Articles to Read

Influence

Dealing With Student Fears

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...]

Feel, Felt, Found Close

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...]

Dealing With Think it Over

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...]

A or B Close

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...]

Create Deadlines for Urgency

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...]

Dealing With Money Objections

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...]

Dealing With Time Objection

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...]

Dealing With Think it Over

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...]

Content vs. Context Selling

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...]

The Comfortable Person

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...]

Use the BELL Technique

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...]

Attack Their Current Plan

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...]

Formatting Your Presentation

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...]

Changing a Belief

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...]

Establish Presentation Anchors

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...]

Tap Random Emotions

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...]

I Wonder if You Can, Enjoy These Ones

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...]

Three More Powerful Patterns

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...]

Four Powerful Language Patterns

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...]

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...]

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...]

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...]

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...]

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...]

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...]

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...]
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