22 Minutes of the BEST Alex Hormozi Sales Tips

Summary

The speaker emphasizes the importance of belief in sales, stating that people are more likely to buy if they trust you. They discuss the sales process, from justifying the decision to handling objections, and stress that selling is about helping prospects make decisions that benefit them. The speaker introduces the concept of 'closure framework' and shares a powerful sales tactic involving 'ghost products' to build trust. They also highlight the significance of conviction, curiosity, and the ability to direct or influence people in successful sales.

Takeaways

• 😀 Selling is about helping people believe in you and justifying their decision to buy.
• 💡 The act of selling occurs before asking for the sale, and closing happens afterward.
• 🚧 It's easier to handle objections by addressing obstacles beforehand.
• 🔄 'No' is not failure but an expected part of the sales process.
• 🌟 The first impression in sales sets the tone for the entire customer relationship.
• 🛍️ Prioritizing the prospect over the sale leads to better leverage and decision-making.
• 🤔 Maintain curiosity to understand objections, rather than arguing to be right.
• 💃 Selling is a dance, not a fight; it's about seduction, not coercion.
• 🌉 Selling involves transferring belief through a bridge of trust.
• 📈 Belief in the product is crucial for a sales team to be successful.
• 🎯 The goal of closing is to get the prospect to make a decision, not necessarily to buy.

Q & A

What is the main belief about selling expressed in the script?

The main belief is that people want to believe in you, and it's the seller's job to help them justify their decision logically.

How is the term 'closing' defined in the context of the script?

In the script, 'closing' is defined as the moment you present the offer, and everything after that is considered part of the closing process.

What is the significance of handling obstacles before objections in sales?

Handling obstacles before objections is easier and sets the stage for addressing objections more effectively after they arise.

Why is it important to expect and plan for a 'no' in sales?

It's important to expect and plan for a 'no' because it's a common part of the sales process, and being prepared for it prevents new salespeople from getting discouraged.

How does the script suggest that selling is the first part of the coaching relationship?

The script suggests that selling is the first part of the coaching relationship because it involves helping the customer make a decision that benefits them.

What is the role of setting expectations during the sale according to the script?

Setting expectations during the sale is crucial as it dictates the relationship and how the customer perceives the service or product over time.

Why is it beneficial to maintain childlike curiosity when selling?

Maintaining childlike curiosity allows salespeople to understand objections better, avoid arguments, and keep the sales process collaborative and non-confrontational.

What is the concept of 'sacrificial lambs' or 'ghost products' mentioned in the script?

The concept refers to intentionally recommending products that are not available or suggesting alternatives, to build trust and make the customer more likely to buy the products that are available.

How does the script describe the difference between a salesperson with conviction and one without?

A salesperson with conviction is more persuasive and effective because they truly believe in the product or service they are selling.

What is the significance of the 'assumed close' technique mentioned in the script?

The 'assumed close' technique is significant because it shifts the decision from whether to buy to which product to buy, making the customer more likely to make a purchase.

How does the script suggest using the word 'but' in sales conversations?

The script suggests using 'but' to transition from a negative to a positive statement, making the positive statement more believable and impactful.