In this episode, Ben (@Mywordscreate) breaks down how to sell big ticket without sounding salesy.
Pirates have long fascinated the minds of men. Rebellious, adventurous, and free-spirited, they carved their own path in the world. After serving ten years in the Navy I took the plunge to write my own story. Since then I've learned directly from some of the most savvy marketers in the game. My name is Ben Perry, and welcome to The Pirate Marketing Podcast.
Timestamps:
(1:06) How do I sell my product or service without sounding salesy? Whether you're brand new to sales or you're a veteran, you'll get massive value from this episode.
(2:30) Take the focus off of you and put it on your prospect so you genuinely are interested in them.
(3:53) How much do you believe in your product or service? If you don't believe in what you're selling then you're going to come off as inauthentic no matter what you do.
(7:14) Go review some of your more recent client case studies and testimonials to help renew your own conviction about the offer you're selling.
(8:10) Have you tried reframing yourself? This might be the most valuable next few minutes than any other thing you could possibly spend your time on.
(9:10) Story about how I had a false belief about swans and how it got erroneously wired up in my brain.
(12:45) How most people are walking around with Gideon's Knots full of beliefs.
(14:20) The formula for how we create meaning: External Behavior EQUALS Internal State
(16:38) Cause > Effect Statements: This 'X' LEADS to this 'Y'
(16:58) Complex Equivalence Statements: This 'X' MEANS this 'Y'
(17:15) Identification: This 'X' means this 'Y' ABOUT ME
(17:45) Story about the father on the bus with rowdy kids and how we experience "shifts."
(20:00) Reframing the external behavior and the internal state.
(20:47) Counter-Example: Can you think of a time when a person liked being sold to?
(21:25) Outcome Framing: What's going to happen to your success level if you keep thinking this way? What will your life look like in ten years or twenty? What's your life gonna look like if you keep that belief?
(22:10) All-ness Framing: Do you think that every single person who's ever sold anything in the history of the world has gone their entire life without ever having someone like them?
(23:08) Reflexively Apply To Self or Listener: In other words, I probably shouldn't like you if you're selling something. Or are you trying to tell me that if I sell anything no person is going to like me or do business with me no matter what I do?
(23:42) Chunk Down: How does the exact sequence go for someone to go from not knowing you to not liking you because you're selling them something without you having any say in the matter or influence whatsoever?
(26:01) Ben's philosophy about sales as a whole.
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