The DARK Psychology That Makes Clients SELL THEMSELVES

The Combination Method: Transforming Sales Calls

Understanding the Sales Process

• The speaker emphasizes that recent clients agreed to work together before any formal offer was made, highlighting a method called the "combination method" that changes how selling is perceived.

• Prospects categorize salespeople into two groups: knowledgeable or just another pitch. If they fall into the latter, closing becomes nearly impossible.

• A common signal of skepticism from prospects is asking, "What exactly do you do?" This indicates they are starting from zero trust and can hinder successful sales calls.

Learning from Top Performers

• The speaker observed that top performers in sales were not necessarily more charismatic or skilled; instead, they effectively controlled the pre-pitch environment to build trust.

• This pattern was consistent across various personalities, including introverts and those who disliked sales, indicating that success lies in understanding the combination method rather than inherent talent.

The Role of Persuasion

• Psychologist Robert Cialdini's research on influence shows that altering what happens before a request can significantly improve outcomes by up to 60%.

• Instead of improving scripts or techniques, the speaker introduced an application form with strategic questions designed to prime prospects psychologically and position themselves as experts.

Implementation of the Combination Method

• After implementing this new approach, the speaker's close rate increased from 20% to over 60%, eliminating initial skepticism questions like "So, what do you do?"

• The process mirrors a doctor's office visit where trust is built gradually through professional steps rather than abrupt pitches.

Key Questions for Application Forms

First Number: Identifying Challenges

• Ask prospects about their biggest challenge related to your topic. This allows them to articulate their pain points in their own words.

Second Number: Previous Attempts

• Inquire about what they've already tried to resolve their issues. This helps filter serious candidates and reveals ineffective past solutions.

Building Ownership

• Each question deepens prospects' investment in their problem. By revealing existing urgency rather than creating it artificially, prospects become more receptive by the time of discussion.

Sales Techniques for Effective Client Engagement

The Power of Plan B

• Introduces a critical question: "If we don't end up working together, what's your plan B?" This is framed as a clarity question rather than a pressure tactic.

• Highlights that many prospects lack a plan B, and confronting this can lead to an internal shift in their mindset about working with you.

• Suggests following up by asking the prospect to describe their business six months from now, shifting the focus from problems to outcomes.

Shifting Perspectives

• Emphasizes that these techniques are particularly effective for service providers closing smaller deals ($1,000 to $15,000), not large enterprise contracts.

• Recommends integrating these four questions into the booking process using tools like Google Forms to filter and prime prospects before calls.

Automation and Efficiency

• Describes an automated booking flow where prospects answer questions before accessing the calendar, enhancing preparation for sales calls.

• Notes that responses are tagged to contact records, allowing for personalized follow-ups and reducing no-shows through reminder emails and texts.

Impact on Closing Rates

• Shares personal results: increasing close rates from 20% to over 60% by implementing this structured approach while maintaining the same offer and effort.

• Illustrates how this method can triple client acquisition without additional workload by effectively filtering out non-serious inquiries.

Final Techniques Before Making an Offer

• Advises reiterating what success looks like based on previous discussions right before making an offer. This helps gauge commitment levels.

• Provides strategies for addressing hesitations by referencing earlier answers given during the application process without being pushy.

Important Warnings

• Warns against ignoring application answers during calls; doing so undermines trust and shows lack of listening skills.

• Clarifies that some prospects may skip filling out applications; this is beneficial as it filters out those unlikely to convert into clients.

• Stresses that these techniques won't fix fundamental issues with offers; they should be used alongside well-defined offerings for maximum effectiveness.

How to Master the Art of Closing Sales Calls

The Importance of Preparation Before a Call

• Successful closers achieve high closing rates not through innate talent but by preparing effectively before calls. They understand the "combination" needed for success.

• Key elements for preparation include challenge, effort, plan B, and vision—essentially four numbers that need to be in the right order to unlock successful outcomes.

• The focus should shift from improving closing techniques during calls to committing to pre-call work that makes closing inevitable.

Tools and Resources Offered

• The speaker introduces High Level as a comprehensive tool that includes application forms, automations, and contact records designed for effective sales processes.

• An extended trial offer is available through a specific link, which includes access to done-for-you snapshots and a 90-day implementation roadmap with no decision-making required.

• Users will receive word-for-word scripts used by the speaker during calls and private access to an insiders community focused on client acquisition strategies.

Overcoming Common Pitfalls

• Many individuals feel inspired after watching motivational content but often fail to take action due to distractions or reverting back to ineffective habits.

• Acknowledgment of this common behavior is made without judgment; however, there’s an encouragement for those ready to commit fully and learn the combination method.

Addressing Hesitations During Calls

• When clients express hesitations such as needing time or more information, it’s crucial to employ psychological triggers like the "red button effect."

• This technique can shift dynamics in conversations, enabling clients to close themselves rather than relying solely on the salesperson's efforts.