Thursday, May 16th, 2013
Dream building is the essence of selling. There are still some people who think selling is loading you up with facts, then when that doesn’t work they close harder and pressure you. There is no one more deadly at closing than a small child, who can work your emotions and get you to do what they want! Stop selling facts and start selling dreams of ownership!
Tuesday, February 19th, 2013
There is always a rush to do it at the last minute, then when it doesn’t get done to verbally beat yourself up!
Deep down these people run on fear of failure and making mistakes. So, rather than starting out early and doing little steps at a time, they are imagining the result not working and so don’t get started to avoid the pain of the mistakes or not doing it right. The solution is to imagine the task or goal as having been already done. When you look back on something you have already accomplished, then it is much less scary.
Wednesday, March 14th, 2012
When the sales person confronts the fear based person, they try to give them the benefits of using their new product or service. However, the fear based person only remembers the last time they bought something and imagines why it won’t work for them. Tactic #1 is to over emphisize why it woun’t work for them. This will force them to consider the positive side to oppose you and help them see the benefitss more easily. Tactic #2 Future pace them into using the product or service like 6 months or more has gone by. A phrase like: Just suppose that 6 months have gone by now and you had already bought our product or service and you had gotten all these benefits( make this seem specific to them. ) you need to build the benefits up with sensory words here, then ask them how they feel ontheir own, they can’t make a happy future movie, but with your assistance in building the movie for them, they get it and then can move ahead to buy from you!
Wednesday, January 18th, 2012
Have you ever noticed that when a salesperson has a fear, they try to suppress it and go on anyway? Yesterday, I was have a conversation with a comcast installer who had a terrible fear of approaching people. He had tried to rationlize it away, but it still kept coming up and producing very tight feelings in his back. I suggested I could remove it from his mind in about 1 min. He said its really hard to change. I asked him again if he wanted it gone? He finally agreed.
It took me about 1 minute to stop that fear cold, and then about another 2 minutes to erase the tension in his back that was bringing him to his knees. People seem to have this belief that even if it hurts, they will just suppress it and soldier on. “It’s not that bad” ” I can deal with it” ” I’ve tried to change but its really hard” I tell my students to go to my “Fear buster article” in my articles section and use the tool!
Thursday, June 16th, 2011
Have you noticed that you dream about making lots of sales and then a voice in your head, pipes up and
tells you why is won’t work. Suddenly, your dream movie turns into a black and white blurry image and fades from your mind. Rejection, failure, loosing control, fear of the unknown, are the most common.
I help my clients to erase these fears from their minds and reach their goals. Look over my Fear
buster article on my articles page to erase some of your fears today!
Monday, June 6th, 2011
Have you noticed how sales people get in a comfort zone on making sales? They push themselves to make calls and contact people, then get some rejection and slide back into their comfortable way of doing things.
Top sales people learn to challenge themselves to find new clients and keep going. How do they start doing this? They write down goals that are measurable and daily tasks to get them done. They dream about the results they want. They diversify their efforts in different areas, so that if they have some slow results in some areas, they can move to take advantage in others. They listen to the voices in their heads that want to play safe and remove them. (see my fearbuster article for help with this) and keep going. Pretty soon, they move to the next level in their sales. As they create these new movies of the results they want, they step into these movies and become the salesperson they dream about! Also, their unconscious mind will start attracting new business to them as a result. Why not change your game plan for higher results?
Wednesday, June 1st, 2011
When your prospect says I am perfectly happy with who or what we have!
Ask: What would cause you to switch to me today?
Ask: What stops you from using me today?
You might get nothing as an answer or you might get some additional information that might help you get back to selling!
Wednesday, June 1st, 2011
“When you create a goal in your mind, it needs to be a movie in your mind of having already done it. When you install that movie in your head, your chances of achieving it increase greatly. Make the goal larger than you would when you are just thinking logically.”
Wednesday, May 25th, 2011
I ask this questions to my students had a variety of answers. The first one that stops them cold is fear of rejection or failure. Then, cold calling either face to face or over the phone. Then to qualify or not. What do they say to make a easy close? I point out the by matching their voice tone and speed to their prospects on the phone helps to set more appointments. When they are in face to face encounters, body matching is critical. Both habits when practiced relax the fears mentioned above and makes that person more like a friend. Look at some of my other blog entry’s for additional tips.
Wednesday, April 27th, 2011
The importance of using a time management system. In all my years of training people, the biggest flaw to their successes is the fact they have no time management system that incorporates both their appointments and their goals and tasks for the week,month,year. Therefore, the manage their life by crisis. I use the Franklin Planner system and have for years. Steven Covey, pioneered its use. They have versions for both the computer and paper versions. They work on blue tooth and Microsoft applications.
If you are not getting the results you want out of your sales or life. Start by using this planner immediately.