Each slide should be a selling slide. Each encounter, a selling encounter. Whether you lay down a hook for future action, or reinforce a speaker concept. Keep in mind, moving clients closer to the sale. Along the path, I started using, what I call the BELL technique. BELL stand for. Big Claim. A logical, result of the strategy, tactic or content you are sharing.Emotional Benefit. One of the 10 that motivated folks to action (safety, success, friendship)Loop. Loop to your product or service.Link. Link to your product or service. Let me give you [Read More Now...]

They are considering all options. One of their options, is to continue with the 40/40/40 plan. Their existing plan. Therefore, you have to create doubt that is a good plan. Attack their existing plan for life. Attack: Fear for retirement. Point with vivid detail they do not have enough money for retirement. The average retirement requires 1.3 million (AVERAGE). Most folks, even if they are doing well, have less than 500k. I believe the national average for a 50 year old is 50k or less. What does the really mean: o Working at walmart or being a [Read More Now...]

Strategy: Format your presentation for maximum sales We use education to teach and sell. Does not matter what the end pitch is about: Stock, Real Estate or Small business. You have to get the message in the allotted time. Either 2 hours, or 2 days (yes, I know we do 3 days). But you have to get your sales message in before they go home on Day 2. They make the decision on that evening, and justify it, positive or negative on day 3. I identify them as 8 Sections. Either 8 15 minutes sessions (2 hour preview) or 8-75/90 minutes sessions [Read More Now...]

Here is what you do to change your belief system. Yours or Thiers: Identify the negative belief.Create doubt that the belief is true, necessary or serves you.Create the opposite belief.Justify the opposite belief.Create a positive reward associated with the new belief. Another key element is to check and see if there are any conflicting beliefs that may need to be changed. For example, if you are developing the belief that good closers create pressure on prospects, but you have a personal belief that people don’t make other people feel [Read More Now...]

Strategy: Establish presentation anchors. You can actually establish presentation anchors in your sales pitch or on stage. When I am facing an audience, I point to the left (the audience’s right) when I talk about positive things. When I talk about negative things, I point to the right (the audience’s left). When I talk about the future or change, I point to the left. When I talk about the past or being static, I point to the right. Good decisions point to the left, bad decisions point to the right. Are you getting it? All the good stuff [Read More Now...]

Strategy: Tap random emotions. Establishing anchors is hard work. You have to plan them, establish them, get people into specific emotions and then establish the anchor or link (the trigger). An easier way is to use what people give you. When someone laughs, touch your ear, or touch them on the forearm, or smile in a certain way, or stroke your tie, or make a funny noise. Just so you remember what it is and can duplicate it. Every time they laugh, you do the same action. After a short while, you can touch your ear and they will laugh. You took [Read More Now...]

Watch…red/read …Night/Knight . . . X. Ambiguity of language causes a light and sometimes a deep trancelike state. We essentially have an internal dialogue search for the correct meaning of a word or statement. The end result is that we hear only the last part of an ambiguous statement. For example, “As you can see, I wear a gold watch the changes happen in your life.” I use the ambiguous word watch to lead into my directional statement (I might add to this by pointing at my watch). “The feather was so light [Read More Now...]

X or Y. The word “or” causes us to pick one or the other option. Combine this language construct with two identical options and you create a confusing pattern which forces the client to select an option. “Would you like your appointment at 2:30pm, or mid-afternoon?” “Most of our clients select level two or the middle level.” The technical term for this pattern is called a double blind. The two options are essentially the same; this confuses the mind, and the mind is always trying to make sense of things. [Read More Now...]

What happens when you X? Again I am directing your focus, forcing you to see the pictures, places, scenes or feelings I want you to see. I haven’t asked you if you want to, just indirectly, to go ahead and do it. For example, “What happens when you buy the right product? Do you feel good about the decision?” I might even touch my product as I say “right product.” You don’t have to X, but… The pattern presents your statement in a non-threatening format: “You don’t have to believe this, but it [Read More Now...]

