JT Foxx reviews how to learn the art of sales.
Many people can’t pitch. And if you can’t sell, you can’t succeed. In this article, JT Foxx reviews why people can’t close deals, and how to improve sales skills to be successful.
A lot of people can’t close deals, and let me tell you why. After coaching almost 50 people every single day on Instagram, I found that the number one reason is fear. Not only your fear but the fear for your prospect, fear of failure, fear of the economy, fear of what other people think. So the problem is that in terms of sales, if you haven’t dispelled or identified
the fear, you are not going to close.
You have to do a very good job, especially for those who are selling online, whether it’s a webinar, one-on-one facetime over the phone. I always tell people we need to find the emotional red button. What we need to find is the emotional fear button because just like it was in 2008 there’s that scarcity mentality of oh oh what’s going to happen? People are hoarding, toilet paper, ok um, let me stop everything I’m doing. In 2008 and 2010, you have Instagram you have Snapchat you have Uber, many of these companies started in 2008 and 2010, and out of fear they were able to create a new economy, a new demand. I believe this year will be no different. the difference with this situation in the economy is that it’s, in my opinion, it is going to be short until most likely until the end of the year or first quarter to next year and then it’s going to explode. Because this has not been as a result of an economic crisis it’s been a pandemic crisis, it’s a health crisis that has now spilled into a financial crisis.
so you got to identify the fear and the easiest ways to ask is what are you afraid of right now? What keeps you up at night? Make sure that you get rid of the fear. Many people who sell, fear the word no. The word no is just one more no, a two letters word, that gets you closer to a three-letter word we call yes. You can get 99 no’s, and it’s that one yes when you take a look at sales. It takes one person one deal and one opportunity to change your life and your business forever.
And then we have another button that’s called what’s most important to you? so now there are two buttons you need to press during the closing part. A lot of times, the reason they’re not buying from you is because your prospect and your buyer are not ready to buy or invest with you for all kinds of different reasons and you need to ascertain that as part of your sales process. And how do you do that? By asking the right question. I believe that sales is about two things: asking the right questions and adapting your closing based on the questions that you hear. Sometimes in some of the languages, you might hear they may not be ready to buy.
Everybody wants to buy, nobody wants to be sold to. Sometimes the “I’m not ready now” is an excuse. But other times, especially during this pandemic, a lot of people say “I’d like to buy but I’m trying to survive, I’m trying to go out there and just want to get back to work. So many of you have products and services and investments that were phenomenal before the coronavirus, but now they are not. So you need to start having post coronavirus type products service to satisfy the needs of your customer.
JT Foxx reviews the importance of Credibility.
Another reason why you may not be closing right now is that you haven’t built enough credibility. There are two types of credibility. There is before the coronavirus; everything you’ve done, the branding the marketing follow-throughs. And there is what have you done during this pandemic. For example, every day I’m doing a live session where I lowered my coaching programs at a place that was cheaper than when I first started. I’ve been coaching people non-stop and I’m gaining data on their fears which has been a great thing for me because now I can adjust my sales presentation. I can adjust my marketing, my branding. I know why I coach people, and I’m doing it at a lower price than I did as one of the number one wealth and business coaches in the world, the highest-paid coach in the world. I went cheaper than before, so I can find what that fear button is. So now I know exactly what the fear button is, so now we’re changing our marketing, branding, our sales.
Relevancy over experience.
There’s a lot of noise right now. Everybody’s doing webinars, everyone’s doing this offering but a lot of people are using the branding that I used to teach you guys which is celebrity branding. That worked really well before the coronavirus, but for the foreseeable future the celebrity branding is just there, but it’s not the reason why people will buy. Now, people want to know what you did yesterday, today, and tomorrow. It’s a brand new world and there is a new normal. The normal is what are you doing now, that is why relevancy is more important than experience right now. Who cares what you did 30 years ago, 50 years ago, 10 years ago, one year ago. You need to build credibility with the things you’re doing now.
A lot of you are concerned about lowering your prices now. About what will happen later on, if people will expect the same price. The answer is no. I think everyone knows from Facebook and Google and a lot of other companies out there, that they’re offering discounts and lowering prices because they understand that this is a pandemic.
Something I did was when every speaker was like “here’s my program for $2000″ or “here’s my program for $997″, I said, “I’ll give you every program I have for $20.” And let me tell you, our engagement is up about five thousand percent. Let me repeat that our engagement is up by five thousand percent because I’m not selling one course for five thousand anymore, but I’m giving 31 courses for $20. And then I’m building this ecosystem, this platform, and then I’m allowing my clients to go in and brand themselves and the work that I have so they can get clients. So I’ve in a way created a self-sufficient economy. Many of my clients are getting deals, investment money, and clients, because they’re on MillionaireFlix, because they have their own shows. So we created our own self-sufficient feeding ground for our clients. So that’s why we did that, while everybody’s thinking about $5000. And yes, we would probably make more money by selling 20 programs at $5000 than we do at $20, but we are playing a long-term game right now.
For many of you, it’s about planting seeds. We are not planting seeds, we’re throwing seeds. We’re not just trying to reap our crop, we have to build the relational capital. We have to demonstrate the ability we
have to nurture our clients, we have to engage our crops, because that’s what people want in today’s market.
A lot of you are making pitches right now to people but the decision-maker is not there. So for example, every time you go to this event meeting and you’re talking to a husband or wife or whoever or in an office you ask “do you have the authority to make the decision”, “are you the person who makes a decision”? And sometimes say “yes. BUT I always have to check with my wife or with this manager.” So then you have the meeting, without the husband or the wife or the person that makes the decision. What happens then is that person is going to go to the decision-maker, and they will never convey the information like you want to. So this is very important ladies and gentlemen they’re never going to convey the information like you want to. So it’s almost like you’re wasting time.
Now, once in a while, someone will say he or she makes all the decisions. So what I do then is, when I’m in a meeting, I will say “what I like about you is that you’re a man of your word, you’re a woman of your word, you said you’re to make the decision and that’s why I’m here. I like people who make decisions. Now I don’t like when people lie to me, I don’t like people who say one thing and do another thing.” So now you’re boxing them in so they don’t remove the excuse. A part of sales is objection-based marketing. Objection-based negotiating. Objection-based sales. The idea is to remove every single objection before it happens because any objection that you do not respond is going to be something they’re going to use to say no to you.
Now some may wonder, that by bringing up an objection, they may open up the pandora box. No. What will happen is that someone will think “wow, I never thought of this objection, and this person is bringing it up. Hmm… that’s actually very good.” What people are looking for right now is authenticity, the aura of the authenticity of being real. So be that person that just says it how it is, if you can’t help him, tell him. If you can help him, tell him. Be that transparent person.
So, how to sell? JT Foxx reviews the best way to sell.
There’s a new way of selling: straight to the point. Don’t waste time.
Say it how it is, authenticity in being real. Too many people are using their sales pitch that unfortunately worked three months ago but doesn’t work now. Right now, everyone is using the word webinar, everyone’s trying to say the same thing. So how do you break through the clutter?
Pitch. Sell. Close.
Pitch the why.
Sell the what.
Close the how.
It is not an art, it’s not science. You can be the worst introverted person in the world but if you stick to the process of sales, you’ll close. Rather than being a great talker and be all over the place and don’t convert.