Leadership is about influence. Influence is a skill, a tool and a weapon. Use it with belief.
1st Before you can sale a person you must have belief. You will never be a good sales person unless you have belief that the prospect will be better off for buying your product or service. Before you start selling: State 3 beliefs that you have about your prospects purchase?
Exposure X Conversion = Result Conversion is your ability to influence a prospective buyer to become a customer.
Questions a prospect will ask before Buying Now?
1. How will this make me look in front of my friends and family?
2. What is the price of not doing this now?
3. Is it worth the time, or money?
4. Do I really need it now or can I do it tomorrow?
5. Can you prove that it works?
6. Is it safe to buy?
Remember to Speak in emotions: What are the emotional reasons someone will buy today?
State your belief for the prospect. Why do you think this is best for them?
8 Steps to a Sale:
1. Set the stage, clear the slate, create your state. Why are you going to the meeting? What does this mean to you? What is your outcome?
2. Control the situation (questions). Congruency, he who is most congruent will influence the other
3. Continuity. Script, keeping yourself external.
4. Get Commitments. Get them to say yes 10 times during the conversation.
5. Enthusiasm, change peoples states
6. Sincerity, make people feel you really care
7. Close. Who got closed? Did they sell you they didn’t need the product or service or did you sell them that they did.
8. Post close wrap up. What did you do right? What did you do wrong?
Measure. What was your outcome and what was your result? What was your conversion rate?
Hope this helps all the sales people who read my blog. Please send me questions and comments. R