Programming Yourself for Success

Your mission statement is always written in the present tense, as though you have already become the person that you have described. It is always positive rather than negative. And it is always personal. Program Yourself Correctly Your subconscious mind can only accept your mission statement as a set of commands when you phrase it in the present, positive and personal tenses. “I am an exceptional salesperson,” is a perfect example. After every sales call, you should quickly reread your mission statement and ask yourself if your recent behavior was more like the person you want to be, or less? As a top sales performer, you are always comparing your sales activities against a high standard and adjusting your activities… Read more

The Four P’s of Persuasion

Perception Is Everything There are four “Ps” that will enhance your ability to persuade others in both your work and personal life. They are power, positioning, performance, and politeness. And they are all based on perception. Develop Personal Power The first “P” is power. The more power and influence that a person perceives that you have, whether real or not, the more likely it is that that person will be persuaded by you to do the things you want them to do. For example, if you appear to be a senior executive, or a wealthy person, people will be much more likely to help you and serve you than they would be if you were perceived to be a lower… Read more

Closing Techniques: The “I Want to Think it Over” Close

Saving the Lost Sale There is a powerful technique you can learn called the “I Want To Think It Over Close.” This is the only way I know to save this kind of lost sale. You know by now that when the customer says, “I want to think it over,” he is really saying “good bye.” You know from your own experience that customers do not think it over. They do not sit there carefully studying your brochures and price lists with a calculator and a pen. People Are Often Ready to Buy On the other hand, as many as 50 percent of the people you speak to are probably ready to buy at this point. They just need a… Read more

The Complex Sale Today

The Sale is More Complex Today The entire process of selling today is more complex than it has ever been before. It used to be that we would make a single call on a single buyer who would make a single decision on our product or offering. In this simple form of selling, we used the attention/interest/ desire/action (AIDA) model of sales presentation and focused intensely on numerous different ways of closing the sale. Then, once we had made the sale, in many cases we never saw the customer again. Everything Has Changed Today, however, everything is different. Today we must make multiple calls, an average of five or six, in order to make the sale. We deal with multiple… Read more

The Invitational Close

The Invitational Close is simple, low-key, classy and powerful. You use it at the end of a sales conversation to conclude the transaction. It is preceded by a Trial Close such as: “Mr. Prospect, do you have any questions or concerns that I haven’t covered up to now?” Or, “Mr. Prospect, does this make sense to you, so far?” Probe for Lingering Objections You ask these questions to be doubly sure that the prospect has no final objections lurking in the back of his mind that would block the closing of the sales process. You then invite the customer to make a buying decision by saying, “If you like what I’ve shown you, why don’t you give it a try?”… Read more

The Power of Personal Charisma

Webster’s Ninth New Collegiate Dictionary defines charisma as “a personal magic of leadership arousing special popular loyalty or enthusiasm for a public figure.” Become An Irresistible Person Webster’s Ninth New Collegiate Dictionary defines charisma as “a personal magic of leadership arousing special popular loyalty or enthusiasm for a public figure.” Develop Personal Magnetism Charisma is also that special quality of magnetism that each person has and that each person uses to a certain degree. You have a special charisma to the people who look up to you, who respect and admire you, the members of your family and your friends and coworkers. Whenever and wherever a person feels a positive emotion toward another, he imbues that person with charisma, or… Read more

Be Prepared to Ask

If you make a perfect presentation, one that clearly explains the benefits and resolves all the doubts that a qualified prospect might have, the sale will often close all by itself, like a ripe apple dropping out of a tree into your hand. If you make a perfect presentation, one that clearly explains the benefits and resolves all the doubts that a qualified prospect might have, the sale will often close all by itself, like a ripe apple dropping out of a tree into your hand. You will conclude your presentation, check to be sure that the prospect has fully understood the benefits and value to him of the offér and the prospect will say something like, “It sounds good… Read more

Identifying Top Salespeople

Salespeople are different based on their values. Salespeople are different based on their values. A higher order value always takes precedence over a lower order value. If you place one value higher than another, and you have to choose between doing one thing or doing another, you will always select the action that is consistent with your higher value. Once you are clear about your order of values, decision making becomes much easier. What Are Your Real Values? How can you determine what your values really are? Simple. Just observe your behaviors, especially the things you do when you are under pressure. Your values are always expressed in your actions. It is not what you say, or wish, or hope,… Read more

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