Shortcuts of America's Top Persuaders and Closers
ACT like someone who wants to hear the word
You will not be even slightly surprised when you find more and more people
providing you with that word in response to your asking for a "yes."
Until you hear your first objection,
You�re TELLING
After you hear your first objection,
You�re SELLING
and therefore limited results...
Ruby #5:
Power is as knowledge does.
What you KNOW is of no interest to us.
What you DO with what you know is of fascination to us.
Before thinking about learning more, how about using more of what you know?
Stupid people nod their heads, agree with this, and continue doing things the same way.
Smart people nod their heads, identify what they know best� and use it more.
Try it� you'll undoubtedly be pleased by fast, powerful improvements.
Ruby # 4:
You did not stop because you failed;
You failed because you stopped.
If you try something 10 times, no matter what the probability of success is,
that probability will actually triple when you try it 20 times!!
Do not underestimate the power of this seemingly simplistic statement.
Every 20 additional tries improves probabilities of success by orders of magnitude.
Whatever number of efforts you gave yesterday, WINNING REQUIRES that you
increase that number, and then increase it again.
Whatever your average number of tries per week is,
increase that number by just 5% per week for the next ten weeks,
and you are
Just relax... relax and use the warmth of your voice
If you transmit warmth & caring in your greetings...people will warm up to YOU.
You need not take my word for it....
DO IT AND SEE FOR YOURSELF!!
Did you realize that people, including you,
can actually hear a smile or a frown over the phone?
Don't take my word for it: try it!!
Nothing, nothing, nothing sells like enthusiasm.
Treat this very call as if it's the most important one of the day. In truth, it is the most important one of the day, because only the current prospect can say yes. The last one is gone, the next one is yet to come;
Only this call can improve things for you AND your current prospect.
KEEP ASKING FOR THE SALE OR APPOINTMENT!!
Through
EVERY objection you answer, keep asking for whatever it is you've contacted them about.Keep
offering them "a look at why we are_______," and why we can help them save them dollars they're now spending, or through whatever your primary benefits are."Would Thursday be good for you, Mrs ____, or is Friday better? Great.
And do you prefer 3 pm, or 8 pm? Excellent.
Our rep will call you personally the day before to confirm, for YOUR convenience, okay? Great!!"
The single greatest power on earth, unconditionally guaranteed to work
more than any other technique ever discovered or developed,
is the awe-inspiring, life-changing, RESULT-IMPROVING technique of
simply asking for what you want.
Although there are over 200 American billionaires, I've only interviewed 14 so far.
The single most common traits observable is the so-called "double bubble,"
which means being able to describe what they want in ten words or less,
and then asking people for help in getting it. Asking more people than YOU'VE been asking
Self-made billionaires, without exception, are those people
who ask for what they want more than anyone else around them.
So ask, ask, ask, ask, and then ask again and again� until they either throw you out�
� or until they say the word you most long to hear.
20% of all closers
produce 80% of all results.
These people earn, on average, 4x the income earned by those in the bottom 80%.
When you are in the top 20% of the top 20%, you are now in the top 4%.
THESE people earn, on average, 16x the earnings of those in the bottom 80%.
When you are in the top 20% of the top 20% of the top 20%, you are in the top .08%
THESE people earn, on average,
BE CLEAR IN YOUR MIND:
Moving up the ladder does NOT require any great intelligence,
or friends in high places, or even great talent.
This is a clear fact of life proven by the experiences and words of more than
1200 self-made millionaires interviewed in 1994.
Having great intelligence, or talent, or �connections� are all helpful...
yet the majority of top producers made it up the ladder
by doing nothing more complicated than following the Rules of Success.
One of the great powers you can tap into is, simply enough,
knowing and acting upon the knowledge that it is WHAT you say means less in
determining the outcome of a conversation; it is HOW you say it that means more.
Tap into this Power Tool again and again for 2 weeks, and see for yourself. Is this fair enough?
when you hear an objection,
agree
with it, resolve itand ask
"iS Wednesday good FOR YOU, or is Thursday better?"
or,
Which day is better for you?"
The stupidest thing I suppose I've ever heard a salesman say was,
Have the audacity to do things just a bit differently.
NEVER tell a customer they're wrong.
Agree with them.
"Yes, sir, my company recognizes that,
and that's why our company has done the competition one better by _________.
If that answers your concern, shall I put you down for two of the brown, or did you like the blue ones better?"
Keep asking closing questions, such as:
"Fair enough?"
and "Does that satisfy your concern about the __________?""Great! How many would you like?" "What time of day is best for delivery?"
"Which day is better for YOU, Thursday, or Saturday?"
"No problem. We can also come Monday or Tuesday.
Is Monday good for you, or is Tuesday better
?"
"Okay?"
The more you ask, the more you receive.
Period.
A.B.C.
= Always Be ClosingI'm not printing these for my health. They are for you to use TODAY.
80% of all "yesses" occur
AFTER
The more you
Please; don�t tell me. Show me. Better yet, show yourself.
The more you
It�s simple mathematics:
Dial More
Smile More
Close More
The people who consistently follow these 3 rules
consistently make double the income of those who haven�t got the brains to
dial more, smile more, and ask for what they want� �more!
Whoever
asks the most, receives the most. Period.Whoever
asks the most, receives the most.Be more creative in answering people's objections
!!
USE THE CUSTOMER'S NAME OFTEN !!!
If you can create better rebuttals & power statements than those I share w/you, please do not tell me:
Tell the customers
, because they'll pay you more than the company will!!
