Using “Never Outshine the Master” to close more high ticket clients

💡 Highlights

• 00:00 Introduction to Empathetic Sales Leadership

• 00:26 The Power of Acceleration in Sales

• 00:56 Applying the 48 Laws of Power to Sales

• 01:32 Navigating High Performance and Team Dynamics

• 02:33 Effective Sales Conversations and Follow-ups

• 04:32 Making the Client the Hero

• 05:26 Subtle Guidance in Negotiations

• 06:33 Handling Objections with Tactical Empathy

• 07:28 Sharing Success and Final Thoughts

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Sales success is tightly tied to the power dynamics at play. You’re negotiating power in a positive way. Have you read 48 Laws of Power by Robert Greene? One approach I want to discuss today is how to apply Law Number One—“Never outshine the master”—to your sales success.

Law Number One: Never Outshine the Master

This law reminds us to make those above us feel comfortably superior. In the context of sales, always make your clients feel like the hero. Here are some tips to achieve this:

1. Make the Client the Hero: When presenting solutions, make the client feel like the smart decision-maker. Instead of overwhelming them with how amazing your product or service is, ask questions that lead them to see its value for themselves. For example, “Based on what you're aiming to achieve, how do you feel this solution might accelerate your goals?” This approach gives them the sense of discovery and ownership over the idea.

2. Subtle Guidance: Subtle guidance is essential in negotiations. Guide your prospects gently towards a solution. Position your options as something they are choosing rather than something you're trying to sell. For instance, ”Given your expertise, you probably see why this option could be a better fit for your business.” This makes them feel empowered and in control of the final decision.

3. Handling Objections with Empathy: Tactical empathy is one of my favorite strategies. When overcoming objections, focus on validating their concerns rather than steamrolling them with facts. Acknowledge their expertise by saying something like, “I can see why you would be cautious about that. You've probably dealt with similar issues before.” This approach reinforces their intelligence and allows you to introduce your solution in a way that doesn't make them feel inferior.

Acceleration – A Key Value

I love acceleration. It's a core value for many high-power, high-ticket buyers. They might think, “I could figure this out on my own, but how are you going to get me there faster?” One example of how I'm helping my clients get to places faster is with Peaches, my AI assistant.

Share Success

When closing a deal, make it clear that the decision is a result of their savvy decision-making. Let the decision be theirs. For example, “This choice shows your team is really ahead of the curve in recognizing the potential for this solution. You're making a smart move.” This frames their decision as a reflection of their own strategic thinking, not the brilliance of your pitch.

The Power of Empathy in Sales

It's crucial to build trust and establish a positive buying experience. Here's how you can do it:

• Listen Actively: Make sure that you're listening and let the person know you're listening. This helps build a stronger relationship.

• Be Empathetic: Showing empathy helps you understand and predict future objections or hesitations.

Get to a Decision

One of the most common issues in sales is when a client gives you a verbal commitment, but the payment or contract doesn't follow. My advice? Go for the "no." If they don't give you a clear "no," keep following up until you get a definitive answer. This process often re-engages them and leads to a successful deal if done correctly.

Reply "Outperform" and I'll send you a follow-up email template to use when a prospect has given you a verbal yes, even a start date, but is ghosting you.