Tie in your scripts to your desired outcome.
The outcome should be to find a prospect:
“Do you want to buy a house? Do you want to look at houses with me?”
“Do you want to sell your house? Can I come & see it & meet you to talk about listing it?”
Get their info. Add them to your pipeline.
Do not take any action towards achieving a specific goal until you have clearly defined your desired OUTCOME.
Define the OUTCOME you are COMMITTED to achieving:
Developing skill sets
Increasing self confidence
Bottom: Dependent-can’t do it on their own.
Middle: Independent-they want to work on their own.
Top: Mature-Inter-dependent-thrive on their own but also help the Team succeed.
There is no motivation without MOTIVE. Why do you want to succeed?
Find your LEVERAGE: what is going to inspire you to leap out of bed in the morning, feeling instantly energized & ready to go out, laser-focused, with the intention of producing the RESULTS you are COMMITTED to?
What are your Why’s? What are the REASONS & MOTIVES that will drive you to produce more sales & income?
What would have the biggest impact on our business income?
Money-Why do you want more? What are you going to do with it?
Contribution-Why do you want to produce more to be a provider for others?
Personal Goals-What drives you? What is on your “Bucket List”?
Self-Concept-The master program of your subconscious computer as it pertains to how you see yourself & the world.
How do I see myself?
It serves as the thermostat of your subconscious mind.
3 Components of Self-Concept:
1. Self-Ideal: This is the ideal version of yourself.
2. Self-Image: This is the way you currently view yourself.
3. Self-Esteem: This is how much you currently like yourself.
Vision=Foresight, with insights based on hindsight.
Steps to creating a powerful future:
1. Conduct a personal inventory. Where are you now? Have an attitude of gratitude.
2. Get rid of limiting beliefs. What is holding you back? Clarity is power.
3. Clearly define what you are committed to achieving. You will become more productive with your present.
Begin with the end in mind.
All results must be defined in positive terms.
4. Determine what you are willing to sacrifice to get there.
5. Develop your blueprint. Create a business plan.
What is it going to take to get from where I am now to where I want to be?
What do I need to change?
Improve Skill Set?
Change Business Model?
Copy other Business Models.
6. Create a Mission Statement.
Canei: Constant and never ending improvement.
1. CEO Mind-Set: Top producers view their jobs as their business-not a job.
2. Consultants (problem solvers): Working for clients to help them achieve their goals.
3. Producers: Focus only on producing results.
SALES IS A NUMBERS GAME.
1. A Salesperson pays only for what can be reimbursed. A CEO invests money to make money.
2. A Salesperson is reactive to his schedule. A CEO is in control of their schedule.
3. A Salesperson is busy & activity-oriented. A CEO is productive & results-driven.
4. A Salesperson puts profits before people. A CEO puts people before profits.
5. A Salesperson is short-term oriented. A CEO is long-term oriented.
Efficiency is activity but effectiveness & closing ability.
Motivational-going above & beyond. Creating a loyal customer or a raving fan.
Maintenance-doing the bare-minimum of what is expected.
De-motivation-failing to meet expectations (over-promise & under-deliver).
Self-Esteem: Sales can be defined as a transfer of ENTHUSIASM!
People are twice as likely to buy from a positive person.
The person with the most CERTAINTY usually wins the negotiation.
9 Steps to Developing Strong Self-Confidence:
1. Rise early.
2. Hour of power (in the morning)-meditate, workout, read positive stuff, etc.
3. Fuel up.
4. Move quickly-motion creates emotion.
5. Control finances.
6. Live eloquently-travel through life First Class.
7. Invest in yourself-be a student for life. Become an expert in your field.
8. Live congruently-within your defined value system.
9. Leave profits-leave every place better than you found it.
Rich people stay rich by acting poor. Poor people stay poor by acting rich.
1. Time is your most valuable asset.
2. Time is the great equalizer (it’s the one thing everybody has the same amount of).
3. Time is to be invested, not spent or wasted.
4. Always do what’s most important, not what’s urgent. Are you in control of your day or is your day in control of you?
5. It only takes a second-don’t procrastinate.
6. Avoid time traps.
Don’t mistake movement for achievement.
The 2 most productive activities for salespersons are: PROSPECTING & PRESENTING.
Psychology of Success:
Thought is the cause. Action is the effect.
All success starts with the way you think.
If you want to transform your life, change the way you think.
The Law of Attraction:
Focus on what you want, not what you don’t want.
Always be looking for business.
Seek & you shall find.
Fix your BELIEF SYSTEM.
Replace the 1st word with the 2nd word to be more positive:
Conquering Fear: Be FEARLESS.
Lack of prospecting is the greatest reason for a Salesperson’s failure.
