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...]

I am amazed at how many salespeople and presenters believe that giving the presentation is the job. It is not. The sale is the most important part of the process. That means each word, each statement, each action, each question should be deliberate, and move the client closer to buying the product. Even a story or joke should have a purpose to bring you closer to the sale. Whatever your presentation, your actions need to move prospects closer to yes: Build rapport; talk about common experiences and values. See a fish on the wall, and remember [Read More Now...]

From initial contact to finalization of the sale, closers always exhibit an assumptive posture. It comes through in their statements, questions and attitude. Ensure your language is positive and future pacing decisions. Product, company, benefit and personal statements are always assumptive. There are no questions about doing business together, no “maybes” or “ifs”; it’s strictly assumption of business. Find below sample statements of a good closer and a poor one. 􀂾 Good Closers: After we finalize this small order, we’ll… 􀂾 [Read More Now...]

Professional sales people expect objections, in fact many plan for them. They specific part of their presentation planned to deal with the common ones. Here are three techniques to eliminate or minimize objections. Strategy: Plan standard responses to common objections. The best salespeople know almost all the objections to their product and the appropriate response. In fact, most likely they have several responses to specific objections. Planning your response will lead to additional sales. You’ll feel more confident and enjoy, even look [Read More Now...]

Here are some quick ways to deal with objections Ignore the first objection. Ninety percent of all first objections are false.Minimize the objection with product values. Purchasing decisions seldom focus on just one element of a product. It is the overall package that must be considered in the decision. Your job is to remind the prospect of the product values, or to introduce additional benefits to build product value. Objection: I don’t have the timeResponse: That is the exact reason you should do this program. So you have time with your [Read More Now...]

You might want to keep these words handy – in your briefcase, next to your computer screen, or even on your clipboard. it’s easypowerfulrightstrengthproven resultsa real findachievedynamicguaranteedcoveredwinning productdemonstratedlovebusinesshealthyfriendssuccessgreatthe absolute bestcoolhard evidencesimplebenefitdon’t lose outassure youprovenbrand newscientificdollarsthe best for your familyfeel gooda treasureyour homeneweffortlessscarceprotectedjust releasedtestedgaindiscoveredabsolutely “x”loved onesensure part of the [Read More Now...]

The average person is doing the 40/40/40 Plan. Working 40 hour or more each week for 40 years, only to take a 40% pay cut at the end. The problem is that often do not see the end, until it is too late. Generally they are happy about their life. Not deliriously happy, just… Satisfied. Comfortable. There you must disturb their current level of comfort. Get them to realize the cost. Realize the outcome. Areas you might attach are: Current saving for retirement. The fact it is not going to last.Working too much.Missing out on family events due [Read More Now...]