low pressure sales
Project Ignite Podcast by Derek Gehl Low Pressure Selling Techniques For Higher Sales And Happier Customers With Tiji Thomas
00:00:00 00:00:00
  • Episode  64
  • Tiji Thomas

Episode Description:

Want to sell high ticket products without high pressure sales? In this interview Tiji reveals how to use the low pressure selling system that he’s using to generate millions of dollars per year.

To find out more about Tiji’s low pressure sales process, The Unselling System:

Transcription Episode 64: Low Pressure Sales Techniques For Higher Sales And Happier Customers With Tiji Thomas

Welcome to the Project Ignite Podcast, a podcast designed to skip the hype, skip the BS, and bring you real actionable tips and strategies to help you grow your business and income on the internet. This is your host, Derek Gehl.

Today we’re going to be discussing how to sell high-ticket products with low pressure sales techniques. One of the fastest ways to increase your profits is to add a premium offering to your product lineup, or I mean, to put it bluntly, it’s hard to get rich selling cheap products only.

Here’s the thing. To successfully sell higher ticket items, it does require a very specific skillset and a process, and I can tell you that there’s a right way and a wrong way to sell high-ticket items.

If you sell them in the wrong way using high pressure tactics, you’re going to end up with potentially unhappy customers, refunds, chargebacks, or even a damaged reputation.

That’s why I’m looking forward to today’s interview because our guest is an expert at building, and developing, and teaching people how to create sales processes to sell high ticket items using a low pressure sales process that creates huge results and happy customers. He has the results to prove it, directly generating millions of dollars in sales every year with this system.

Without further ado, I’d like to welcome Tiji Thomas to the show.

Tiji, thanks for joining me today.

Hey, Derek. Thank you for having me. I’m really looking forward to talking about low pressure sales.

Absolutely. Now, before we get started, can you just take a second and expand on the introduction I just gave you and more specifically, share your journey to becoming this sales expert and entrepreneur? How did you get here?

Yeah, absolutely. I’ve actually been selling or in the sales industry for about 20 … probably close to 26 years, and I started at a young age because I was entrepreneurial when I was in my teens, and the sales process period just always excited me.

I was like, “Well, it’s always cool how there’s a give and a take,” and my parents had a retail store when I was growing up. The whole sales atmosphere really got me excited, so I started doing sales at a young age.

Now, what really turned me on to a question-based approach was when I was younger, as I graduated university, I worked with a special math program because my degree was in math, math and engineering as a minor, and we went into the inner city schools because I grew up in Philadelphia, and we taught children. Mainly, fourth, fifth, and sixth graders how to do calculus and algebra.

Now, if your listeners are saying, “Wait a second, they don’t even teach that till eighth or ninth grade,” they’re absolutely right. It was awesome because really, if you think about certain types of exponentiation and all that, it’s just multiplication, right?

When kids learn how to do that starting grades 4 and 5, it was amazing that these young children, 9, 10-year-olds were getting these concepts, but the way that we were teaching them were just 2 questions. We used the Socratic, which based on Socrates, a philosopher asking these questions, the Socratic way of teaching, so all I did was ask questions for 11 years. I did that for 11 years.

As I was doing that, it really helped my sales side too because we were only allowed to ask questions. A lot of what I learned in terms of low pressure sales, I actually learned during that time because when I first got into industry, I was following a lot of the well-known names out there.

Even though there was success behind, it seemed like there was a little bit of high-pressure associated also, so I continually started trying different things. My main focus with low pressure sales was always, “I want to sell where I want to be sold to.”

I know there’s some high-pressure things that people do out there, and I’ve talked to people that do that type of selling, and they all tell me the same thing. They’re like, “Man, I never want to be sold to the way that I sell,”

It’s weird that they just don’t want that, so I’m thinking, “Heck, why don’t you just sell the way that you want to be sold?” To me, it makes sense to use low pressure sales, so that’s how I started going down this path of trying to fine-tune this process. I’ve always been a student of people to see why people do the things that they do, but I’ve always looked on myself when I was out as a consumer.

I just started working on different things with low pressure sales, and that’s how the No Pressure Sales System that I’m known for with certain people in the marketing industry came about because I put together this system that you can use for low-ticket, but I sell up to $100,000 in coaching packages right now using this low pressure sales system.

It’s really effective with high-ticket because you’re taking people through a low pressure sales process. Nobody is going to really give a check for $5,000, $10,000, $20,000, $30,000 or more without having some kind of connection, right?

They have to feel like they’re being heard. They have to feel that they’re getting value, so when I consult with my students, when I work with my future customers, I’m always trying to build that connection, always get that value.

