Sales pro tip #1

Lotta people think closing is purely about reframing objections…

 

They think it’s about:

 

Bringing back up the pain and the cost of doing nothing

Getting them over their fear

Coaching them on how to make decisions

Using reframes and language patterns to shift beliefs

 

And so on.

 

Now don’t get me wrong, that stuff DOES work...

(Especially in B2C and low-end B2B)

And you SHOULD definitely learn it...

BUT it will only take you so far...

You see, as the sale gets more complex…

And your buyers become more sophisticated…

Things start to change.

You especially see this in higher-end B2B sales. Like professional services…

Don’t believe me?

Then try closing a sophisticated CEO of a multi-million dollar brand using one of your canned rebuttals and see what happens...

You probably already know. It ain’t going to go so well for ya...

So knowing this to be true, the real question is:

How do we uplevel our objection handling?

 

How can we 1-call close even in highly sophisticated markets like B2B)?

 

The answer is to stop “handling objections”...

 

And start negotiating.

 

This might seem counterintuitive…

ESPECIALLY because a lot of high-ticket gurus out there will tell you to NEVER negotiate…

I used to be one of those people. But let me tell you…

That level of thinking limits you and costs you sales.

So what does proper negotiating look like on your calls?

Think of it like “trading”. Let me give you an example…

Let’s say you just dropped the investment at the end of the call…

“The investment is 10k” And you shut up.

Now, instead of the prospect asking about how to proceed and next steps…

They give you the classic “I want to think about it”.

 

At this point, a lot of people will use C-grade tactics like “Well, what is it do you want to think about?” 

As a result, the prospect defends their stance and things get combative…

 

And you lose the sale.

 

So what’d you do instead? You ask..

 

Instead of responding with your canned rebuttal…

 

You side-step and ignore the smokescreen.

 

“No problem. Now, let me ask you a question… investment aside, how do you feel about the process, specifically?”

 

What we're doing here is getting a temperature check on a certain part of the deal (the process).

 

Now, if you run the consult the way I teach, most people will feel “100%” on the process by this point...

 

But NOT 100% on the money…

 

(That's what we want )

 

So what you can do is start negotiating with payment plans…

 

This is why you NEVER EVER EVER give payment plans upfront…

 

Because you can use them as leverage to negotiate to a close.

 

Now, here’s the key to all of this…

 

Remember how I said it’s like “trading”?

 

Well you can’t just give them something without them giving you something back…

 

(We don’t assign value to things we get for free).

 

Instead, you have to ask for something in return…

 

For example - you might offer split payments as long as they agree to give you a case study (if they get results).

 

That one always works well. But the possibilities are limitless…

 

Now, I used payment plans as an example because it’s the easiest to understand…

 

But that’s not the only piece of leverage you have to close deals…

 

For instance, you can...

  •  Play with the timing of the engagement
  •  Make certain accommodations with support
  •  Add additional value/deliverables

 

Again, the possibilities are endless…

 

Now, if you’re thinking…

 

“That sounds great but I don’t want to give away a bunch of stuff just to close deals”...

 

Then you are missing the point.

 

The key is to “frame” what you’re trading correctly…

 

Nail this, and you will rarely give away anything extra...

 

To give you an example, let’s go back to using payment plans as leverage…

 

I sold for a company in the past who offered 2 and 3 pays to clients…

 

And even though we offered those, I would NEVER reveal those upfront…

 

Because I knew I was going to use them to negotiate.

 

And when I did offer them, I would NOT just say…

 

“Ya we can do a 2pay”.

 

Instead, I would frame it very carefully...

 

I would position it to where it was a special accommodation I'm making based on certain concerns/objections they had expressed...

 

And I would make them promise me a case study in return…

 

End result? I made the sale and didn’t “give additional stuff away”...

 

All because I used the right framing.

 

In fact, when I teach this to clients their cash collections usually go WAY up…

 

Because...

 

  1.  They’re closing deals they wouldn't have otherwise

 

And...

 

  1. This specific framework (the way I teach it) actually increases the amount you collect upfront.

 

Again, there’s SO many more possibilities to this. Not just payment plans...

 

I’d give you more examples, but this post is already getting very long…

 

(Maybe I should do a training on this? If so comment below and maybe I’ll put one together ).

 

Give this stuff a try and let me know how it goes 

 

To making more moola…

 

PS - Just wanna make something super clear:

 

Reframing, language patterns, helping coach people through fear to make the best decision for them is all VERY valid and good to learn. I use that stuff all the time…

 

All I’m saying in this post is as you run into more sophisticated corporate-type buyers…

 

With multiple decision makers…

 

That stuff will lose its effectiveness.

 

If you’ve sold to buyers like that you’ll know exactly what I mean.

 

But anywho, just wanted to clear the confusion up for anyone who thought I was saying that stuff is “wrong”...

 

It’s not. Just depends on the context.

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