By T. Harv Eker
In my seminars, I frequently ask my audience how many of them don’t like the word “sell.” When I do, a lot of people raise their hands. In fact, I do too. I don’t like the word sell either. It has a really gross connotation to it, doesn’t it? Even though there’s nothing inherently wrong with it, it’s got a bad rap. That’s why today I’m going to teach you some closing techniques that don’t feel like selling. Read on to learn more to discover this powerful technique.
A Simple Closing Technique That Doesn’t Feel “Salesy”
If you want to avoid the word ‘sell’ in your presentations, I have one simple trick. It may sound like it’s too easy to be effective, but I promise you that just by employing this tactic, you’ll see better results. Are you ready? Here it is: Don’t ever use the word “sell.” Instead, use “help.”
Why “Help” Is So Much Better
By making this swap, you emphasize an important distinction in your coaching ideology. I’m telling you that you shouldn’t use the word “sell” because I don’t just want you to sell people something. Instead, I actually want you to help people.
So how do you earn money helping people? By keeping in mind that most people search for solutions to their problems — not products. Therefore, to help people and also earn money, you need to solve a problem for someone. That’s the only reason people give you money.
People don’t give you money because you’re smart, unique, good-looking, or skilled. They give you money because you solve a pain point for them. If people can’t see how their problems could be solved by what you’re providing, you’re wasting your time and resources. Additionally, if the problem you are trying to solve isn’t strong enough, you have a really tough road ahead of you.
Helping With the Right Problem
With all this in mind, you have to do something that helps a lot of people while also staying within your niche. Show people how you can help them and address their specific pain points. That’s called your message, and it’s the best closing technique there is.
For example, let’s say you have a product that reverses hair loss. Don’t say, “Hey, I have a great hair loss program. I have a product that grows hair.”
That’s ok, but is that really attractive? Is that your message?
Instead, you could say…
“Are you tired of looking at your balding head in the mirror? Does it frustrate you? Do you remember the days when you used to have a full head of hair?
“Every single day since then you’ve watched your hairline recede. How do you feel when people look at you, and the first thing you think they’re looking at is your lack of hair? How does that make you feel about yourself?
“Would you like to grow it back and become confident about yourself again? Would you like to get up in the morning and run your hands through your thick hair? Wouldn’t that be great? Well, I have a product for you!”
There’s a difference, right? The key difference here is that you’re making an offer to people who are looking for your solution. This puts you in the position of helping, instead of needing to sell them.
Bottom line: When you know what problem you’re solving, you don’t have to “sell” anything.
Let’s Be Clear. Your Goal Is Still Sales…
There’s nothing wrong with the fact that you still want to get sales. After all, you’re making an offer for money because that’s what you’re in this for. However, those sales are still people you’re trying to help.
Remember, just don’t think about it as selling. It’s all about how you frame it and what will make you feel best about delivering your products or services to the right audience.
This is just one of the many strategies for becoming a great marketer.
Well, it’s because marketing itself is the one part of your business that will make the difference between your success, mediocrity or failure. Unfortunately, most people are lousy marketers and that’s why most people continuously work too hard and earn too little.
The good news is marketing is not hard once you know what to do…
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