Strategy: Use questions to keep the conversation open and free-flowing. General questions to discover the needs, motivation and desires of the prospect will aid in the sales process. At this point, your objective is to gain as much information as possible. Use questions that do not limit your client’s response. Keep the questions open in nature. Stay with the W questions or Tell Me questions. What are you looking for?Why do you need it now?Where else have you been looking?When do you need it?Tell me a little about what you are looking [Read More Now...]

Strategy: Understand the Internal vs External sorter When you are speaking with individuals it is important to realize how the “sort” information. How they value information and accept statements. Basically, there are 2 types of personal sorts. People either value their own opinion most, or other peoples opinions first. Perhaps even multiple “other” opinions. Personal opinions, and statistical information. External sorters are relative easy. Testimonials, and even your opinion are important to them in making a decision. They may need [Read More Now...]

Sales Tip 79: Trial Closes and Statements I was getting all my sales material together, and found a book by my friend Ted Thomas. A small little book with some big GEMS. Ted is a master presenter and closer. He has been doing stages for over 30 years. We believe in trial closes, and position statements, so here are few of mine (and some paraphrased his): Who wants more gold in their future, than their past?How long did it take to learn your current job, do you really expect to master “X” in 3 short days?How many of you deserve to be [Read More Now...]

Strategy: Minor Question Close The minor question close is similar to the alternative choice close. The difference is that you ask a processing question, not a choice of two orders. Is your name spelled with an “F?” As you are filling out the order form.Do you want the extra service contract?Is delivery on Monday okay or would Tuesday be better?Did you want a red tie with the jacket?Did you want to full pay and get the bonus today?Are you using a credit card or check to pay for it?Which advanced course do you want to go to first? Buy [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.There are 50 plus reason, you may not buy the program, but what is the one reason, that is hold you back.If there was something holding you back what would it be?Lots of folks say [Read More Now...]

Sales Tip: Good Story Close Strategy: Use the One Good Story Close. Everyone loves a good story, especially one with a happy ending. What is interesting is that we, as human beings, actually learn best through stories. It sinks directly into our subconscious minds. Stories sell! Develop some great stories to deal with objections (price, value, procrastination or taking action). Here is my story about commitment and desire. I was a fledgling sales representative working as a headhunter. The first week I did not think I was going to make it. It [Read More Now...]

At the core of selling are 3 keys that compel the sale: First is value selling. Providing a solution to the problem. You must ensure you stack the value to overwhelm the logical reason to buy. Second, is creating emotional and physical rewards for buying. Third., is creating pain, if you do not buy. Let me give you an example. Value. This program, can change your life. Creating 3 million dollars in value in the next 5 years. Allowing you to phase out of the 40/40/40 job, and develop cash flow from assets. Where [Read More Now...]

I am a student of success. Always improving my skills. I believe professional sales people must sharpen the saw regular or you are working with a dull axe. Which is tough to cut down trees. A little while ago, I spent 3 hours listening to Jordon Belford (Wolf of Wall Street). Listening to his take on selling. Here are few comments, suggests, and techniques from Belford: Get your inner game in place. You have to believe in yourself and product.Get your outer game in place. Learn the skills of sales. Number 1 be a closer. Know your product , [Read More Now...]

􀁚 Every question, comment, explanation, body movement and statement has a closing intent. It is almost an unconscious capacity; a deep inner knowledge that every action must bring you closer to the consummation of the sale. In isolating their skills and techniques, there are five major areas on which closers concentrate, either consciously or unconsciously. They are: 1. Assumption 2. Value Creation 3. Objection Reduction 4. Applied Pressure 5. Sequential Action Strategy: Develop an assumptive style and language. From initial contact to [Read More Now...]

Strategy: Dealing with FEAR Students often have or create fear when making a decision. Good instructors, have set the tone for fear. For example, saying WHEN AFRAID, TAKE A STEP! But even then, students will have fears. So here are a couple of ways to deal with the fears. Successful people often had fears. But when fear raised its ugly head, they took a step forward any way. Pick successful person, and talk about their challenge. Sylvester Stalone (hundreds of rejections for rocky). Tell a story of a successful person.Probe their own past. Let [Read More Now...]

