“I’m only talking to guys who are nice, interested, and want to spend”

Well, that might be a problem.

If you want to miss out on money, the easiest way is in your approaches.

Or rather, in who you won’t approach.

Clubs are full of surprises: customers who are unpleasant at first may be the best behaved and best tippers, customers who were nice for thirty minutes will turn around and be absolute jerks when money comes up, and customers who you never thought would spend could be your best next regular.

But you will never find out what someone is hiding if you don’t even bother going up!
And you won’t ever get better at approaching if you can’t get past the first line of customer defenses: their autopilot lines.

Have you ever wondered how customers from all over the world seem to have the same 6-7 responses when they’re not sure they’re ready to buy yet?

It’s almost scary  - like they also have a course of lines that gets passed out at the door or something!

Where we can go wrong is assuming their first line is their final line.

Here’s what I mean:

Have you ever gone in a store to look around?

You might not ever buy something there.

Or you might find a perfect item you weren’t even planning on buying and spend twice your budget.

Or, you might find exactly what you were looking for.

But no matter what the situation is, be honest…as soon as a salesperson walks up, what do you usually say?

“I’m good!”

“Just looking, thanks!”

“I’ll let you know if I need anything” 

We also have lines when we’re buying! 

But unless we say “I am not buying anything at all, and please go away,” what we are usually saying is “I’m not ready yet.”
And if that salesperson knows their job well, they will go on and keep being helpful!

They might tell you where the items you’re looking for are, or point you to a sale, or tell you about that new item that just came in that everyone is loving.

And even if they walk away, they will likely check back in just a few minutes later to see if you can use their help.

So, why do we think our job is so different?

After all, we have the chance every night to earn hundreds, thousands, or even tens of thousands if we sell the right person the right offer.

For those numbers, it’s worth preparing for the most common objections you’ll hear when you first approach - and it’s definitely worth thinking through your approaches so they’re unique, clever, and more likely to get your customer to spend!

So, in this section we’ll go through those autopilot responses customers are giving you, and how you can use those objections to break the ice and start charming away!

PS. If you’re looking for a more in-depth look at approaches and tips to get you higher sales, higher tips, and stronger tactics at the club, check out 10 Sales Commandments.  Our next session is on December 5, 2022, and we’ll be meeting for a 3-hour sales marathon, where we’ll go over unique approach strategies, conversation starters to connect to customers, and how to pitch higher prices and earn higher tips.

Hope to see you there!