Gain their trust by selling what you (don’t) have. Today, Alex (@AlexHormozi) talks about one of the most powerful sales tactics he’s been using: Ghost Products. He dives into how he was able to discover this idea, how to apply it, and how it’s a concept on diming imaging admission that you can do as a salesperson to gain the trust of your customers.
Welcome to The Game Podcast where we talk about how to get more customers, make more profit per customer, and keep them longer, and the many failures and lessons we have learned along the way to $100M in sales. We've got roll-up-your-sleeves kind of hustle with a little bit of cleverness and a lot of heart.
Timestamps:
(2:07) - Alex shares a story about how he was able to “sell” a product he didn’t have after running out of stock. Rather than saying no to the customer, he gave her recommendations to replace that item and gave her further instructions.
(3:59) - Selling “Ghost Products” ended up becoming a powerful sales tool to gain the trust of his customers. You also need to know the difference between manipulation and help: intention. 
(5:38) - Gain the trust by giving away the low-margin stuff and then keep the high-margin stuff for yourself.  Also, give someone a vision of what their life's going to be like when they're experiencing the benefits.
(8:01) - This strategy is also an opportunity to offer your upsell with prescriptive closes. Also, we want to figure out ways to associate the usage of the product with something they're already doing.
(10:22) - It’s also important to introduce the problem you’re trying to solve for your customer if they don’t buy the product. They need to be reminded of why they came to you.
(12:58) - If you can get this moving at the end of the day, the goal really as a salesperson is to move to their side of the table.
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