If you're too lazy to produce your own power statements,
just use the ones that work for those of us who produce..
There are literally thousands and thousands of books, tapes, videos on the subjects of prospecting, presenting, and closing.
There are thousands of top producers who will happily share their "secrets" if you only invest the effort of asking.
If you�re smart enough to know how to get people to say "YES" to you, then please show us; don�t tell us. If you DON�T know how to get people to say "YES" to you, ask for help or find another yob.
When you got into hot water as a kid, you certainly sharpened your skills for creatively talking your way out of it, didn�t you?
Use that same creativity in selling. Practicing in front of a mirror sharpens your selling skills... so does listening to tapes, and taking notes at seminars, and reading books from Elmer Wheeler, Brian Tracy, Denis Waitley, Roger Dawson, and so many others.
Stop talking about what you�re capable of doing.
Do it!!
When You Hear An Objection,
agree
with it andresolve
it and ask
"No problem -- we can also ______ and _____. Which is better for YOU?"
No matter WHAT they�re throwing at you, you want to respond with, "GREAT!!" Then, justify the "GREAT!!"
No matter WHAT they�re throwing at you, you want to respond with, "GREAT!!" Then, justify the "GREAT!!"
"I don�t have time."
"That�s GREAT, Mr____; that�s exactly why you�ll want to take a look at our super time-saving features." We have consistent evidence from MANY of our repeat customers that the _________ we provide will save you valuable hours every month in and month out.
Is _________ good for you, or would you prefer ___________?"
"I don�t want to buy anything."
That�s EXCELLENT, Mr. ______, because all we ask for you to take a look, and then decide for yourself. Is that fair enough? Great. Friday good, or is Saturday better?
IT�S NOT THE EVENT.... IT�S HOW YOU
TO THE EVENT.
REACT..... OR RESPOND
LOSERS
FIX THE BLAMEWINNERS FIX THE PROBLEM
It's YOUR focus to use or waste:
focus on what's wrong, or focus on how to fix it.
As always, it's your choice, and your results will always be consistent with your efforts, hm?
Please, stop telling us what you know;
show us what you know.
LOSERS HAVE A LIST OF WHAT THEY DON�T HAVE.
WINNERS LIST WHAT THEY HAVE AND
HOW HOW HOW TO BEST
If you were paid 1,000 dollars for each idea on how you�d accomplish one of your wishes, with a one-hour time limit,
how many ideas would we see?
These are the truest magical shortcuts,
direct from the mouths of a thousand millionaires.
What else needs saying?
Stop talking. What is the desired end? How many ways can you produce to get it done? Put it in writing in the next 100 seconds.
I�ve personally interviewed more than 1,200 millionaires, most of them self-made men and women. The one single commonality found amongst nearly a thousand of them was their own statement
that their success was due to incessant goal-setting, and brain-storming ideas on how to get it done.
If you�re really desirous of increasing your income, of being one of our true leaders,
I think you�d be best served by getting out your pen and paper and get busy.
More importantly than what I think is a good idea, what do YOU think?
Please don�t tell us... show us.
A habit = whatever you repeatedly do.
What are YOUR habits? What do YOU consistently repeat each hour of each day?
How you spend this minute is a clear preview of how you are spending your life !!!
A habit = whatever you repeatedly do.
What are YOUR habits? What do YOU consistently repeat each hour of each day?
Remember: how you spend this minute, & this week is precisely what you'll look back on.
Do you want those reflections to be of blah level, or of trying your hardest at something?
Whatever
you decide to do about the next sixty seconds.... well... what you are doing will speak so loudly... that you need not open your mouth.A wise man said, "First we make our habits; then our habits make us." Habits are just repeated actions. It's simple.
What will YOU do with the next ten minutes of your life? Please, don�t tell me... show me. Better yet, show you.
4 KEYS TO RESOLVING AN OBJECTION:
Identify
Isolate
Capitalize
Solve
IDENTIFY THE OBJECTION: "You�re concerned about ___________, Mr. Thompson? ISOLATE THE OBJECTION.
"Is that the only reason, Mr. Thompson?"
CAPITALIZE ON IT
"If I can find a way to satisfy your concern about this, Mr. Thompson, can we do business today?"SOLVE IT !!
"Great, Mr. Thompson, what I�ll do is ________________.
Sometimes when you're making a presentation, the man or lady will ask you a question, such as,
"How much is that?" or "Which system do I have to take?"
These questions are called
BUYING QUESTIONS
or BUYING SIGNALS.
No matter what the question is, or what your answer is, it is
IMPERATIVE THAT YOUimmediately finish your response with a closing question, such as,
"Isn't that GREAT!?!"
or
"Is THAT fair enough?"
"When would you like us to install it" or, simply enough,"OKAY?"
Respond to all verbal obstacles with agreement, suggest resolution, and then.. the all-important, literally ALL-IMPORTANT closing question, actually asking for that YES... yes to what? Be Precise!
YOU WILL MAKE AT LEAST ONE SALE FOR EVERY 10 PRESENTATIONS.
I REPEAT: AT LEAST ONE EXTRA
Repeat a habit 10 x more before today ends.
Pick a good habit that you DO have, any one at all. Repeat it more than you ever have before !!
You don�t even need to take the word of someone who�s walking the talk; not by any means: DO IT YOURSELF AND THEN EXPRESS YOUR OPINION.
Aptitude
is NOT about ability.
It is nothing more... ...or less, than
the time required
to attain mastery of a repeated task.
Repeated
taskAttitude
supercedes
Aptitude
in determining
Altitude
