Have you ever heard anyone say... "I'm making too many sales?" - Karl Goodman, Founder.

Have you ever heard anyone say... "I'm making too many sales?"

Exactly.

You can never be too good at selling your service... because all it means is that you can reliably & repeatably communicate to your prospects in a way that helps them take action in their best interests.

Of all the skills you need as a business owner... it's THE skill you need to master.

And in my experience, I've found that there are 3 levels to sales excellence.

Each of them signifies a seismic shift in your ability to effectively persuade...

Want to know what they are?

The first is your ability to research your prospect's situation and diagnose their problem.

Until you do this, nothing else you do can be effective.

Once you've mastered this, you'll find that your sales conversions get a nice boost.

I spoke about this in my previous email (find it on the blog if you've just subscribed).

After that, the next thing to master is control.

If you're the one asking the questions, you're the one taking the lead. My rule of thumb is, early on, you should be talking only 20% of the time.

This is especially helpful for the prospects who want to ask you all the questions... they're often the type who want to know the price before they've even discussed the who, what, when's and how's.

To combat this, mirroring & labelling come in handy here.

"Yeah of course. Before we get to that, can you tell me a little bit more about what you do... you said your son played football?"

If they're smart, they'll know what you've done. But most of the time, this works a treat.

Here is another example:

Let's say your prospect says they want to increase their strength for football.

This is how I'd respond:

"It sounds like increasing your strength is really important to you. What's the advantage you see in being stronger for football?"

They'll end up selling themselves on why strength is important -- making your job way easier... it's like them loading bullets in your gun.

Or...

"It sounds like getting strong is important to you... why is that?"

Here's some more:

"Quick question... what's sparked your interest now? Why not just keep doing what you're doing?"

Or...

"Hey, can you help me understand something so we're on the same page? If you didn't get strong, what are you worried might happen?"

Anyway, you get the picture. Second step is all about control.

What's the final step?

Becoming a master at reframing objections.

Now I don't mean that you go full Alec Baldwin on me and ABC (always be closing).

What I do mean is developing a skillset so you can tell the difference between real objections and 'smokescreens'

Take the iconic objection "I need to think about it."

Here's what I say:

"Yeah, of course. Look (pause)... in my experience, the only reason why people say they need to think about it is because they either don't believe they'll get the results or, they think it's too expensive. And hey, I do that too. So which one is it for you? Price? Results? Or both?"

Whichever way the prospect goes, you are pushing through the smoke and getting to the fire.

Another one:

"I don't have the time."

"Of course, I totally understand. Hey look, in my experience, everyone who says they don't have the time simply doesn't value this enough yet, which is totally fine. It's impossible to value everything so something has to give. Is this a case of you not seeing why this needs to be higher up your priority list?"

There is more to it of course, but this gives you a good start.

And if you want the full A-Z on my Prescriptive Selling System (including handling objections with anchors and reframes)...

Then subscribe to the Alley-Oop by clicking the link below. The edition I'm putting together for August is going to be an absolute banger. You'd only need to sell one extra person for one session, once, to make your money back (if you charge $97 for a session which most do).

Or you could do what Mitch did, and profit a cheeky 30k in 2 months from what he learned from the Positioning book you get with your subscription. I got this from him in an email today... (Yes, he sent it to me 'coz he wanted to)...

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"Since signing up for the Alley-Oop I read the positioning guide in a day, that's correct. Over 60 pages in a day, within a week we restructured our services and the way we delivered them. It's safe to say that in two short months we have profited over $30K."

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So even if you implement one-tenth of what Mitch did, you are up thousands. $2903 to be exact. Replicate what he did and you'd have over 300x'd the investment (what else do you know that can take a $1 coin and give you $300 bucks back?)?

Worst case scenario, you get all weak at the knees and decide never to put anything into practice because you've convinced yourself that you'll grow a successful business without having conviction about your product/service... and you'll STILL sell with more conviction than before because some of it will have sunk into your subconscious regardless of your softness around the sides. You really can't lose.

Here's the link:

https://athletesauthority.education/business-alley-oop-newsletter/

Karl Goodman