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Lately, I’ve been learning a lot about myself as a salesperson.
I’ve always considered myself an expert in sales. Not because I’ve earned certifications, but because I’ve mastered my process for selling agency deals.
Recently, I’ve been reminded that I’m not as good as I think I am. It’s humbling, but it’s a huge opportunity to grow.
I’m learning some cool lessons about myself, and I’d like to share them with you.
LFG. 🔥
Sales Is A Process
If you want to be good at sales, you don’t need to be charismatic or charming. You just need to have an established process to guide your prospects through.
Over the last 15 years, I’ve more or less mastered my process for bringing in new agency deals. In fact, the process is now so refined that I have full flexibility to adjust it as I go.
There’s no rigidity in how I bring in high ticket deals.
I also feel very confident as a content-based salesperson. This just means I can sell products online by creating great content, building an audience, and writing strong landing pages with great copy and high conversion rates.
So I feel great at the extremes. I can close six figure deals and I can crank out high volume product sales.
But I’ve discovered an “in between” where I’m not so strong.
The Three Types Of Offers
In my Sales Training program, I talk about three different types of offers you can sell.
1. Services: Done for you high ticket services, such as agency work, coaching, or consulting.
2. Programs: Done with you memberships that require effort and commitment from both the customer and me.
3. Products: Do it yourself products, where the responsibility is on the buyer to get the most out of the experience.
Now that we’ve defined the different levels, it’s clear that I’m confident in selling high ticket services and low ticket products.
My weakness is in the programs. The reason is that this type of offer requires a slightly more nuanced approach, and I don’t have as much practice in it.
Here’s how it works.
How To Sell A Program
Programs require a specific sequence. They’re expensive enough to warrant a sales meeting, but not so expensive that you want to spend time writing proposals or doing multiple calls.
Selling programs requires two unique things.
An intense prequalification process
A transformation
There’s only one opportunity to close the deal. So the sales call needs to be well rehearsed, structured, and must guide the prospect through an emotional journey of transformation.
This transformation works best with visual aids like flowcharts, testimonials, or other visuals that show proof that the program works.
And this is exactly where I need to improve.
My Plan For Improvement
Here’s how I will get better.
1. I will create a more robust system for qualifying leads: I’m getting a lot of calls, but I’m talking to too many people who can’t afford the program or weren’t serious in the first place. For high ticket services, this wouldn’t bother me, because I’ve made millions in sales from leads I stayed in touch with for years. But for my program, I can’t waste time on people who aren’t immediately qualified.
2. Flowcharts, video testimonials, and the emotional endpoint: I created a Lucid account. I’m going to build a visual flowchart that clearly maps the journey a prospect takes once they join my program. I’ll also collect testimonials from students and build a slide deck that walks the prospect toward their ultimate outcome.
3. I will create more urgency on the phone call: I’m not a pressure salesman. My system usually gets people to talk themselves into a high ticket deal. But this is different. I’m not dealing with high level healthcare CEOs. I’m dealing with regular people who are taking a chance on me to help them build an online business.
Never Too Good To Stop Learning
Years ago, I read a great book called Great By Choice by Jim Collins. One section described studies on doctors. You’d think more experienced doctors would have better outcomes, but it wasn’t true. Younger doctors had better outcomes because they were more open to new techniques and less stuck in their ways.
I don’t want to become an old doctor.
I want to stay humble enough to keep learning so my brain stays active and my skills stay sharp.
I hope today’s issue gives you some insight or perspective on what you need to improve.
Hit reply and let me know what you want to get better at.
Love you guys. Talk to you Monday.
Tim
How To Get More Leads On YouTube
I’ve been experimenting with a new way to generate high ticket agency leads through my YouTube videos. I documented the entire process so you can steal my idea and implement it yourself.
Enjoy!
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