Thread by Barrett O'Neill
Thread
7 no BS sales tactics to become a world-class closer:
(with examples)
(with examples)
The days of "Wolf of Wall Street" style high pressure sales tactics are dead.
These sleazy strategies designed to dupe people into buying don’t work.
In 2022 (and beyond) it's about delivering REAL consultative value.
These sleazy strategies designed to dupe people into buying don’t work.
In 2022 (and beyond) it's about delivering REAL consultative value.
But in order to show value you need to get and hold your prospects' attention.
To accomplish this, elite salespeople NATURALLY weave in proven strategies to encourage action.
Here are some of my favorites that have helped me succeed:
To accomplish this, elite salespeople NATURALLY weave in proven strategies to encourage action.
Here are some of my favorites that have helped me succeed:
Sell as a leader:
Startup founders (or SMB owners) top advantage when selling is their ability to relate to the pain of decision makers.
Lean into it and talk about the challenges and burdens of leading.
They'll feel understood and be more willing to listen.
Startup founders (or SMB owners) top advantage when selling is their ability to relate to the pain of decision makers.
Lean into it and talk about the challenges and burdens of leading.
They'll feel understood and be more willing to listen.
Ex:
Discuss frustrations of unexpected expenses, managing cash flow, and the stress of leading a team.
It creates an "equal" dynamic during conversation and removes the stigma that is associated with sales calls.
"Owner to owner" lowers their guard.
Discuss frustrations of unexpected expenses, managing cash flow, and the stress of leading a team.
It creates an "equal" dynamic during conversation and removes the stigma that is associated with sales calls.
"Owner to owner" lowers their guard.
Business outcomes:
Prospects care about how they benefit, not how it happens.
Focusing on product features is self-serving.
Conveying positive ROI, lower costs, and improved productivity keeps the prospects needs at the forefront.
It's not about you!
Prospects care about how they benefit, not how it happens.
Focusing on product features is self-serving.
Conveying positive ROI, lower costs, and improved productivity keeps the prospects needs at the forefront.
It's not about you!
Ex:
"Joe, a client in a similar industry increased market share by 200% using gift cards in cold emails.
Care to see if Braveaux.io can help increase your market position too?”
The emphasis is on the prospects goals and outcomes, not fancy technology.
"Joe, a client in a similar industry increased market share by 200% using gift cards in cold emails.
Care to see if Braveaux.io can help increase your market position too?”
The emphasis is on the prospects goals and outcomes, not fancy technology.
Use math:
All b2b buying decisions are made for one of these reasons:
- saved time
- lowered expenses
- more money
Ask the prospect for actual data and then walk them through a value equation using their numbers.
Compare the cost of the product vs. the numerical benefit.
All b2b buying decisions are made for one of these reasons:
- saved time
- lowered expenses
- more money
Ask the prospect for actual data and then walk them through a value equation using their numbers.
Compare the cost of the product vs. the numerical benefit.
Ex:
"If we doubled your 2% conversion rate to 4% it would add $29,000/mo. to the bottom line...
And that would only cost $2,575/mo."
The value of $26,425/mo. is easily understood and becomes a no brainer.
Clear value = reduced friction.
"If we doubled your 2% conversion rate to 4% it would add $29,000/mo. to the bottom line...
And that would only cost $2,575/mo."
The value of $26,425/mo. is easily understood and becomes a no brainer.
Clear value = reduced friction.
Invoke reciprocity:
Dr. Cialdini proved in "Psychology of Influence" that gifting something personalized and meaningful yields favors in return.
A well-timed and thoughtful gift is an effective way to earn someone’s attention.
From there a relationship can be built.
Dr. Cialdini proved in "Psychology of Influence" that gifting something personalized and meaningful yields favors in return.
A well-timed and thoughtful gift is an effective way to earn someone’s attention.
From there a relationship can be built.
Ex:
I once sent a $50 box of donuts to a prospect because he mentioned him and his daughter get them every Saturday.
It landed me a meeting... and he has spent over $150K with my SEO company.
Be detail oriented and willing to invest into building relationships.
