3 Sales Secrets That Built My 7 Figure Business

3 Sales Secrets That Built My 7 Figure Business

Sales is one of the most financially rewarding skills in the world.

And if you’re good enough at making sales, you can make stacks of cash really god damn fast.

But only if you're baller enough to make the sales happen.

That doesn’t mean push, push, push until they say yes.

It means becoming a master salesman that actually PULLS them to you instead.

Start by learning these 3 core sales secrets that helped build my online training business.

Sales Secret 1: Asking Questions to Find Pain Points

To truly connect with your prospects and drive sales, you need to understand their pain points.

Pain points are the person’s problems, or what’s causing them physical or emotional pain.

To reveal them, you need to start asking the right questions.

The more you know about their problems, the better you can position your product or service as the ideal solution.

Start by asking open ended questions that encourage prospects to talk about their experiences and issues.

Questions like, “What challenges are you currently facing?” or “What’s holding you back from achieving your goals?”

The next step is the most important one. Listen to what they say. And write that shit down.

Read between the lines. Often, prospects will reveal their pain points indirectly, so be alert to any hints or emotions in their responses.

Once you’ve identified their pain points, dig deeper. Ask follow up questions to get a full understanding of their situation.

For instance, “How long has this been an issue?” or “What impact is this problem having on your business/life?”

This is sort of a mental stimulation to remind them of how much this pain has held them back in life, and urge them to take action to fix it sooner.

Then, make sure to validate their feelings.

Show empathy and acknowledge their struggles.

Statements like, “I understand how frustrating that can be,” or “That sounds like a significant challenge,” help build rapport and trust big time.

Armed with this information, you can tailor your pitch to directly address their pain points.

Highlight how your product or service can alleviate their specific issues and provide the benefits they’re looking for.

And don’t just make shit up. Really figure out how to customize your solution for them to achieve real results, and then pitch it accordingly.

Remember, you only want “good clients”, clients you know you can help.

You never want to try and trick people into being your client and then have them get bad results down the road. That will majorly hurt your business in the long run, and it also makes you a total dickhead.

Sales Secret 2: Bridging the Gap

Once you've identified your client's pain points, the next step is bridging the gap between their problems and your solution.

This is where you show them how your product or service can solve their issues and make their lives better.

Think of it as painting a vivid picture.

You need to help them visualize a future where their problems are solved because of what you’re offering.

You’re trying to connect the dots between what they need and what you provide.

For example, if you're selling a fitness program, don’t just list the exercises and meal plans.

Instead, talk about how they’ll feel more energetic, confident, and healthier. And how you can make that happen.

Share stories of others who’ve achieved these results. Make it relatable and real.

One powerful technique that will help is storytelling.

They say “facts tell, stories sell”.

So share success stories and testimonials that mirror the challenges your prospect is facing.

People relate to stories, and it makes the benefits of your solution more tangible.

Another key aspect is using language that resonates with them.

Avoid technical jargon and focus on how your solution can transform their lives.

Speak their language, address their fears, and highlight the specific benefits they care about.

Remember, the goal here is to make them see your product or service as the bridge that takes them from where they are now to where they want to be.

Make it clear, make it compelling, and make it about them.

Sales Secret 3: Handling the "I Need to Think About It" Objection

The dreaded "I need to think about it" objection.

This is the cause of at least 90% of missed opportunities.

If you don’t break past it, you’re leaving money on the table. But don't worry, there's a way to handle this like a pro.

First, understand that when a prospect says they need to think about it, it often means one of two things:

1.) They have unresolved concerns

2.) They don’t see enough value to make a decision

Your job is to address these issues head on.

Start by empathizing with them. Say something like, "I completely understand. Making a decision like this is important, and you want to be sure."

This shows you respect their hesitation and aren’t just pushing for a sale.

Next, ask deeper questions to uncover their real concerns.

"What specifically do you need to think about?" or "Is there something particular that's holding you back?"

These questions can reveal hidden objections that you can then address.

Once you know their concerns, tackle them directly. So many thoughts and fears we have are irrational.

You just need to expose each hesitation they have and help them realize this.

Provide additional information, share more success stories, or offer a trial period if possible.

The goal is to eliminate any doubts they have.

You can also use the "Ben Franklin" close, where you list the pros AND cons with them.

Not only does this transparency decrease sales resistance, but usually the pros of your offer will outweigh the cons, making it easier for them to see the value.

Finally, always be prepared to follow up.

So many of your sales will be a 1-2 punch, with an intro call + a second closing call.

And if you don’t pursue your leads you’re leaving tons of money on the table.

So if someone doesn’t convert on the first sale, don’t be surprised, just set a follow up.

At the end of the call, say something like, “and before we go how about we just schedule a follow up now before my calendar fills up for next week?”

Most people will say yes and book the time with you out of a sense of urgency. Then, on the follow up call, try to seal the deal and get them to sign on the dotted line.

Push vs. Pull in Sales

In the world of sales, there’s a big difference between pushing and pulling.

Push tactics are about aggressively trying to convince someone to buy.

They’re often met with resistance because nobody likes to feel pressured.

Pull tactics, on the other hand, are about attracting customers by genuinely addressing their needs and making them want to buy from you.

Pushing involves hard sells, too many follow ups, and sometimes, desperation.

It’s the classic image of a pushy salesperson that most people try to avoid.

When you push, you might make a sale, but you’re more likely to create an uncomfortable experience for the customer, which can lead to buyer’s remorse and negative reviews.

Pulling is about creating value and building trust.

It’s about positioning yourself as an expert and a problem solver. When you pull, you ask insightful questions to understand the customer's pain points, offer tailored solutions, and create a sense of partnership.

You attract customers because they see you as someone who genuinely wants to help them.

Think of pull strategies as being about creating magnetic attraction. This can be done through:

• Content Marketing: Providing valuable content that educates and informs your target audience. This could be through blog posts, videos, or social media.
  

• Building Relationships: Taking the time to build rapport and trust with your prospects. This involves active listening and empathy.
  

• Demonstrating Value: Clearly showing how your product or service can solve their problems and improve their lives.

A key part of pulling is making the customer feel in control of their decision.

By giving them the space to ask questions and think through their choices, they feel more confident and less pressured. It’s sort of like an ethical Jedi mind trick.

The BMM Takeaway

Most important, remember this.

When you ask the right questions to uncover pain points, you’re doing more than just making a sale.

You’re showing your prospects that you truly care about their needs.

This level of empathy and understanding sets you apart from the average salesperson who’s just looking to close a deal.

And when people realize you’re a genuinely good person who cares, your sales will skyrocket.