In 2022, I closed $3,437,000 in deals.

Most people overcomplicate sales.

Here are 9 frameworks (you can steal) to master sales:

Build a Unique Offer

A unique offer sells itself.

Follow this process:

• Identify a target outcome
• List out all the perceived roadblocks
• Turn all the problems into solutions
• Package the solutions into an offer

This is how you can craft an offer with existing demand.

Practice Friction Minimalization

Minimize the time and effort it takes to achieve the desired result.

Prospects will pay more to:

• Achieve results fast
• Minimimal additional costs/inconveniences to achieve the result

Do this to maximize your offer value.

Sidestep Confrontation

As @AlexHormozi recommends, use the H-I-I framework:

1) Hypothesize: If this were perfect would you do it?
2) Isolate: What’s different between that perfect version and what you see?
3) Inform: What if we did X to accomplish Y to meet that. Fair enough?

Provide Certainty

Guarantees give prospects the confidence to buy.

Types:

• Performance/value-based
• Anti-guarantees - no refunds
• Conditional guarantees - terms and conditions
• Unconditional guarantees - refund, no questions asked

Always be bold with your guarantees.

Narrow Your Niche

Niche down to become a category of one.

This helps you understand the prospect's problem better.

Here's an example...

Coach for:

• CEOs
• Start-up CEOs
• Female start-up CEOs

Articulate their problems and solutions better to sell more.

Ruthlessly Iterate

The best way to improve your sales?

Listen to recordings of sales calls.

• Your own
• People on your team
• The best sales calls available

Athletes watch game film to improve.

Rainmakers listen to sales calls.

Find a Starving Crowd

Stop fighting uphill battles.

Sales should never feel like you are forcing a solution upon a target.

Build conviction by finding eager individuals.

Discover them via:

• Rapidly growing subreddits
• Negative feedback on competitor brands

Establish Trust

Your first goal with every conversation is to build trust.

To build trust:

• Find common experiences (ie. schools, hometowns, interests)
• Demonstrate expertise without sounding arrogant (ie. tell stories, not statistics)

Have Conviction

If you don't believe in your offer, why would your prospect?

Having conviction in your offer builds trust with your prospect.

Build conviction by:

• Use the product regularly
• Re-reading client testimonials
• Researching your leads to evaluate fit

Want to go deeper?

I'm giving away my (free) 2023 Community Playbook in 1 hour to help you grow to 1 million raving fans.

It's worth over $149.

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www.getrevue.co/profile/matt_gray_

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