How to Sell "Ghost" Products Strategically | Ep 437

The Game with Alex Hormozi · with Alex Hormozi · September 20, 2022 · 13 min

Summary

Alex Hormozi introduces "Ghost Products," a counter-intuitive sales tactic where you strategically sell what you don

Key takeaways

• When a product is out of stock, offer alternatives and clear instructions to maintain customer interest and build
• Ghost products build trust by demonstrating a willingness to help, not just sell, differentiating assistance from
• Offer low-margin items generously as a gateway to build rapport and demonstrate value, paving the way for higher-
• Use "prescriptive closes" by associating product benefits with existing customer habits to guide them toward a
• Shift the sales conversation to focus on problem-solving, especially if an immediate purchase isn't made,
• Adopt a client-centric approach by understanding and addressing customer needs and perspectives, moving to their

Themes

Topics covered

Episode description

Gain their trust by selling what you (don’t) have. Today, Alex (@AlexHormozi) talks about one of the most powerful sales tactics he’s been using: Ghost Products. He dives into how he was able to discover this idea, how to apply it, and how it’s a concept on diming imaging admission that you can do as a salesperson to gain the trust of your customers.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:(2:07) - Sold product out of stock by offering alternatives, giving instructions.(3:59) - "Ghost Products" build trust; distinguish help from manipulation with intention.(5:38) - Trust gained by offering low-margin items generously; present vision.(8:14) - Upsell using prescriptive closes; associate product use with existing habits.(10:35) - Emphasize the problem-solving aspect if the customer doesn't buy immediately.(13:11) - Sales goal: Move to the customer's side of the table.Follow Alex Hormozi’s Socials:LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

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Frequently asked about this episode

What does this episode say about founder & leadership?

When a product is out of stock, offer alternatives and clear instructions to maintain customer interest and build

What does this episode say about founder & leadership?

Ghost products build trust by demonstrating a willingness to help, not just sell, differentiating assistance from

What does this episode say about founder & leadership?

Offer low-margin items generously as a gateway to build rapport and demonstrate value, paving the way for higher-

What does this episode say about founder & leadership?

Use "prescriptive closes" by associating product benefits with existing customer habits to guide them toward a

What does this episode say about founder & leadership?

Shift the sales conversation to focus on problem-solving, especially if an immediate purchase isn't made,

Listen

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