I asked 85,000 people on twitter to sell me a pen.
And even though there were interesting angles in the reply…
Most of them failed it.
Here’s why…
And
Here’s the only sure way to sell anything to anyone.
And even though there were interesting angles in the reply…
Most of them failed it.
Here’s why…
And
Here’s the only sure way to sell anything to anyone.
A quick background to the “sell me this pen” tactic.
If you’ve got any sales blood in you…then you must have heard of Jordan Belfort Aka…
The Wolf of Wall Street.
He was the one Leonardo Di Caprio played in the movie with same title
Ring a bell?
Anyways…
If you’ve got any sales blood in you…then you must have heard of Jordan Belfort Aka…
The Wolf of Wall Street.
He was the one Leonardo Di Caprio played in the movie with same title
Ring a bell?
Anyways…
So Jordan would ask this question to his salespeople to test them…
But here’s what they didn’t know.
And
Here’s why almost everybody who answered that question failed it…
The reason is quite simple once you understand it…
But first…
But here’s what they didn’t know.
And
Here’s why almost everybody who answered that question failed it…
The reason is quite simple once you understand it…
But first…
What his salespeople who heard that question would do
Would be to..immediately jump in and start talking about…
The pen.
I asked two salespeople the same question…
Guess what they did?
Same thing!
And I asked on twitter and the response?
Same thing!
But here’s the twist
Would be to..immediately jump in and start talking about…
The pen.
I asked two salespeople the same question…
Guess what they did?
Same thing!
And I asked on twitter and the response?
Same thing!
But here’s the twist
It was a trick question…
It was… when Jordan asked the question 30+ years ago…
It still is now.
What do I mean by that?
Thanks for asking.
You see the moment anyone hears “sell me xyz…”
They make the same mistake rookie salespeople make..
They assume 2 things:
It was… when Jordan asked the question 30+ years ago…
It still is now.
What do I mean by that?
Thanks for asking.
You see the moment anyone hears “sell me xyz…”
They make the same mistake rookie salespeople make..
They assume 2 things:
1. You want a pen
2. You want that pen.
And Bruno why is this wrong?
Oh I’ll tell you why…
But I already hinted it yesterday…
In this tweet
And that’s where most people fail…
So what’s the answer?
(This is where copywriting and taking sales calls differ)
2. You want that pen.
And Bruno why is this wrong?
Oh I’ll tell you why…
But I already hinted it yesterday…
In this tweet
And that’s where most people fail…
So what’s the answer?
(This is where copywriting and taking sales calls differ)
First don’t ever assume…
Ever.
It feels like an obvious answer
But it’s the most important thing you’ll get out of this thread..
Don’t assume.
So what was the first mistake?
Most people assumed I wanted a pen.
And that’s why selling anything begins with…
Ever.
It feels like an obvious answer
But it’s the most important thing you’ll get out of this thread..
Don’t assume.
So what was the first mistake?
Most people assumed I wanted a pen.
And that’s why selling anything begins with…
Gathering intelligence…
Getting information
Or
As it’s called…
The discovery phase.
This is where you find out more about who you want to sell to.
Why?
Because you can’t persuade that which you don’t understand.
Getting information
Or
As it’s called…
The discovery phase.
This is where you find out more about who you want to sell to.
Why?
Because you can’t persuade that which you don’t understand.
The goal is to understand your prospect.
Find out if they’re in the market for a pen.
If yes why?
If not why not…
What did they like about their last pen?
What did they dislike?
What do they look out for when buying a pen…etc
And only when you understand the gap…i.e.
Find out if they’re in the market for a pen.
If yes why?
If not why not…
What did they like about their last pen?
What did they dislike?
What do they look out for when buying a pen…etc
And only when you understand the gap…i.e.
The distance between where they are…
And where they’ll like to be?
Only when you understand
What they want?
Why they want it?
And why they want it now?
And what happens if they don’t get it…
Then and only then…
Do you talk about the pen aka your offer.
So…
And where they’ll like to be?
Only when you understand
What they want?
Why they want it?
And why they want it now?
And what happens if they don’t get it…
Then and only then…
Do you talk about the pen aka your offer.
So…
What’s the right answer to “sell me this pen”.
The right answer is:
“Okay…Bruno. Is it okay if I ask you some questions?”
Why?
Selling isn’t telling
Selling is asking questions.
And
How do you sell anything to anyone?
The right answer is:
“Okay…Bruno. Is it okay if I ask you some questions?”
Why?
Selling isn’t telling
Selling is asking questions.
And
How do you sell anything to anyone?
You don’t.
Again…
You can’t persuade that which you don’t understand.
To sell anything to anyone
You must first understand the person…
So when next you try to sell anything…
Pause and ask yourself
“What do I know about this person?”
And remember to never assume
Again…
You can’t persuade that which you don’t understand.
To sell anything to anyone
You must first understand the person…
So when next you try to sell anything…
Pause and ask yourself
“What do I know about this person?”
And remember to never assume
If you found this thread insightful and valuable
Do these two things
1. Follow @bruno_nwogu to increase your sales IQ and also learn about building an audience around your niche
2. Click and RT this first tweet so others can learn and get better
P.S.
Do these two things
1. Follow @bruno_nwogu to increase your sales IQ and also learn about building an audience around your niche
2. Click and RT this first tweet so others can learn and get better
P.S.
If you’ll like to
1. Make as much as $4k/mo- $10k/mo from high ticket sales
2. Want to know how to sell expensive products and get people to buy?
I’ll be holding a webinar this Friday showing you how to do it.
Register here.
Communityofclosers.com
1. Make as much as $4k/mo- $10k/mo from high ticket sales
2. Want to know how to sell expensive products and get people to buy?
I’ll be holding a webinar this Friday showing you how to do it.
Register here.
Communityofclosers.com
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