The Bottom LineRead time: 3.5 minutes. Hey Reader, Today, we’re diving into sales – specifically, how to confidently close high-ticket sales without feeling like you need a shower afterward. If you've ever felt like a clumsy dancer at a wedding when it comes to sales, this is for you. Let’s get into it. First things first, let’s debunk a myth. Sales isn't about slick talk or making people feel uncomfortable. It's about confidence. I once heard someone say, "He or she who has the most confidence on a sales call wins." It’s not rocket science, but it’s pure gold. When you’re on a sales call, your confidence in your program and your ability to help the prospect needs to shine brighter than the prospect’s doubts. If you believe you can help them, they'll believe it too. Simple, right? But how do you build that unshakeable confidence? Start by reflecting on your progress. As entrepreneurs, we often focus on the gap between where we are and where we want to be. We’re like, "I want $200,000 months, but I'm only at $25,000." It's like staring at a mountain and complaining about how high it is. Instead, turn around and look at how far you’ve climbed. For example, Amanda realized she went from 2 calls a week to 11, and from closing one deal every few days to two a day. That’s progress! Celebrate these wins. If you can get your kid to eat broccoli, you can close a sale. Remind yourself of the process you’ve made. This brings us to the power of testimonials. Our brains are like Velcro for negativity and Teflon for positivity. We cling to the one complaint and forget the dozens of glowing reviews of all the people we have helped. My friend Stu McLaren, told me about how he keeps a “confidence board” behind his camera. It’s a visual reminder of clients who’ve overcome various objections and gone on to great success. When a prospect says something like, “I’m not tech-savvy,” he can confidently reply, “Let me tell you about Joanne…” because right there in front of him are all the main objections he faces and below and the names of stories of everyone who overcame those situations and are now great successes. Real stories build real confidence. It's like having a cheat sheet of success stories to pull out whenever you need to counter an objection. Remember, your prospect has most likely failed before. Imagine you’re a coach for a moment. Your star player is on the bench, head down, convinced they can't make the winning shot. You, as the coach, know they have it in them. Sometimes, they just need to borrow your belief until they can find their own. That’s exactly what you’re doing for your prospects. You're saying, "Until you believe you can, believe that I can help you." Using Deposits. Think about it this way: you’re not just asking for a deposit. You’re helping them take the first step toward a commitment to change. It’s like signing up for the gym. The hardest part is walking through the door. Once they’ve made that initial commitment, they’re more likely to follow through. Oftentimes the transformation is at the point of transaction. Discounts? Present it like this, “We have retail pricing and case study pricing. Retail is the standard price, but if you’re willing to give a testimonial after a big win, I can offer you a discount as this helps us in our marketing and rather than spending extra money on marketing, I’d rather pass that on to you.” This not only incentivizes them but also keeps your pipeline full of new leads. Here’s a little secret: people love to feel like insiders. By offering them a “special” discount in exchange for their testimonial, you’re making them part of your success story. It’s a win-win. They get a discount, and you get social proof and potential new clients. The power of an assessment. Imagine you’re a doctor diagnosing a patient. You wouldn’t just prescribe medication without understanding their symptoms, right? Similarly, let your prospects diagnose their own needs. This not only makes them feel heard but also positions you as the expert who can offer the exact solution they need. Remember, your role isn’t just to sell but to guide. You’re helping prospects make a decision that’s in their best interest, whether they join your program or not. Think of yourself as a Sherpa, guiding climbers up the mountain. Whether they reach the summit with you or find another route, your job is to ensure they don’t freeze halfway up. So, next time you’re on a sales call, channel your inner Sherpa. Be the guide who knows the path, the obstacles, and the way to the top. Whether they decide to climb with you or take another path, your job is to ensure they leave the call with clarity and confidence. Happy selling, and may your confidence shine through every call! Until next time, Nicholas “the confident closer” Kusmich . |
Founder of the H2H Media Group is best known as a Leading Digital Advertising Strategist and for having the highest ROI's in the industry (up to 30,973.32%). Working with A-List clients, including top thought-leaders, NYT Best Selling Authors, Top Inc 500, and fast-growth companies, he creates advertising campaigns that don’t suck and allow you to scale your business at will. Get a free copy of his bestselling book GIVE and subscribe to his newsletter at https://www.nicholaskusmich.co/
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