Do you want an easy technique that can change everything for your selling for some reason most?
Salespeople use a very similar sales approach and what this also means is that they are
Consistently missing out on some of the most critical [and] valuable sales techniques out there
This is costing salespeople tons of money in
Lost sales in particular there is one technique that I would argue is
Most overlooked and by this simple technique you will
Unquestionably close more sales in this video. I'm going to show you possibly the most overlooked sales technique in
the universe
Now before I get into the specifics of the technique let's identify the problem and here's the issue is that most sales [people] are
answering questions from prospects without knowing why the prospect asked the question in the first place, [so] let's take a
Standard simple type of a prospect question that a prospect may ask you or may ask at least certain types of [salespeople]
Simple question do you come [on-site] for the initial installation imagine you're asked that by a prospect
How do you respond now chances are a?
[Salesperson] is going to be compelled to say yes of course we're [on] site for that initial installation
But you don't know why the prospect asks that question in the first place they may
Like you imagined want you to come on site for the initial installation
but what if they have a lot going on in the office right now, they're moving or
There's a lot of construction or there's a lot of disruption right now
And they actually don't want you on site for the initial installation this could actually end the sale
Right there with the wrong answer
[now] whether you relate to the specifics of that question or not you can probably see how this would apply to any
selling [situation] there are
Typical questions that your prospects are asking you and unless you know [exactly] why they're asking that question
you don't want to jump to answer the question we need to start to learn why the
Prospect asked the question in the first place
And that's where the technique comes in it's called the swim move now for my football fans out [there] you may
Know what a swim move is in football if you don't
I'll just explain it very simply you have an offensive player and a defensive player and
For example when I played football as a kid [I] was on defense
And so my goal was to break through the line
And I was typically smaller
Than the guys that [I] was up against the guy I was up against was an offensive Lineman who might have been double my size
so I had two options [I] could try to go right [through] the lineman or
I could use the lineman's force to my advantage because the lineman is typically
pushing at me
And he's bigger and stronger [all] I had to do
Was let him use that force and come around and go right through and break through the line
Thus the swim move we're literally swimming through the same thing is true for [sails]
we want to
understand where that prospect is going with any question and so I'm going to show you exactly how a swim move might work if they
Ask us a question like do you typically come [on-site] for the initial installation I?
Challenge you to respond instead of by just answering right away say something like you know what that's a great question
Why do you ask that [by] doing that now?
They're going to reveal why they asked that question in the first place so again the structure is you're going to first
Compliment the prospect by saying hey, that's a great question or really interesting question
And then ask why do you ask that? Can you see how powerful?
This is because now the prospect will start to reveal their intention because there is intention behind
Every question that a prospect asks and once you understand their intention
Then you can respond accordingly because for most prospect questions. You can answer either way [it] not about being
conniving or
Manipulative, it's just that if you want to be on site for an initial installation great if you don't we can work with that
Too it allows you to take control of the selling situation
So there is the possibly most
Overlooked sales technique in the universe have you ever overlooked the sales technique before?
So what was the result whether using it or not [using] it be sure to share below in the comment section
And I [will] respond to every single comment that I can get to and if you enjoyed this video
Then I have an incredible free ebook on
twenty five tips to crush your sales goal, it's this ebook it's
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until next week
you