The most effective way to prospect is on the phone.
Fear of rejection is the number one reason for lack of prospecting.
The most effective way to convert prospects is in person.
Fear of rejection is an acquired fear.
3 Steps to Overcome Fear:
1. Systematic desensitization-keep doing it until it gets easier.
2. Change the focus-Focus on service.
3. Develop the skill-sets-Learn more & it’ll be easier.
Most people are not interested but some are.
The Selling System:
Step 1: CONNECTION
In this stage your goal is to become likable & earn the trust of your prospect & get to the next step.
Develop RAPPORT (connection).
Learn how to “mirror” & “match” your prospect.
3 Keys to Rapport:
1. Modalities (which one is your prospect?):
A) Visual (show me)
B) Auditory (tell me)-don’t talk too much
C) Kinesthetic (let me touch it)
Eye Accessing Cues:
A) Eyes go up-Visual
B) Eyes go side-to-side-Auditory
C) Eyes go down (& hand talkers)-Kinesthetic
A) Tonality (loud or quiet)
B) Rate (speed of speech)
C) Words (the language we use)-it is easy to break rapport by using words your prospect doesn’t use.
A) Wardrobe (dress appropriately)
B) Physiology (body language)
Communication is 7% words, 38% tonality, & 55% non-verbal.
Pacing-mirror your prospect for a while, then lead.
Try to sit next to each other, not across the table.
Step 2: QUALIFYING
In this stage your goal is to decide how much time to invest in this prospect, or eliminate the prospect. You can also eliminate objections in this stage.
PROSPECTING ISN’T SELLING
When you are prospecting, the goal is to separate the PROSPECTS from the SUSPECTS.
4 Types of Prospects:
1. Successful Prospect-they want to listen to you & they are open minded to your ideas (you want this one).
2. Prospect with a Problem-they have a need for your service (you want this one).
3. Satisfied Suspect-they do not have a need for your service (you don’t want this one).
4. Negative Suspect-they are not interested (you don’t want this one).
The goal of asking qualifying questions is to uncover:
1. Who is involved?
2. What is their process?
3. Where are they looking?
4. When do they want to make a decision?
5. How will they make a decision?
6. Why are they in the market?
Asking questions builds RAPPORT. It shows them that you care.
Step 3: INVESTIGATION
In this stage your goal is to uncover your prospect’s wants/needs. If they don’t have any, then they are not a prospect.
Perform a GAP ANALYSIS. Find out the gap between where they are & where they want to be.
Find the prospect’s pain:
Are you happy with your current situation?
What would you like to change about your current situation?
What about your current situation made you realize that you wanted to change it?
Why are you looking to make a change?
Your questions are designed to uncover a pain or a problem for your prospect, so that you may provide a solution.
Your questions are designed to reveal where it hurts for your prospect.
Don’t disparage the competition.
Step 4: PAIN INDUCTION
In this stage, your goal is to take a minor discomfort & turn it into a major pain.
How long has this been a problem?
How much money has this problem cost you?
What else has this problem cost you?
How do you feel about that?
People buy a service to alleviate pain, vs. improving pleasure.
Every decision a prospect makes is to either avoid pain or gain pleasure.
Fear of loss is the biggest obstacle to buying.
Consequences drive buying behavior.
The critical factor is RISK. Q: Is that a risk you’re willing to take?
4 Factors contribute to a Prospect’s perception of Risk:
2. Length of term
3. Number of people affected
4. You & your company’s reputation.
Your job is to be the LOW-RISK service provider, not the LOW-PRICED service provider.
Step 5: PAIN REDUCTION
In this stage, your goal is to let the prospect know that they are in good hands with you. You are a trusted expert in your field. You will make the process smooth & simple. You will solve all their problems.
Prior to delivering your presentation, you should reduce their pain with REDUCTIVE SOFTENING STATEMENTS, like:
“I’m glad I contacted you when I did, because…”
“It’s a good thing you called me when you did, because…”
“It’s a good thing you’re addressing this now, because…”
“You won’t have to worry about this anymore, because…”
“This is no longer going to be problem for you, because…”
You are showing your prospect that you care. Your focus is on them.
“They don’t care what you know until they know you care.”
You are demonstrating EMPATHY. EMPATHY is what sells.
You are getting them emotionally involved. Later we will reinforce that decision logically.
Most people don’t buy logically.
Step 6: PRESENTATION
In this stage, you are actually presenting your service & demonstrating how your service will solve your PROSPECT’S problem.
Prospects don’t want facts, they want solutions.
You’re not selling a drill, you’re selling a hole.
Find their pain.
Induce their pain.
Reduce their pain.
Execute the FAB.