That’s where the low pressure sales journey has come. It’s gone from really just not liking the way that I was being asked to sell to learning more about how to ask the proper types of question to implementation.

There’s a lot more to low pressure sales. I know we have a limited time, but right now, this is … I just love my life.

I love everything that I do because I’m working with the people that are truly wanting to change and make the marketplace better, so the clients that I work with really are … “Can you help me? I’m trying to increase my sales, but I want to do it the right way.”

I’m working with students that are really excited about learning how to sell the right way that I’m doing myself. Yeah. I’m absolutely happy, and I’d be more than happy to share the low pressure sales process… If you have some specific questions to see how I can help, there’s …

I do.

Awesome, awesome.

Yeah. I’ve got some specifics about low pressure sales. Now, before we get in because I really want to dig into the No Pressure Selling System that you’ve developed because … First of all, I think that not only does it sound effective, but it also sounds like a nicer way to sell for people who don’t like to sell. It just sounds better.

But before we get into low pressure sales, let’s look at some of the different models that you see out there right now, and what are the mistakes that you’re seeing other people making whether it’s call centers, or sales floors, or in-house sales teams, or sales processes? What are the mistakes you see?

One of the main things that I see is the approaches that aren’t necessarily customer-centered approach, and the reason that’s really important is a lot of times, when there’s a company that works out their metrics and they look at the net, there’s a big percentage of that that goes towards refunds.

It’d also be a decreased lifetime value for a customer because somebody may buy from you once, but if they don’t buy again, that LTV, the Lifetime Value the customer is going to give to you is going to go down. Also, you’re setting aside time for their support to deal with customer complaints.

The thing is you can … you make money. You can really make money with the high-pressure approach, but there’s a lot of negatives to it also.

The main thing I would say is that a lot of times, salespeople in their mind, they’re like, “You know, I’ve got a good product. I know it’s a good product. I believe in it. The customer needs to have my product because they need it. Therefore, I can sell and do it the way that I want to almost forcibly sell them because in my mind, I know it’s a good thing that I’m doing.” Right?

Mm-hmm.

Again, the salespersons that I see tend to do it from a “me” attitude. It’s, “I … this. I’m going to get this.” A lot of times, it just feels like there’s like a big testosterone type of push like, “Okay. It’s me against them,” type of attitude. That’s probably the biggest thing that I see.

When I work with customers on low pressure sales, they have a really good engaging experience. The other thing is I give them a lot of power. The questions that I ask really empower them to the point that any time there’s a transaction, the best salesperson is not going to be you, right? It’s going to be them.

Mm-hmm.

When your future customer really makes these decisions based on the questions you’re asking, they hear themselves speak. They’re like, “Wow, I do have this issue. I do have this problem.”

Low pressure sales is just so much more powerful, so the reason I hardly ever get refunds, I don’t get complaints … I got a high lifetime value from my customers because they keep coming back and getting other products because the way that I work … talk to them and deal with them, and at the end of the day, because I’ve actually taken myself out of the equation where I’ve detached myself that I made it so … I’m going to help these individuals out.

Since low pressure sales has been my focus, my income goes up automatically because I detached myself from the sale and do something to help them. What I want is to make more money obviously, but I want to do it as I help people, so if I help people and do it the right way, I’m going to make money also.

Whereas if I just go out to get a commission and that’s my main focus, I don’t do right by the customer, therefore, what I wanted from the beginning is going to go down.

You know what I mean?

Mm-hmm.

To me, the main thing with low pressure sales is making sure the customer’s needs … first of all, that they’re heard, which is … I think I didn’t talk about the … A lot of times, customers do not listen too. It’s more the salesperson doing the talking.

If you let the customer be heard and you address what their problems are, you provide value, and everything else should combine from that.

Okay. Now, let’s dig into low pressure sales and actually … Let’s walk through the process. Okay?

I think the best way to do that is to … When you get on a call with somebody, what does this low pressure sales process look like? What are the questions that you’re asking? I don’t know what the best way to demonstrate this is, but if you want to come up with a mock scenario here, that’s great.

Give people an idea of what this low pressure sales process looks like from opening through to taking them to a point where they’re willing to make that investment.

Sure. When I teach my low pressure sales system to individuals, just to simplify it, I break it up into 4 parts, and I break it up into a connection or connecting part, a discovery, a presenting, and then a close.

Now, the low pressure sales close, I personally … I call it “MBO.” MBO, which stands for “Mutually Beneficial Outcome.” Instead of me talking about closing to people, I’d like to talk about having an MBO because to me, it’s a win-win situation. I still use the word “close” because most people don’t know what an MBO is, right?

