“Sell me this pen…” You remember that don’t you? Wolf of Wall Street. When it comes to closing the deal, there are so many techniques…How do you sell anything to anyone at any time? Here are some effective client closing techniques that anyone can use.
Today we’ll show you powerful tips you can use to sell anything to anyone.
Emotion vs logic
1. How do you sell a product or a service in today’s noisy marketplace? The first thing to understand is this…People don’t buy based on logic. People buy because of emotion, because of the sensation they get… and then they justify it with logic.
Emotions first, logic later.
You can test this on yourself. Think about something you’d like to buy. Place an image of that in your mind. Now ask yourself. Why do you want to buy it?
A new suit, a car, even a vacation? Now dig a little bit deeper. Ask yourself why? Get an answer. Then ask why again, and start peeling through the layers. I believe you’ll eventually realize that you’re buying because it makes you feel better, makes you feel good…you’re buying emotions.
People buy because of a) greed – to make money or save money, b) generosity – if they purchase, it will help other people, where a certain amount goes to charity, for example, c) shame – they believe if they don’t buy it, it will make them look silly or d) FOMO – the fear of missing out.
A lot of people go on vacation to escape their nine to five job.
So you see, whatever those reasons are, the spark, the initial reason is always emotion, which is then justified by logic later on.
So when you are selling something or making a “pitch” it’s good to keep this in mind. Don’t just mention the features and benefits? It’s much more effective if you focus on pushing those emotional buttons.
Say you walked into a store, let’s say it’s a clothing store, and you pass by a high-end brand where the salesperson asks you to put a piece of clothing on. It could be a suite, a hat, a purse, it doesn’t matter…they nearly always ask you how you feel.
If you just put on $2000 and it looks good on you, everybody feels better right away. And if they say “did you know this is the exact same suit this actor was wearing in this movie?” I bet everybody’s eye would sparkle just a bit at that moment.
When you are selling to business owners, you need to put them in the place where their pain points are resolved, and they are happy and carefree. When you sell like this initially, it is much easier to upsell your products and services, and help them (and yourself) even more.
Don’t just push the features and benefits. You are not talking to an android. Always keep those emotional buttons in mind.
Drill vs a hole in the wall.
2. People don’t purchase to go into something, they purchase to go out of something. Business owners want to buy themselves out of their business problems. They want their pain points to disperse.
They don’t buy software, a service or a solution to put it on a stand and look at how pretty it is. They purchase something because of how much easier it will make their lives.
Let’s buy a drill and then just look at it. See how silly that feels? You need a drill, but will you buy a drill and then just look at it? Of course not.
So why pitch a drill? Pitch the hole in the wall.
The amount of money you make is proportional to how deeply you can understand a business owner’s pain points, and what it means to them to have them solved.
What are the pain points your marketplace has, and how can you resolve them. Focus on this.
3. People don’t purchase products and services, they purchase stories. If you go online and search for any product, you will see so many choices. So how do you stand out? How do you add emotion to a product?
“Sell me this pen…” What if there are 2 pens. One is your regular pen and the other is a super special limited edition used to sign the document between the human race and the first contact with fluffy aliens, the document that brought peace and prosperity to the entire planet.
What is the difference? The story.
They are both pens, with the same functions. It’s just that the second one is a hundred times more expensive because of the higher perceived value. And it has a higher perceived value because of the story.
Think about the story when it comes to your products and services. How can you implement a story in everything that you do? This could be your origin story.
Facts tell, but stories sell. Remember this.
What mindset to have when you go into closing the deal…
There are 3 things that can transpire from any sales situation:
1st – Yes. This is fantastic. Your problem is the perfect solution for the client’s issue. You close the sale, make a commission, and help the client. Win-win.
2nd – No. And this is perfectly fine as well. This means you don’t have to waste any more time and move on to the next prospect. Ever heard of the SW formula? SW = “Some will, some won’t, so what, someone is waiting.” This is the mindset to have. In other words, someone is out there waiting for exactly what you have to offer.
3rd – a lesson. What is this? This is a situation where you are aware that you’re most likely not going to closing the deal. But you are still in the conversation because you know, as a professional, it’s not over until you say it’s over.
And you know you can pull a business lesson out of the experience that will make you improve for the next one.
If you are in this situation, don’t let the prospect end the conversation. You end it. You say “Before I go, Mr. Prospect can you just answer me this one last thing…What exactly will you do with this issue?”
You go back to what does it cost them to continue having that pain point and not do business with you. You go back to their need. You can even test out some of your template scripts here. You can treat it as a game and play with it.
Detach yourself from the outcome.
Sometimes, because you approached it that way, it might turn into a yes.
What you want to avoid is the iffy, maybe, somewhere in between client.
A lot of marketers will take any type of yes as a client. No. Don’t go there.
You want a heck yes or a heck no client.
Heck yes = this is a perfect prospect for you. They’re excited, you’re excited, and you can work well together.
Heck no = you know who those are. Someone that is going to be more trouble than it’s worth to you. Not a good fit and definitely someone you don’t want to waste your energy on.
But even worse than the heck no is the somewhere in between, wishy-washy, non-committed clients. That’s what you want to stay away from.
If you are selling a high ticket offer, you might want to take a step back and slow things down a bit. When you are requesting a larger sum of money, and they are not quite a heck yes client, you can say…“You know what Mr. Prospect lets take a step back and slow down a bit.”
Make a list of your perfect prospects norms. They have to match these norms for you to work with them. Set your own standards. These will help you avoid those in-between “just curious” clients.
So even if they say something like “Yes I want to do business with you. Let’s go.”
If they don’t quite match your “norm”, you take a step back, slow down and from there you can transform them into a “heck yes” client.
You can state your terms and say something like: “If you’re not comfortable with that, that’s okay, it’s perfectly okay to say “no” to me.
We can slow things down, stop here, and you and I don’t have to do business.” Don’t be afraid to say that.
So…based on everything you read…How would you sell me this pen? Comment below 😉