Articles to Read

Influence

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...]

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...]

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...]

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...]

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...]

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...]

Use Society Pressures to Influence

Our society creates patterns of behavior in us and clients. Understanding these pressures and patterns will give us insights into influencing others. For example, have you ever been given a gift by a stranger? Did you feel obligated? I use to look down in airports just so one of those guys giving flowers out would not approach me. I always felt bad when they gave me something and I did not give them something back. Reciprocation. The law of reciprocation is fundamental to human values. We all have the need to be “fair”. If someone gives me [Read More Now...]

Let Me 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...]

Building Rapport With People

To improve the rapport in your relationship, you may want to consider the following proven rapport-building tactics. Check them off to see what you are doing now, and what you can start incorporating into your conversations. Show gratitude for the appointment or order.Pass on compliments from associates.Avoid controversial topics such as war, politics or religion.Show respect for the other person’s time. Be on time.Learn a little bit about your prospects and look for shared experiences or values.Compliment your prospect.Be cheerful and [Read More Now...]

Questions

Strategy: Use pre-framed questions to focus direction. Pre-framed questions make the client focus in a direction you want them. They can be used to qualify the sale, reduce objections or close the sale. A good example is, “Do not think about the color blue.” To not think about it, you must first imagine the color blue. We have focused your attention. Examples: How long have you been considering buying (X)?Why do you want to make this change?What will this mean to you in the future?Something must have caught your interest, what was it?What [Read More Now...]

Sell to Desires, Dreams, and HOT Buttons

There are 10 major emotional benefits, that your product can be linked too. If you are a professional sales person, you have spent the time, coming up with key “phrases” and “sentences” to drive the point home. Here is TAX example of taking something “boring” and linking to emotions. Example: Product: Tax Connection Feature: 30-day plan for tax reduction Benefit: Will reduce taxes by $200 – $2,000 in 30 days Intangibles (Desires): Family: Build security for your children through a tax plan.Wealth: Retire on the savings from your [Read More Now...]

Language Patterns, Try to Resist…

Strategy: Try to resist. Use this piece of language to position your offer, product, sale or concept. “Try to resist this tempting offer.” The word try implies you will not be able to. Nice positioning for a price, a benefit or an offer. Try to resist the offer at the end of this book…if only you could. Strategy: You could notice how good it feels when you X. This language pattern implies you will feel good if you do X. X could be buying, taking the next step or agreeing to an appointment. “You could notice how good it feels when you [Read More Now...]

Using Personal Value and Leverage

Strategy: Use personal value and leverage to close. Leverage closing uses the power of a prospect’s values to sell them. First, you must know their values and make not purchasing the product or service go against their values. Let’s say you pride yourself on being intelligent and making sound decisions. What kind of impact does the following statement/close make? All the bright, young executives are buying this product, you’d be crazy not too. I know you’ll want to get it for use on Monday, right? (Spade Personality).Only people with [Read More Now...]

“Buy” Language Patterns

Language Pattern: Strategy: Can you buy that? Immediately after making a statement, introducing a benefit or responding to an objection, use this tag question. You may even want to point to your product for greater impact. The subliminal message will be received: to buy that…(whatever you are pointing at). Strategy: Buy now, you are… Start a sentence with the indirect command to buy now! It will focus people on making a decision immediately. If you use the language several times during your conversation, the human ear will listen to the [Read More Now...]

If Close and One Good Story

Closing Patterns and Techniques Strategy: Use the If? Close: The if Close is used against an objection to finalize the sale. Any objection is responded with: ü “If we resolve that issue, will you purchase today?” ü “If we meet that need, can we place the order today?” ü “So let me get this right. If you can get a gold key, you will move ahead. Ok. Sign the order, fill it in, I will go talk to Jim and see if he has any more” Once you have the final objection, use another closing technique to finalize the sale. Strategy: Use the [Read More Now...]

First Person to Close

“Closing Patterns and Techniques: The first person to Close, is yourself! Make sure you have the closing beliefs of a winner. • I believe in my company and product. • I can close anybody.  • I can sell everybody.  • I know dozens of closes. • My price is justifiable.  • I need and deserve the sale.  • I am a great closer.  • NO need to call back, I’ll close the sale today. • I can deal with a variety of people.  • I’m confident.  • No shaking, waiver or stumble under pressure. • I have no weak points [Read More Now...]

Alternative choice and Ben Franklin Closes

Strategy: Alternative Choice Close. One of the oldest and most effective closes is the alternative choice close. Rather than asking for the order, ask a question to which the answer is yes, or yes. üü Would you like that to start on Monday or the week after? üü Do you want add software or not? üü Are you thinking about the Gold or the Platinum program? üü Which program do you want to start with? The answer to the question is a sale no matter what. What are five alternative choices you can use in your business? Strategy: Use the Ben [Read More Now...]

Sell Yourself First!

Hey we all get a little lethargic, tired, or negative about life, or our company or our products. After all, if you hear 9 no’s, or reason people can’t do something, or negatives about a product. IT can affect you. ˜ Therefore, when ever you go into a sales situation, you have to clear your mind. Put aside the negatives, and re associates with the positives of you product, company and self. You can let little things take away your influence. For me, I use a word, that gets me in the right frame of mine. EPIC. In the next few moments, [Read More Now...]