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. 
 
It is a common belief that in order to increase your profitability in business you have to eliminate, or improve in, your weak areas.  While this is definitely true in some cases (such as closing ratios) it is often a waste of time.

We are of course talking about improvement on a personal level here.  A company losing customers on the back end of its business could certainly benefit from keeping it's clients longer.

However if you personally are bad at keeping customers you should delegate them to somebody on your team that isn't.

Don't try to fix yourself, it's a waste of time and energy.  Just focus on what you do well (your role or niche) and try to increase the amount of times you do it.

The bottom line is that to be successful you have to figure out what is making you money and then focus on how you can improve or replicate those results.

The following are some questions for self-evaluation:

Do I try to be someone I'm not when I'm in the sale process?  If so describe:

Do I have a false image in my mind of what it takes to be a great salesperson?  If so describe:

Based on the Sales Dogs Profile and other assessments, what attributes can I apply to sales?

What do I now understand about those things that I do well?

What do I NOT do well?

Who can I put on my team in order to help me "cover" my areas of weakness?

The better that you understand yourself the more potential for success you have.  Sit down with your team and assess your strengths and weaknesses.  Then make sure your team is structured properly for maximum efficiency.

For more on this topic please refer to our Eight Sales and Marketing Steps to Financial Freedom Training Kit.
 
It's a new year, and chances are you are about to sit down and set some goals for the next 12 months.  Most people understand that in business you should always set goals that push you to reach the next level.

These goals shouldn't be unattainable, but they should be a challenge.  If you set your goals high you will most likely try harder, and though you may fail you will ultimately do better than your previous year.

However the problem is that you will often not achieve your goals.  The way that you handle this "failure" is crucial.

The following are some tips on how to handle this failure (from Blair Singer's book "Little" Voice Mastery, technique # 8):

1. Throw out your old goals.
2.  Make a list of what you did accomplish last year.
3.  Read your accomplishments aloud.  Which one(s) are you most proud of?
4.  Focus on those.

Now you are ready to set some new goals.  Shoot for something you missed last year.  When setting goals here are the steps you need to follow.

1.  Look at your past.
2.  Figure out where you are in the present.
3.  Decide what you want your future to be.
4.  Fill the gap (find the path)

If you need help with filling the gap (setting goals and or figuring out how to accomplish them) then our January 1-day Income Explosion Workshop is perfect for you.

This full day workshop will help you:
  • Easily describe and generate interest in your business to a perspective client in 30 seconds or less.
  • Accomplish more in the next 6 weeks than you have in your last 6 months.
  • Create a 12 week plan of action to achieve the results that you want in your business.
  • Handle any objection.
Normally this workshop would cost $297, however to help you kick off the new year right, we are offering this workshop at %50 off.

Just follow this link and enter the discount code: newsletter, to receive a ticket for only $148.50.

As an added bonus we will also let you bring a guest for absolutely free.  And you will also receive one free copy of Blair Singer's book, "Little Voice" Mastery featured in the content above.

Sign up today to have the best year in your business yet.  This offer is only good for the first five people that purchase so act fast.
 
Great leaders are people that are able to influence many different types of people.  If you want to hold somebody's attention and inspire them to help you, then you need to earn their respect.

Whether you are a manager, teacher or salesperson you need to know the fundamentals of great leadership in order to be successful.

Below are the 3 ingredients that make a leader highly influential:

1.  Enter their world -
  • Speak and lead in their language
  • Always check in with them as people before instructing them
  • Ask about their lives
  • Tell them what you love about their work and why you appreciate them
  • Ask for their input
  • Give them a partnership role
  • Use their ideas
2.  Earn the right

  • Build a relationship with trust and partnership
  • Listen
  • Teambuild
  • Walk your talk
  • Share who you are with them
  • Find out who they are as a person
  • Share personal goals
  • Trust them and earn their trust
3.  Tap their WIIFM (What's in it for me?)
  • Give your request some meaning and significance in their world
  • Give them a reason to WANT to do it themselves - not just for you
  • Ask yourself "What's going on in this person's world right now?"  and start the conversation from that point
  • Share your perspective, but ask from their perspective
  • Create and opening for success for them within your request
 Just remember that if you want your employees, students or clients to be willing to help you, then you must earn their respect, and the best way to do that is to pay them respect first.

For much more detail on influence and great leadership please refer to our High Impact Training & Presentations training kit.

 
We often address the topics of objection handling, and finding your target market in order to increase your success in first-time sales, however, repeat customers should be a huge priority for your business especially in a recession.

