Advanced Sales Technique to Get Over "Decision Maker" Obstacle | Ep 202

The Game with Alex Hormozi

Alex Hormozi

Entrepreneurship, Education, Business, How To

4.9 • 4.4K Ratings

🗓️ 1 May 2020

⏱️ 9 minutes

🔗️ Recording | iTunes | RSS

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Summary

The obstacle over our portion of any sale is a dance, not a fight. Today, Alex (@AlexHormozi) shares with us this unique but very effective sales tactic that helped him bring his sales calls with ease and overcome the obstacle of decision-making by the end of the conversation with the customer. Tip: make the call feel like a conversation rather than pressuring them to make a decision.

Welcome to The Gym Secrets Podcast where you can listen in on the Top 1% of Gym Owners to hear the secrets of what they are doing differently to get more customers, make more profit per customer, keep them longer, and do it all without sacrificing their personal lives. We've got roll up your sleeves kind of hustle with a little bit of cleverness and a lot of heart. We are 1% of gym owners and this is our podcast. Hosted by Alex Hormozi.

Timestamps:

(1:19) - Alex discusses the term “Labeling”. One thing you should know is that it has nothing to do with the opposite overcome. You should label someone with a positive attribute and then associate that action that you want them to take.

(2:44) - People want to be consistent with a positive attribute that you've labeled them with. It works extremely well in selling situations.

(3:51) - The tonality in which you question the customer will determine the path you lead them to the sale. It’s not just the words, but how you say them. Keep the tonality neutral as much as possible.

(4:42) - Alex gives an example of labeling and controlling your tonality with the customer. He also tries to build some rapport with the customer because he’s trying to connect that person to someone he cares about.

(5:58) - When it comes to the decision-maker at the end of the call, you don’t win sales by proving someone wrong. If you prove yourself right, you lose the sale.

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Transcript

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0:00.0	Real quick, guys, if you can think about how you found this podcast, somebody probably
0:03.8	tweeted it, told you about it, shared it on Instagram, or something like that.
0:07.6	The only way this grows is through word of mouth.
0:10.0	And so I don't run ads, I don't do sponsorships, I don't sell anything.
0:13.2	My only ask is that you continue to pay it forward, do whoever showed you or however you
0:17.0	found out about this podcast that you do the exact same thing.
0:19.6	So if it was a review, if it was a post, if you do that, it would mean the world to me
0:23.4	and you'll throw some good comment out there for another entrepreneur.
0:25.9	And so they want to maintain consistency because people do not like appearing
0:29.6	inconsistent. Welcome to the Jim Seekers podcast where you talk about how to get more
0:33.3	customers, how to make more customers and how to keep them longer.
0:36.2	And the many failures and lessons that we have learned along the way.
0:39.6	I hope you enjoy and subscribe.
0:43.3	What's going on, everyone?
0:44.1	Hope you guys are having an awesome start to your Wednesday, wacky Wednesday.
0:48.0	I'll make this short and sweet for you.
0:51.2	Advanced sales technique to get over decision-maker optical.
0:53.6	So one of the big obstacles you have in any selling situation, especially in a transactional
0:58.5	sale like fitness, is you don't have to talk to my spouse, I have to talk to, I mean,
1:02.9	typically it'll be a spouse if it's weight loss.
1:04.5	And so that's what I wanted to cover today.
1:06.8	So the first time I heard of this technique was in psychology class in college.
	...

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