Do This Before Saying the Price
Summary
- When selling, always address potential obstacles before mentioning the price. This makes closing the deal easier.
- If you bring up the price before handling these concerns, they turn into objections, which are harder to overcome.
- Think of it like "killing zombies"; you want to handle these issues early to keep the sales process smooth.
- We adjusted our sales scripts to fix problems that were causing lost sales.
- Defuse any potential objections before discussing money to increase your chances of closing the deal successfully.
Video
How To Take Action
I would suggest implementing these strategies to improve your sales process and achieve better results in your business or personal growth journey.
1. Handle Objections Early:
Make sure to address any potential concerns or obstacles before mentioning the price. Ask questions like, "Do you think your partner supports this decision?" to uncover and handle any issues early. This keeps the sales conversation smooth and avoids turning these concerns into objections later.
2. Consider Potential Issues:
Think about what potential problems or "zombies" might arise during your sales process. Write them down and come up with ways to address them upfront. This preparation will make your sales pitch stronger and more convincing.
3. Adjust Your Sales Script:
Revamp your sales scripts to include sections that deal with these issues before talking about costs. For example, if you are selling a fitness program, ask questions like, "Do you have enough time in your schedule to commit to this?" before you mention the price. This helps you ensure the prospect is ready to hear about the cost.
4. Practice Active Listening:
When talking to potential clients, listen carefully to their concerns and needs. Active listening allows you to address their specific issues and demonstrate that you are genuinely interested in helping them. This builds trust and makes it easier to handle objections.
5. Review and Improve:
Regularly review your sales interactions to see where you faced objections or lost the sale. Adjust your approach based on these insights to continuously improve your closing rate. Look at patterns in the feedback and refine your scripts accordingly.
By using these strategies, you can make your sales process more efficient and effective, reducing the chance of facing objections and increasing your success rate. These steps are low-cost in terms of money and time but high-value in terms of results.
Quotes by Alex Hormozi
"You want to defuse the bombs before you talk about money"
– Alex Hormozi
"We call killing zombies, right"
– Alex Hormozi
"Overcome obstacles before it's objections"
– Alex Hormozi
"Do you think your husband supports you in doing this new thing"
– Alex Hormozi
"We front loaded the script to accommodate those issues"
– Alex Hormozi
Full Transcript
before you mention the price you overcome obstacles after it's objections so if I say hey do you think your husband supports you in doing this new thing before I say the price then I've overcome an obstacle if I say the price and I didn't overcome it it becomes an objection which is way harder to close we call killing zombies right you want to kill the Zombies you want to defuse the bombs before you talk about money and so we front loaded the script to accommodate those issues that people were losing in the sales
