There are some critical ingredients to success in selling from the stage. Plan your presentation with these Gems from Jim:
- Rapport (Liking): Establishing rapport with your audience is crucial. Begin by relating to their experiences, showing genuine interest, and using humor or anecdotes to connect personally. People who like you and feel connected are more likely to be receptive to your message and products. Share similar values, words, and experiences. Match and Mirror.
- Authority: Demonstrating your expertise and credibility is essential. Share your qualifications, success stories, and any relevant accomplishments. Don’t spend hours telling them you are great. You are speaking in front of them Therefore, you are the authority already. Short introduction, not long. Positioning yourself as an authority in your field, your audience will trust your recommendations and be open to your sales pitch.
- Influence (Sales Skills): Utilize effective sales techniques like storytelling, addressing objections, and creating a sense of urgency. Craft your presentation to guide your audience through a journey that naturally leads them to see the value in your offer.
- Acceptance: Understand your audience’s needs and desires. Tailor your message to align with their values and aspirations. When they feel that your offer resonates with their goals, they’re more likely to accept it. It is not enough to deliver a message and how they agree. Check-in with them with Questions. Agreement frames and positive yes questions.
- Commitment & Consistency: Encourage small, incremental commitments throughout your presentation. Ask rhetorical questions that prompt agreement, getting your audience to nod or say “yes” at various points. Get them to follow you through Directive Control or exercises that support a commitment, change, or action. This primes them for the ultimate commitment: making a purchase.
- Reciprocation (I owe you): Provide value upfront through insightful content or free resources. Give them solid strategies that they can use immediately. Even handouts can create reciprocation, particularly if they were not expecting it. When your audience perceives that you’ve given them something valuable, they’re more inclined to reciprocate by purchasing your product or service.
- Scarcity: Create a sense of urgency by emphasizing limited-time offers or exclusive bonuses available only to those who act quickly. Scarcity can motivate your audience to take immediate action instead of procrastinating.
- Social Proof: Share testimonials, case studies, or success stories from satisfied customers who have benefited from your offering. When others see that people like them have had positive experiences, they’re more likely to trust your product or service.
- Challenging or Changing Beliefs: Present compelling arguments or stories that challenge your audience’s beliefs or perceptions. Show them a new perspective that aligns with your offer, leading them to reconsider their views. Audiences have negative and positive beliefs that may or may not support them. Example Debt is BAAAAAD. Sheep being led to slaughter. Debt is wonderful if for Self-Improvement or Cash Flowing Assets.
- Curiosity: Begin with a compelling question or teaser that piques your audience’s curiosity. Throughout your presentation, keep them engaged by promising valuable insights that they’ll gain by continuing to listen and eventually making a purchase. I use a strategy called “Looping”. Giving 3 strategies of 44. Makes them curious about the 44. For example, These Elements are part of a program called Selling from Stage, which has 275 plus files. 70 plus cheat sheets, 20 plus hours of Influence videos. If you like these concepts, you will love the content of the GOLD Key. Yes, like you, I could not resist the temptation of mentioning it.
- Envy: Tread carefully with this element, but you can subtly highlight the benefits and advantages enjoyed by those who have already purchased your product or service. Paint a picture of how others have improved their lives, subtly igniting envy in your audience and motivating them to follow suit. Your negative and positive story should end with you being the HERO.
When selling from the stage, it’s essential to blend these elements seamlessly into your presentation to build trust, engage your audience, and ultimately drive sales effectively and ethically. Of course, learning to Close is a key part of learning sales skills. Keep tuned in to learn more. Because when you learn more, you earn more.