This is an old strategy, but a good one. Essentially, you are going to agree with the prospect, and then change their way of looking at the problem. Let us say, they are concerned about MONEY. The script might be some thing like. I can understand how you feel that way. Some folks consider 30k a lot of money. In fact some of your student actually felt that way in the past. But once they joined our program and done a few deals, either wholesale or Lease with option to buy, this is what they found. The income and the big hits of cash, more than [Read More Now...]

Most of the time, “Let me think it over” is a stall tactic, and not the real reason, the person is not moving ahead. Usually, it is a sign, of: Doubt, Lack of Value or Fear. There are several ways you for you to deal with this statement, or objections. Lets look a few language patterns, that can make a major difference in your closing: Question the statement. “you need to think about it?” Don’t say anything. Let them respond. Often they will tell you more information, which will allow to close.I understand, but let me ask you [Read More Now...]

Closing skills are the canvas we must paint on. They are the foundation for master works of art. Like art, there are many different interpretations. Some you like, some you don’t, but the true art appreciator looks at all the various styles and selects the ones that are comfortable. In this material you will find a number of closing techniques and approaches. They all work, so see which ones feel comfortable to you. Examine them all and try them out. Strategy: Use the Alternative Choice Close One of the oldest and most effective closes is [Read More Now...]

Strategy: Make deadlines to create a sense of urgency. Sometimes prospects have a tendency to drag their feet when making a decision. The Friday close is simply a technique to create pressure on the client and get business completed by Friday. Make Friday a deadline for you and your prospect. Every Friday, you do your call back to wrap up business. 􀂾 After Friday, I can’t guarantee the same price. 􀂾 The incentive is only available until Friday. 􀂾 I only have permission to offer you this great deal until Friday. The statement creates [Read More Now...]

Here are some language, phrases and questions that can help with the money objections: A good question to start is always, a FINAL objection qualifier. “Let me ask you a question, if we can find the money for you, would you move ahead today?” Now they are tied down.That is the exact reason you should do this program. To ensure you have more money in future than your past. You are working the 40/40/40 plan which does not get you to wealth. You must move to 7.7.7 plan.Find the money. Well. Let us sit down, and let me see if I can help you [Read More Now...]

Here are some language and phrases that can help with the time objections: That is the exact reason you should do this program. To get back your time. Work only 8-16 hours a week and make full time income.Well let me ask you a question. How important is your retirement? Or walking away from working 40 hours a week. Wouldn’t make senses to spend a little bit of time now, to save hundreds of hours later, and have financial freedom?Can you afford 15 minutes, once a month, to change your finances dramatically? Credit Spreads can help you.I [Read More Now...]

Most of the time, “Let me think it over” is a stall tactic, and not the real reason, the person is not moving ahead. Usually, it is a sign, of: Doubt, Lack of Value or Fear. There are several ways you for you to deal with this statement, or objections. Lets look a few language patterns, that can make a major difference in your closing: Question the statement. “you need to think about it?” Don’t say anything. Let them respond. Often they will tell you more information, which will allow to close.I understand, but let me ask you [Read More Now...]

Strategy: Content vs Context Selling Ok. I have run into this a few times, where there is a major message in training about moving to CONTEXT presenting, vs CONTENT messages. Folks rationalize you have to have the context, before the content. That is simply not true. In fact if you focus purely on context messages, you are making the Drivers and Analytic folks crazy. Worst if that is all you do in the first few hours of presenting (context). I pretty much can guarantee the driver is on his way out the door at lunch, and the analytical would be [Read More Now...]

One of the biggest challenges, is motivating the person whom is successful and satisfied with their life and or plan. If I have a half million, a successful job, a property or two, and know a little about successful investing (IBD, Dogs, or some system), I am not that motived. Now getting to their “Why” is important, but it more about motivation then why. In many cases they have most of their “Why” looked after. So, some tactics and ideas: Reaching their full potential. Many of the most successful people are “coasting”. They are [Read More Now...]