I see a lot of direct sales people, multi-level marketers, and insurance agents did this classic move that will affect their sales results most of the time – Give too much information too soon.
Now of course you need to be giving lots of information in order to educate, convince, and SELL your products to your prospects. But that doesn’t mean your prospects need to know ALL the information and listen to you talk only about how great your products and services are.
What they want to know is HOW YOU AND YOUR PRODUCTS CAN BENEFIT THEM AND MAKE THEIR LIVES BETTER. Period!
But how can you convey this message in a way that doesn’t put people off and make them shut their doors of interest?
I am going to reveal a few of my insider blueprints of getting people to open up their hearts and mind, trigger their desire to WANT to know what is it that you have to offer. I have taught and helped many sales professionals apply the techniques to improve and skyrocket their closing ratio, which I have been using all these years as a ‘zero knowledge’ in sales and marketing young ‘boy’ to a high achieving sales entrepreneur in the insurance industry hitting the top tier incentives year after year.
Here it goes…
You can sell nothing to no one if you are not likeable. Likeable doesn’t mean you need to please and always be agreeing to what others say. Likability is an art form. Its in between having the confidence to know where you stand and at the same time knowing how to relate to others.
If you are able to relate to others in an emotional level, you have won the game of them having a great first impression about you. Tips to win your prospect’s heart :
a) Be curious about them – Make them feel special by seeking to learn and know more about them than just asking questions like what do you do and where you’re from. Go deeper. There’s a saying : ‘seek to understand first before you seek to be understood.
b) Compliment from your heart – A lot of times, you can tell when a compliment is fake and insincere, especially when you are affiliated to a group or organizations where some members of that group suddenly complimented you on something, with the following topic that leads to a favor he or she is trying to get you to agree on. Or when you complimented someone’s T-shirt for looking nice on them. People can tell if you are really complimenting them from the heart or not.
c) Be present – This sounds simple but are you really 100% present when you engage with your prospect or a new friend? Do you occasionally check your phone in the middle of a conversation? Do you stray your eyes across the room whenever someone is passing by? These are little details of body language people can subconsciously tell when you are totally present or not.
2. Ask relevant questions
Most of the time, you get restrictions, walls of disinterest expressed from your prospects the moment you start talking about your products is because you didn’t ask the RIGHT questions that hits their problem. EVERYONE have a problem they are trying to solve. ANYTHING. Whether what you are selling fits their need or not is a different thing.
For you to ask the RIGHT questions accurately that hits their pain or problems, you need to be doing enough of the rapport and win enough of their hearts first. If they don’t express, you will depress. Why? Because you don’t know what they are THINKING! Period! You cannot take out an AK47 machine gun and simply open fire. You will hit the wrong people that will cause you a lot. In this case, time, money, and energy. Tips to ask to right questions : What are they currently working on? Who matters to them? What are their challenges at the moment? What are they trying to solve? What are their goals? These are the questions you need to be asking in your own words so you can tie what you promote to them.
3. Never reveal your company name first.
People might not like the company because of a previous experience or have heard from someone telling them the negative aspects of the company. But what if you and the prospect can get along well? What if he or she likes you and want to support what you do? However, because you have distributed your name card first and that FIRST impression your prospects have is a negative emotion. It is 10 times harder to influence someone’s negative impression to a positive one. It takes more effort. So why not win their hearts first, secure their attention and get them like you first instead? When their emotional state is in a constant flow, its hard to break the inertia. So even though they dislike the company you are representing, at least you have created a great first impression for them towards you. That emotion will be more powerful than the second emotion they will feel for disliking the company.
4.Get them to have small agreements often.
Psychology experts tells us that if people are agreeable towards you and your questions, they have a higher tendency to say yes to your subsequent offers. So make sure you get lots of small ‘yeses’ in between your conversation that will lead them to say yes to your offer to present your products and offers. In fact, people don’t like to say no. It is harder for people to say no than yes. Because people generally don’t want to offend others. So take this advantage to master your communication skill to secure more deals and close that sale.
With that, i wish you the best in making that sale and getting that business contract!
P/s: If you find my post helpful and beneficial, help me to help more people by sharing it.
Your Real Marketing Results for Real Success,
Recalling the days when I was training for the 100metres and 200metres track and field event during high school, the training was intensive. I remembered our coach made us run the 300metre dash with 90% speed(meaning 90% max of what an all out 100% speed required to do the 100metre dash).
I was running and sprinting daily without fail.
Not long after, I took part in the Mr. Sabah bodybuilding competition under the Junior Category as at the age of 18. I placed 3rd in the category.
Reminiscing my days of discipline, hard work, and rituals that I put in every day regardless rain or shine.
I believe the habits, the successful rituals, and mental strength I cultivated during my youth brought me to my career breakthrough and stayed on top of the game for many many years as well.
This post is about my recollection and many encounters with rich and successful people who shares the same or similar rituals I had to train for a competition be it in sports and in my career.
The daily rituals of most rich and successful people are:
1)They eat a healthy breakfast
You might think this does not matter, but the difference between eating an oily and unhealthy breakfast compared to a healthy one goes a long way for your energy and mental sharpness throughout the day. One of my friend, a successful self made multi millionaire told me he eats an assortment of fruits and juices first thing in the morning consecutively for 5 years now. Imagine his energy level and health condition. There are scientific reasons for eating healthy first thing in the morning. Our internal organs, especially our colon is at its strongest and most active state on the absorption of nutrients to nourish our bodies. So if you want peak level of energy and performance for your work and life, make sure your body is healthy first.