Yeah.

I use them interchangeably, but I let them know, “Hey, listen. You want that ending to be mutually beneficial as long as there’s a win-win.” I break it up that way.

Most of the students that I work with in low pressure sales are typically right now doing internet marketing. They may be doing selling of some kind of product from a Facebook ad or some sort of ad where it leads them to a webinar.

For the webinar, they’ll go to a free strategy session. On that strategy session, either they or somebody on their team were making calls, trying to hopefully provide value, but also get some sort of signature on the line, contract to do monthly coaching or what not.

I also work with people that do just straight affiliate or maybe network marketing also where they’re having to call people on the phone. Even though you can use the low pressure sales technique that I teach face to face, my specific strength in the niche I work with is phone sales, so if you’re on the phone, that’s the most powerful way to use what I teach.

I show people how to connect with individuals when you first get on the phone and something a little bit before that I’ll share with you in just a minute. Then, there’s a discovery where … Now, this is where the sale is made.

The other thing is a lot of times, people think the sale in certain high pressure type of scenarios are made at the end. In my system, the sale is made during discovery.

Okay.

Pretty much, if you ever hear me closing, you’re like, “Wow, that’s … It sounds like a weak type of a close,” because really, all I do is ask them for money, and they say yes.

They typically say yes, so it doesn’t have to be too fancy because if I did everything else the right way with low pressure sales, I know when I’m going to be getting a sale at the end. Then, I go into presentation or presenting phase, and then it’s the close.

Now, the other thing, a lot of times, I see salespeople do is they’ll mix up the discovery and the presenting.

A lot of times, people are keen on presenting their offer because they’re like, ”Man, I know my product is awesome. It’s great,” and then they start presenting too soon, before they find out what they need.

That’s why you get objections at the end with low pressure sales because if you’re not addressing what people’s needs are like if I’m going into car dealership to buy a car and my main thing is I need to make sure that there’s good safety elements, I’ve got 2 kids.

I want to make sure that the airbags … the side airbags, the crumple zones, those things. Those are my priorities, and the sales was talking to me about cup holders and stereo … You know what I mean? Stereo system.

Yeah.

There’s a disconnect there, and I’m just going to tune out and have objections later. Whereas if you can focus on what their needs are and make those connections throughout your presentation using low pressure sales, it’s almost like, “Man, this makes a lot of sense.” That’s the way I go. I connect with people, discover, and then present, then I close. That’s how the whole low pressure sales process looks.
Low pressure sales techniques

Okay. I’m going to dig into a few of those low pressure sales sections, so connecting. What do you mean by connecting? What are you doing to connect with somebody? They pick up the phone, you pick up the phone. What does a connection look like?

All right. Here’s one thing that I teach my students about low pressure sales. Even though we’re there to help them, one thing that I found from talking with thousands of students that I’ve had is that too many of them, when they first start talking to people, they talk to them about being a friend.

They’ll talk about the weather. They’ll talk about the sports and things like that. I don’t really count that as connecting. What I share with my low pressure sales students is when you get on the phone with someone, it’s always best to be an expert. Come in as an expert.

Here’s what I mean by that. Now, I don’t teach anything about cold calling, so my clients, when I work with them, if they have any type of cold calling type of process, I show them how to do some sort of lead generation and put them through a funnel to warn them, “Okay. When you’re cold calling people, to me, it’s not the best use of time, and that’s not what this system is set. This is not for a cold calling type of call center or phone team.

What I have myself … Let’s say we just use that example I do with the Facebook ad to the webinar to the strategy session.

What I share with my low pressure selling students is before yourself or your phone team on the phone, take them through a thank you page or have an email sequence in there where they can go to see some videos of testimonials like a testimonial page that talks about you, or if it’s several people on a team talks about how well the team has done in addressing their needs, especially their past … current customers, people can give you testimonials.

When you enter into that first conversation, rather than them not knowing who you are, they’re like, “Oh, okay. This is Derek Gehl. He knows what he’s doing. He knows what he’s talking about.”

That’s the first thing when I talk about connection is to put that as a warm up process, so when you enter into that conversation, they know who you are and know that you’re not just some schmoe walking out the street.

Really, what I do when I first speak with someone, what I’ll do is I’ll introduce myself. “Hi. This is Tiji Thomas with XYZ Company. I’m just giving you a call. It looks like you want us to give you a call, a follow-up on a webinar that you … but let me just start by asking you, Derek. What was it about the webinar? What was it about the website or whatever the thing is that really attracted you or made you to sign your name down there and ask for us to call you back? What was it that you saw?”

