The Game with Alex Hormozi CLOSING: the Weight loss "Aha" Moment | Ep 150
Sep 13, 2019
Explore the pivotal 'aha' moment in sales, where understanding a client's past struggles can transform the sales approach. Learn how to ask questions with childlike curiosity to lower defenses and build rapport. Discover why accountability plays a crucial role in overcoming past failures and how addressing inadequacies can enhance acceptance of new solutions. Unlock the secrets to effectively connecting with clients and boosting closing rates in the weight loss sector.
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The "Aha" Moment
- The key to selling is identifying the "aha" moment, the point where the customer realizes why past attempts failed.
- This realization breaks their existing beliefs and opens them to the new solution.
Uncovering the Gap
- Guide customers to articulate why they failed, focusing on two reasons: lack of knowledge or accountability.
- Use childlike curiosity, asking questions like "Why didn't that work?" to lower their guard and encourage open communication.
Tailoring Your Approach
- Tailor your sales approach to the customer. Business owners often need a knowledge-based approach, while those seeking weight loss might respond better to an accountability focus.
- Remove blame by acknowledging external factors, building rapport and making them receptive to your solution.