Morning Folks!!
Sales are about Buying. Buy shit, get shit. People lose the sale at the beginning. Buying is the start. They lose the sale by what they say. SO STOP TALKING!! SHUT-UP!! Knowing WHEN to SHUT-UP is the #1 key to sales.
Some people teach the world to sing. I want to teach domainers how to sell. Not only how to sell, how to extract maximum value for your assets. YOUR job is to appraise. YOUR job is to believe. YOUR job is to compare & show the value. YOUR job is to be strong. YOUR job. DO IT!
Here are my 10 steps to be a better salesperson.
Lesson 1: If you give a price, YOU LOSE!! Ask a question don't give a price.
Lesson 2: If you give a counter-offer just because they made an offer, YOU LOSE!! You only give a counter-offer when they give you an offer inside your realm of value. Other than that, NO WAY!! They can keep making offers. NEVER counter until they are in the realm. If you have a $1 Million home and someone offers you $75,000, you don't counter. Not at $100k, not at $500k. Not at $750k. You counter when you get a TRULY BONA-FIDE offer! PERIOD! Or YOU LOSE! Why dance to their tune?? YOU set the parameters!
Lesson 3: Don’t negotiate. That’s when you turn it into a conversation. Ask a question. Ask another question. Probe. Discuss. Tell them your own profitable plans. You did buy the domain for a reason. Right?? If not, you are not buying the right names. I buy focus on domains I have an idea for and I can build a future if that was the only name I owned.
Lesson 4: Don't do REASONABLE, Don't do CURIOUS. How to handle "Curious" inquiries "I am curious about the price" 2 responses: 1. Toss it 2. Ask "Why?" That's your opportunity to get info w/o wasting your time. "Reasonable" IS a total waste of time and usually another domainer. If you are selling to other domainers, you are far from getting maximum value. Actually, you are getting minimum value. Reasonable is for losers!
Lesson 5: Don’t wet your pants. So you got an inquiry. Big deal. Don’t get too excited. Don’t jump up and down, calm down. Now is the moment to do the research on your own domain names to find the current value. I'm not going to tell you how to do that. Figure it out! A domain's value can go from Zilch to millions with new products, news, or events. Pre-pricing domains are not the best approach. The day smart glasses came to be in the news, I snapped up smartglasses.com for $3500. I rest my case.
Lesson 6: Don’t be sucked in by BS and shiny object chasers. Let an email marinate!! You don’t need/want a “Hot” lead. You want a strong one! Strong ones don’t lose interest in 24hrs Weak ones do! When you waste time w/ weak, you lose time & opportunity.
Lesson 7. A Domains value is Fluid. Do the research at the time of inquiry. Put your own value on it and stick to it. Assign a value worthy of the domain name. Don’t price it out $1200 cuz the mortgage is due. Want to be a millionaire? Think/act like one.
Lesson 8: Sales is about buying. Buy shit, get shit. Most success or failure happens at the beginning. The end is simply when you find out about it but don’t necessarily figure it out. So the beginning of a sale is the purchase of the domain name itself. Choose wisely. Stop buying crap. If you buy crap, what the hell do you expect?
Lesson #9 Invest in dotcom. You invest in dotcom, you gamble (and lose) on .whatever. Stop reinventing the wheel. Stop spitting in the wind. Start smarter. The internet starts and ends with .com domains so give up the .crap and you will live well.
"You build nightmares on gTLD Domains But there's a solution... When you wake up from the nightmare, the dream is just a dot-Com away!"™ -Rick Schwartz
Lesson 10 Domain Names that are easy to spell are easier to sell. Spelling test = Can an 8th grader spell it right? Radio test = Are there multiple ways to spell or even hear wrong? Hair/Hear/Here Must be easy to remember & pass on (word of mouth advertising is key)
In Review: Part1 Lesson 1: If you give a price, YOU LOSE!! Lesson 2: If you give a counter-offer just cuz they made an offer, YOU LOSE!! Lesson 3: Don’t negotiate. That’s when you turn it into a conversation.
In Review Part 2 Lesson 4: Don't do REASONABLE, Don't do CURIOUS Lesson 5: Don’t wet your pants. Lesson 6: Don’t be sucked in by BS and shiny object chasers.
In review Part 3 Lesson 7: Value of domains is fluid. Stick to your value! Lesson 8: Sales is about buying. Buy shit, get shit! Lesson 9: Invest in dotcom. Invest in dotcom, you gamble (and lose) on .whatever. Lesson 10 Easy to spell means easy to sell.
Remember one thing, you are selling a unique asset. Act like it!
All business people need to be good in sales. Sales takes talent and you get that by practice and rehearsing. Saying the right things. Knowing when to SHUT THE F*ck up! Sales is about LISTENING not TALKING. Listen CAREFULLY. Know what to answer, know what to ignore, know what to look for, know how to answer.
Stop leaving your family's future on the table or putting your future into the pocket of others. Learn to sell. Learn to create value. Learn to be tough, not desperate. If you want to be a millionaire, you MUST think like one, act like one, and make decisions like one! This is your roadmap. GOOD LUCK TO ALL!!
Rick Schwartz
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