The trick to creating repeat customers is simply:  keeping your promises, or following up.

If you look at the sales process as a whole the first step is to make a promise to a customer.  In order to close a sale you have to promise that your product or service will improve the quality of your customer's life.

The reason that sales has such a bad name is that, though some greatly exaggerate the results of their product or service, many times salespeople do and say what is necessary to get the sale and forget to follow through with their client.

If the product or service doesn't live up to the client's expectations (expectations that you built during the sale) then they will perceive you as a liar and will probably speak ill of you and your company.

If you follow up with your clients on a regular basis, by phone or in person is preferable, you will be able to handle complaints that they may not be comfortable bringing to you.  Thus giving you the chance to keep disgruntled customers in your favor.

Believe it or not, by inviting a client to complain you may even have the opportunity to up-sale them.  Often times customers, in attempt to be frugal, will go for a less expensive item that isn't what they really needed or wanted.

If you follow up and find out about their disappointment you will have the opportunity to improve their situation and make an additional sale.  It's a win-win.

Needless to say the follow-up should be an integral part of your business system.  Your employees should have regular obligations to ask your customers:

"Are you happy with your experience so far?"
Or something of the sort.  If the answer is yes, great!  If no, then invite them to complain and handle their objections accordingly.

For more information on how to handle objections please refer to our SalesDogs Training School Kit.
 
The skill:  Objection handling.  The process:  Ask an open ended question.  That's it, it's just that simple.  If you use this method instead of walking away from the first "no" that you get you will vastly improve your sales numbers.  

When you approach your customer with a sales proposition the first response is rarely the full truth.  The skill is to be able to move the customer to another level where he or she will provide the real truth.  

Only then does your opportunity to close the sale become real.  Once you have mastered this skill, your results will skyrocket!  You will sell more than you ever have, faster and with much, much less work.  

So, how do you respond to a "no"?  Do you get frustrated and storm away or try to argue your case with the customer?  

Blair Singer says that, "when your emotions are high your intelligence is low."  

When a customer throws an objection your way just remember to stay calm.  Then start by acknowledging the objection and be sympathetic to their problems.  Say something like, "I understand," or "I'm sorry to hear that."  

Then follow the acknowledgement with an open ended question designed to get them to the real reason they said no.  

The following is an example of how to handle a common objection using this method:  

Objection:  

"We have already decided on another supplier."  

Responses:  

"Thank you for letting me know that.  What caused you to make that decision?"  

"I understand.  What was it about the competitor/other option that you liked?"  

"I'm sorry to hear that.  What was it about my product/service that you didn't like?"  

These questions will keep them talking to you.  Remember you want to gather as much information about them as you can.  Keep asking questions, the person asking questions is the one in control of the conversation.  

You want to try and help them solve their problems.  If you can solve their problems at a reasonable price you will make a sale.  

For more on this sales process please contact your local SalesPartner today, or refer to our SalesDogs Training School Kit (featuring flash cards containing preferred responses to the most common objections in sales.)
 
We often address the topics of objection handling, and finding your target market in order to increase your success in first-time sales, however, repeat customers should be a huge priority for your business especially in a recession.

The trick to creating repeat customers is simply:  keeping your promises, or following up.

If you look at the sales process as a whole the first step is to make a promise to a customer.  In order to close a sale you have to promise that your product or service will improve the quality of your customer's life.

The reason that sales has such a bad name is that, though some greatly exaggerate the results of their product or service, many times salespeople do and say what is necessary to get the sale and forget to follow through with their client.

If the product or service doesn't live up to the client's expectations (expectations that you built during the sale) then they will perceive you as a liar and will probably speak ill of you and your company.

If you follow up with your clients on a regular basis, by phone or in person is preferable, you will be able to handle complaints that they may not be comfortable bringing to you.  Thus giving you the chance to keep disgruntled customers in your favor.

Believe it or not, by inviting a client to complain you may even have the opportunity to up-sale them.  Often times customers, in attempt to be frugal, will go for a less expensive item that isn't what they really needed or wanted.

If you follow up and find out about their disappointment you will have the opportunity to improve their situation and make an additional sale.  It's a win-win.

Needless to say the follow-up should be an integral part of your business system.  Your employees should have regular obligations to ask your customers:

"Are you happy with your experience so far?"

Or something of the sort.  If the answer is yes, great!  If no, then invite them to complain and handle their objections accordingly.

For more information on how to handle objections please refer to our SalesDogs Training School Kit.