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It is often said that "chance favors the prepared."  This is definitely true of sales.  If you find yourself in a serendipitous sales situation you are better served if you have a system engrained in your mind.  Below are 7 tips that should be an integral part of your sales process.

 
Note:  Before you work on these tricks make sure that you are also strong at objection handling (click here for help with this) and make sure that you have a clear understanding of your desired outcome (i.e. are you trying to make a sale or just book an appointment etc.)

 
Trick #1:  Dress and Present Yourself Well

 
Always dress one level above what your prospect dresses.  You should always look well-groomed and professional when approaching a sale.  Your appearance can project an aura of confidence and success that people will find enticing.

 
Trick #2:  Keep Quiet

 
One of the biggest mistakes sales people make is they talk too much.  Ask a question and then wait.  Listen to your client.  Let them tell you what they are looking for.

 
Trick #3:  Build Rapport

 
When you are talking to somebody, match their tones, words, and feelings.  Show genuine concern for your client and make sure that you communicate that you understand things from their perspective.  Mirror their actions.

 
Trick #4:  Dominate Modality Chart

 
Analyze your client's preferred learning/interaction style.  Are they visual, audio or kinesthetic?  Visual and kinesthetic prospects vastly out number audio prospects.  Spend less time explaining your service or product; show it, let your prospect feel the benefits.

 
Trick #5:  As Is'ing

 
If your client is checking out or you feel like they are withholding valuable information don't be afraid to call it as it is.  Break from the conversation and ask them something like, "I may be wrong but, you seem preoccupied, is there something on your mind?"

 
Trick #6:  Adopt A Stance of Innocence

 
Find out what the prospects really want and devise a plan to help them get it.  Don't trap or manipulate your prospects.  Don't over think the closing process.  Closing is simply a  process and an attitude of making arrangements.  Assume the prospect wants your service and book an appointment.

 
Trick #7:  Hot Questions

 
Emotion always hides under a hot question.  A "hot question" is a question that comes out of the blue that is usually rooted in anger or fear and intended to throw you off or send you away.  Ignore these questions, avoid your emotions and ask an immediate question to get to the root of the hot question, for example, "I understand, what makes you say that?"

 
If you practice these 7 skills you will vastly increase your sales success rates.

 
Remember:  Never practice on prospects.  Drill with a fellow employee or hire a SalesPartner to help you hone your skills.

 
For more on this topic please refer to our Eight Sales and Marketing Steps to Financial Freedom Training Kit.

 
An excerpt from SalesDogs by author and CEO of SalesPartners Worldwide, Blair Singer.

Play To Your Strength

"I am a firm believer that you should know your strength and play to it.  Yet sometimes your strengths can get in the way of excellence.

Early on in my career, I discovered this to be true for myself.  One of my natural attributes is that I am skilled at studying, analyzing and adapting the qualities of others.  I have spent a good deal of time admiring and researching the success of others.

I have always figured that if they were more successful than me, there was something they had - some special trait that propelled them to the top.  It became my goal to understand and acquire that trait.


Not bad thinking, except when it is taken to the extreme.  When you totally mask your own spirit, spark and uniqueness to emulate someone else it becomes a deterrent to developing your own identity.  You surrender your own strengths in the pursuit of acquiring the strengths of others.

The result for me was that there have been times when I tried to actually become someone else.  Don't get me wrong, modeling the strengths of others is one of the most powerful tactics you can use to increase your own power.  However, I discovered very early on that trying to be someone else only ends in frustration, struggle, unhappiness and poor results.

Many of my friends, even to this day, are very strong, aggressive individuals.  They have the ability to push and coerce others into agreement through sheer persistence, boldness, strength and power.  While I enjoy participating in that energy, I have never been one to bully or confront others into a position of submission.

Many would think that with my lack of aggressiveness I would make a very poor salesperson.  But fortunately, my personal success is proof to the contrary.

I often find myself seemingly trapped in difficult situations, only to manage to wiggle out with seconds to spare.  Through it all, I have found that my natural tendency to seek peace rather than war and my ability to turn nasty situations into favorable events have paid tremendous dividends."

For the rest of this chapter or to find out more about Singer's low to no pressure sales process, please click here.

 
 
Have you ever found yourself in a situation in which you only had a moment to pitch a product or service that you provide?  Many of us have. 

Imagine that you have struck up a conversation with someone at a coffee shop and you instantly recognize them as your ideal client demographic.

How do you get them interested in your product/service right away?  Do you ramble about your experience?  Spout out a bunch of general facts, numbers, features and benefits?

The answer is no.  The key to generating instant interest is to tap into their WIIFM, or "What's in it for me?"

Everyone wants to improve their life in some way.  Chances are your product/service can help them with that.

If you want to hold someone's attention you have to offer them a reward for listening.  They want to hear how you can help them.  They would love for you to solve all of their problems.

Of course we are talking about offering them the benefits of your product/service here, but you don't want to list benefits.  You need to find this person's particular "hot button" or "x-factor." 

The key to finding this information is simply by asking questions.  Don't chase a prospective client away by talking at them.  Ask them a series of open ended questions until you get them to admit a problem that you can solve.

Then throw out your numbers, facts and testimonials to prove to them that you can deliver.  People love to talk about themselves, especially their problems.  Asking questions invites them into the conversation and allows them to vent, they will be thankful for the opportunity.

Listen to their problems carefully.  Are they lonely, overweight, sick, overworked and stressed?

You should know how your product/service can remedy these problems so you can offer a swift solution.  Take a moment to come up with as many life problems that you can think of.  Now make a list of ways that your product/service can solve them.  It would be highly beneficial to memorize this list.

For more on generating instant interest (including in written adds) please refer to our Automatic Lead Generator Training Kit.

 
An excerpt from the SalesDogs Automatic Lead Generator System written by Alexi Neocleous.  

Certain words have proven themselves over and over again to be extraordinarily persuasive.  These words (which I call "The Illustrious 28") arouse the highest levels of interest and attention...and thus...should be utilized in your headlines and throughout your advertisements.
 
In the English language, two words may have the same meaning, but result in dramatically different emotional reactions because of their association.
 
For example compare these two sentences:
 
"I understand there's a new child in your family."
 
"I understand there's a new baby in your family."
 
The word baby is emotive.  Consider the following example:
 
"When are you moving into your new house?"
 
"When are you moving into your new home?"
 
The Illustrious 28  (Here are the first seven, for the remaining 21 of the illustrious 28 see our Automatic Lead Generator Training Kit.)

 
Endeavor to use these words in your headlines and advertisements as often as possible.
 
You
Yours
Now
Who
Secrets
How
Fast...
 
Use these words and you'll be amazed at your results.  Just turn to any major tabloid magazine and you'll see words from this list are draped all over their covers.  Why do you think that is?  Because they sell magazines.
 
Two words from this list however have especially persuasive properties.  To find out what they are please refer to our Automatic Lead Generator Training Kit.