Sales are about the "Art of Persuasion. Persuading someone with no interest to have great interest and eventually buy. Persuasion starts with a seed followed by reason and benefit. Not the benefit of the seller, but the benefit of the buyer.
The benefit of the buyer? How do I do that? I don't even know the person. Well, you ask questions. But you have to be delicate in the way you ask those questions. Again, you must have finesse. You may even go over the line, but you can reel yourself back in.
You don't sell by pandering. Pandering means you tell folks what they want to hear even tho you know full well you are lying through your teeth. Once a salesman is caught in a lie, GAME OVER! You lose. The hard truth will Persude. A hard truth instills trust. It gives credibility and even respect. Especially if the last salesman they talked to looking at whatever they were shopping for did not disclose whatever it is you did.
As long as a customer is asking questions and trying to stump you, you are on the path to a sale. Objections in a courtroom are not good. An objection in sales is like a steering wheel. You can't make a sale without it. You want them to throw everything including the kitchen sink at you. Once they run out of ammo, you got the sale. Just ask.
Selling is so easy once you learn to stop selling. Your job is to be factual, not to sell. Your job is to answer questions, not to sell. Your job is to expose your own weak points before the customer discovers them, not to sell. Your job only comes at the end. If you do your job well, the sale is as easy as asking for it at the very end. And when they say yes, and they will, SHUT-UP and WRITE!
Most so-called salespeople lose the sale after they have it! Why? They TALKED!! A good salesperson will never open his or her mouth again until the transaction is complete. SHUT-UP!!
The gTLD guys got me as their gadfly. WHY? Because they are some of the biggest liars, I have ever seen in sales in my life and I wanted to clearly separate myself from it. Have you EVER heard a gTLD guy expose their own weak points? Have you ever seen them explain the headwinds they might face or the pitfalls? The leaks? The 150 other Achilles heals I have exposed over the years? Nope! And that is why they will fail. They dd not persuade. They LIED and LIED and LIED! Lying is weak. It's also deceitful.
And since everyone is a friend, they just stand by and allowed it. They participated or turned a blind eye. They encouraged. The domain name industry was hijacked. The hijackers are dropping like flies now. Consolidation is happening and many will and ARE dying on the vine as I predicted. The truth always surfaces and the truth is the biggest persuader there is.
So, just like I can see the EXACT MOMENT that a salesperson loses the sale, I can also see the exact moment that this "Thang" all went to hell.
A Sale is about persuasion. Politics is about persuasion. Dating is about persuasion. Life is about persuasion. But if you LIE in any of those situations, YOU LOSE, and it all falls apart!! Wise-up!
In my view this was the moment the tide went out for ntlds, at the 1:56 mark.
And of course, yours truly owns the .com version of his domain because when they announced it, they failed to secure it! BIG Faux Paux. They could have protected the name and the client but when you don’t look out for your owns customer’s welfare and are focused on your own, what would you expect? If done right, they would have advised of the pitfall and then shown the remedy for the pitfall. Instead, I GET TO ILLUSTRATE the pitfall for the world to see and the VIDEO gets to illustrate it!
The Challenger Sale! :)
Great post! I will add that you need to know your products and your customers.
“A Sale is about persuasion. Politics is about persuasion. Dating is about persuasion. Life is about persuasion. But if you LIE in any of those situations, YOU LOSE, and it all falls apart!! Wise-up!”
Had to quote that truth.
> “And since everyone is a friend, they just stand by and allowed it. They participated or turned a blind eye. They encouraged. The domain name industry was hijacked.”
Automated appraisals. ESPECIALLY the most recent example of having the Estibot figure appear with every listing at the NamesCon auction.
“Martha, I’d really like to bid on that great .com, but even the industry’s official appraisal service says it’s only worth around 5% to 10% of the reserve right there…”
I have my methods in the sales strategy for any product and service that businesses over time have asked me to sell a range of a product and after a previous study and analysis of what method is best to start.
Always warn the business, that the market of supply and demand is what drives the sales strategy as in a market economy.
I get to the buyer and this buy, I move in a diverse market which I know.
An example you have sold three domains, as a 2 for 1 food product equal to $ 49.99 is a very significant selling method in supermarkets.
The methods over the years change me to try the sale of about 12,000 pieces of women’s clothing with a simple method and strategy sales 1 for 2, pay 1 piece and gift 2 pieces at $ 49.99 the pack of 4,000 for 3 pieces each pack was sold in just 1 hour.
Psychology is used in the sales strategy and in the methods that you must give to the buyer so that he/she is without batting an eyelid.
I have a problem in the domain market and take time to reconnect it, I do not live in a market of my own domain (.com) many years to understand the value (.com) in my domain market everything is ghosts of people who put prizes on their website as Domainer best year XXXX and never get, many lies in the Spain market.
This is the problem of changing the objectives with my portfolios domain (.com)
@Kostantinos in a post write all the gTLDs I send to Donuts Inc.
I publish this the day I leave Uniregistry.com forever, I reply that I also do the same as him and leave Uniregistry.com when I go selling premium domains and transfer domains to Epik.com, also contact Donuts and answer their premiums Top Level domains have rarely written this to me in my 10 years as a Domainer, I also work a lot to deserve this Top Level, without selling domains directly as you do Rick.
Happy Day. Jose.
This is world class lesson in sales. I learned the lesson 25 yrs ago from a pro just like rick,Stated differently. Ask the customer questions first they will tell you how to close then. Then shut up the biggest part and write the sale.
The part I remembered most. The sales person should have 4 ears and one mouth tapped shut!