31. The professional is skilled at communicating and reading the prospect’s communications back to him.
32. When you are talking with a prospect, please remember that in most cases he’s delighted to give you pertinent information if you will just ask for it!
33. Always think as a seller and a buyer
34. If there are any objections, it is infinitely better to bring them out early so you can deal with them as part of the presentation rather than at the end of the interview.
35. Don’t argue, get defensive, or try to justify the price. Quietly and with an almost casual confidence put the ball back in their court. I.e. Is it too much? What do you think would be a fair difference to give in exchange for increasing your profits?
36. The best way to get a prospect to make a favorable new decision is to make him happy with an old decision.
37. Break down costs and frame with similar costs per month or values
38. You make the sale when the prospect understands that it will cost more to do nothing about the problem than to do something about it.
39. Do you carry the marble? Do you carry the baseball? Or do you carry the beach ball?
40. Words that sell: your clients name, understand, proven, health, easy, guarantee, money, safety, save, new, love, discovery, right, results, truth, comfort, proud, profit, deserve, happy, trust, value, fun, vital, security, your, advantage, positive, and benefits.
41. Words that unsell: deal, cost, pay, contract, sign, try, worry, loss, lose, hurt, buy, death, bad, sell, sold, price, decision, hard, difficult, obligation, liable, fail, liability, failure.
42. Never…use "You know…. Or..."
43. Paint word pictures. Must be in color and in the present tense…paint beauty, luxury, love, satisfaction, enjoyment, success, performance, or the features…something they can feel and see. Emotional pictures of delayed benefits must be embedded in their minds. Should contain six questions.
44. You are not selling what it is…you sell what it does.
45. Thanks after the sale cards
46. Cost objection – Cost too much. I am inclined to agree with that….name….because good things are not cheap and cheap things are not good….
47. Objections thrive on opposition but basically die with agreements.
48. Clients want to be right and they want to be understood…they do not want to make a mistake. Treat an objection as a question and get the client involved in the sales process.
49. Obviously…name….you have some good reason for saying that ….or feeling that way…Do you mind if I ask what it is?
50. Do you like it? Do you want it? Can you afford it? When do you want to start?
51. In order to make an intelligent decision you must have: good access to the information, expertise in order for you to evaluate and perhaps a personal acquaintance with the management.
52. Because your company has its own strong points, I urge you to learn what yours are and handle them according.
53. I wish everyone I deal with was a concise with their questions as your are, because if a person knows their own feelings, it makes it easier and more fun to demonstrate our services. I know that you are going to love this.
54. Name…it is obvious you feel quite strongly about his issue so you must have an excellent reason for feeling as you do. Would you mind sharing with me why you feel that way?
55. First a prospect needs the reassurance that it is all right to take this step and that the price is fair, second that the price is worth what he is getting, third their sense of fairness is involved – believe you and fourth he is buying not just for himself but for others as well.
56. Give a prospect a reason for buying and an excuse to buy….you need to improve your profits and your family will be proud of you
57. How do you persuade people to take action…you persuade by asking questions which lead the prospect to a conclusion which demands that he take action because it becomes and idea which he originated….If you make a statement to which your prospect will readily agree (cannot refute), then ask a series of questions based on that agreement, and ask a concluding question based on those agreements. You will force the desired response.
58. If I show you something that could save you or your firm a great deal of money, are you in a position to act on it now? How do you feel about this?
59. There is no doubt that your career as a sales person will move forward faster as a direct result of leaning how to ask questions and how to use the proper voice inflection that from any other skills you might develop.
60. In order for me to determine how we might be able to help you, I need to ask you a few questions.
32. When you are talking with a prospect, please remember that in most cases he’s delighted to give you pertinent information if you will just ask for it!
33. Always think as a seller and a buyer
34. If there are any objections, it is infinitely better to bring them out early so you can deal with them as part of the presentation rather than at the end of the interview.
35. Don’t argue, get defensive, or try to justify the price. Quietly and with an almost casual confidence put the ball back in their court. I.e. Is it too much? What do you think would be a fair difference to give in exchange for increasing your profits?
36. The best way to get a prospect to make a favorable new decision is to make him happy with an old decision.
37. Break down costs and frame with similar costs per month or values
38. You make the sale when the prospect understands that it will cost more to do nothing about the problem than to do something about it.
