Tired of chasing fleeting sales fads? Ryan Hanley exposes the dangerous allure of quick-fix sales strategies and reveals the power of building long-lasting, trust-based relationships. He delves into why passionate business owners, especially creatives, often fall for superficial techniques promising instant results. Ryan dissects the desperation driving these shortcuts and underscores the enduring significance of authentic storytelling in sales. In this episode, Ryan reveals: Why quick-fix sales tactics ultimately fail. The dangers of desperation in your business strategy. The irreplaceable power of storytelling in connecting with your audience. Practical strategies to build genuine business momentum with integrity. A valuable free resource: his curated list of 100 must-read books for entrepreneurs, emphasizing continuous learning and growth. Here's why building relationships trumps quick wins: Studies show that businesses with strong customer relationships have a 45% higher customer lifetime value. Trust-based selling leads to a 70% higher closing rate compared to transactional approaches. Storytelling in marketing increases brand recall by up to 22 times. Stop chasing the quick buck and start building a business with a solid foundation. Ryan provides the insights and resources you need to create sustainable sales success. Takeaways: • Shortcuts lead to frustration and mistrust • Storytelling can build client relationships and overcome doubt • Trust isn’t about pressure Sound Bites: • "You might win the transaction, but you lose the relationship." • "The cost of short term tactics is long term credibility." • "People don't buy when they understand you. They buy when they feel you understand them." Chapters: 00:00 Introduction 01:30 Why desperation and impatience lead to shortcuts 02:14 Longer paths build real trust. 03:57 Introducing the 100 must-read books resource 04:29 Authentic connections through storytelling 05:36 Assumptive close: selling the after, not just the ask 06:35 Let clients sell themselves through guided empathy 07:52 Building long-term trust over temporary pressure. 📌 𝗙𝗢𝗟𝗟𝗢𝗪 𝗠𝗘 𝗢𝗡: Website: https://go.ryanhanley.com/ Course Page: https://masteroftheclose.com/ Apple: https://podcasts.apple.com/us/podcast/the-ryan-hanley-show/id1480262657 Spotify: https://open.spotify.com/show/5AZFuTiQsgS9hMQDDdtlOr?si=98432b7806534486 Instagram: https://www.instagram.com/ryan_hanley
Chapter 1: What are the pitfalls of quick-fix sales tactics?
Friends, listen up. If I really wanted to manipulate you into buying my stuff, I'd probably say something like this. Yo, hey, legend, just three spots left in my elite seven-figure client incubator where I personally show you how to get rich AF using a method I learned in a cave in Bali after a 36-hour fast. But act fast, because the price doubles in just 14 minutes, unless you click now.
Chapter 2: Why does desperation lead to poor sales strategies?
And in that case, I'll throw in a free digital PDF and a soul hug. Here's what my last client said. You know, I made $880K in eight days with just eight emails. I mean, this sounds ridiculous, but you know, this game, you've seen it a thousand times and deep down, you know, it's . So what's the reason people still fall for this stuff? It's because it does work in the short term.
Yes, these hacks can spike sales, but they also spike mistrust. You might win the transaction, but you lose the relationship. It's like selling a protein shake that tastes amazing, but secretly wreaks havoc on your gut and For any of my lifter friends out there, you completely know what that means. The customer might come back once, but eventually they'll realize they're being sold, not served.
Chapter 3: How can storytelling enhance client relationships?
And when that happens, you're not just out a buyer, you're out every referral, every testimonial, every future upsell, and every ounce of long-term trust. The cost of short-term tactics is long-term credibility. So why does this stuff actually work? Because if you're selling coaching, consulting, even if you're hawking insurance policies, really anything with real stakes,
So why is it that smart, passionate business owners, especially creatives, keep falling for these surface-level hacks? Well, there's two big reasons. One is desperation. When sales dry up and the bills are due, you'll try anything. Scarcity messes with your nervous system. Your brain screams, fix it fast. And that's when the gimmicks start to feel like strategy. Two...
Chapter 4: What is the value of building long-term trust?
and unwillingness to get rich slow. Building real trust, publishing consistently, telling the truth, refining your offer, this stuff takes time. And in a world built on dopamine hits and fake overnight success stories, long-term thinking feels painfully slow. So we look for shortcuts. But here's the trap. Shortcuts almost always lead you into a circle.
and you end up right back where you started, burned out, frustrated, and wondering why people don't trust you. Now, speaking of fearless entrepreneurs, a lot of you know this about me, but I'm a massive reader. Read every morning. I genuinely believe that the right books can unlock the secrets to mastering the universe. but not in a woo-woo way.
Chapter 5: What resources can help entrepreneurs grow?
These are the mental models of the top 1% actually used kind of way. And that's why I put something together that I honestly wish that I had 10 years ago. It's a curated reading list, better than an MBA, and way cheaper because it's free. It's called The 100 Must-Read Books for Fearless Entrepreneurs and Leaders. These aren't fluffy titles.
These are the mindset, leadership, money, performance books that have actually leveled me up in my career. Everyone's always asking me, hey, what's the next book I should read? I put this resource together and I made it free because I wanted to not have to keep answering that question and I didn't want to have to keep trying to give people super strategic, targeted answers.
So regardless, if you're listening on the podcast or watching on YouTube, right below in the description, there's a link, books.ryanhanley.com. Click it, enter email, boom. You will get this self-guided curriculum to reshape how you operate. Now let's get back to this baller episode. All right, look, if any of that hit a little too close to home, good.
That means you're self-aware and your self-awareness is the first step to building something real. Because when you strip away the gimmicks and you get clear on what actually connects with another human, that's when business stops feeling like a grind and it starts feeling like momentum. So let's cut through the noise here. Let's cut through the BS. Let's find the signal.
Let's talk about what actually works. Here is what actually moves people. Number one, story selling. Make them feel the future. Al Samosi once said, the best marketing doesn't feel like marketing, it feels like understanding. That's exactly what stories do. They bypass skepticism, they create emotional resonance, and they let your past clients, your past experiences, sell your future clients.
People don't wanna be pitched, they wanna feel seen, they wanna feel heard. When you tell a story that mirrors their struggle and show how someone, whether it's you or a client, just like them got an outcome they want, their brain says, that's me. Josh Braun, sales strategist, nailed it. People don't buy when they understand you. They buy when they feel you understand them.
And just quick example, instead of saying something like my framework helps coaches scale, say Emily was stuck at 3000 a month, burning out from 14 hour days when we helped her package her offer in a way that felt more aligned with her value structure. The first month, 11K. No launches, no fake urgency, just real value. Doesn't that just make you want to buy some shit from me? Maybe not.
Number two, and this is my personal favorite. It's the assumptive close. Sell the after, not the ask. This isn't being pushy. It's powerful. The assumptive close moves the conversation past the decision and into the results. Homozy calls it playing the tape forward. In psychology, this is called future pacing. You help them imagine the outcome, not just the offer.
In truth, you don't even really want to talk about the offer. You just want to talk about what their life is going to be like after they purchase from you. People don't buy products, they buy certainty. Marcus Sheridan says, buyers wanna feel like they're already made the right decision before they ever buy. That's what future pacing gives them.
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