• ‘You need to get on board with this, by the time the smokes cleared the trains left the station, take my professional advice and……’. If they say ‘NO’ say-’ What aren’t you seeing through the smoke?’
• ‘Bill Gates said that “Fear loses its potency when the unknown suddenly becomes familiar” lets spend a couple of minutes together familiarising yourself with the product/market/service, what questions do you have for me?
• ‘I understand and I’m pleased you need time to think this over. Time is after all the greatest teacher, unfortunatley it kills all its students (Ha Ha) and since you don’t want to miss out on this one while I’m here please tell me which areas are you still unsure about?’

• Before you work on increasing your sales you need to work on you!

• Positive thinking will build up your sales and yourself!

Increase your sales
Develop more confidence
Start Finally Getting Ahead

We all know how hard it is to stay focussed on those days when all you seem to get is ‘NO’, that is when it becomes imperative not to carry one call into the next, especially on the phone, your prospect can only hear your voice and will pick up on micro-signals you give off, if subconsciously you expect the call to go badly, like the previous 10 you have made….it will! Stay focussed stay positive and have the attitude that you have got the time wasters out of the way so you must be getting nearer to the real prospects!

Here are some useful examples:

• “Try not to see this as a guarantee, just listen to my professional advice”

• “You shouldn’t just think of the money you are making because you have a great product as well”

• “This will do so well for you John, but don’t think about that”

• “Don’t think about doubling your turnover John”

It can work in any scenario, try working some into your pitch and see what results you get!

The Picture

After a long night of making love, he notices a photo of another man on her
nightstand by the bed.

He begins to worry……….. “Is this your husband?” he nervously asks.

“No, silly,” she replies, snuggling up to him.

“Your boyfriend, then?” he continues.

“No, not at all,” she says, nibbling away at his ear.

“Is it your dad or your brother?” he inquires, hoping to be reassured.

“No, no, no! You are so hot when you’re jealous!” she answers.

“Well, who in the hell is he, then?” he demands.

“That’s me before the surgery!” 

We all know how important it is to create rapport with clients. This ultimately helps us break the barrier, gain their trust and secure a deal.

 

Here are a few of the best ways to build rapport:

• mirror and match a person’s tonality, breathing, pace and choices of words
• caring enough to genuinely ask how someone is
• building trust by being consistent
• acknowledge how it is for someone, perhaps by commenting non-judgementally on their current state
• remembering what’s important to the person you are speaking with
• being able to join in when discussing their interest
• empathising with signs of acknowledgement, for example laughing with the client, showing agreeance
  

‘I understand how you feel many of my most successful clients felt the same way until they found….’

It breaks down in 3 stages:

• Empathise with the client so they know you understand their concern
• Group them with successful individuals with whom you have good relationships
• Lead them back in the direction you intended the pitch to go……

AND most importantly finish with a question/tie down to return the emphasis to the client: ‘Does that all make sense?’

When calling customers, asking open ended questions should be a vital part of the call, to gain information and to use in overcoming objections.  When receiving answers to questions, be sure to pause for a few seconds, making sure never to interrupt, and allow the potential customer continue speaking, in case they may be thinking of what to say next. Once sure the customer has stopped talking, then respond accordingly, continuing to ask open ended questions to acquire more information to ascertain their needs and how to match your services with their requirements.

Remember you have 2 ears and 1 mouth, use them accordingly.

They help gather information, qualify sales opportunities and establish rapport, trust and credibility. With such core value to the sales process, the professional leaves little to chance when it comes to owning a repertoire of powerful open-ended questions.

credit
Below are five ways that should help you close more leads and increase your sales commission.
1. Ensure that you know the prospective client and what their business is all about.  Ask questions, and when appropriate and possible, try to emphasize that your product or service will assist them in running and/or growing their business.

2. Listen carefully to what the person on the other end has to say. It is widely known that people enjoy talking about themselves and so by allowing the potential client to talk to you, you will help create a rapport between yourself and them. In addition to this, you will help to instill a sense of trust in you – vital if they are to proceed with the sale.

3. Try and find some common ground that both of you can speak equally on.  This can be something from speaking about the weather or discussing the result of a sporting event.  This informal kind of chat helps break down the barriers that can be created by just discussing business, finance and figures.  It shows that you have human side and are a down to earth person, someone they could relate to outside of business perhaps.

4. Try to discover the potential client’s goals and what the company is trying to achieve.  Listen very carefully to responses and any possible objections to your pitch, so you can then think of solutions.  If you discover objections, try to isolate them to discover exactly what might be holding them back from completing the sale.

5. By this stage the potential client should have heard your pitch and be fully informed about what you can offer them. Now is the time to be more forthright and straightforward by summarising why the potential client should complete the sale, what it will do for them, what might happen if they don’t. Once you have their trust and you understand their business you will be in a better position to apply some gentle pressure in order to seal the deal.