KILLER SALES TECHNIQUE -SALES TRAINING

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What’s up guys!

Welcome to ConsistencyBringsCurrency, if this is your first time here, my name is Mike.

Like always, make sure you subscribe to my channel so you don’t miss out on any future sales and motivational content.

In videos today, I’m going to talk about one of the most powerful techniques that you can use to increase your sales and closing %. If you found this helpful, make sure you drop me a like!

1. Magnify prospect’s loss aversion and communicate to them what they will LOSE if they don’t fix their current problem ASAP. Put it under the microscope for them, sometimes prospects don’t realize how big of a problem they have, until, you, the sales professional come in and SHOW them.

The reason why this is so powerful is that people have a tendency to prefer AVOIDING losses rather than acquire equivalent gains. People will prefer not to LOST $500 dollars than to find $500 dollars. Basically, when we think about change, we focus more on what we might lose, rather than on what we might get. Use loss aversion to your advantage and you’ll see a dramatic increase in your sales.

Quick Example: a prospect is coming to you to because they’re struggling with their online business and want to drive more traffic. Long story short, you tell them your price of $2,000 and they tell you either: 1. They don’t have the budget/their budget is, for example, $800 or 2. They need to think it over.

THIS is when you start to magnify their loss aversion.
This is how the convo should go:

“Just curious, what made you come to me today?”
Drive more traffic

“Oh I see, to drive more traffic. What’s important to you about that?”
Get more sales

“Got it. Your website is not getting enough traffic, therefore you’re not getting enough sales. That’s not a good problem to have. Sales is the bloodline of any business.
These are real and very big problems if these problems don’t get fixed, what do you think it’s going to cost you?”
A lot of money. Potentially $50k, maybe even $100k.

“From what I’m hearing, you COULD lose up to $100k if we don’t fix this problem. Yet you only want to put in $800 to fix your $100k problem. This is a real and big problem, I wouldn’t recommend you make a minor effort for a major problem.
This problem is costing you money every single day. Doesn’t spending $2,000 seem right to fix a problem this level of magnitude?”

If the prospect agrees with you, go for the close. If they’re still throwing objections at you, say this:
“So if you could buy an insurance policy to prevent these problems from happening, how much would you spend?”

Let’s say the prospect says, “25%? Probably?” / if they prospect is giving you some ridiculous number, then that’s a different story. For this today’s video's sake, we’ll say the prospect says 25%.

“If my math is right, 50k x 25% is $12,500. Here’s the good news, I can help you with a lot less than $12,500. Starting at the $2,000 range now would seem reasonable doesn’t it?”

If they agree, it’s a deal / if they say they want to think about it, then at this point it’s up to you. You need to make a business decision for yourself. Are you going to now drop the price to get this deal? Or do you want to keep a level of standard in your business?

This is what I would say:
“I do agree that you need to do your due diligence and explore your options in order to figure what’s best for you. If you do end up deciding that we’re the best fit, we can get into contracts and all that kinds of stuff. Not only are we going to fix your problem, you’re also going to plug the hole in the boat and help expand your business as well.
That’s the level of service I provide for my clients. Best of luck to you."

Remember, I'm giving you guys a general idea of how it should be. Don't copy it step-by-step because every person's situation could be different. I recommend you add your own twist and personality into it.

YOU MADE IT TO THE END OF THE VIDEO, thank you for watching. If you found this helpful, make sure your like, comment, and subscribe. Til next time!