniques like the one in this article, check out my sales program Show Up and Close at www.showupandclose.com
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