Why that person didn’t close...and how to use this one unstated fact to give you the upper hand in the sale | Ep 45
“You're trying to get them to think about all the things they've done and how much investment they've put into it." Today, Alex (@AlexHormozi) discusses the importance of establishing a gap between the customer's current situation and their desired outcome in order to close a sale. He emphasizes the advantage of having the customer already express interest in the solution being offered and provides examples of how to establish a gap in a weight loss or gym membership sales conversation.
Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.
Timestamps:
(1:08) - Clarify goals and past efforts to establish gap
(2:56) - Probing reveals marketing limitations for gym owners
(4:59) - Identify reason, leverage during conversation
(7:43) - Highlight unsuccessful attempts to block solutions
(8:47) - Overcome objections, remind of need for a solution
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