I once sent a $50 box of donuts to a prospect because he mentioned him and his daughter get them every Saturday.
It landed me a meeting... and he has spent over $150K with my SEO company.
Be detail oriented and willing to invest into building relationships.
Specificity:
Columbia University researchers have proven specific numbers lead to better outcomes in sales situations.
It creates a sense of perceived knowledge and positions the seller an as expert.
Otherwise how would there be such precision?
Price products accordingly.
Columbia University researchers have proven specific numbers lead to better outcomes in sales situations.
It creates a sense of perceived knowledge and positions the seller an as expert.
Otherwise how would there be such precision?
Price products accordingly.
Ex:
"At $2,775/mo. there is enough room for us to deliver results and still capture enough of the value we're creating."
Exact pricing is hard to refute and establishes credibility.
Round numbers don’t sound well reasoned, leading to objections.
"At $2,775/mo. there is enough room for us to deliver results and still capture enough of the value we're creating."
Exact pricing is hard to refute and establishes credibility.
Round numbers don’t sound well reasoned, leading to objections.
Anchoring:
Is a psychological heuristic that uses shock value of high/low numbers.
It creates a reference point that all future information is compared to.
Quantify the cost of the problem and then compare it to the price of the solution.
The solution becomes inexpensive.
Is a psychological heuristic that uses shock value of high/low numbers.
It creates a reference point that all future information is compared to.
Quantify the cost of the problem and then compare it to the price of the solution.
The solution becomes inexpensive.
Ex:
"Bill, we're both in agreement that lack of accessible data for BDRs is costing you $475K/yr...
For $30K/yr. you can guarantee BDRs will have 100% dial-ready prospect data."
The price is insignificant when compared to the cost of inaction.
"Bill, we're both in agreement that lack of accessible data for BDRs is costing you $475K/yr...
For $30K/yr. you can guarantee BDRs will have 100% dial-ready prospect data."
The price is insignificant when compared to the cost of inaction.
Get an answer:
If a meeting ends without a clear next step, its unlikely a sale will happen.
Move on from "prospects" who are unwilling to make a buying decision or book a subsequent regroup.
Forcing a clear next step will either push deals forward or save time.
If a meeting ends without a clear next step, its unlikely a sale will happen.
Move on from "prospects" who are unwilling to make a buying decision or book a subsequent regroup.
Forcing a clear next step will either push deals forward or save time.
Ex:
"Sarah you mentioned the budget meeting is on Wednesday. Let's schedule a call to discuss if we're moving forward Thursday at 9AM?"
Be specific with the purpose and time of the next meeting.
Their response will clarify where they are in the buying cycle.
"Sarah you mentioned the budget meeting is on Wednesday. Let's schedule a call to discuss if we're moving forward Thursday at 9AM?"
Be specific with the purpose and time of the next meeting.
Their response will clarify where they are in the buying cycle.
BONUS: Loss aversion:
The pain of loss is 2x the joy of gain.
Frame sales conversations in the context of potential loss and conversion rates go up.
Ex:
A realtor might say...
"If interest rates go up, you could lose $300K in equity on this property."
The pain of loss is 2x the joy of gain.
Frame sales conversations in the context of potential loss and conversion rates go up.
Ex:
A realtor might say...
"If interest rates go up, you could lose $300K in equity on this property."
Always put the prospects needs first and closing becomes common.
Use these tactics to grab and hold your prospects attention so you can demonstrate value.
And remember, never ramble on about your product!
Use these tactics to grab and hold your prospects attention so you can demonstrate value.
And remember, never ramble on about your product!
If you found this helpful follow me @barrettjoneill for content on business and growth.
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Please RT/ Like so others can see it!
Another great strategy:
Storytelling.
Weaving stories into your sales creates human connection that inspires.
Ex:
“I originally built this tool because I wanted an easy way to say ‘thank you’ to our customers — turns out a lot of other owners want to do the same.”
Storytelling.
Weaving stories into your sales creates human connection that inspires.
Ex:
“I originally built this tool because I wanted an easy way to say ‘thank you’ to our customers — turns out a lot of other owners want to do the same.”
