How To Close Everyone Downselling Like A Pro (ALEX HORMOZI)

Summary

In this engaging sales training session, the speaker emphasizes the importance of down selling to enhance close rates. By leveraging psychological principles like reciprocity, sales professionals can ethically lower prices while encouraging customer commitments, such as testimonials or referrals. The speaker outlines a step-down approach, demonstrating how to maintain rapport and avoid sounding desperate. Key techniques include creating a collaborative atmosphere and using positive tonality to engage customers. Ultimately, the goal is to provide value and build trust, paving the way for future sales opportunities.

Takeaways

• 😀 Everyone has some money and a problem that can be addressed through sales.
• 😀 Down selling is a critical skill for increasing close rates, especially when customers can't afford the primary offer.
• 😀 Using the principle of reciprocity can motivate customers to agree to terms after you've provided value.
• 😀 Prepare multiple step-down offers to facilitate easier decision-making for customers.
• 😀 Maintain a collaborative tone during sales to ensure customers feel supported rather than pressured.
• 😀 Effective tonality is crucial in sales communication; how you say something can be more important than what you say.
• 😀 Clearly define the terms of any discounts to maintain the perceived value of your offerings.
• 😀 Encourage customers to commit to small actions (like leaving a testimonial) in exchange for better pricing.
• 😀 Be aware of potential disengagement from customers; it often indicates earlier issues in the sales process.
• 😀 Aim to establish trust with customers by providing value first and nurturing the relationship over time.

Q & A

What is the main belief discussed in the script regarding sales?

The main belief is that everyone has some money and a problem, which means everyone can be helped and sold to, even if they can't afford the primary offer.

Why is it important to know how to down sell effectively?

Knowing how to down sell effectively can significantly increase your close rate by offering alternatives to those who cannot afford the primary program.

What is 'commission breath' and how does it affect sales?

'Commission breath' refers to a desperate or aggressive tone in selling, which can turn potential customers away and make them feel uncomfortable.

How does reciprocity play a role in the down selling process?

Reciprocity involves giving something to the customer first, making it difficult for them to say no to subsequent requests, thereby facilitating the down sell.

What is a suggested approach when a customer can't afford the initial offer?

One approach is to lower the price while asking the customer to provide something in return, such as a testimonial or commitment to a certain period.

Can you give an example of a step down offer?

An example would be starting with a $300 program, then offering it for $149 with a testimonial, and finally dropping it to $29 if they bring a friend.

What tone should be used when making a down sell offer?

The tone should be sincere and engaging, demonstrating genuine interest in helping the customer and encouraging them to say yes.

What are some potential signs that a customer is disengaged during a sales call?

Signs of disengagement include surface-level objections, lack of enthusiasm, and quick requests to end the conversation.

How can rapport with a customer influence the sales process?

Building rapport can make customers more willing to engage, trust, and ultimately make a purchase, as they feel understood and supported.

What is the ultimate goal when down selling?

The ultimate goal is to get the customer into the program at any price, so they can experience value and build trust, potentially leading to future upsells.