Right off, I’ll ask them because I want to start finding out.Their time is valuable. Mine is valuable. I want to find out how I’m going to be able to help this person, so I don’t do a whole lot of small talk.

Now, if they start with some small talk, then yeah. That’s fine, but I don’t want to spend a whole lot of time on that. I want to start making a connection here. I want them to know right off the bat I want to know about them.

I’m not going to spend a lot of time talking about how great I am. They already saw the testimonials, the video, and so they know that I have produced results or that people have favorable things, so I’m not going to spend a lot of time on me. I want to say, “What is it that attracted you?”

Then, I’m going to start listening to what they said and really listen. Not just ask, and then move on to something else. I want to find out what they said. If you’re selling some sort … a funnel. Let’s say that you’re selling a funnel, and they’re already online.

They’re trying to make some money. They’re like, “Oh, well, it looked really nice, the way the funnels are set up and done. I’m having trouble with my business, and I really need a new way to get customers covered on the back end.”

Then, I can follow up with that. “Okay, so tell me a little about your business. Now, what exactly are you selling? Are you having some problems getting the conversions where …?”

I can try to find out some things right off the get-go about the problems that they’re having, and then what I try … and now, this is where some of the things that I do differ from some of the other low pressure sales guys even that use question-based approaches.

A lot of times, people focus on the features of a program, and here’s the thing: whether they come in because their funnel was lacking, whether they’re coming because it’s a 6-week diet implement … some sort of “Change My Body In 6-Week Program,” or whether it’s network marketing, nobody is coming in really saying, “I want to become the best network marketer,” or, “I want to be the best student you ever had.”

It’s typically, “I want to make more money. I want to make money. I want to lose weight because I can’t get a date.” There’s usually some underlying thing that I want to get out, and that’s what I typically focus on. I don’t spend a whole lot of time talking about metrics of this, and this, and that.

I really look at this whole low pressure sales process almost like a superpower because if you do this the right way, it almost doesn’t matter what the product or service is because your focus is going to be on them.

I get them start dialoguing with me. I want to find out, “Okay. They got some issue with the funnel,” and then I’ll start asking more about, “Well, how is this thing going for you?”

If they start telling me, “Well, my wife is getting all upset at me because I’m spending hours after hours after bedtime on the computer. She wonders the heck I’m looking at, and it is causing discourse in our marriage.” I want to pull that out.

I’ll say, “Well, how does that make you feel?” I’m going to say, “When you’re doing these other programs, were you trying to find a way to get this thing done and you’re not where you want to be? How has it impacted your life? How has it impacted your work schedule?”

I’m going now from connecting with them, I’m going more into discovery because I want to start finding out really what their needs are, and part of the reason I’m wanting to find these needs is I want them to listen to it also.

I want them to hear themselves, and that’s why I ask a lot of questions that I want them to answer and take as much time to answer because this is where the sale is made. They’ve got to know truly what they’re paying.
Low pressure selling
It’s not that they need a new funnel … that they need a way to get from racking up debt on their credit cards, or this, or that, and start making some money because that’s going to make a lot of their pain go away because they don’t have to worry about … they won’t be stressed out.

The wife will be happy. They can maybe leave their job that they’re having to travel … spending an hour and a half in traffic each way. They’re not seeing their kids. Those are the things that I want them to … If that’s what their true pain is, they need to realize it that it’s not just the funnel. It’s a lot deeper than that. Does that make sense?

Yup, that makes perfect sense. That’s going through the discovery phase in low pressure sales. You’re trying to find that problem and pull those out.

So you’ve gone through that process, you understand what’s really making them tick, what are the pain points there? How do you use that then in the presentation portion because you say you don’t … you really use features to sell?

Most people think, “Well, presenting. I’m going to present my product,” right? “I’m going to present all the features and benefits,” but how do you utilize what you’ve discovered from that process?

Yeah. It’s actually pretty simple. When you go in through the discovery part of low pressure selling, they’re going to tell you really what their pain is, so they’re going to tell you what they want. Okay?

You’re going to find out and they’re going to find out, so what I do with like friends is … I’m in the biz-op space and I still do high-ticket sales myself, so when I do go through the discovery, I ask them a lot about … since I’m dealing biz-op space, people are typically working. They’re already working full-time, and they’re trying to start an internet marketing or network marketing company.

What I do is I try to find out why they’re even coming online or why are you coming online? I’ll have some questions about, “What is it that you do? Okay, and how long have you been doing it?”

