How to Close Sales with Ultra-Wealthy Business Owners
Here’s exactly how we close sales with ultra-wealthy business owners:
The first thing you need to know is **why** they’re ultra-wealthy.
Generally, it’s because they’re ultra-intelligent, and ultra-rational.
And people who are ultra-intelligent and ultra-rational, usually only bother to work with their intellectual equals or superiors.
Why wouldn’t they? After all, they already have an abundance of entrepreneurs begging to work with them. Why wouldn’t they choose the smartest ones?
So, how can you PROVE that you’re their intellectual equal?
Is there a magical persuasive combo of authority, scarcity, liking, consistency, reciprocity and social proof?
This is the big secret that you won’t find in books like Robert Cialdini’s book, “Influence”.
See, intelligent people don’t believe a word you say. Smart people don’t “believe things” at all.
They hear your words, they hear your claims, they hear your promises, but they use “logic” to determine what is true.
So when you’re selling to an intelligent person, the magic words you want to hear are:
“That makes sense”.
Not “that’s impressive. Not “that’s amazing”. Not “I’m so glad”. Not “looks great”. Not “sounds awesome”. Not “I like what you’re saying”.
Nope. “That makes sense” is your buying signal. Pumping their emotions doesn’t work.
To prove your intellect to a smart, wealthy business owner, you need to put together a highly logical pitch that is free of hype and free of contradictions.
If you don’t spend the time to do that, the clients you want the most are always going to consider you to be “all talk”, a “poser”, a “phony”, a “bragger”. Bad stuff.
Therefore, the big secret is to selling to ultra-wealthy business owners is to use logic.
I’ve even seen them abruptly cut off clumsy persuasion attempts, by saying “Let’s skip the pitch: Who have you done this for and what were the results?”.
Therefore, explaining a logical step-by-step plan for working together, which they agree would succeed, is far more important than any single principle of persuasion.
Yes, you need to know other persuasive techniques, but without a solid foundation of logic, any technique will fall flat, and the sale will likely not be made.
Do you agree? Let me know if you want to know more about this topic.
– Aleksander Vitkin