13 Commandments of Selling

  1. Environment (Planning the process).You must be prepared to manage the emotion, state, behavior and actions of your client (and yourself). That means you have to have objectives for each section, a plan in terms of outcome, and a plan for selling. Never try and just wing it.
  2. Rapport.Build rapport at a conscious and subconscious level in a short period of time. Students, clients, or attendees must like and respect you. Therefore, you must relate to them personally.
  3. Permission Frame.Ask permission to be direct, open, and make suggestions for change in their business, life or product selection. Gain permission to guide them through the process.
  4. Agreement Frame. Get the client to agree with you and your process at a conscious and subconscious level, often done by use of questions. Get folks to comply.
  5. Conditioned response. Get your client or prospect to respond in a certain way. This requires a conditioning of thought and mind. Yes, that can be manipulative. It’s OK.
  6. Directives.Plan specific directions or actions to take during the presentation.
  7. Body Language.Ensure your verbal message matches your body language message. Be strong and confident. Also, use non-verbal behavior to influence the group or audience.
  8. Future Pace the process.There are two parts to “future” pacing actions and behaviors. The first is to preview the sales process; the second is to preview the post-sales process. You reduce buyer’s remorse, cancellations and refunds.
  9. Society Pressures.There are societal pressures that influence a decision or process. It is the law of reciprocation, or legitimacy. We must use them in our presentations to bring us closer to YES.
  10. Manage Behaviors.Establish what are acceptable behaviors and actions and what are not, with rewards and punishments.
  11. Repetition of themes.Repetition of major themes, benefits, and messages ensure the communication was received.
  12. Story messages. The use of stories can be effective sales techniques – just ask Zig Ziglar.
  13. Closing.Nothing beats direct closing techniques for results. You must know 15 closes. 

The majority of this material applies to a group sales process; however, it is easily applied to personal one-on-one sales presentation. Learn and Earn. 

Selling from Stage Program:  13 hours of Speaker Training Rapport building strategies 15 Basic closing skillsUsing stories to sell Hypnotic LanguageSociety pressuresQuick Start Guide52 Weeks for Newsletter UpdatesPrivate Members Only Web SiteCheat sheets, forms, and contracts 
WOW. I used your stuff at one of my recent events, and I closed 33% of the audience. The best thing of all, no one complained about me SELLING too much. Your stuff works, because it is so subtle, no one knows your selling. Thanks my friend, Bill Bronchick PS: If you have a seminar question (format, products, timeframe, results marketing, sales, closing)…………., Jim has the answer! 
Sales Code Program: 4 Hours video training3 Hours of audio strategies30 Day action plan for successDetailed strategy manual101 Closing tactics 
What you will learn with these programs: Double your sales results in the next 30 days. Sell the 4 Social Styles, in just a few minutes.You become a SELLING machine. Making more money than you ever imagined from the selling process. Buy the toys in life you deserve!Use trends, data, and guarantees to impress the skeptical individual and CLOSE the sale. Certain folks NEED incentives to close the DEAL!Grab the attention of the achievement oriented client quickly. Impressing the hell out of him in a FEW MINUTES.Bond with every person, and make him or her your best friend. Cementing the relationship forever & getting repeat business.Use subliminal selling to compel folks to buy your product or service.Master the 13 key elements of speaker techniques.  

Jim Francis is one of the smartest people I know.  He has ideas, & concepts worth thousands of dollars to individuals.  I have learned so much from Jim. I literally study his speaking materials. Brian Tracy

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