Everything You Know About Building Rapport is WRONG | The Covert Closer Blog

Uncategorized Apr 26, 2018

When I sold TV's for a living, the most frustrating and confusing thing I encountered was the "I need to think about this" objection. 

I was always banking on the "Be-Back Bus" because more than half of my sales encounters ended with "I'll be back."

After spending copious amounts of time with someone explaining... 

All the differences between LED and Plasma...

Debating the correct size for their room...

Describing why black levels and refresh rate are so important...

How LED TVs actually work...

Why refresh rate was worth the money....

No, 65" is definitely not too big...

Yes, all the prices are the same no matter where you go...

Here's another demo of that feature... 

Or this feature....

Then, I'd be surprised when they had to think about it.

Why wouldn't they buy right now??? I answered all their questions, in excruciating detail!

I didn't know at that time that sales is NOT about what you say, it's what you don't say. It's what you say while the customer is talking that matters.

Now, I don't have to rely on the be-back bus. It's nice when it comes round, but it usually doesn't have much for me, because I'm exceptional at helping people come to a conclusion.

I often say, I wish I knew then what I know now. 

And in this video, I'll share with you what I know now, and what to do so you can avoid relying on the be-back bus for your livelihood too.

Practice active listening by emoting how you're feeling or your body language.

People on the other end need to know that you have empathy in their situation, you're invested in what they're saying, and that you're listening to their problems and stories. Putting the spotlight on your customer will make them feel important, which in turns makes you SEEM important and trustworthy.

Learn How to Master Any Objection and Double Your Close Rate

Closing deals is easy when you know the code. I've decoded it for you and put it into a 6-step framework that works for any objection, in any industry.

And no, don't worry - you won't have to 10X anything, or turn into Brandon the Bro-Closer in order for it to work.

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