I’ve never liked the idea of ‘closing sales’. To me, it’s the complete opposite of what actually happens when someone buys.
You buy new shoes, and within days your knees or your back stops hurting.
You buy a new mattress, and wake up more rested than you have in years.
A new car, computer, or phone, and man what a joy to use a brand new piece of kit!
You hire a professional to do a specialised job for you, and suddenly you’re in the safety and comfort of knowing that something you need is being taken care of expertly.
All these, and all other purchases, have one thing in common:
They open up a new phase in the life of the buyer.
Not only that: when people buy, they open up a new version of the relationship they have with you or your brand.
Buying things is transformational, and the more important or costly the purchase, the bigger the nature of that transformation.
That’s why in the LEAP sales system, I don’t teach how to ‘close a sale’.
Instead, I teach how to empathetically position yourself in such a way, that your potential client willingly steps into — opens — that new phase.
It’s much more fun, and it’s super effective.
This week I’m putting together a webinar that shows you how the system works — should be ready for you next week.
Originally published at MartinStellar.com.