HTSS168 - How to close sales by being counterintuitive - Scott Sylvan Bell

You can close sales by being counterintuitive 

Not all rules in sales are true or applicable to all salespeople. You can be counterintuitive in sales and close deals. You do need to understand the elements of sales basics mastery in order to make this work. This is not a part of sales new salespeople are ready for. Not all sales trainers and salespeople will believe this type of sales process. 

Old school sales and high pressure

Old school sales training is all about pressure. This concept goes back to the industrial revolution. You cant always agree with the buyer you do need some conflict. You do need to know that sometimes buyers just have nervous energy. Buyers don’t always mean what they say. In sales you have to learn how to calibrate.

Ways to be counterintuitive in sales presentations

• In-home sales go naked
• Everyone else goes to the door with all of their content

Counterintuitive Ways to handle sales objections

You have to prepare this in the presentation that you will say what needs to be said (I am not a sugar coating type of person)

You can do the opposite in sales and still close deals 

• Using a strategy like this is all about a good attitude (flirty feel / dry humor) work the best
• The elements
• Receive the information (I totally understand, good idea, I think you should do that
• Reverse on the information – explain why it may be a problem 1-2 sentences
• Let it go

You have to practice this or you will come off completely wrong, if you try this without practice it will fail

Asking for the sale (framework)

• Want one?
• I don’t know If you want one of these – why would you

Follow up

• Send a video
• Send physical mail