2) They exercise, daily
Yes, you read it, they exercise regularly without fail. Even the busiest CEOs or entrepreneur works out at least 3 times a week if not daily. My multi millionaire friend who has been juicing and eating fruits exercises almost everyday without fail. Regardless if he is out of his home town or not. Why is this so important? Your ability to focus and give your best to the world needs a lot of energy from you. The daily hustle that you face everyday, the work challenges, the stresses, can wear you down if you are not fit physically, what more mentally.
3) They read everyday
Most rich and successful people keep learning as their top priority. They read everyday to improve and grow their knowledge and expand their horizon. There’s a saying, “Your wealth grows in the extent that you do”
Meaning you will stay where you are financially if your personal being is stagnant. So pick up a book and start reading today, learn from the best, learn from those that has already done what you wanted to do, model them, seek growth. Mark Zuckerberg of Facebook reads a book every other week. I personally read at least a few pages of self improvement books daily if I am at my busiest days.
4) They pray or give thanks
Gratefulness is part of most successful people’s life. They are always counting their blessing and give thanks about what they have. Some will pray, some meditate on the things to be grateful about, either way, you will be able to find peace, joy, and love in your own life. When you do that, you will be able to send these fruits of the spirit out to people you come across in your life, be it at work or at play. Sometimes its hard, when you are facing an unforeseen circumstance, but remember to ask yourself, “what can be worse than this”? a quote from a top selling financial planner in Singapore who believes in asking yourself that question whenever you face a challenge in life. You can be grateful for little things in life like the sun that shines, the home that you have, the food you have, or even the job that you are doing. Find a way to be grateful. You’ll see your life change dramatically, I am still working on this too J
5) They stay focused on the task at hand
How many times do you check your phone in a day? Or how often do you check your emails and notifications during your working hours, or even when you’re with someone face to face? Successful people know that to achieve and accomplish great things, one need to stay focused and give it their best on the current work without getting distracted.
Set a time allocation, block your productive hours of the day for doing your important work and projects first. Don’t respond and react to the day’s buzzer or from people who seeks your attention. Focus on your goals and dreams first, before you can help others.
Often times I don’t even answer calls from clients who call me while I’m in the middle of a meeting, or even a text message from my personal assistant without completing my task at hand. If its really urgent, they will do whatever it takes to make sure they get me to answer the phone. You should time-block your activities throughout the day so you don’t waste your time. Try it, and you’ll see the difference in your life.
With the 5 essential rituals to help you become a life champion, I wish you all the best with joy, peace and abundance in your daily hustle charting forward, and towards your dream.
Your real marketing results for real success,
Persuasion expert, Coach
P/s: If you find this post helpful and beneficial, help me share this to as many of your friends as possible for their success.
Many B2C(business to consumer) or B2B(business to business) direct salespeople miss out at least one of the 5 different closes in between the selling process.
This is a major mistake most sales people or marketers make in offline selling without being aware of the importance of each 5 ‘closes’ or steps that leads to a “yes” from customers.
The 5 ‘closes’ are :
1) Close for the contact
You will need to first get the person’s contact number, business card, email address, whatever details you need to have about that person for you to reach out to them. If you miss out this step, how are you going to present your product or idea to them? This applies to online selling too but using different mediums to collect the contact details.(Will be a separate topic I will talk about in future)
2) Close for the appointment
If you didn’t manage to secure an appointment to have coffee or meet them up face to face, you literally have little to no chance to secure that BIG deal you wanted to secure. When people give out their time to meet you, it means they find value in you, besides your products. That itself will potentially allow you a 50/50 chance to open your file.
3) Close their desire or interest
Often times, most sales people will be too eager and excited to share and sell their products at the first appointment or meet up before triggering desires or getting a ‘yes’ response in their emotion and desires to know what is it that you have to sell. You need to create curiosity first. When people don’t need your products. You cannot sell, and they wont buy! Period!
4) Close the opportunity to do a presentation.
After you have caught the attention and triggered desires from your prospects, now you need to close an appointment for you to present your plan, your idea, your product. Because if you didn’t get their permission for you to present, chances of them buying will be low, although they might listen to you to accommodate you during the 2nd stage. Once they allow you to spend time presenting to them, you have a high chance of getting your buyers to take action and place the order.
5) Close that BIG deal
Now, after you have reached stage 4, you will need to ask for the order, negotiate, get them to take action. There will be a few principals you need to do here to get them to buy depending on the product you sell. Techniques from scarcity close, offers, bonuses that will get them to take immediate action. if you don’t close the deal here, follow up at least 4 times. Although I recommend give it 7 times before you keep them in the corner of your freezer.
So there you go, the 5 stages of closes you need to be doing before you get your deal and make the money as a result.
By the way, if you have not downloaded my FREE e-book on the “7 blueprints of securing any deal any time”, download them now here at : www.edgarpong.com/ebook/
P/s : If you find this helpful, or come across your friend who is in the selling role or industry, please help me forward, email, and share this post with them so i can achieve my mission to help more sales people breakthrough in their profits and income as a 5 figure earner.
For a better persuader,