Features: because of…
Advantages: you gain…
Benefits: which means to you…
Features arouse interest (logic).
Benefits arouse desire (emotion).
People make buying decisions based on benefits.
Most salespeople spend the majority of their presentation focusing on features & advantages.
You must describe the benefit to your prospect.
Hypnotic Language Techniques:
1. Assumption of the obvious-give your prospect credit for something they know nothing about. “I’m sure you already know…”
2. Might & maybe. Don’t give orders. Stay away from should & need. Make friendly suggestions, not commands.
3. Assumptive Buying Statements: speak as if it’s a foregone conclusion that the prospect will do business with you.
Eliminate the 1st word & replace with the 2nd word:
Monthly Payment/Monthly Investment
Used/Pre-Owned or Pre-Loved
Stay away from “thousands of dollars”. Say $795 instead of $795,000.
Tools of Influence:
1. The Law of Reciprocity: If you do a favor for somebody, they will feel inclined to “repay the debt.”
2. The Law of Contrast: Compare 2 objects with different values to create a better perception of value.
3. The Law of Commitment & Consistency: Effectively use TRIAL CLOSES throughout your presentation.
4. The Law of Social Proof: Prospects place value on other people’s impressions so get more reviews.
5. The Law of Scarcity: Create an impression (or reality) that an object is in high demand.
Step 7: DIFFUSION (handling objections)
Answer your prospect’s concerns about moving forward.
1. Steal the Objection: Bring it up first.
2. Ignore the Objection: Laugh it off.
3. Clarify the Objection: Isolate the objection by asking questions about it.
Never attack the Objection.
Never attack the competition. But you can “plant seeds” or make a “pre-emptive strike”.
The 6 Most Common Objections:
1. “I need to think about it”
A: “No problem, take all the time you need.”
“Before you go, do you mind if I ask: What do you specifically need to think about?”
“The only reason why I ask is that there may be something I can help you with.”
“I understand completely.”
“Is it the product, or something I said, or maybe the price?”
Isolate the Objection, by asking clarifying questions. Overcome the Objection with problem-solving skills.
Always set up the “next step”.
“Have I answered your questions?”
“Do you have any questions for me before you go?”
“What’s our next step?”
“Where do we go from here?”
A: You failed to build value earlier in the presentation. Too much talking & not enough listening.
Build emotional value with benefits.
Show the cost of not acting.
Clarify the Objection.
“If we can make the numbers make sense, would that work?”
Use the Takeaway Close & The Law of Contrast by offering a cheaper & lower quality product instead-takes the conversation away from price & more towards value.
Reduce it to the ridiculous. “It’s only an extra $100/mo.”
A. Identify the cost of not making the decision.
Identify their failure to make a decision offers zero net gain.
4. Send Information
A. “I’d love to. What do you want me to send you?” Then set an appt.
Ask “Are you seriously interested or are you just trying to get rid of me?”
“I’d be happy to. When would you like to get together?”
5. Talk to the decision-maker
A. Get creative-“Where is she?” “Let’s go get her.” “Can we call her?” “Let’s Facetime her.”
Set an appt.
Flush out the objection.
Contact the decision-maker.
A: Reinforce that they made a good decision.
Find their pain.
Ask them if there is anything they would like to improve about their previous experience.
Ask “If you are happy with your previous experience then why are we talking?”
Ask questions to help you present your COMPETITIVE ADVANTAGE.
Answer every question with a question.
Old-School Selling is based on talking. Consultative Selling is based on listening.
Questions make the prospect feel like you CARE.
Questions shift the focus from you to your PROSPECT.
Questions get the prospect to do most of the TALKING.
Questions allow you to uncover the OBJECTIONS.
Questions help you to keep the sales process moving.
Questions help to keep you from over-selling.
Questions help you to get your prospect to BUILD VALUE.
Questions keep you from wasting time.
Questions help the prospect sell themselves.
Step 8: CLOSING (confirmation)
This is the natural conclusion to the sales process.
It gets the customer what THEY want.
4 Closed to help gain a commitment:
1. The Take-Away Close: “Maybe this isn’t the right product for you.”
2. The 1-10 Close: “On a scale of 1-10, 10 meaning you’re ready to proceed & 1 meaning you’re not interested, where are we at? Why?”
3. The Magic Wand Close: “If you had a Magic Wand & you could create the perfect scenario, what would that be?”
4. “If I could, would you?…”
The most powerful form of advertising is WORD OF MOUTH.
The most powerful person on your sales team is your loyal customer.
Make a commitment to ask for referrals from your past customers.
Use the Law of Reciprocity to get more referrals from your past customers.
Utilize SOCIAL PROOF. Get more online reviews.