This episode reveals the psychological "aha moment" essential for closing sales, applicable to any product or service and crucial for ecommerce conversions. It teaches how to guide customers to self-identify their past failures as either a lack of correct information/strategy or insufficient accountability, paving the way for your solution. Mastering this technique can significantly increase close rates and average order value for ecommerce businesses.
Key takeaways
During a sales conversation, guide the prospect to articulate *why* their past attempts failed, rather than just *what* they tried. This often boils down to 'they didn't know how' (wrong plan) or 'they didn't have accountability.'
Utilize 'childlike curiosity' in questioning to relax the prospect and encourage them to lower their guard. This allows them to openly discuss their past struggles without feeling judged or pushed.
Frame your solution as directly addressing the specific gap (wrong plan or lack of accountability) the customer has identified. This makes your offering appear as the natural and logical next step.
For B2B sales, focus on demonstrating how their previous strategy was "wrong" due to incorrect knowledge, as business owners often pride themselves on work ethic. For B2C (e.g., weight loss), it's easier to attribute past failures to lack of accountability without damaging their ego.
Recognize that breaking a customer's old belief about *why* they failed is critical before pitching your solution. Once they understand their past missteps, succeeding with your product seems simple and attainable.
Once you’ve found the “aha” moment, keep on asking questions. Today, Alex (@AlexHormozi) discusses the critical moment in a sales pitch where the customer must realize what went wrong in their past attempts to solve their problem. He argues that this "aha" moment is necessary in order to break the customer's belief and show them why the new solution being offered will work.
Welcome to The Game w/Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you’ll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned on his path from $100M to $1B in net worth.
Timestamps:
(0:47) - Salespeople miss the aha moment by not knowing it.
(1:50) - Determine the one thing you're driving towards.
(3:43) - Ask with childlike curiosity to lower their guard.
(6:06) - Lack of accountability is why you failed in the past.
(7:55) - Build rapport by making them feel better about themselves.
Follow Alex Hormozi’s Socials:
LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition
What does this episode say about conversion & cro?
During a sales conversation, guide the prospect to articulate *why* their past attempts failed, rather than just *what* they tried. This often boils down to 'they didn't know how' (wrong plan) or 'they didn't have accountability.'
What does this episode say about founder & leadership?
Utilize 'childlike curiosity' in questioning to relax the prospect and encourage them to lower their guard. This allows them to openly discuss their past struggles without feeling judged or pushed.
What does this episode say about conversion & cro?
Frame your solution as directly addressing the specific gap (wrong plan or lack of accountability) the customer has identified. This makes your offering appear as the natural and logical next step.
What does this episode say about conversion & cro?
For B2B sales, focus on demonstrating how their previous strategy was "wrong" due to incorrect knowledge, as business owners often pride themselves on work ethic. For B2C (e.g., weight loss), it's easier to attribute past failures to lack of accountability without damaging their ego.
What does this episode say about conversion & cro?
Recognize that breaking a customer's old belief about *why* they failed is critical before pitching your solution. Once they understand their past missteps, succeeding with your product seems simple and attainable.
