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The 7 Steps To Get People To Buy, With Cole Gordon

Author

Wes Schaeffer
June 13, 2022

Cole Gordon Discussed High Ticket Closing

Professional Sales Tips you’ll learn today on The Sales Podcast…

  • Is sales dead?

  • Is closing dead?

  • For higher ticket sales, you need great salespeople

  • MDR, SDR, Account Executives

    • SDRs are reaching out cold (Sales Development Reps)

    • MDRs reach out after you opt-in for something (Marketing Development Reps)

    • AEs are the closers

  • Seven beliefs the prospect must have to buy

    • Pain

      • Pain—move away from

      • Unfulfilled desire—move towards

      • Business is about solving problems

      • People exchange money when you show them value

      • But we must start with pain

    • Doubt

      • They must doubt they can do it themselves

      • Why not DIY?

    • Cost

      • It’s more costly to stay where they are

      • Tony Robbins and the Dickens process, imagine years from now if nothing changes, and bring it to the present cost/value

      • You must set up these questions

      • It must sound natural

    • Desire

      • The payoff if they fix the problem

      • The compelling future

    • Support

      • Your partners/team will support you in the decision

    • Money

      • They must have the money/budget to invest

      • They must have the willingness to invest the funds

    • Trust

      • Trust in you and the company

      • They must trust your methodology

      • So you must sell them simultaneously on why their current world won’t change and it is too painful and that your system will work

  • Break down their limiting beliefs

  • Prospects will close themselves when you do this right

  • There are a lot of soft salespeople today

Related episodes and posts

  • There are times to hold people accountable to be in alignment with their words

  • You must learn sales management to really scale your business

  • Ad costs are rising, etc., so you need internal sales teams

  • The business owner must be the leader

  • Salespeople can’t perform if they are not inspired

  • Your culture matters

  • Cold calling works great in a targeted industry, and you have to reach high up the food chain

  • He goes after founders of $1-$4 million companies

  • He usually gets emails rather easily

  • He gets decent answer rates on calls

  • Data is the biggest thing

  • You need good lists

  • He manually builds his own lists

  • Uses Seamless.ai

    • He can’t use their search function

    • He needs a launch point

    • Use BuiltWith to find software they use

    • Find a Facebook Group

    • It’s hard to find these people who self-identify

    • Realtors self-identify but use Zillow to see who is advertising, so you’re not just calling all Realtors

    • Use Seamless to get all of their info

    • The research team customizes the first line to complete the list

    • Then clean the list to have good deliverability

  • If you want to get into sales, reach out

  • If you’re not making great money in sales, reach out

  • If you have a service or course or online delivered service, reach out

  • You need to have a way to generate leads

  • You can’t just hire a salesperson and cut them loose, and tell them to make it work

Sales Growth Tools Mentioned In The Sales Podcast

PODCAST INFO: