Strategy: Buy…… Many people will use a few Embedded commands like Buy Now, Buy the Way, Buy Sunday, You make money when you BUY. First, realize that most folks will not catch this language pattern, but u can add some others to your presentation. Enjoy and steal a few J: ·    BUY this time tomorrow morning….. ·    Follow the process step BUY step….. ·    As I left the airplane, all I heard was BUY, BUY, BUY ·    Lets look at this deal, BUY the numbers. ·    [Read More Now...]

Some folks go straight into their close. Some get the audience ready with a series of Agreement Frames (one of my favs). Things like: We have done a day and half. How many of you are being to see the opportunity in property?How many of you see that doing a half dozen HMO could get you financially free in less than 2 years?How many know in their heart that property the solution. It can get them to financial freedom?How many are truly committed to make a change in their lives, both themselves and your family?If u are truly committed. Truly know [Read More Now...]

One of the most effective closes is simply to begin entering the order information. No questions, no “yes” or “no,” just a casual start of filling in the order. In fact, one of my speakers, always carries an order form on a clip board. He often as he is talking to someone, just hands them, the clipboard with the order form on it, and says. You will know the right thing to do. If some one walks to the back table, I usually say to them “ just start filling out the top of the agreement and then we can talk about which program in a few [Read More Now...]

Leverage closing uses the power of a prospect’s values to sell them. First, you must know their values. Second, decide if you are going to make a positive statement or a negative statement. Positive to point out the benefit of your products or services. Negative, how not purchasing the product or service go against their values (they will lose out). Let’s say you pride yourself on being intelligent and making sound decisions. This might be a Club personality. Someone who needs to correct/right.  OR a spade (driver) personality, who [Read More Now...]

Sales tip: Ben Franklin Close Ben Franklin Close (Do this as part of the Education plan). Here is an example from my stock pitch.  Ok. Pull out a blank sheet of paper. Put a line down the center. On the left side write, things I want to learn about trading,. Now help them with the list of things they need to learn about trading. On it should be; Credit Spreads!Butterfly’sIron Condors.SoftwareGainOptionsMoney managementAsset protection.Seasonal trading.Cash flowbetter retirementGive to my kidsTravelLifestyle On the other side. Write [Read More Now...]

There are certain words, that influence at a core level. Words that sell. You can actual find words that surround certain concepts, like making a decisions. In fact advertisers know, that “framing” their ads, pitch, and closing is very important, so often they use 34 types of Framing: LOSS. Showing what they will lose more than gain. Jay Abraham taught me this years ago, when he told me you have to sell to the negative.GAIN. Demonstrating personal or professional gains by making the decision.STATISTICS. 9 out 10 people do this. 50% are [Read More Now...]

Strategy: Develop an assumptive style Every question, comment, explanation, body movement and statement has a closing intent. It is almost an unconscious capacity; a deep inner knowledge that every action must bring you closer to the consummation of the sale. In isolating their skills and techniques, there are five major areas on which closers concentrate, either consciously or unconsciously. They are: AssumptionValue CreationObjection ReductionApplied PressureSequential Action Strategy Develop an assumptive style and language. From initial [Read More Now...]

Strategy: Use the “treat yourself” close if they are on the fence. Earlier, you read about the contrast close by the suit salesperson. When it came time to decide how many suits, if any, he used this close: If you are like most people, you look after everybody else’s needs first, before your own. I’ll bet you haven’t treated yourself to something you’ve wanted for a long time. Why don’t you be good to yourself today and buy one? After all, you deserve it! Strategy: Confront client for a decision to move forward. The moment of [Read More Now...]

Listening to my friend Marshall Sylver, do a webinar, and heard “No one gets more by saying no, they get more buy saying yes”. So, what is he doing, well I have not talked to him, but I would suggest, he is creating a reward, buy saying YES, and reinforcing (Yes I deliberately but the word buy, instead of by in that sentence). Influence can happen at a subconscious level.   So how do you do use type of pattern. First, create a reward (or series of stacked rewards) associated with the word yes. Second, create pain with the word no [Read More Now...]

I use to manage salespeople. Telemarketers, Direct door to door, and B2B sales folks. I would notice, when we first brought on new folks, they often did fantastic, but over weeks and months, their performance would drop off. Some of them if we could not correct the problem, we would have to terminate them. It perplexed me. Because often one or two of the new folks would be on the leader board for a month or two, then fall off. After working with these folks, and some times having to do exist interviews. I undercover a regular pattern. It [Read More Now...]

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 the client remember his/her problems: to create some level of [Read More Now...]

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...]

Strategy: Keep control of the sales process. Imagine knowing the answer to every objection and every question. Imagine never being intimidated, flustered or lost. You know everything you say or do brings you closer to the sale. If you do, you are in complete control. The kind of control you must strive for in the sales call/process. To be in control, you must: Manage your personal emotions.Don’t freak out if they say no; have a response.Manage the emotions of your client.Keep them upbeat, positive, and agreeing with you.Respond to [Read More Now...]