Articles to Read

Articles by jfrancis23

Powerful Language Patterns

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...]

Use Quotes to Motivate and Inspire

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...]

Sell to Dreams, Needs

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...]

Give the PROOF

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...]

Cash Flow Strategies. 147 of them. :)

Loss of Income? Furloughed? Need Extra Money? 2sd Income? Does not really matter. Find attached over 147 money making ideas. Just a few: Sell your junk (treasures) on Ebay. Build an Amazon store. Rent out that extra room, or garage space. Rent out your car. Get paid to put signs (wraps) on your car. Trade for a living. Buy real estate for no money. Get paid for you opinion on products. And many more. Click Here and Down Load the [Read More Now...]

Use Probing Questions to Find Client Dissatisfaction

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...]

Pumpers and Dumpers

Often in life, we do not choose our family, work associates or even friends. They just some how wind up in our life. Not a conscious process of selection. Some are great friends or family member you want to keep in your life, some you want to ….. KILL. 🙂 One of my mentors decades ago Jim Rhon said “You are the sum total of the 5 people you associate with on a regular basis”. Want to get better hang out with better people. Want to get rich, hang out with wealthy people. Just from osmoses you will pick up ideas, concepts, [Read More Now...]

20 Tips to get a BETTER deal!

1. Everything is negotiable Keep an open mind about what is negotiable. You may believe retail prices in stores are the bottom line, but they are not! There are very few non-negotiable products or services. Try to negotiate and you will be surprised what you can get. 2. When is the best time to negotiate? Negotiate when your opponent is happy or content. They’ll be less likely to give you opposition and say no than when they are unhappy or feeling discontent. When you have the advantage, all of the pressure is on them. You should also [Read More Now...]

Football Lessons

In high school and university (college) I played football. It was always a challenge to play, to make the team and to start. I was 5 for 8 inches (not tall), and high school 145 pounds, and college 168. Not the biggest, fast, or strongest. BUT I did have Heart. And some times desire, persistence, and faith is enough to get you what you want in life. I recall spending all summer gaining weight (high school to college), and working out 1 to 2 times a day to get “make it”. I was fairly demoralized, when I show up at tryouts, only to [Read More Now...]

Selling Language You Can USE 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...]

Dare to be GREAT!

One of my mentors, Charles J Givens (best-selling financial author), often talked about his relationship and friendship with Glenn Turner. Glenn was an outstanding leader and marketer in the 1970’s. Glenn’s motivational and inspirational message changed the lives of thousands of individuals. I had a chance to meet Glenn on a couple of occasions, even having dinner with him. His message in the 1970’s was just valuable now as then. In life you have to Dare to be Great! Be greater than the obstacles in your life. Be the victor [Read More Now...]

Ensure the Team is on Your Side

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...]

Getting Started with Real Estate

Getting started is often the biggest challenge for most folks. Therefore, here are 20 plus steps you can start in the next 30 days. Set goals: A simple goal, like buy one rental property in the next 90 days. Now, add some objectives to that goal like: prospect 100 properties, visit 30, negotiate 15, put offers on 10, etc.Understand the principles of a good deal. You must know how to calculate: a cap rate, cash on cash, fair market value, and Gross Rent Multiplier. If you do not know these terms, research them and learn them before you [Read More Now...]

11 Wealth Strategies

Recently my friend Bill Bronchic (real estate expert) and I, (financial), did a 1 day ZOOM training. Highlighting issues and opportunities right NOW May 9th 2020. As part of that I went through about 26 strategies (and more). Here are few you might want to borrow: Specialized Knowledge. Napolean Hill had it right. You need knowledge about real estate, stocks, options, and financial choices, before you build a plan. You must have the big picture in mind, before you get into the little details. Strategies. Wealth Wheel. There are 6 basic areas [Read More Now...]

