Podcast Summary
Identify and label customer problems: Ask customers about past efforts and what was missing to understand their pain points and offer a tailored solution
Effective selling involves clearly communicating with potential customers to understand their problems and identifying the gap between their past efforts and the desired solution. During the initial stages of a sale, it's essential to establish that your message is meant for them and label their problem. However, the critical part is asking them to identify what was missing from their past attempts and why they didn't work. This helps the seller understand the root cause of the customer's pain and position their solution as the best fit to address it. By following this approach, sellers can increase their average ticket and close rates.
Identifying reasons for past failures: During sales process, identify if past failures were due to lack of knowledge or accountability, then provide appropriate guidance or structures to ensure future success.
When trying to understand why someone failed in the past, there are only two possibilities: they didn't know how to do something or they didn't have the accountability to follow through. During the sales process, it's important to identify which of these reasons was at play. If they didn't know how, then they likely attempted something that wasn't effective or sustainable. On the other hand, if it was a matter of accountability, then they simply didn't follow through. As a salesperson, it's crucial to ask probing questions with childlike curiosity to help the customer identify which issue was present. Once identified, you can then address the issue by providing guidance or accountability structures to help ensure future success. This approach can be applied to various types of sales, not just fitness-related ones.
Using childlike curiosity in conversations: Curiosity builds rapport, relaxes people, and uncovers challenges. Adapt approach based on context for effective conversations and growth.
Using childlike curiosity in conversations can help build rapport, relax people, and uncover the root causes of their challenges. This approach allows individuals to open up and reveal the gap between where they are and where they want to be, which could be due to a lack of accountability or an ineffective solution. In a business context, particularly in B2B sales, focusing on knowledge and the potential for improvement is often more effective, as business owners generally believe they are doing their best. However, in other contexts, such as weight loss, a different approach may be necessary due to varying levels of pride and ego. Overall, using curiosity and understanding the unique needs of different individuals can lead to more meaningful and productive conversations. Additionally, the speaker encourages listeners to rate and review the podcast to help it reach more entrepreneurs, as growth relies on word-of-mouth and collective effort.
Identifying gaps and understanding past failures: During sales, acknowledge past efforts and missed links to help potential customers regain confidence and believe in their ability to succeed, creating accountability and simplifying the path to success.
Effective sales techniques involve creating accountability and understanding the reasons behind past failures. During the sales process, it's essential to identify the gap between where the potential customer is and where they want to be. This can be achieved by asking thoughtful questions and actively listening to their responses. By acknowledging their past efforts and the missing link that prevented them from achieving their goal, you can help them regain their confidence and belief in their ability to succeed. This pivotal moment allows the potential customer to understand their past mistakes and makes the path to success seem simpler. Once this understanding is established, the sales pitch can be introduced, providing a solution to the identified gap. Overall, creating accountability and understanding the reasons behind past failures is a crucial component of successful sales interactions.
Empathize and build rapport to help people identify past failures: Empathy and rapport-building help individuals acknowledge past mistakes and lack of accountability, leading to successful outcomes in sales and advice.
Effective communication and understanding are crucial in helping people identify and overcome their past failures. By showing empathy and building rapport, you can guide individuals to acknowledge the flaws in their previous plans and lack of accountability. This approach not only makes them feel better about themselves but also clarifies the reasons for their past unsuccess. When selling or providing advice, focusing on helping people recognize these two issues is essential for achieving a successful outcome. Without this clarity, potential sales or improvements may fall short, leaving both parties feeling frustrated.
Identifying and addressing clients' concerns for better sales: Acknowledging and addressing clients' beliefs outside the program leads to increased trust, better outcomes, and larger ticket sales.
Acknowledging and addressing the root cause of a problem is essential for making a sale. In the context of weight loss coaching, if clients believe they're not losing weight due to factors outside of the coach's program, it's crucial to identify and dispel those beliefs before presenting a solution. By using a diagnostic script, coaches can identify the underlying reasons for a client's weight loss plateau and offer a new approach. This approach not only builds trust and rapport but also increases the average ticket price by several times. Currently, coaches using this method are closing 2,000 to 3,000 dollar tickets within a month of the challenge orientation. So, acknowledging and addressing clients' concerns and beliefs is a game-changer in sales, leading to more significant ticket sales and better client outcomes.
