Can you close a deal like Lao-Tzu?
Who was Lao-Tzo? He was a philosopher. Lao-Tzu was a philosopher and poet from ancient China. He is known as the reputed author of the Tao Te Ching and the founder of philosophical Taoism, and is considered a deity in religious Taoism and traditional Chinese religions. He was born in Henan, China and died in 531 BC.
So here the quote we’re going to relate back to and tie into closing a deal…
Softness triumphs over hardness, gentleness over strength. The flexible is superior over the immovable. This is the principle of controlling things by going along with them, of mastery through adaptation.”
What is Lao-Tzu telling us?
Is there a Tao of Selling? How does this even align with selling and when you close a deal? Heck how does this align with just communication in general?
Let’s break it down:
- Softness triumphs over hardness: If a customer shows up with their guard up, all defensive, if you match their energy, how’s that going to work out for you?
- Gentleness over strength: When a client says, just looking or not interested and you get all up in the face, will that help or hurt?
- The flexible is superior over the immovable: If someone says your price is too high, arguing about it, will only convince them they’re right
- This is the principle of controlling things by going along with them: You control a process – not people. Try to control a person and they fight back.
- Of mastery through adaptation: And since we’re quoting wise Chinese men…
“Be like water making its way through cracks. Do not be assertive, but adjust to the object, and you shall find a way around or through it. If nothing within you stays rigid, outward things will disclose themselves. Empty your mind, be formless. Shapeless, like water. If you put water into a cup, it becomes the cup. You put water into a bottle and it becomes the bottle. You put it in a teapot, it becomes the teapot. Now, water can flow or it can crash. Be water, my friend.” -Bruce Lee
Now let’s turn our attention to another wise man not from China, but rather Louisiana…
The 1st Rule of Selling is that no matter what product you are selling, always agree with the customer. This is the single most important, most basic and most commonly violated rule in all of selling — and really in all of communication. If you want agreement, you have to be agreeable. If you want agreement with any person, you have to be agreeable with them in order to get agreement from them. This vital rule is not to be confused with the old saying “the customer is always right.” The customer is not always right. If you’ve ever been with one you know what I’m talking about.
The point is, right or wrong… Agree. Don’t disagree and fight the deal, and never expect people to agree with you if you are disagreeing with them. People are attracted to products, ideas and people that represent those things they are already in agreement with… FROM SELL OR BE SOLD
If you’ve ever listened to GC Live, a recording of a workshop he did years ago, you’ll hear Grant tell you to “move in the direction of the objection.”
If you get stuck in a rip current, you don’t swim against the current, you’ll exhaust yourself and you will drown.
Goes right back to what I read from Sell Or Be Sold. Disagreement pushes people away Agreement brings them in.
When we close a deal we often get all hung up on closing for the sake of closing and lose sight of the big picture which is that your product, company and level of service is the solution here, that it’s worth way more than the price you’re asking and that the buyer needs this more than the money they’re going to exchange for it.
If you don’t get your product or service in their hands, you haven’t truly helped them…
Closing is a service and if you’re struggling with that concept, get or reread The Closer’s Survival Guide. If you’re in disagreement, the client will feel like they’re being “sold” or that you just don’t care and nobody wants to feel like that. You must build a high level of rapport and maintain that rapport with the buyer the whole time.
Is this making sense? Now keep in mind you can’t do this effectively without two things.
- You need the right material and
- You need to practice.
The right material is in Cardone U. The people to practice with are NOT your customers. They are in the Facebook group you get access to when you join Cardone U.
And right now you can get 12 months access to Cardone U, the Facebook Group AND a ticket to our 3-day sales and business Bootcamp in Miami. Tickets to the Bootcamp start at 6,000 but we’re doing 12 months Cardone U and the Bootcamp for only 1497.
Give yourself this gift. Your future you is waiting for you to do this now….