The best salespeople know how to close deals without that being their primary goal. How does an entrepreneur shift away from the transactional approach to relationship building? On this episode Matt and Greg talk to mortgage industry expert, coach and consultant Scott Hudspeth about building relationships and the secrets he learnt from Ari Galper’s Unlock the Sales Game.
The “Always be Closing” mindset has to shift. If you can’t put someone in a better or equal position there is no point of working with them. –Scott Hudspeth
The hangout kicks off with Scott giving a background of how he got to where he is in the industry. With 14 years of experience in the mortgage industry he helps people achieve “freedom, growth and coolness.” He aims to get his clients out of the limited success program and that’s where the book Unlock the Sales Game was so helpful to him.
Scott was always interested in answering the question of how people can separate themselves from the competition and he believes the secret is looking to build relationships and not being driven by the need to sell and close deals. When you’re driven to close deals, the customer will always know exactly what you want and you’re held back because there’s no secret.
Takeaways + Tactics
- Remove the sales triggers and calls to action when you meet with a potential client
- Release your attachment to a particular outcome, and choose an abundance mindset. Remember there’s is enough out there for everybody
- Scripts are for people who can’t think on their feet but it alerts customers to the fact they are being sold to
Unlock the Sales Game helps entrepreneurs remove sales triggers and calls to action when they meet with potential customers. It also teaches the importance of going into business conversations with the intention of building relationships and removing the objection. Leading with value is what will make a customer interested in working with you – ultimately, it’s not about what you want from the person, it’s what you can do for them.
To truly succeed we have to detach ourselves from the outcome and release the fear of objection and rejection. Ask the client where they are, where they want to be, and what’s holding them back from getting there and use the answer you get to provide real value. Put yourself in a state of curiosity and fight the feeling of wanting to close.
The best stuff takes place indirectly through building relationships and that’s exactly how you unlock the growth of your business. Using scripts goes against building relationships and when you aim to ask to legitimate questions and actually listen you will be able to shift away from a transaction approach.
Scott is a strategist, coach, mentor. He is the CEO and founder of Agent Mastermind which has become the largest online weekly Real Estate training in the nation. He is also in charge of recruiting, growth, and development at Success Mortgage Partners. To learn more about Scott visit ScottHudspeth.com.
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