Alight, class is in session. I’ll be your instructor and I expect your full attention as I embark on today’s amazing lesson in sales. I warn you, DO NOT discredit the information in this lesson or the teacher of said lesson. Let’s get into it shall we…
Some of the best information is overlooked due to it’s simplicity. For some weird reason, people are quick to discredit stuff that is easy. Weird thing is, things don’t have to be complicated or confusing in order to work. Matter of fact, the exact opposite is the truth. Yet people fail to win due to discrediting simplicity.
Before I get into the lesson I’m going to share with you, I need you to take your “simplicity discrediting” judgement hat off. If you don’t, you’ll mis the power behind this message. You’ll also miss out on all the money you can make from implementing the information you’re about to learn.
The power of simplicity can be something everyone understands and misunderstands at the same time. I’ve seem smart salesmen fail on their jobs and get outsold by guys with midlevel intelligence due to the fact that they did and said what they were told.
There’s no need to reinvent the wheel in sales. What worked 1000 years ago, still works today. Methods are many, principles are few, methods may vary, but principles never do. IDK who originally said that but it for sure applies to the sales industry.
I’ve not even got into the real message of this post yet and you’ve already learned a powerful lesson. One that pairs with the lesson I’m about to share. The powerful lesson of simplicity. You see, you and I may be smart, but we are the 1%. We sell to the other 99%. They need simplicity. We should give it to them.
With all that said, I’ll now share with you one phrase that will ALWAYS be the greatest lesson you’ll ever learn (assuming you embrace it)
Sell Them What They Want To Be Sold
Really. It’s that simple. As I stated earlier most sales people don’t close as much as they can because they complicate things. The average client needs things delivered to them in a simple fashion. In most cases they don’t know or care about what all goes into what you sell, they care about the result they need your product to produce for them.
Allow me to be perfectly clear with you. No matter what your boss, trainer, manager, or mentor tells you, no one is buying you. They are buying what you sell. They buy from you because you are the roadblock between what they want and getting it.
People buy what they want to buy. The salesman who can best demonstrate how what he sales can solve the problem of the prospect is ALWAYS the one who wins the business. I’ve never had the pleasure of selling anything that was the cheapest. Every job I’ve ever had in sales was always selling something way more expensive than they “competition”
In the beginning I was naive enough to think it was about me. I literally thought people paid more for my cars/mortgages and stuff because they liked me. While they may have liked me, they bought because I sold them what they were looking for.
No consumer wants to deal with you. They want what you sell, and whether you want to admit it or not, as a salesman, you’re simply an obstacle on the road to getting what they want. The sooner you know this, and act accordingly, you’re bank account will thank you.
That doesn’t mean some of us can’t talk our way into a sale. We can sell ourselves to prospects all day long and eventually some of them will buy from us. We can also shut up about us and talk more about what they want. By doing this, I PROMISE you, you’re closing ratios will increase.
Let me put it this way:
No one wants a real estate agent or mortgage – they want a home – sell the home
No one wants a car salesman with good service – they want a ride that fits their lifestyle – sell the car
No one wants a business consultant – they want more clients, time and/or money – sell the results
No one wants life insurance – they want peace of mind – sell them a worry free future
The sooner you stop selling you, your company and all that BS and you start selling what they want, you’ll make more money. After all, more money is what you want, right? It’s why you do this job. So why not maximize every turn you get with a prospect to the fullest ability to close?
If you don’t know what your prospects want, you’re a horrible salesman. There I said it. If you haven’t been listening to the objections, concerns and issues of your prospects to know EXACTLY what it is they want, you’re failing as a salesman.
Our job is to uncover a need and use what we sell to fulfill that need. Nothing more nothing less. Notice I didn’t say our job is to show the client why they should buy from us and our company. The only thing tying their need to our company is that they have to go through us to get their need fulfilled.
No consumer ever, ever, ever in a million years will ever roll over in the middle of the night and wake their spouse up and say We need to find a place with a great salesman and excellent service to buy XYZ. That’s not how it works. They roll over and say I’m pregnant, we need a new house. They say We’ve got to figure out a way to save money so we can pay off our credit cards.
Again, don’t discredit what I’m saying here due to simplicity. Most of us didn’t go to or graduate from some Ivy League school. Most of the information we learned in our education days is forgotten anyway. There’s no need to overcomplicate stuff. One of the most popular subreddits is the Explain It Like I’m 5 page. People like simple stuff. Oblige them.
I could go on forever about this, but then I’d only make it more complicated for you which would make me a hypocrite which I’m not. So I’ll leave you with this: If you don’t already know (shame on you) what it is your prospects really want, you need to listen more and uncover it.
I learned early on in my consulting business that people didn’t want a business consultant. The egotistical alpha males I work with don’t want to admit they need help with anything. What they do want is more time off (systems) or more leads (funnels). Nothing more nothing less. When I talk to a prospect, all I’m trying to do is find out which one it is for them, then sell them what they want. I never talk about me or my background. Who the hell cares?
You may not know this, but I teach people kick@ass lessons like this in my sales training program called Show Up and Close. If you’re looking for more leads, higher close ratios and killer sales training, this is the program that will deliver you to larger commission checks (assuming you do what I teach you) You can check out the first few trainings for free at www.showupandclose.com
If you’re one of those people who are ready to make a serious investment in yourself and you want to find out which product or program I have will best suit your needs, simply fill our the form below and after you submit it, there will be a video you can watch that explains our process here. Just know that we are 100% dedicated to helping the sales community. It’s who we are.
