Use This Sales Technique The Next Time You Pitch

Tell me if you've heard

this

before about David vs. Goliath. Sure, a small business tries to take business from someone who is out of their reach. Today we watch the popular AMC television show. We better call Saul and discuss how to win the job. Being the small fish in the big pond before playing these two clips, I want you to pay attention to a key idea which is to know what your client is thinking and say it first. I refer to

this

as the eight mile principle popularized by eminem as a freestyle battle rapper, you win by humiliating your opponent.

A very effective strategy is to take away your opponent's ammunition. Do this by disarming him and being the first to call out any attacks he may throw at you, leaving him speechless. He pulls the ricky clips. I'm not the safe choice, the safe choice for you would be hhm. However, I think I am the right choice. Why that suit you're wearing? Did you buy it off the shelf? Please don't tell me it looks like I did if I did. Wouldn't I have asked you then why you prefer a tailored suit because it fits you well and just you look at how Kim started this conversation?

She immediately mentioned what they were thinking. She said if you want the safe option, go with HH. m, but if you want to make the right decision, go with us. She already knows it's not the safe option, so she has to raise this from the beginning. She watches what she does

next

and you alone, because each and every point was preoccupied with you in mind. Does the jacket fit you or does the jacket fit you, she asked him and this is a great question and asking questions like this is laying the groundwork for potential cheating. She asks: are you wearing a suit that is no longer available? and he is offended by what he says.

Of course not, and I'm overpaid for it, if so, and she says every detail of that suit was custom made for you, she's playing to her strengths and she knows I'm going to give you something personalized and just for you. you and Not for anyone else, this is not a simple solution that you could get with a larger company and she is leveraging something she knows about her client and that is something you should do too and look how she sums it up, whether it fits . The suit or suit fits well and a big, important client will never want to wear the suit.

He wants things made for him. He wants a tailored solution and this is wonderful. So he just has to overcome one more objection. What if I want to? A whole warehouse full of suits, that's a lot of sewing, how is a single tailor going to do that job? I know your bank's needs regarding this expansion inside and out, having Mesa Verde as my only client will occupy the entirety of my attention, to be sure, but if this were beyond my capabilities, I wouldn't be launching my hat to the ring. I wouldn't waste your

time

or mine.

Well, then he said, What if I need a lot of suits and you can only make me one suit? because I have a lot of needs and she said you and this is the magic word you are my only focus and I wouldn't risk this if I didn't think I was up to the challenge and with that she assures the client more or less we believe there is still a person more to present let's see what the biggest firm has to say sorry I'm late we'll just sit down kevin wachtel paige novik this is charles mcgill chuck pleasure kevin paige nice to meet you thank you both for coming And don't worry I'm not here to extol the virtues of h.h.m.

I guess you already had to suffer Howard's hard sell the first

time

, so as far as I'm concerned, you've done your time. selling was enthusiasm i gave them cookies the cookies were good as i remember look what he does right here he says i'm not going to give you the hard sell old wind bag here howard has already done that and that's brilliant because this is exactly what the customer thinks that we have already decided that we are going to go to Kim and you are not going to treat us how we want to be treated and he immediately addresses that he also knows exactly what the client is thinking and he is going to bring this to the forefront no, I am here to reassure them kim wexler is indeed the right choice to run mesa verde she's the obvious choice she's young she's bright she's going places let's face it howard she's the future two old guys like us, we're the past, okay, of course, this is a scripted show, so they use exactly the same but opposite language.

He says if you want to make the right decision go with Kim she is perfect and he goes on and on about how she is obvious. she's young, she's bright, she's smart, she's the future and this is exactly what green table customers think you guys are old fashioned but look at this masterful pivot that's coming along well it's a sad thought but real banking law must be exciting. he needs the

next

generation to come and give him a big kick in the seat of his pants, really wake him up, let me tell you how boring I am.

I read fec and iso reports for entertainment. He does. I can attest to that. try to stay on top of things, the rules change all the time with everything that happened with Enron and Worldcom, the government is very vigilant these days, the penalties for even the most honest mistakes can be devastating, it takes a young eye and sharp to capture those things. I mean, when you've specialized in this kind of work for decades, you tend to get a little stale, you get stale, you forget about things like, oh, I don't know the community reinvestment law, any bank like Mesa Verdi is looking to open a de novo branch will definitely need to show a healthy portfolio of CRA compliance, obviously you guys have that covered, I'm sure Regal Neal's Interstate Banking and Branch Efficiency Act, there's another bite, eh, boring even if it had problems .

