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May 11th Coaching Call

“Profit is two-sided, it can be monetary or based on the value received, both the seller and customer should profit.”
- Igor Kheifets

Value Isn’t Always Monetary

Many people believe convincing is the way to make a sale, but it can ruin the idea behind selling in the first place. Igor explains the anatomy of a sale, and how to engage the prospect so he or she follows from sheer will, feeling happy for making this conscious decision rather than angry for being manipulated into it

Money comes if you offer something in exchange; the customer should feel they received 10x or more value in return for their money. Profit is two-sided it can be monetary or based on the value received. 

Igor explains how he imagines himself selling money at a discount. If people put the product into action, they will receive the profit from it. You can’t make someone give you money for something they don’t want. You have to provide value. In Igor’s case, it’s freedom and independence.

How Do You Determine What Value to Provide?

Igor breaks down how listening and asking can have a significant impact on sales. Focus on who’s buying, not what you are selling. Knowing and understanding the fears, enemy’s, dreams & desires of your customer is vital. He explains how to do this and the effect it can have.

It makes sense that people spend money on things that cater to their values or beliefs. Things that provide comfort, status, convenience, security, peace, happiness, etc.

Usually, rich people satisfy the needs of other people to make money again; profit and value are two-sided. 

 

Quick Tips

  • If you address the questions and concerns of customers, you will get more sales.

  • The more generic the claim, the higher likelihood of it being rejected. Specificity leads to credibility.

  • Buy products in your industry to see what they are doing and overcoming.

  • Micro-commitments help influence.

  • If you are unsure what products to promote, look at top sellers and study other people’s offers.

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May 4th Coaching Call

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