By the Ocean
Cloudy 80 Degrees
6:34 a.m.
Most of the client work I do is about helping businesses sell very expensive things.
As the price of something increases and the sophistication and success level of the buyer increases, selling ends up looking very different than the guy offering an ebook for $20.
What mainly happens is that the act of selling dissolves into the background. It often disappears completely.
What replaces it is a focus on getting the prospect what he truly wants. He doesn’t want a sales pitch, he wants his problem solved.
So the buying act becomes a byproduct of a strategically engineered system designed to make that decision come about naturally.
Most businesses don’t have a system like this. Which is why they either end up at one of two ends of the spectrum:
Either they move towards the “hard core closer” end and wonder why their buyers stop respecting them as they push to “make it happen.” Or they just sit there and wait, because they “hate” selling, and don’t have any better strategy to consider.
Have you ever tried to hard sell someone into spending $10,000, $50,000, $200,000?
If you have, you know it’s a dumb thing to do.
When you’re selling at the higher ends, the decision to purchase has to be their idea. If that’s not how it goes, you pay a dear price in terms of your relationship with your buyer and the perception they have of you in the marketplace.
Building the system that allows your prospects to sell themselves is how you make selling invisible.
On October 22, I’m presenting a live class walking through the framework for how to do this. What you’re going to see is an approach to selling that provides everything required for prospects to sell themselves on you.
There will also be time to do some LIVE strategy sessions (aka hotseats) if you want help reimagining your sales system based on what we cover.
You can get more details here.