Get Your Early Bird Pricing
Class Starts Monday March 26th
[thrive_link color='blue' link='https://dmclassroom.com/sws' target='_blank' size='small' align='aligncenter']Yes I Want to Close More Deals[/thrive_link]
Bonus video: The Values Pyramid
Day 1
Values-based Selling: Who Do You Want As A Client – What Do You Want Out Of Life
Matt Gillogly shares his thoughts on the power of your values when designing your business.
Using his values pyramid, Matt clearly defines who he wants to work with and what products and services will best resonate with his target audience.
For example, it's really hard for you to sell guns if you are anti-guns.
It's really easy to sell skis to a skier if you are an avid skier. In fact, you won't feel like you are selling if you're an avid skier simply talking to another skier about your new skis.
Once you are clear on what's important to you and what you stand for, you will start attracting like-minded people into your world.
Day 2
How to Sell Without Selling: Establish Yourself as an Authority
Matt Gillogly shares his thoughts on the power of your values when designing your business.
Using his values pyramid, Matt clearly defines who he wants to work with and what products and services will best resonate with his target audience.
For example, it's really hard for you to sell guns if you are anti-guns.
It's really easy to sell skis to a skier if you are an avid skier. In fact, you won't feel like you are selling if you're an avid skier simply talking to another skier about your new skis.
Once you are clear on what's important to you and what you stand for, you will start attracting like-minded people into your world.
Day 3
Matt Gillogly shares the “how to sell without selling” strategies he used at his men's clinics.
It's important to know the biggest fear of your prospects. It's not about needing a consistent flow of new clients. It's not about generating consistent revenue for their business.
It's about their fear of not making payroll and having to tell your employees that they won't get paid this week.
It's about their fear of having to tell your spouse that you didn't earn enough to pay the mortgage this month.
That's how far you have to dig to learn about what's stopping your prospects from buying.
Day 4
As you move towards your close, try using Dan Sullivan's infamous question.
“If we were meeting three years from today—and you were to look back over those three years to today—what has to have happened during that period, both personally and professionally, for you to feel happy about your progress?”
Then stop talking and listen.
And listen.
Wait for your prospect to break the uncomfortable silence which they will eventually do.
They will open up and share their biggest fears or hesitation with you.
When they stop talking say “tell me more” and listen.
They will go even deeper into their fear of moving forward with your offer. At this point they are putty in your hands and you can overcome their objections by alleviating their fears.