This could set you up in court for years and, by the way, if that were to happen to you as you move forward without us, which it won't. Um Howard has Fed contacts that might help figure things out in one or two. Well, this is what Chuck is doing, that is so masterful, he plants an innocent seed, something that is potentially the client's thinking and he takes it to the extreme, he says banking law should be exciting, it should be modern, young and fresh. , and we know not. I don't really believe it and the clients don't believe it either, but when you say it out loud it starts to give him cause for concern and he builds on this, so now he's going to set up a little light punch and he's going to jab a couple more times before of throwing the killer hook, the ko, brings up the idea of ​​a penalty that even innocent, well-intentioned, well-intentioned people make mistakes and the government is not going to forgive you for that and it's going to cost you time and money and then It says you need a young, sharp eye, not people with decades of experience because what's wrong?

Howard and Howard tells him that we are obsolete, yes we are, we have forgotten things that we have forgotten. forgotten more things that other people have learned in their life, now he's taking advantage of his experience, now he's really going to build this and take it home and he even says we have contacts with the feds in case something goes wrong we can help you through it. those things are decades of experience working for them and they tell you how deep their networks are and then there's Starbucks' interpretation of section 302 blah blah blah well navigating that correctly could mean savings of several hundred thousand dollars, you know, Howard, I apologize.

When you reach your golden years you tend to digress a bit about the details. What I want to say is that your bank is in excellent hands, they even say that we are in our golden years as if they were going to put us. I turn to the pastor and we're going to ramble on about things like really boring details, so he says that this new young, fresh energy that Kim brings to the table may lose some of these old, boring details. Look, I understand your point. Yes, but I must say that I have complete confidence in Miss Wesley.

If she was part of our team, she learned from us. She won't find anything better than Kim Wexler, but no matter how talented a person she may be, Mesa Verde's needs are too. It's big to handle alone. She wouldn't handle the next expansion alone, so she should once again consider hiring a team of professionals. He knows that he has one last giant obstacle to overcome. This is when the customer tells them and usually the customers win. I'm not telling you this, but in this case, since it's the scripted drama, the client says you know we're pretty good to Kim, we're going to go to her and he goes and you should notice he doesn't fight, then he says and you.

If she had learned everything from us, we actually trained her and this establishes her power structure over Kim as if we were the teachers. She's just the student. Do you want the student or do you want the teachers? And finally, him. says this is a great job you're a very important client we have a big enough team you don't want to do this alone I'm glad I did it anytime we're there for you day and night nice to meet you paige and thank you Check this out when I first saw time how Kim

pitch

ed, I thought I was sure she wanted it, but then when you heard Chuck Pitch, she sure took the prize and of course they won the Mesa Verde business, they did it by highlighting their strengths but also showing that the smaller firm was not the right choice, they are playing to their strengths and subtly making the choice obvious by planting doubt in the client's eyes, ensuring that the client only has one clear choice.

I thought Kim did a masterful job of positioning. She herself was well given her resources, but the critical mistake she made was that she did not think enough about what she was going to propose to the other, larger, more established company. She did the best she could. You can see that she was clearly outmatched by an experienced professional who was able to raise a lot of objections and be able to talk through them in a way that the client understood and to turn around and plant all these seeds of doubt at the end of the day, she realized. of something the customer really wants, the safe choice and he will present himself as the safest option, so we are experimenting with different types of content.

Tell us what you think. Did you like this format? Let us know in the comments below and we will do more. Do you have a favorite clip that you like? Finally, I break down, sit down, take a moment to write down a list of objections or accusations that a potential client might raise. Put them in the comments below and be sure to mention them first. Talking to customers can be difficult, but it's not like that. You have to be if you want to be better with customers, especially during

sales

. I develop a course called how to negotiate.

This includes my six Socratic questions you can ask to overcome almost any objection. I want to help you close more jobs so you can make more money doing what you love, click the link in the description below to learn more