If X, then Y. This is purely an X/Y relationship. If you do X, then Y will happen. It works because it is a construct of our language that causes an automatic response. It also is taught to us in mathematics. “If you picture yourself using this product, then you need to go ahead and purchase it today.” The statement does not have to make logical sense. The “if” is a construct that forces the mind to accept the statement. If you believe that, then you’ll be well on your way to success. It is very similar to the word [Read More Now...]

Quotes Any quote can be used for an indirect message. Find quotes that are relevant to the process of selling. “Indecision will steal you blind.” — Charles J. Givens You have just told them to make quick decisions. If you use a number of quotes from famous people or books and include them in your sales presentation, it will have an immediate impact. Because someone else said it or it is in a book, it is accepted as fact. So think about selling: what are common experiences that people have about making a decision? Are they afraid? Do they [Read More Now...]

Evaluation of Desires and Needs A number of excellent sales programs teach salespeople to uncover a client’s need and then satisfy the need with your product or service. Seems simple enough. But people do not buy based solely on needs! In fact, why they buy is based more on desire than need. It is the subconscious desires and values that we have that often drive our buying habits. Example: You may need a mode of transportation, but what you desire is a fast, sleek, sharp- looking car — a car that your girlfriend or boyfriend will think is [Read More Now...]

Acceptance of Your Product or Benefit Once you have positioned your benefit, you will want to check and be sure it is accepted. The best way of ensuring your benefit is accepted is to use a test question immediately after the benefit is introduced. If the benefit is not acknowledged, you may have to provide proof or look for another, more powerful benefit to introduce. Strategy: Give acceptable proof if the customer is skeptical. If the prospect is not convinced, make sure you have professional backup or proof. Keep a list of clients. Keep [Read More Now...]

Strategy: Use identification of client problems and controlling questions to uncover hidden desires. Sooner or later, every salesperson comes across a client who seems to have no apparent need for his/her product or service. In the majority of cases, it is not that the client does not have the need, but that they have forgotten about the need. They are simply unresponsive. (Usually a defense mechanism to avoid being sold.) Or, perhaps the client believes they are happy with an existing product. Your responsibility in this situation is to help [Read More Now...]

Strategy: Powerful Language (Heard from speakers, and coaches) Our programs are Rolls Royce quality.My enthusiasm got ahead of my knowledge. Cost me a fortune. I realized I needed education.More in love with my $8,000 than with success. Success has a price.This is your safety net. If the job does not work out you have a fall back plan.Would it be valuable to you? Yes or No? How valuable?Interested so far? Doesn’t that make sense? Actually makes dollars.Would you like a 12-second lesson?When you attend our training class you will master [Read More Now...]

Plan the event down to the last detail and hand-out. Know when to give out brochures or handouts.Sales team that interacts with students (they must build rapport). Mornings, and Lunch are the best times to build rapport.Create Reward/Punishment. Direct the audience to positive behaviors.Interact at breaks between instructors, team and students. Drive students to the team at the break.Control the hall way discussions. Intercept group discussions in hallways. Find out what is going on.Intercept group leaders, and get them on your side. Usually [Read More Now...]

Ace of Clubs: o   Black: No emotion. Controlled. o   Slow Paced. Methodical. Long decision process. o   System oriented. o   Number 1 Value. Must be right. Can’t be wrong. Ace of Spades: o   Black: No emotion. Controlled. o   Fast Paced. Quick to make decisions. o   Bottom line oriented. Get to the point. o   Number 1 Value. Must win in the process Ace of Hearts: o   Red: Lots of emotion. Enjoys people. o   Slow Paced. o   Values [Read More Now...]

Strategy: One Reason Close Prospects usually have lots of reasons not to buy. If you let them, they could spend all day giving you tons of reasons. You need to find one reason that, if dealt with, will motivate them to action. I know there are a few reasons you may not buy today, but what is the one key reason that’s holding you back? The one major issue. The resulting answer is the only one you’ll have to overcome. Always remember, after dealing with an objection, always close……. Strategy: Minor Question Close The minor [Read More Now...]