Having witnesses and watched hundreds and hundreds of sales conversations I have seen almost anything that can take place in a sale. Most importantly, I have witnessed many times first hand the Hook Point Where Every Sale is Won or Lost.
I have seen sales masterfully lead from start to finish in what is almost an inevitable sale
I have also seen sales crash and burn where defeat was literally snatched from the jaws of victory at the very last second
What I have also seen are some definite patterns in what works and what doesn’t.
The biggest pattern I see is the pivot point in the sales conversation where the sale is won or lost.
This pivot point typically happens when there is a core motivation by the buyer that is recognised by the seller and is met by the product or service on offer.
The keys to being abel to being able to uncover this pivot point comes down to being able to do the following…
Quickly establish what the core motivator or driver of the individual is.
Being able to recommend the solution with that core driver been met first and foremost in the mind of the seller.
Now the product being recommended must be presented in the best light by the seller but unless there has been ample diagnostic done FIRST, the sales process can be likened to blind archery.
Over the years the single biggest mistake I have seen sales people make when they sell to prospects is simply this…
An over eagerness to launch straight into a product pitch without significant diagnosis being done with the client.
When you asking the right questions. you…
“Magnetise” the buyer to you and your solution
Makes them feel like they are being “heard”
Give the sales person the REAL reason and motivation behind the purchase.
And ultimately arms you with the buyers criteria that you can point your solution at.
But here’s the thing…
Having asked the right questions and found the core driver behind the purchase is just the foundation
The actual hook point that is so crucial in how every sale is won or lost is this…
It’s when the cost of your prospect doing nothing and staying where they are becomes GREATER IN THEIR MIND than the cost of investing in your product or service
Read that again please…
Now read it again
It’s super powerful and essentially IS the pivot point of almost every sale
It took me 17 years to nail down a duplicatable process to create predictable sales results using my version of this system and then another 10 years to fine tune and perfect it but the S.T.R.I.KE sales system I use today is the single most effective way I have discovered for getting predictable sales results in almost any market.
And the lucky bit for you is I am about to take a small group of sales professionals and help them to dramatically increase their sales results using this EXACT system.
The training begins in the next few weeks so If you’d like to be part of it you can register at this link.