Sales Techniques and Strategies

(Client Acquisition)Asking for Referrals

Basically asking if the client can recommend anybody else as a client. (Asking for referrals while suggesting it as a beneficial idea to the client would allow for more profit.)

Be prepared "It is Expensive"

When selling, mention the expense upfront, then justify it with a reason why. This prepares the client mentally and increases their likelihood of purchase. Justifying the price reinforces its value.

Foot in the Door Technique

The principle involves starting with a small request or commitment before progressing to larger ones, gradually building rapport and trust with the customer. Ex: something as simple as signing up for a free trial

Set "No Pressure" goals

Goals such as "getting 20 No's" will relieve pressure and a nothing to lose mindset. Allowing you to better advocate for your product.

(Client Acquisition) Run Ads

Utilize targeted advertising to acquire customers efficiently.

(Client Acquisition) Content Creation:

Craft compelling and value-driven content across various channels, such as social media posts, blog articles, or videos, with the aim of attracting and engaging your target audience. By consistently delivering valuable and relevant content, you establish yourself as a trusted authority in your industry, fostering stronger relationships with potential customers and positioning yourself as their go-to resource.

(Client Acquisition) Reach Out Privately Methods

Cold Call, Cold Dm, Cold Email

(Client Acquisition) Get Affiliates and Partners

Collaborate with other businesses to receive customer referrals

(Client Acquisition) Door To Door

Personally persuade customers to sign up by knocking on doors

Finding out your customer's needs

Discovering customer needs involves asking questions, conducting surveys, or analyzing data to understand their decisions and desired solutions. Empathizing with their perspective and identifying gaps allows you to tailor products or services to meet their requirements effectively.

Move to their side of the table

End shoulder to shoulder so that you're both looking at the decision together with the same information to make the best decision for the person

Forced to Sell

Be happy when someone decides to own the power and not work with you then the pressure around sales disappears. The stake should be whether you helped them or not.

Checklist of Who to sell to

The person must really want the goal and believe.... The product will get them to their goal the way they want to

You and others will support them

It will work for them not just everyone else

It will be more unreasonable for them to not believe (evidence)

Conviction

Having conviction while selling a product to a prospect enhances credibility, fosters trust, and increases the likelihood of effectively conveying the product's value proposition, ultimately leading to higher sales conversions.

Anecdotal Stories

Using anecdotal stories to sell enhances engagement, facilitates emotional connection, and vividly illustrates the practical benefits of the product or service, thereby increasing persuasive impact and sales potential.

Recording Sales Calls

Recording sales calls offers several benefits such as self-improvement, better team training, legal documentation, understanding customer preferences and objections, and refining sales strategies, all leading to improved sales and customer satisfaction.

How To increase Sales Show UP%

1. Increase the Number of time slots availability in a week(All about convenience of the client)

2. Decreasing the amount of time between when you set the meeting and the actual meeting(Same day Next Day Preferred)

3. Increments of the Time slots ( 3:05)

4. Send Personalized Reminders ( Videos/Voice Memos)

When Dealing with NO SHOW Sales Clients

Add A humoristic side that allows you to gain pity while also empathizing with the client Ex: Alex misses the call. You send a voice note saying "I know you didn't ghost me (In a jokingly manner) and I was heartbroken! Just kidding. I'm sure something came up. No worries. Same time tomorrow?"

The Childlike Curiosity Tone

It allows you to directly confront an objection while coming off as passive, directly disarms the client from getting defensive. This also allows the client to be more honest by showing him/her that you are innocent and curious

Customer Provides A criteria on what they would need to SAY YES

Increases the likelihood of selling the product by overcoming obstacles in the effectiveness, by using evidence.

1) What to do if customer does not respond when trying to confirm for the sales appointment later that day

OR

2) If you have an open time slot

Bring up a different customers appointment that would be ready and if you have to, confirm a delay in the other customer.

What is the benefit of billing clients for longer periods, such as annually, rather than monthly?

Extends the "look-back window" for clients, reducing the impact of short-term fluctuations in value. This can lower churn, improve cash flow, and allow for better planning and resource allocation. Offering discounts or guarantees for upfront payments can further enhance client retention and reduce perceived risk.

Ways to Motivate Sales Team

1. Create a Sales Jackpot where if the total amount of team reaches that number of sales they will all get a prize. This will likely increase the sales team helping each other and compete with other companies rather than themselves.

BAM FAM

( Book a meeting from a meeting) Never get off the call without setting up a new time slot/meeting with the prospect. Address time obstacle if the client is not willing to confront it.

How should you prepare for sales calls?

1. Prep by Exploring Prospect's Personal Story:

Research and understand the prospect's background, interests, and personal story to tailor your approach and build rapport during the call.

