How to get 50%+ close rates for your offers

With my #1 sales guy snowed in and without power in Nashville, I had to do something I never do: make sales calls.

These are scheduled calls that we drove from media and ads over the weekend.

I bit the bullet and took four. Two no-shows, which are always disappointing/really annoying.

Of my two calls, I closed one! (Not a statistically significant sample, but I'm telling everyone who'll listen that I have 50% close rate)

Now, as I said, I don't do sales calls. I'm a geek and terrified of face-to-face contact. 🤪 But I have been reading a lot about sales psychology.

One of the best refinements of this is

@Travis Sago

's 5Ps of marketing. https://travissago.com/5ps-of-preselling/ (Travis runs the Royalty Ronin and Community FIRE Mojo groups here on Skool.)

One P that ISN'T THERE is.... the Product.

I stuck religiously to NOT talking about what I was selling. Why? Because people don't care.

"People don't buy products.

They buy better versions of themselves" (T Sago)

I'm selling a course with 14 modules and over 300 videos. Say that on a call, and it just sounds like I'm giving you hard work. (Netflix is all videos too, but I confess it's a bit more fun 😁)

Instead, I focused on Ps #1 and #2: Pain and a Plan.

I asked LOADs of questions about what the potential client was doing, why it wasn't working, where they wanted to get to. I waited for the note in their voice that told me I'd stuck my finger where it hurt.

Only then did I start to explain the Plan - NOT the product - how we were going to get together from today, to the sunlit uplands of her tomorrow.

The fact is that I think the sale was as good as closed after P1. All I had to do was not mess it up.

It almost... almost... seemed easy.

To all da closers out there: What's your biggest selling tip?

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