One quick thing I want to let people know about, when you ask people a question, especially about their job, just because they’re coming online to look for a job, don’t assume that they don’t like their job. Okay?

Right.

That’s a big assumption that some of the students I work with make, and so it really hurts them, but I will tell you this. There is typically some kind of disjoint that individuals go through or something is not there. Something is lacking or something is missing.

When I started asking about their job, they’re like, “Oh, man, I really love my job. I love working with kids. I love changing kids’ lives.”

If you go on thinking, “Oh my god, this guy was telling me he hates his job,” one question I ask is, “Well, that sounds really great. Let me ask you this, so if there was something you could change about what you do, what would that be?” All right?

Mm-hmm.

I ask them, “What is something that you could change about your job with something?” Then, they may say, “Well, yeah. Sometimes, yeah, I come up with ideas and my boss doesn’t like it,” or, “The commute is really bad,” or, “I love my coworkers, but I can’t stand my boss.”

Again, you want them to tell you these things, and then you start asking, “Well, how does that make you feel? You come up with all these great ideas, and your boss just turns them … just throws them off to the side. Does that have an impact on you?” Then, you get them to start talking about this type of things. All right?

What’s happening now is you’re asking these questions. You’re getting data, so you’re getting data about their job, their family life.

Let’s say they said that because they’re sitting in traffic that their kids are usually doing homework when they get home and they don’t get a chance to spend as much time. Then, they’ll go on a date with their wife once in 6 months.

All these things are coming out, so what I do then is I ask … I’ll give your listeners … Since you’re a nice guy, Derek, I’m going to give you one of the big components of my system, which is I have something I call “the 100% question.”

This is the transition that I make from discovery to presenting, and this also is why I really know where I stand in terms of sales … getting the sale at the end or really not.

What the 100% question is… so really, what I do is I dig a little bit more about their job. I’ll ask them some questions. I want them to know. I really want them to know what they’re going through because a lot of times, people don’t know that … they really don’t.

They may think they do, but till they start talking about it and they hear about it themselves, they’re really not going to know.

If they’ll tell me, I’ll answer, “How long have you been working there? Do you enjoy …?” I go through that process and ask, “Well, how much money you’re making now?”

They’ll say, “Well, I make $3,500 a month.”

I said, “Okay,” and then I’ll say, “Well, how much money would you like to … if I didn’t say … if I said there was no cap that you had on your income, what would you want to make in your first year of internet marketing or network marketing?”

They say, “Well, I don’t want to make … Easy, $100,000,” so I said, “Okay. Well, at your current job right now, how many years would you have to work there for you to get your $100,000?” Then, they’ll usually just stop and they go, “Wow, well. No, I’m never going to do that. That’s not going to happen.”

Again, the question is really designed because I want them to see, “Hey, if you stayed …” and I’ll even ask them that. I’ll say, “Do you see yourselves doing that for so many years, or do you really think you’re going to be able to change that, or if you don’t change it, will you be okay with it? Will you be okay? Is that something you’re going to settle for to do something like that?”

I’m trying to get them to see what situation that they’re in, what they’re going through, and then the transition that I make is … and the reason I called it “the 100% question” is 100% of the time that I ask it, I’ve always gotten a yes.

It’s like, “So, let me ask you. If you can find a business where … if you had ideas, you can bounce them on people that actually will listen to them, or you wouldn’t have to drive and sit in traffic for 2, 3 hours and miss the evening time with the kids, and you can find a way to have the date with your wife that you haven’t have a date with 6 months. If you can find a business that can give you all those things, that’s something that you’d want to hear about and be interested in maybe?”

That’s the transition that I make.

Right, right. It’s a question that …

It goes right into the presenting part of low pressure sales, and here’s another thing. I don’t like to oversell, whereas some people at that point go, “Okay. Let me tell you about my awesome business.”

What I do is, “Well, what I can do right now is if you … if it’s okay with you, is just tell you a little bit about this program that you wanted to find out about and may or may not be right for you, but just listen to it and just let me know what you think.”

I really downplay it. I do a lot of takeaways too. I do takeaways. I do future pacing. I use different low pressure sales techniques. The course I’m putting together is going to have a lot more of this, and it’s really hard just to do it in about 45 minutes or so.

Yeah.

There’s a little bit more to it, but I transition right into the presentation, and the presentation part of the low pressure sales process really honestly is not that long. It really is not. It’s just I tell them whatever our product is. I tell them really what it is that we do, how we started, and that other people have been succeeding with it. It’s pretty simple.

I do help people in script development, so I work it out where I can do the script with them to let them know how to present it. It’s really, really soft, and then from the presentation … so the discovery is the longest part.

