Down-Selling Made Easy
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
Release Date: 04/27/2020
Stories B4 Statements
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
Which comes first, the story or the statement? When you’re trying to implement ethical influence into your sales process, the best way to start is with a story. I’m not sure if you’ve noticed but that is exactly how I start each and every one of my episodes.
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Dale’s Magic Formula
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
When you’re looking to sell your products or services, it’s not the head of your customer that you’re trying to win. Instead, you’re trying to win their hearts. What’s the best way to do this? By telling a story that has your client or customer demanding to work with you.
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Calculate Your Worth
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
Would you say your net worth affects your self-worth? For many, this is a true statement. Not because money is everything, but because when you make more money your mind believes you are worth more. Why does this matter?
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History’s Greatest Salesman
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
Selling through collaboration rather than confrontation is a key skill that most successful salespeople cultivate to their advantage. One of the greatest salesmen in history used this same skill to sell the hope of Christianity to the Greeks. Who was this amazing salesman?
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Anatomy of Movements
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
When you create a movement you create a community of members who are highly engaged with you and amongst themselves. Creating a movement is significantly more lucrative than finding a market because of that engagement. I’m sharing everything you need to know about the elements of a movement, why they outperform markets, and how you can monetize them.
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Accelerated Learning Tips
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
Despite being completely down and out after a failed business venture that was financed by my family, my love of learning was the key to my healing. I was depressed and felt like a complete failure, but I knew that I could learn and overcome. The teaching of Nightingale-Conant became my lifeline.
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The New 3M Sequence
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
In 2006 I ran the first of many Teleseminar Secrets Challenges. Those challenges changed the lives of thousands of people but more importantly we created a movement of people making money through making connections.
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A Tale of Two Mindsets
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
It’s the year 2012 and I’m in Kuala Lumpur, Malaysia after a 5-Day Guerilla Business Intensive event. During this event, like so many others, I noticed the difference between people who took action and changed their lives and those who stayed safe. What I was contemplating however was what the distinction was between them.
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How to Find Your Mentor
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
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The 5-P’s of Effectiveness
All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"
For many people in the world, not just entrepreneurs, but human beings in general, there is a constant need to be more productive… but what does that mean? Better yet, why do we work so hard to be productive, but not necessarily effective?
info_outlineImagine a fish swimming upstream. There are several fish in the world that do this, the most easily recognized would be salmon. Imagine how hard they work fighting the current to get to their desired location.
This is what happens when you upsell. You’re fighting against gravity working to pull people up your offer ladder. Instead you could be down-selling. Present your highest tiered offer first and then slowly but surely step people down and show them what happens as the price points fall away.
I’ve worked very closely with Jack Canfield, the author of Chicken Soup for the Soul, and during one of our last recessions he needed to re-evaluate his business model. Now Jack is not a natural salesman. He is a teacher. Getting him into the habit of making the offer was difficult, but it was made much easier by down-selling rather than upselling.
I’m sharing the step by step process you should use to downsell and why it is so much more effective than upselling. You’ll learn:
- What “down-selling” is defined compared to the upselling model
- Why “down-selling” is easier and works faster than upselling
- How “down-selling” is applied when prospecting, step-by-step
People love to buy things, but they hate being sold. When you upsell, you’re constantly selling people on why they should elevate their purchase. As you downsell, you’re simply presenting them information and allowing them to choose. It may surprise you how many people opt for your higher priced offers simply because you found a way to better reveal the value of that offer!
In This Episode:
[01:33] - Hate selling? Then this podcast is for you!
[05:03] - The three key insights you’ll learn in this episode.
[06:44] - How down-selling versus upselling changed an entire business.
[09:40] - Why Jack and Alex started working together.
[11:49] - … then Clear Path Consulting was born.
[12:28] - The difference between down-selling and upselling.
[15:36] - What is a funnel?
[17:03] - Why Alex flips the funnel and downsells instead.
[21:05] - There is no motivation when you’re upselling.
[23:11] - As you down-sell you simply remove benefits as you go down the value ladder.
[26:55] - Easier and faster to down-sell versus upsell because it’s organic.
[29:24] - How down-selling works… step by step.
- Identify your offer price levels
- Flip the funnel and go high to low
- Put a 15-20 minute video on confirmation pages with a top down view of your business
- Sell via “take-aways” not “add-ons”
- Divulge the entire ascension model
[37:20] - A quick recap of “how” to upsell.
[39:09]] - The Alexism is, “Don’t stress over setting goals you don’t achieve because they are too high. Be more concerned over goals you achieve set too low.”
[39:44] - Hear a quick review of the key insights in this episode:
- What “down-selling” is defined compared to the upselling model
- Why “down-selling” is easier and works faster than upselling
- How “down-selling” is applied when prospecting step-by-step
[40:50] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link!
[42:57] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.
Links and Resources:
Alex Mandossian Fan on Facebook
Marketing Online 4-Part Video Training Series
Alex Mandossian’s free live Friday show
The Success Principles by Jack Canfield
Chicken Soup for the Soul by Jack Canfield