After 4000 Sales, I Discovered a New Sales Tactic that CLOSES ANYONE

Summary

• I've learned that reframing is crucial in sales. It's about controlling the conversation by asking questions, even when faced with objections or tough questions.

• I employ the 3A framework: Acknowledge, Associate, and Ask. Acknowledge by repeating the prospect's words, Associate their question with successful behaviors of past customers, and then Ask another question to guide the conversation.

• It's essential to let the prospect speak, as they believe more in their words than yours. By asking them questions, they come to their conclusions about being a good fit for your offer, which helps them decide to purchase.

• Never ask prospects, "Do you have any questions?" as it invites objections and gives them control. Always aim to be the one asking questions to maintain control of the conversation.

• If faced with a prospect demanding answers, use analogies like the "mechanic" or "surgeon" to explain why you need more information before responding, maintaining control over the interaction.

• Remember, never disagree directly with a prospect, as it leads to arguments and lost sales. Instead, guide them to realizing their misconceptions through gentle questioning.

• Stay curious and seek to understand, not to win. Keeping a childlike curiosity ensures you focus on the customer's needs and concerns.

• Avoid answering directly by using Straw Men or referencing others when addressing tough truths. This helps avoid direct disagreement while keeping the prospect engaged.

• Establish rapport by validating their concerns or objections with phrases that show understanding and appreciation for their thought process.

• Use universal questions like, "What are you most afraid of?" to uncover underlying concerns and keep the discussion moving toward closing the sale.

• It’s crucial to maintain a rapport so you can ask challenging questions without offending. Rapport allows navigating objections effectively while keeping the prospect engaged.

Video

How To Take Action

I would suggest implementing the 3A framework in your conversations, whether it's sales or just everyday interactions. It’s really simple: Acknowledge what the other person says by repeating it back to them. This helps build rapport and gives you a moment to think. Next, Associate their question with successful stories or past behavior from others. Finally, Ask them another question to keep the conversation in your control.

A good way of doing this is to never directly answer a question or objection. Instead, ask more questions about their question. This keeps you in control and helps uncover their real concerns. Let them talk more; people trust their own words more than yours. This approach makes them more likely to conclude that they need your product or service.

If someone tries to take control by demanding answers, use analogies. Explain like a mechanic who needs to look under the car’s hood before giving a solution. This buys you time and maintains the control of the interaction.

Also, I’d avoid asking if they have questions, as it invites objections. Stay the one asking probing questions; it keeps the conversation focused and productive.

Finally, maintain a curious mindset. Think of it like wearing a detective hat. Be genuinely interested in understanding their needs. It keeps the interaction positive and ensures you’re always aligned with their concerns and goals.

Quotes

"The person asking the questions is the one who's in control"

– Alex Hormozi

"You never win a sale by winning an argument"

– Alex Hormozi

"Tell them what their question means"

– Alex Hormozi

"We want them to feel good about The Logical decision that we're helping them make"

– Alex Hormozi

"It's a dance, not a fight; it's seduction, not rape"

– Alex Hormozi