Presentation is not that long because you don’t want to … It just sounds … it’s just an oversell, but what you’re doing with your presenting is now that you know what their needs, was start talking about the connection to your solution.

If you’re using low pressure sales to sell a funnel like a done-with-you or done-for-you funnel, then they’re talking about, “well, I need to make money. I need somebody to hold my hand because I can’t do this myself. I’ve tried it. I bought the programs, and I’m just shoved a lot of videos in my face. I don’t know what I’m doing. I need to know that if I have a question that somebody will support me.”

Those are the connections that you want to make with this, “so we’ve got an 8-week implementation, and it’s something that is really designed to help individuals with.”

In fact, we’ve got current happy customers that were in the same position you’re in, Derek, just a few weeks back, and they’re going through this process, so they’ve got somebody that’s a guide and a coach that’s working with them on a weekly basis where you can share videos and you can watch over their shoulder like what you were saying, right, Derek?

Also … then that’s it. Then, you start telling them all the things about the business that directly answer what their needs are.

See, so what … again, what it’s showing them is, “Hey, this guy cares because first off, he’s listened to all the things I’ve told them that I have issues with,” and you’re just listening. I’ve had people crying on the phone with me, literally, because they’re like, “Man, nobody has asked me these questions before. Nobody has even took the time to listen to this. They’re so busy wanting to tell me all …”

I’ve had people that have bought products from me, and at the end, they’re like, “Man, I don’t even know what the heck I just got. I really don’t know what I bought. I know I’m really excited about it. I love it, and I know I’m going to get the support, but honestly, I don’t know what I got. Can you tell me everything again?”

That’s after the sale, so low pressure sales is a very powerful system. It’s hard in just a short time to really … and that’s why I’m making … when I do my entire system, it’s going to be like a 6-month or a 12-month type of support where I’ll help people.

To me, everyone is a salesperson. Like you said earlier, sometimes, people just don’t want to sell a certain way. They don’t want to use high-pressure, and that’s one reason people stay away from sales, whereas I’d work with students that have never sold before, but they like to help people, and boom. Low pressure sales is great for this.

Before they know it, they’re already a master salesperson and making good commissions from low pressure sales because they learned it from a way that they don’t have to get sweaty palms and get nervous about what they’re going to say or they can go to sleep at night.

I sleep like a baby every night. Every night I go to bed, I don’t have any problems going to bed because I don’t ever get nervous about it when I do.

Then, from there, I just really go into the close. I don’t really get objections. That’s the other thing I was going to tell you. If you do low pressure sales the right way, you don’t really get objections.

I don’t get the, “I need to think about it, and give me a couple days,” or, “Can I sign up later?” Now, I’ve done things where I … for some of my students to get those, I created responses to those type of objections, but usually, at the end of mine is, “Man, I really want to do this. Help. I need money. Help me get the money to do this, but I want to do it.”

I usually end up just helping people try to fight funding as opposed to overcoming objections and wasting … spending a lot of time doing that.

Okay, so you’re not using any of the typical urgency, scarcity? Just not required with low pressure sales?

No, I don’t.

That’s brilliant. Low pressure sales is such a nicer, nicer way to sell. One of the things that … as I’ve been listening to you walk through this process, and I’ve been writing notes down. I think one of the key skills that I think a lot of people fail at this is actually learning how to listen.

Really, what you do really well is really listen to people, and I can’t tell you how awesome that is. You’ll get on a call with the salesperson or something like that, and they may even ask you questions, but they don’t really listen to the answer. You can tell they’re following a script, and they have to follow the script down the road, but what I’m hearing from you is you don’t have scripts per se.

No, I do use scripts for low pressure sales, and I actually recommend scripts, but I don’t recommend what you just said. I don’t recommend just reading like you’re calling a call center like you’ll say something, then you can hear the gap like a 3-second pause and they go, “Okay, Mr. Thomas. Nice to have you with the …” You’re nothing like that. No, no. I do think scripts are good for low pressure sales.

Now, I don’t think you should just read verbatim. That’s why the conversation is important in low pressure sales.

The thing that you said about listening is so true. That’s why I tell my low pressure sales students to practice, practice and know the framework, so you don’t read because you never want to end up reading. You want to listen.

Now, the thing about listening is when 2 people are talking, for example, they go through their weekend. They meet out at their water cooler to talk about their weekend.

I go, “Hey, Derek. Hey, man. How you doing? Did you have a great weekend?” You like tell me, “Oh, man. Tiji, I had an amazing weekend,” and then you’d go on for like 5 minutes. Then, I’m thinking, “Oh my gosh, I just asked this guy how his weekend was, so I can tell him about mine.” That’s what a lot of people think, right?