39. Do you carry the marble? Do you carry the baseball? Or do you carry the beach ball?
40. Words that sell: your clients name, understand, proven, health, easy, guarantee, money, safety, save, new, love, discovery, right, results, truth, comfort, proud, profit, deserve, happy, trust, value, fun, vital, security, your, advantage, positive, and benefits.
41. Words that unsell: deal, cost, pay, contract, sign, try, worry, loss, lose, hurt, buy, death, bad, sell, sold, price, decision, hard, difficult, obligation, liable, fail, liability, failure.
42. Never…use "You know…. Or..."
43. Paint word pictures. Must be in color and in the present tense…paint beauty, luxury, love, satisfaction, enjoyment, success, performance, or the features…something they can feel and see. Emotional pictures of delayed benefits must be embedded in their minds. Should contain six questions.
44. You are not selling what it is…you sell what it does.
45. Thanks after the sale cards
46. Cost objection – Cost too much. I am inclined to agree with that….name….because good things are not cheap and cheap things are not good….
47. Objections thrive on opposition but basically die with agreements.
48. Clients want to be right and they want to be understood…they do not want to make a mistake. Treat an objection as a question and get the client involved in the sales process.
49. Obviously…name….you have some good reason for saying that ….or feeling that way…Do you mind if I ask what it is?
50. Do you like it? Do you want it? Can you afford it? When do you want to start?
51. In order to make an intelligent decision you must have: good access to the information, expertise in order for you to evaluate and perhaps a personal acquaintance with the management.
52. Because your company has its own strong points, I urge you to learn what yours are and handle them according.
53. I wish everyone I deal with was a concise with their questions as your are, because if a person knows their own feelings, it makes it easier and more fun to demonstrate our services. I know that you are going to love this.
54. Name…it is obvious you feel quite strongly about his issue so you must have an excellent reason for feeling as you do. Would you mind sharing with me why you feel that way?
55. First a prospect needs the reassurance that it is all right to take this step and that the price is fair, second that the price is worth what he is getting, third their sense of fairness is involved – believe you and fourth he is buying not just for himself but for others as well.
56. Give a prospect a reason for buying and an excuse to buy….you need to improve your profits and your family will be proud of you
57. How do you persuade people to take action…you persuade by asking questions which lead the prospect to a conclusion which demands that he take action because it becomes and idea which he originated….If you make a statement to which your prospect will readily agree (cannot refute), then ask a series of questions based on that agreement, and ask a concluding question based on those agreements. You will force the desired response.
58. If I show you something that could save you or your firm a great deal of money, are you in a position to act on it now? How do you feel about this?
59. There is no doubt that your career as a sales person will move forward faster as a direct result of leaning how to ask questions and how to use the proper voice inflection that from any other skills you might develop.
60. In order for me to determine how we might be able to help you, I need to ask you a few questions.
61. It is better to use one effective procedure or close if that’s all you know than it is to know all the techniques in this book and not use any of them.
62. The disclosure close – write up the order as you ask questions.
63. The Ben Franklin close – reason for and ideas opposed….write up all the reasons for first…say one, two etc. but don’t write them…..then be sure to put down their strongest objection first which of these weigh heaviest?
64. Start your presentation with the strongest benefit and end with the second strongest benefit
65. Hat in Hand close - I am embarrassed to ask you this, but it would mean a lot to my career if you would help me by answering a question. Obviously, you have not done any business with us today and that’s alright. I certainly don’t work with everybody. I had hoped you would engage our services because I thought our service fit your needs. However, you have chosen not to and I feel badly about it because I did not explain it thoroughly enough to make the benefits more obvious. It would really be helpful to me, as I call on other people, if you would identify the mistakes I made.
66. Remember when a person brings up a logical objection you answer it emotionally, and when he brings up an emotional objection you answer it logically
67. Keys to success….
1) Positive Projection
2) The assumptive attitude
3) Physical action
4) Enthusiasm
5) The subordinate question …Can you see where this will make you a profit? Are you interested in making more money? If you were ever going to start making more money when do you think would be the best time to start?.... Ask then the specific questions they use – arouse interest, sell benefits, get appointments, secure prospects, close the sale, tie the order down and convey conviction.
6) Listen
7) The impending event…higher prices…competition….
8) Persistence
9) Inducement
10) Sincerity
11) The narrative event…short stories that paint pictures of companies where their problems are solved by using your services.
68. Never lose sight of your objective…to make the sale… and when the prospect changes the subject to acknowledge the change, comment briefly and tie it to the diversion.