2. Second Call Preparation:

Take detailed notes from the first call, focusing on key insights and information gathered. Use this context to create a personalized approach for the follow-up call.

Visual Selling

Paint a picture of the customer's improved life by using the product. Integrate the product into their daily routine. Example: "(Product) will be doing this benefit and I need you to Take 2 in the morning and place it next to your toothbrush to make it part of your routine".

Ghost Product Strategy

Gain customer trust by acting in their best interest. Offer alternatives, even if it's not your product, to show you're not taking advantage of them. Give away low-margin products to create value and sell high-margin products for profit.

Prioritization for Budget-Conscious Customer

Offer to rank products by necessity, ensuring essential items are emphasized. If removing an item, explain the drawbacks to avoid devaluing its importance. Example: "This product will speed up results, but without it, progress may be slower."

Set Goals for Activities, Not Outcomes

Focusing on activities instead of outcomes helps you stay consistent and improve over time. You can't always control the result, but you can control the effort. By setting activity-based goals (e.g., number of calls made, emails sent, or pitches delivered), you'll increase the likelihood of achieving desired outcomes while developing discipline and skill.

Video Sales letter (between prospecting meeting and closing call)

Acts as a bridge between prospecting meetings and closing calls. Engages prospects by providing valuable information and addressing pain points. Salesman won't have to repeat information and focus on addressing concerns

INCLUDES: Common concerns, Social Proof

Create Scarcity

Creates a sense of urgency by highlighting limited availability.

Limited-Time Offers: Promotions that expire after time

Low Stock Alerts: Notifications about dwindling inventory

Exclusive Access: Limited access to products for a select group

Countdown Timers: Visual countdowns to emphasize urgency

MODEL SCRIPT

Introduction: "Hi, my name is John, and I'm reaching out from [Company Name]. I have a background in [specific area related to the prospect's problem], which directly relates to the challenges you're looking to solve."

Connection: "I've worked closely with [name of a respected person/authority from the webinar], and I'd love to hear your thoughts on the webinar. What resonated most with you?"

Engagement: [Wait for the prospect's response. Acknowledge their answer and connect it back to the value they received during the webinar.]

Transition to Purpose: "Great! The main purpose of this call is to see if you qualify for our [name of guarantee or program]. Not everyone qualifies, and it's based on three key factors."

Qualifying Criteria: [If applicable, specify the qualifying factors based on the prospect's industry, business size, or other relevant details. For example: Business, Size, Industry

Commit to Congruence

The customer should experience a seamless "baton pass" at each stage of interaction with your business. Coordinate properly with your team members to ensure this.

EXAMPLE:

Ad to Webinar: The ad's message should align with the webinar's headline

Webinar to Call: The initial statements in the webinar should echo the promises made in the ad

Call to Onboarding: The sales call discussions should match the onboarding process

DIY vs. Done-for-You Products Pitch

DIY/Done-With-You Products: Keep the process simple (e.g., 1-2-3 steps). The easier it is to understand, the more appealing it becomes.

Done-For-You Products: Outline detailed steps (e.g., 11 or 27 steps) to emphasize the thoroughness of the service. This demonstrates the effort required, making customers realize the value while also feeling overwhelmed by the workload.

Why should you call leads within 60 seconds of them opting in?

Calling leads within 60 seconds of opting in can result in a 390% increase in sales. Quick follow-up shows responsiveness, builds trust, and keeps leads engaged while their interest is high.

3A Framework

• Acknowledge:

  • Repeat the prospect’s question to show active listening and buy time to think.

  • Builds rapport and makes them feel heard.

• Associate:

  • Link their question to a trait of high-quality customers (e.g., “That’s actually something our best clients ask”).

  • Reframes hesitation as a sign of thoughtfulness and seriousness.

• Ask:

  • Follow up with a strategic question that challenges or clarifies their concern (e.g., “Which certification are you specifically looking for?”).

  • Guides the conversation forward while keeping control of the frame.

Never Ask If they Have any Questions

Because the person asking the questions controls the conversation.
Instead of handing over control, stay in charge by asking strategic questions that guide the prospect's thinking and move the sale forward.

Why and how should you use Straw Men when delivering tough truths in sales?

Straw Men allow you to challenge flawed beliefs without directly confronting the prospect, reducing defensiveness.
You frame the tough truth through a third party—someone "just like them"—using one of these strategies:

1. Peer Story: “Funny enough, I just had someone ask the same thing earlier today…”

2. Success Example: “That reminds me of Sarah, who ran a similar business and asked that too…”

3. Third-Person Perspective: Reference someone relatable so you can be brutally honest without insulting the prospect.

cheat

cheat