 Yeah.

They’re just like, “Man, when is he going to shut up so I can tell …?” What happens when 2 people are talking … They’ve actually done studies on this. About 40% to 45% of the time, when 2 people are talking, the other person is thinking about what to say. The other 40% to 45%, they’re thinking about when they can butt in to the conversation.

You’re only really getting heard 10% of the time.

Wow.

When you talk to somebody, you want to get heard at what percent?

Dude, you’ve just ruined all future conversations for me. I feel like there’s no point talking. Nobody is listening anyway.

That’s the crazy thing, so what I do is … and that’s why … here’s the thing. My system is fairly easy to learn, but there are some disciplines that I want my low pressure sales students to have because they’re so powerful, and one of them is listening.

Sometimes, students ask “How do you listen, or how do you listen to everything they say?”

I say, “Well, imagine that you really want to help this person. If you want to help this person, what would you do?”

“Oh, yeah. I would listen.”

Exactly, so sit there and … The reason that I can come back and I ask different types of questions to people is … Let’s say somebody … It says on a script, just any script, “Ask the person what they do,” and they go, “I’m a … I work in a warehouse,” right?

Mm-hmm.

The next thing they may say, “Okay. Well, how long you’ve been doing that?” but I like to know a little more deeper. “There’s a lot of jobs in the warehouse, so what is it that you do in the warehouse?”

“Well, I’m a forklift operator.”

“Oh, okay. Is that dangerous?”

Again, nobody … people don’t get asked these questions. You ask them one question, typically, the go on. Right off the bat, when you ask these questions, that person … “Well, this guy, is he serious? He wants to hear about this stuff?”

Genuinely, I do. I want to know what they do. I really don’t know how to help these people. The way I’m going to know how to help them is I want to know what their situation is

and I want them to know, I want them to hear themselves, tell themselves what … if it’s dangerous, that they worry about the dangers, that their back is hurting.

If they’re worried about crates falling on them, I want to know about that, and I definitely want them to know that that’s something … “Wow, this is crap. I’m listening to this. This is pretty intense.”

This is very hard. It’s hard for the average person just to listen because we’re so … It’s just the microwave society, right? Everyone is used to just getting answers quickly or, “Man, I don’t have time to wait for this guy to respond. I’m going to have to say something.” I learned it really early on in my marriage. It was my 19 years yesterday. My wife and I got …

Congratulations.

Thank you. In my very first year of marriage, she really set me straight. As a man, you could probably relate to some of these because I’ve met your beautiful wife.

I don’t know how long you all been married, but my first year, I wanted to help her with everything. She told me a problem, I was like, “Great. Here’s what we can do,” and she always got mad at me. You know where I’m going …?

Yeah.

For the guys that are single out there, we’ll give you some free advice here is as much as men want to help, women want to be heard. Okay? That’s what you want to remember. Women want to be heard. They don’t want to be helped. They want to be heard, so I learned very young when I was wanting to go and help her that I just need to listen to her.

Again, I’ve had all these things happened. It really helped me with sales, but that’s one of the keys is once you become a better listener, you will become a better salesperson. That’s just … look at it.

Yeah. Massively true, massively true. All right. Now, to wrap things up … First of all, you’ve given us a ton of information, and I’m grateful for that, and I thank you. Now, where can people find out more about low pressure sales, and who’s this right for?

This is right for anyone that wants to do low pressure selling on the phone, or anyone that is … if you’re at network marketing and part of it is getting people to join your team, you can do this.

It’s really designed for a high-ticket product, but if you’re selling something for $500, $1,000, low pressure sales will work for that also.

You literally can use low pressure sales for almost any type of price range. You have to adjust different things… because I know friends that have $1,000,000 and $3,000,000 a year coaching programs that sometimes, you may have to touch … when I say touch, it means talking to people more than one time.

Most people can do a one-call type of close with this, but here’s the thing I tell people. If you’re looking for a quick fix, if you are saying, “Well, I’m going to do high-pressure. I just want to come in and just maybe learn a couple of techniques,” this most likely will not work for you.

This is a holistic approach to sales, so people that are naïve … if you’re close-minded, if you’re thinking, “Well, I know how to sell, and I’m going to check it out,” low pressure sales is not for you either.

Low pressure sales is for the people that are very coachable, people using … integrity, non-technique-based selling. Those type of individuals will really flourish with this.

I’ve had students that go through this and go, “Oh my gosh, this just makes … It’s just common sense. The things that you share are just … It just makes sense.”

