How I helped Ben land a $12,000 deal
Like any hardcore Game of Thrones fan, I’m currently re-watching GOT from the very beginning. Why? Because it’s that damn good.
Real reason: I’m obsessed.
But why am I telling you this?
Even if you’re not a GOT fan–or a TV fan for that matter–there is something fascinating to be learned about what gets people addicted to watching hours and hours of fiction.
As I’m re-watching these episodes, one of the things that stands out to me is all the deep psychology that goes on between these characters. Flickers in their facial expressions that reveal important information. Actions taken–or not taken–that reveal whose side the person is really on.
I could not think of a better metaphor for what really matters in LIFE: Learning how people tick.
Especially when it comes to sales.
There are thousands of books on sales. Hell, I even wrote one myself.
But it’s easy to read a book and think: “Great! So that’s how sales works.”
And it is another thing to actually apply it.
Which is why I want to share how I helped my friend, Ben, land a $12,000 deal with a 10 minute phone call. I want to show you how you can figure out how someone works, and then use that information to HELP them with your service or product. (Not manipulate them).
It was a typical morning when I got a text from Ben, a dance teacher, that said: “Can I get your advice on closing a deal?”
He was having trouble with pricing himself, guiding the conversation, and making the proposal.
His potential client? An affluent guy who wanted to learn how to dance better, and was willing to pay Ben a lot for it.
So Ben and I get on the phone, and Ben describes his potential client to me. He’s married, he’s got a daughter, what he does for a living…
…And I asked Ben: “Why did he say he wanted to learn how to dance?”
Apparently, the guy had a story about how he’d love to learn to dance better so he could do it with his daughter.
I thought, that’s nice. But my antennae went up. That’s not a strong enough motive to pay 12K for dance lessons.
So I asked Ben more questions, to really get to the heart of what this guy actually wanted, and eventually, a crucial piece of information was revealed: the guy’s marriage was struggling. He really wanted to learn how to dance and spend more time with his daughter to impress his wife.
I LOVE this moment. When the tables have turned and suddenly an entire world that was closed off to you is revealed.
But why does that piece of information change everything?
Think about it. When your marriage is hurting, you’ve got a few options.
- Go to therapy
- Keep fighting
- Get a divorce
- …start learning what would actually help improve your relationship. If one of those things is dance lessons, it’s a hell of a lot less expensive than getting a divorce and spending a lot of time in therapy. It’s also a lot more fun.
So Ben went back to his client, spoke to his TRUE needs, and landed the deal.
That’s how it works, folks. Deep ass psychology.
Now, I want to clear a few things up.
Is it always so easy to solve in a 10 min phone call? No. It could take weeks depending on your sales cycle and who you’re in negotiations with.
Is it always so easy to sniff out that critical information? No. You’ve got to plunge beneath the surface of words and get down into the sometimes uncomfortable meat of what’s really going on.
And is this stuff manipulative or sleazy? NO. The best thing in the world you can do–for yourself, for your clients, and for the people in your life–is to take the time to understand them on a level that is unparalleled. A level that no one else is willing to go, except for you.
Because it isn’t just about landing the deal, or getting the sale.
It’s about giving your heart to someone. Your soul in your service. Your best in your product.
So a lot of up-front work must be done. Because what motivates people to buy from you would shock you. Reasons that you would have never thought of unless you did enough digging around to find out. Once you put your detective hat on, you discover how this all works.
But now, I want to help you:
Are you currently working through a sale or deal that you can’t quite wrap your head around? Leave a comment about your situation. I can help you ask the right questions to better understand who you’re dealing with, and either close the sale, or know it’s time to walk away.