My Best Sales Tactic (to Make a TON of Money)

Summary

• I learned a powerful sales tactic by accident which resulted in a 100% sales closing rate; I call this approach using "ghost products".
• The key point is to gain trust quickly from a potential customer by acting in their self-interest rather than my own.
• I discovered that by telling customers they didn't need to purchase certain products from me, and instead pointing them to cheaper alternatives elsewhere, trust was built, leading them to buy what I recommended.
• Not only were customers more receptive to the products I did recommend, but I also stopped carrying low-margin items altogether and used them as trust-builders instead.
• For the most effective results, I suggest showcasing high-margin products and directing customers to purchase lower-margin ones elsewhere. This balancing act maximizes profit while maintaining credibility with your clients.
• It's crucial to help customers visualize the benefits of your products in their lives by explaining exactly how to use them, associating the new product with an existing daily habit.
• If clients express budget concerns, prioritize your products' importance and be transparent about their options.
• Tying the value of your products to their old habits can help customers see the cost-benefit more clearly, such as how much they'll save from lifestyle changes.
• The most growth I experienced in selling was through conducting many low-ticket transactions, which better prepared me for larger sales later.
• Suggesting external resources or cheaper options can foster trust, especially when done discreetly, making the salesperson seem aligned with the customer's interests.
• Ultimately, the goal is to metaphorically move from across the table to standing side by side with the client, working together to make the best decision based on shared information.

Video

How To Take Action

I would suggest starting with being honest about products and services. If there's something they can get cheaper elsewhere, tell them. It builds trust. Plus, it makes the things you actually want to sell, the high-margin stuff, more appealing. Don't carry the low-margin items if you don’t have to; use them as "ghost products."

Explain how to use your products by linking them to daily habits they already have. If they brush their teeth every morning, tell them to put the product by their toothbrush with a note to take it. This makes using your product easier because they won't have to remember a new habit.

If someone's worried about money, help them prioritize what they need. You could ask, "Are you on a budget?" Then, you could offer to list the products by importance and see what fits their budget. If you remove something, link it to something they do and show how changing behavior can save them money. This helps them see the value again.

Get as much practice as you can. You could try to work with a business that does lots of small sales. Selling car washes or working in a salon could give you lots of practice. Small sales help you learn and will make bigger, more expensive sales feel easy later.

Remember to seem like you’re on their side. Maybe suggest good options for stuff you don't sell. If you're sneaky and the boss lets you, you could act like you're giving them a secret tip. This makes you seem even more trustworthy.

The goal is to look at the problem with them, not against them. Stand by their side, not across them, in their mind. This helps you sell better and help your customers more.

Quotes

"The difference between manipulation and help is intention"

– Alex Hormozi

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"If you believe in the stuff that you sell, you can create an environment where someone will trust you faster by giving them a reason to trust you"

– Alex Hormozi

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"Getting someone to make a new habit is incredibly difficult; getting someone to break a habit is incredibly difficult"

– Alex Hormozi

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"It will teach you more about the skill of selling and dealing with people than any course ever will"

– Alex Hormozi

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"The goal as a salesperson is to move to their side of the table"

– Alex Hormozi