Powerful Sales Tactic Overview

• Learned by accident and will be featured in a $100 million sales book.
• Aimed at gaining trust as a salesperson.
• Achieved 100% sales after implementing a key change.
• Taught others with no previous sales experience to close 80-90% of sales.

Context

• Initial experience selling supplements at a gym.
• Process involved selling service packages and conducting nutrition orientations.
• Faced stock shortage of key products during a launch.

Key Learning

• Instead of avoiding discussing a missing product, advised customers to buy it cheaper elsewhere (Costco).
• This honesty built trust, leading to successful sales of recommended products.
• Introduced the concept of "ghost products" (formerly "sacrificial lambs") to enhance trust.

Trust and Sales

• The distinction between manipulation and help lies in intention:
  • Positive intent = help
  • Negative intent = manipulation
• Acting in the customer's self-interest is key to not appearing exploitative.
• If customers are unaware of their needs, use ghost products to establish trust.

Sales Strategy

• Use low-margin products as ghost products to gain trust and sell high-margin products.
• Present the benefits of products clearly, emphasizing their relevance to the customer's daily routine.
• Guide customers on product usage to create a seamless purchasing experience.

Prescriptive Closing

• Ask about existing habits to tie in product usage (e.g., morning routines).
• Use "one-click upsell" strategy to make purchasing easy.
• Reintroduce products if budget concerns arise, emphasizing their importance.

Overcoming Objections

• Associate product necessity with the customer's current habits.
• Create a new identity for the customer that aligns with product usage; find budget by identifying old habits to reduce.

Practice Makes Perfect

• Engage in high-volume, low-ticket sales to build skills and comfort in selling.
• Experience in low-ticket transactions prepares for higher ticket items.

Collaboration in Sales

• For service-related sales (like web design), suggest alternative resources to build trust without detracting from core services.
• Salespeople should advocate for the customer while maintaining a focus on potential upsells.

Conclusion

• The ultimate goal is to move from opposing sides of the table to a collaborative decision-making position with the customer.
• Building trust is essential for effective selling and customer relationships.