Branding, Naming and Message

Recently, I have been considering doing another Seminar Company. Therefore, thinking about:  Mission of the company. Domain names. Company name. Direct and indirect messages. USP. Unique Selling Principle. Distinction.Legal protection. Potential logo (images). Position in the market.  That’s a lot for a company name, logo and domain name to convey.  So. Going over my notes, cheat sheets, and name game, to come up with the perfect name.  OK. Maybe version one names. Things do [Read More Now...]

Sell to Personalities Not Product Feature

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...]

3 More Closing Techniques

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...]

CANSLIM Growth Strategy

No one style of investing fits all people, but I subscribe to the 45/45/10 Investing Method. 45% of your investing should in CASH FLOW strategies, 45% growth strategies, 10% (or less) in higher risk, higher reward strategies. One of the first “systems” I learned in my twenties, was the “CANSLIM” method of investing. A system developed by the founder of “IBD”, Investors Business Daily. This system works very well in an up-trending market, OK in a flat market, and poorly in a down trending market. All stocks, [Read More Now...]

ABC Always Be Closing

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...]

Keys to a Good Ad

It does not matter if you are writing: a classified ad, newspaper ad, sales page, landing page, direct mail piece, webinar, or flyer, there are certain keys that are common and make a successful AD. A key to success is often: Grab Attention. This is often done with a Grabber Headline. Something that is curious, dynamic, results driven, or a HOOK. A reason to read more. I have hundred of grabber headlines. Most I did not create I borrowed. Once that grabbed my attention, So, i can use them on some future ad. A few years ago, I found a COOL web [Read More Now...]

Assumptive Selling

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...]

3 Strategies to Deal With Objections

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...]

Break Through Obstacles

Folks often say to me. No matter what happens, you always seem to remain optimistic and positive. And it is true. In fact I have had my share of obstacles both personal and financial. Only a few folks know my past turmoils. Cause I don’t believe in wallowing in the shit. It gets on you and sticks to you. I would much rather see the obstacle and say to may self:  How can I get over, around or under this? Can I use this event to actually do something good?What lessons am I learning about this situation. I know I can beat this thing. You [Read More Now...]

7 Strategies to Kill Objections

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...]

Stock Market Leverage

Strategy: Leverage—tool of the rich.  I talk about the Wealth Wheel: Education, Cash Flow, Growth, Big Hits, Leverage, Taxes and Asset Protection. A key element to the Wealth Wheel is Leverage. The ability to take something small (capital, opportunity, energy or intellect) and leverage the item, into a huge result.  Leverage is an important element to wealth, and even success. Taking limited resources and using them to capacity. Whether in business, real estate, the stock market or life, this is a philosophy and strategy you should [Read More Now...]

Use These Exciting Words in Your Presentation

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...]

Stock Market Seasonal Patterns

There are several seasonal patterns in the stock market that can help you make money, or save money. Here are a few of them: Best 6 months to invest. From Nov 1 to Apr 30 the stock market goes up, on average 7.4 percent. From May 1 to Oct 31 the stock market is generally flat with a .4 increase. In addition generally, most of that increase happens Nov, Dec and Jan. Feb-Apr the market is choppy going up and down. Therefore the best times to see gains in an up market are Nov-Jan. In fact there is an old say in the stock market in May, go away. [Read More Now...]

Attack Their Existing Plan

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...]

Life Insurance Options

OK. With all this folk on the C-19 virus, and DEATH count, I have had a couple questions from folks about LIFE INSURANCE. First. I use to have my life insurance and variable annuity license. They have expired. I am not trying to sell you anything. Just educate you on Life Insurance. So a few thoughts. Life Insurance is generally used to replace income for the bread winner. So. If you are single, you really do not need life insurance. Children do not need life insurance. If your married. Generally insure the bread winner. Now if both of you are [Read More Now...]

Body Language

Body Language: Remember, body actions and gestures are not an exact science, but they offer helpful hints. When you think about evaluating people, you must take into account not just the body, but the voice and eyes (the window to the soul). Certainly analyzing your customer will help you, but more importantly consider your own body language. Does your voice break in the middle of your pitch? Do you look nervous when you talk about price? Find below common body language patterns and their interpretation: Steeple hands (fingertips touching [Read More Now...]
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