Being nice means different things in different cultures. In the world of sales, being nice means not closing the deal. I was reading Closer’s Survival Guide by my friend and colleague Grant Cardone and he discusses the root meaning of nice and how the word is defined in other cultures.
Nice in Middle English means stupid, in Old French it means to feel good but have no impact. The problem with being nice in sales is that you create no tension. There is no immediacy and you fail to reveal why your product or service is necessary for the person you are speaking to. A sale should result in either a “yes” or a “no,” but being nice leads to the dreaded and costly “maybe.”
I share with you three key insights on the word nice and how to eliminate it from your sales vernacular. The three insights are:
- Why being nice doesn’t create enough tension to “close” sales opportunities.
- What the root meaning of nice is and why it suppresses sales opportunities.
- How to create sales with genuine authenticity but without being nice.
Do not lead your potential buyers into the world of Aesop’s donkey. Be sure that they make a decision so that you can either close the sale or move onto a person who is ready for your time and services.
In This Episode:
[03:55] – Alex shares the three key insights for this episode.
[05:15] – Learn the root meaning of the word “nice,” and why it doesn’t work in sales.
[07:19] – What does it take to make the sale?
[08:10] – How Aesop’s story about a donkey applies to sales and decision making.
[09:37] – Being nice has no sales tension, a person doesn’t NEED your product or service.
[10:54] – Flip the funnel to avoid fighting gravity.
[12:53] – Learn your customer’s self-talk and how you can beat objections.
[14:37] – Why your self-esteem directly impacts your ability to sell your product or service.
[16:14] – Downselling is more effective in an online environment. Learn why!
[17:38] – Your pricing barriers are in your head!
[19:37] – Rather than being nice, focus on the anticipated objections.
[20:28] – Objections are like locked doors, and you just have to find the right keys.
[22:33] – Start with the resistance and objections!
[22:54] – The “Alexism” for this episode is, “The difference between an amateur and a professional is making the first dollar.”
[23:15] – Alex provides a quick recap of the insights for the episode.
[24:55] – If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link!
[26:54] – In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!
Links and Resources:
Alex Mandossian Fan on Facebook
Alex’s Friday Live events
Marketing Online 4-Part Video Training Series
Alex Mandossian on YouTube
Alexisms by Alex Mandossian
All Selling Aside on iTunes
Alex Mandossian’s free live Friday show
Closer’s Survival Guide by Grant Cardone
All Selling Aside Episode 79 – A Sale is Always Made
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