Now, of course, low pressure sales is not just about asking questions because I think some … most sales I’ve done, I’ve got asked questions, but it’s how you ask questions.

This is what I call “discovery sequences,” which are like questions that you ask in sequence that give some depth. It’s like having … like peeling layers of an onion. You want them to see what’s underneath the next layer. What’s underneath the next layer?

Depending where you are on discovery, you may want to ask some discovery sequence questions. So what I’m doing is I’m working on a membership site now. I’ve got a product. I don’t really advertise it a whole lot.

I’ve been working behind the scenes with a lot of people in the marketing space, help them out, but I’m rolling out something, Derek, the next probably 30 to 45 days, my goal to have this launched, and it’s called “The Unselling System.”

If you go to unsellingsystem.com right now, I think the way my web guys got it set up is you can get on a notification list, so that when that comes out, I can let you know about it.

The other thing is if you go to tijithomas.com, which is just my name, T-I-J-I-Thomas.com, there’s actually a contact tab there where you can just fill out your information. You can send it to me that way also, and then I can just give you notification. I’m real excited about this low pressure sales project.

I’ve been working on it for a while now, and it’s really going to be like a membership type of community where I’m going to have part of my No Pressure Sales System in there.

I’m going to have some webinars that I’ve done that have been very, very powerful and successful that people have implemented. I would have a lot of what I call “bite-size training videos” about 3 to 5 minutes, so people learn how to … the different parts of discovery or learn how to overcome objections, they can go right in on and find that.

I’m going to have group coaching, and that’s one thing I’m excited about because my time right now is very limited with the different things that I do, so I don’t have the time to individual coaching as much as I want to, but I’m going to have group coaching.

We have hot seats and things where we’ll have somebody come and tell us what their business is, and I’ll put him on a hot seat, and we’ll ask questions, and I’ll … We’ll have different people doing that throughout.

We’re not sure if it’s going to be a 6-month or a 12-month type of program, but for people that are really open, they want to learn how to … even if you’re not selling now, if you have a desire to learn low pressure sales, if you’re in a marketing program right now, you know, man, I need to start making money. Just doing … sending traffic to a web page is not working.

When I first got online, I’m not the biggest tech guy in the world, but I figured out quickly, “Heck, I know how to talk to people. I need to start talking to people.”

I had a simple funnel built where they put their name, and then their name came to my auto-responder. I would just email them, “Hey, here’s my number. Call me,” and that’s what I would do.

If you think that, hey, you can get out a little bit of your comfort zone and you can start talking to people, if you use what I teach you, you’re going to easily get on the phone and start making conversions. I’ve had many, many people do that.

Again, so if you’re open-minded, if you’re coachable, and if you sell on the phone, and you have to be … I really like working with high-integrity people, people that are selling a product … no scammy stuff and all that.

This is just … really, individuals who want to take a product or service that they really believe in and want to learn how to do it from zero to wherever they want to go. I think they’d be ideal for this.

Fantastic. Okay. As always, I’ll post those links in the show notes. Thank you so much for all your sharing today and all the low pressure sales tips that you’ve imparted to our audience. Greatly appreciate.

Absolutely. You represent your group very well, Derek. Those are great questions. Sometimes, I do a podcast and sometimes, the questions I get are a lot, lot more generic. You, those were great questions that I think I’m … I know that your listeners got a lot out of it from that, so awesome. Awesome.

This is totally unscripted, right?

Yeah, absolutely.

I love those questions. It’s something I think your listeners got a lot of benefit out of.

Fantastic. All right. Thank you so much. All right, everyone. That was Tiji Thomas, and as always, any of the links, as I said, that we mentioned will be included in the show notes along with the entire transcript of this episode.

As always, if you like what you heard, make sure you leave us a review on iTunes or SoundCloud. That is the fuel that gives me the momentum and motivation to continue making this the best info-packed podcast for digital entrepreneurs.

Now, it’s time to take all of those selling tips, tools, and strategies that you learned here today and apply that essential ingredient, and that ingredient is action.

As I said before at the beginning of this interview, if you want to really scale your revenue, one of the things that I would highly recommend is finding a way to add a high-ticket product to your backend, but if you’re going to do that, you need to learn the skills to sell those products, and the traditional sending emails and webinars when you get into those $1,000-plus products isn’t always the way to do it.

If you want to see real results, taking the system that you were exposed here today and applying that, getting on the phone, and as you scale up, finding other people to get on the phone and train them to do these things for you is the way to do that.

Go forth, take action, and make your lives and business extraordinary.

This is your host, Derek Gehl, signing off.

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