Why that person didn’t close...and how to use this one unstated fact to give you the upper hand in the sale | Ep 45

The Game with Alex Hormozi

Alex Hormozi

How To, Business, Entrepreneurship, Education

4.9 • 4.8K Ratings

🗓️ 4 May 2018

⏱️ 11 minutes

🔗️ Recording | iTunes | RSS

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Summary

“You're trying to get them to think about all the things they've done and how much investment they've put into it." Today, Alex (@AlexHormozi) discusses the importance of establishing a gap between the customer's current situation and their desired outcome to close a sale. He emphasizes the advantage of having the customer express interest in the solution offered and provides examples of how to establish a gap in a weight loss or gym membership sales conversation.

Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.

Timestamps:

(1:08) - Clarify goals and past efforts to establish gap

(2:56) - Probing reveals marketing limitations for gym owners

(4:59) - Identify reason, leverage during conversation

(7:43) - Highlight unsuccessful attempts to block solutions

(8:47) - Overcome objections, remind of need for a solution

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Transcript

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0:00.0	Most of the nation real quick, if you are a business owner that has a big old business
0:04.0	and wants to get to a much bigger business, going to $50, $100,000 plus we would love to
0:08.7	talk to you.
0:09.7	And if you like that or would like to hear more about it, go to acquisition.com and you
0:13.1	can plan anywhere on the page and talk to one of our team and see if we can help you get
0:17.3	there.
0:18.3	What's going on everybody?
0:19.3	Happy Monday.
0:20.3	Because the one thing that you're not like about my neighborhood is that the reception sucks.
0:24.4	So sometimes my face will rise, get messed up and that's what happens.
0:27.1	So we're going to get right back into it.
0:28.6	So what is the number one reason that people don't buy?
0:32.4	Well, there are a lot of reasons that people don't buy.
0:34.8	God.
0:35.8	Sorry, I get frustrated.
0:39.7	So a lot of people don't buy because the rapport is off, the energy is off, they didn't
0:43.0	get greeted right, there's no pre-frame, there's a lot of reasons they didn't buy.
0:45.8	But if we're getting down to the actual sale itself, like why did this person not purchase?
0:50.9	And usually it's because there was not a gap that was established between where they're
0:53.8	trying to go and what they have done and what they've done in the past, right?
0:57.5	The biggest advantage every single marketer has, every single salesperson has is that the
1:01.8	person signed up, the person walked through the door, right?
	...

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