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My Best Sales Tactic to Make a TON of Money

In the competitive world of sales, it’s crucial to employ strategies that not only enhance sales but also build lasting trust with clients. This article delves into a powerful sales tactic that has proven effective across various industries, including retail environments selling physical products. The essence of this tactic lies in its ability to gain trust and close sales efficiently, even for those new to the sales domain.

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The Power of Trust in Sales

The most impactful sales tactic is not about aggressive selling; it’s about gaining trust. As one sales expert puts it, “I ended up selling a hundred percent of people after I made this one switch in how I sold.” This approach revolves around acting in the client’s self-interest rather than your own, thereby creating an environment of trust. It’s about manipulating positively, with the intention to help, not to deceive.

The Concept of Ghost Products

A key element of this tactic is the use of what’s called ‘ghost products’ or ‘sacrificial lambs.’ This involves recommending products that you don’t necessarily carry or suggesting alternatives that can be purchased elsewhere, often at a lower price. This strategy might seem counterintuitive, but it’s incredibly effective in building trust. When clients see that you’re not just trying to sell them anything and everything, but rather looking out for their best interests, they are more likely to trust your recommendations on the products you do want to sell.

The Art of Prescriptive Selling

Another aspect of this tactic is prescriptive selling. It involves giving clients a clear vision of how their life will improve with your product. You need to explain exactly how to use it before making the sale. For instance, if you’re selling a supplement, you might say, “You need to take two of these in the morning. Put them next to your toothbrush so you don’t forget.” This method not only builds trust but also positions you as a coach or advisor, not just a salesperson.

Associating Products with Existing Habits

An effective sales strategy involves associating the use of your product with a habit the client already has. It’s much easier to piggyback on an existing habit than to create a new one. This approach makes you a better salesperson and a better coach, as you’re helping clients integrate the product seamlessly into their lives.

Handling Budget Concerns

When dealing with budget concerns, it’s crucial to prioritize the client’s needs. If a client is hesitant about the price, you can order the products in terms of importance, suggesting the ones they absolutely need versus those that would provide additional benefits. This approach shows that you’re considerate of their financial constraints while still emphasizing the value of your products.

Selling as Problem-Solving

Remember, selling is about solving a problem. If a client hesitates, reintroduce the problem your product solves. For instance, if they’re reluctant to buy a supplement, remind them of the alternative, like having to eat a large quantity of a certain food to get the same benefits. This reframes the product as a solution to their problem.

Integrating into Existing Sales Processes

For those new to sales, integrating yourself into the sales process of a business that deals with high-volume, low-ticket items can be incredibly beneficial. This experience teaches you about selling and dealing with people more than any course ever could. It prepares you for selling higher-ticket items in the future.

Moving to the Client’s Side of the Table

The ultimate goal in sales is to move from being across the table to being shoulder to shoulder with the client. You want to reach a point where you’re both looking at the decision together, with the same information, to make the best decision for the client. This psychological shift is crucial in building a lasting relationship based on trust and mutual understanding.

The best sales tactic to make a ton of money in the marine industry, or any industry for that matter, revolves around building trust, understanding the client’s needs, and positioning yourself as a helpful advisor rather than just a salesperson. By employing these strategies, you can significantly enhance your sales effectiveness and develop lasting relationships with your clients.

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Merrill Charette 

MIDA.PRO – Marine Industry Digital Agency – Web dev / Marketing