How To Sell Like Mortal Kombat
I have been teaching people how to sell for over two decades now. This topic is one I go over very early during someone’s training because if they have read any sort of book on sales and selling, I have no doubt that they have learned how to sell by closing then closing again. Tossing a close, getting an objection and giving a “rebuttal” (in quotes because I hate this term), are sexy. This is where we get to be Gordon Gekko or Vin Diesel in Boiler Room.
I have no problem that folks come to me thinking that this is how to sell because it tells me they know ultimately where they need to end up. What they lack is the roadmap to get there. That’s where this lesson comes in.
Why Mortal Kombat?
Most young people these days have played the game Mortal Kombat at some point in their lives. It’s an easy game to play and a difficult one to master. Each character has their own special finishing maneuver that can be used to instantly win the game at any point but said maneuvers don’t generally work unless your opponent is weakened through lesser jabs and kicks beforehand.
Those finishing moves are indeed sexy. You can pull out someone’s spine, freeze them into an ice statue then shatter them to ice cubes, punt them into oblivion, etc… Try to play with these moves only and you will more than likely be pummeled into submission by your opponent as they easily counter your knockout attempts and chip away at your stamina.
Trying to win a customer’s business by just using your fancy closes is just like trying to win with finishing blows. You may make the highlight reel, but you are going to take a lot of “L’s” in the process.
Learning how to sell like Mortal Kombat is simple.
We can’t just hand them the pen and ask them to sign the contract right there. We must slowly chip away at our customer’s defenses. We get them to agree with us that the product looks, feels, sounds good to them. Their power meter drops a bar. They ask us a question about price. That
We must slowly chip away at our customer’s defenses. We get them to agree with us that the product looks, feels, sounds good to them. Their power meter drops a bar. They ask us a question about price. That buying sign not only costs them a bar, but our power meter gains one! Confidence is growing.
We ask them if they prefer a weekend or weekday delivery, finance or cash. They answer us without an objection and that’s another bar. We’re almost there.
Wait… they said we’re moving too fast and they aren’t sure about delivery. Ouch! We lost a bar and they gained one. We’re closer to even. Better act fast and figure out the true objection.
Asking them what is stopping them from moving forward is the price objection. Go figure. Isn’t this usually the case? We were expecting this, so we gain another bar. And tossing this at us means they don’t have any more ammo in their arsenal, so they lose another. It’s time to freeze them!
“I get it, no one wants to overpay. Let me have a look and see if I can apply any discounts. Provided I can, will you be paying by check, credit card, or utilizing our financing option?”
“Check is fine.”
And with that, we learned how to sell like Mortal Kombat.
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