Take Control of the Sale

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Good Morning. Ever wonder how a kid from Queens became the Wolf of Wall Street and then transformed into America's top sales trainer? Mindset, a clear vision for the future, and the skills to get there.

In this edition:

• The 3 key elements to take control of the sale

• 9 ways to improve communication in sales

• Meeting with the President of Argentina

Read time: 4 minutes | 1,049 words

INSIGHT

💪 Take Control of the Sale

The Big Picture: Understanding and leveraging trust, certainty, and control are powerful tools in the sales process.

Why it Matters: People don't buy from those they don't trust. Even with an excellent product, customers won't purchase if they don't trust or like the salesperson. Building trust and certainty while maintaining control of the sales process can significantly increase your chances of closing a deal.

There are 3 key elements to effectively using this sales approach:

1. The Three Tens: Increase certainty about the product, the salesperson, and the company.

• Product Certainty: Ensure the customer believes the product will solve their problems or meet their needs.

• Salesperson Certainty: Build trust and likability, positioning yourself as trustworthy and competent.

• Company Certainty: Establish confidence in the organization behind the product.

All three "tens" must be aligned for a successful sale. A perfect product won't sell if the customer doesn't trust the salesperson or the company.

2. Control the Sale: Take immediate control of the sales situation.

• Establish yourself as the expert from the outset.

• Guide the conversation and the flow of information.

• Use specific techniques like tonality, body language, and expert positioning to maintain control.

• By controlling the sale, you can create a consistent, repeatable process that allows you to align all necessary elements.

3. Purposeful Communication: Every action should increase certainty in one or more areas.

• Choose your words carefully, ensuring each statement serves a purpose.

• Use demonstrations and sales aids strategically to boost certainty.

• Tailor your communication to address specific certainty gaps in the three key areas.

• Be aware of both verbal and non-verbal communication in building trust and certainty.

Additional Insights:

1. Trust is crucial in sales. Without it, even the best products won't sell.

2. The "Three Tens" concept focuses on building certainty in three key areas, creating a holistic approach to sales.

3. Taking control of the sale allows for a consistent approach and better alignment of sales elements. It's the foundation upon which the rest of the sales process is built.

4. Techniques for control include proper tonality, specific language patterns, and effective body language. These skills can be learned and refined over time.

5. Positioning yourself as an expert helps in gaining and maintaining control of the sale. This involves not just knowledge, but also confidence and presentation.

6. The sales process should be viewed as a strategic operation, with each element carefully designed to move the prospect towards a purchase decision.

The worst thing you can do is alienate the customer while building certainty about the product. Instead, you should also focus on building trust and likability throughout the process.

Learn more about Jordan’s Sales System here.

FROM SOCIAL

@WOLFOFWALLST: From Wall Street to Casa Rosada! 🐺 🦁 Honored to meet with President @javiermilei. Two passionate advocates for free markets and individual liberty. The future is bright for Argentina!

ACTION

🎯 9 Ways to Improve Sales

The worst thing a salesperson can do is communicate without purpose or strategy. Instead, what you should do is ensure every word, action, and demonstration is designed to increase certainty in your product, yourself, or your company.

Here's how:

1. Establish Clear Communication Goals

   • Define what you want to achieve in each interaction

   • Identify which areas of certainty (product, personal, company) need the most focus

   • Plan your key messages in advance

2. Tailor Your Language to Build Product Certainty

   • Use specific, benefit-focused language

   • Relate features directly to the prospect's needs

   • Product Demo: "This feature, which automates your monthly reporting, will save you approximately 10 hours each month. Imagine what you could accomplish with that extra time."

3. Craft Messages to Enhance Personal Trustworthiness

   • Share relevant experiences that demonstrate your expertise

   • Use language that conveys confidence and competence

   • Personal Credibility: "In my experience helping over 100 businesses implement this solution, I've developed strategies to ensure a smooth transition that minimizes disruption to your daily operations."

4. Communicate to Boost Company Confidence

   • Incorporate company success stories and data into your pitch

   • Use "we" language to emphasize the strength of your organization

   • Company Strength: "Our company's 98% customer retention rate is a testament to our ongoing support and the lasting value of our solutions."

5. Leverage Non-Verbal Communication

   • Maintain confident body language that reinforces your messages

   • Use tone of voice to emphasize key points and convey enthusiasm

   • Employ strategic pauses to allow important information to sink in

6. Implement Active Listening Techniques

   • Use the prospect's own words when addressing their concerns

   • Ask clarifying questions to demonstrate attentiveness

   • Summarize key points to ensure mutual understanding

   • Reflection: "You mentioned that efficiency is your top priority. Let me show you how our solution directly addresses that need."

7. Utilize Strategic Questioning

   • Ask questions that guide the prospect to recognize their pain points

   • Use questions to uncover unstated needs or objections

   • Probing Question: "You've talked about your current process. What would it mean for your team if you could cut that process time in half?"

8. Employ Purposeful Storytelling

   • Share relevant case studies that illustrate successful outcomes

   • Use stories to make abstract benefits more concrete and relatable

   • Success Story: "One of our clients in your industry was facing similar challenges. After implementing our solution, they saw a 30% increase in productivity within the first quarter. Let me walk you through how we achieved that."

9. Close with Intention

   • Summarize the key points of certainty you've built throughout the conversation

   • Use language that assumes the close and focuses on next steps

   • Closing Statement: "Based on our discussion, you can see how our product addresses your efficiency needs, how my experience will ensure a smooth implementation, and how our company's track record guarantees long-term support. Shall we move forward with the contract so you can start experiencing these benefits?"

The goal is to make every word count, strategically building certainty and trust throughout the sales process. By implementing purposeful communication, you guide the prospect naturally towards a positive decision.

Learn more about Jordan’s sales system here.

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