You want to make the world a better place?
How do we do that?
First, you create value and solve a problem.
Second, you learn how to sell people on the fact that they need your solution to their problem.
Selling makes the world go round… and it makes the world better.
“To sell well is to convince someone else to part with resources — not to deprive that person, but to leave him better off in the end.” – Daniel H. Pink, To Sell Is Human
If you want to leave the world better off in the end, then you’ll love today’s 5 sales secrets from my good friend, Bedros Keuilian.
(Bedros and I are running a Mastermind in New Orleans tomorrow. Get the details on our next event here.)
Even if you’re not a “salesman,” the truth is that in every conversation, email, and interaction you have each day, you are selling.
You are persuading.
You are convincing another person to share your point of view, to accept your offer (whether an offer of assistance or an offer of commercial intent), or to do something you want them to do.
Take, for example, getting your children to brush their teeth. You show the benefits. You give them a deadline. You might even resort to removing privileges if they don’t do what you want. You are selling, persuading, and convincing.
No one is better at selling in a “California Cool” style than Bedros. He’s the guy that Frank Kern goes to for advice.
Last year I hired Bedros to help me go from zero-to-hero in terms of my phone sales skills. It’s an essential part of my business transformation, because selling via phone and in face-to-face conversations is how I convince people to attend my Perfect Life Workshops or to hire me to speak at their events.
The best way to get better at sales calls is to do more sales calls — and to get expert feedback on how to get better.
Each week Bedros and I practice a sales call with him acting as a prospect my Perfect Life coaching program.
But last month we switched our roles. I played the role of a potential coaching client for Bedros’ Domination Day program (of which I’m a client).
Here’s what I learned watching the master in action.
1) Pump-Up The Positive Past
- Pump them up (acknowledge what they have already accomplished)
- Prove the concept (that your system works)
- Demonstrate your expertise (solve a problem for them, thus proving your system)
2) Gap-Up The Present Reality
- Show them the Gap between where they are and where they want to be
- Show them what’s wrong with what they are doing now…
- Show them they are good at X, but need help with Y…
- … and that Y is the most important variable in their future success
3) Set-Up the Future (“Future Pace”)
- Show them you know secrets that will change their life (solve another problem)
- Show social proof (sprinkle in case studies proving it will work for the prospect)
- Stack the value and identify all the stuff they will get
4) Level-Up the Offer
- Clearly communicate the value
- Clearly communicate the deliverables
- Clearly communicate the expectations of the program
5) Close-Up the Sale
- Remind them the value of the results are 100X the investment
- Close the sale, confirm the sale, and take the payment
- Clearly communicate the next steps in the program
Oh, and one more thing… a bit of a warning, actually.
Bedros taught me not to “talk myself out of a sale.”
Don’t talk too much, and once the client is committed, resist the urge to keep yammering on.
Instead, close the sale, confirm it, take payment, and tell them to await further instructions from your team member in charge of delivering the experience.
So there you have it.
Now go out and do it,
“Lead with passion and purpose.” – Bedros Keuilian