I see salesmen talking and selling, but never being able to close. They use outdated techniques from 30 years ago. The world now is over exposed and over marketed to. Buyers are more sophisticated. We have to change.
I wrote
Getting "Yes" Decisions: What insurance agents and financial advisors can say to clients.
Most salespeople believe the closing happens at the end of the presentation. It doesn’t. It happens in the first few seconds.
The biggest change in the selling process has happened over the last 25 years. Brain science has proven that the subconscious minds of our prospects make snap decisions about us. This book shows us what to say during those first critical seconds. Prospects and clients judge us harshly, and they do it in the first few seconds.
The case studies and proof will change how we look at selling forever.
Get our prospects to make a "yes" decision immediately ... even before our presentation begins!
Pre-closing is natural. We make a final decision to go to a movie before we see the movie. We make a final decision to go to a restaurant before we see the menu. It is the same with sales presentations. Prospects decide first if they want our business or product, before they see our facts, features and benefits.
Closing at the end of our presentations creates stress for us and our prospects. We hate the feeling of pushing for a final decision at the end…
This book focuses on building rapport more than any structured sales close. If people trust us, believe us, and feel we care, this turns out to be more important than a power close.
Each chapter focuses on one rule or tool that we can use immediately to connect and bond with our prospects. There is a reason this is the best-selling book of all time. The lessons are timeless. It makes for easy reading because of the story format.
Millions of people around the world have - and continue to - improve their lives based on the teachings of Dale Carnegie. In How to Win Friends and Influence People Carnegie offers practical advice and techniques, in his exuberant and conversational style, for how to get out of a mental rut and make life more rewarding.
His advice has stood the test of time and will teach you how to: - make friends quickly and easily - increase your popularity - win people to your way of thinking - enable you to win new clients and customers - become a…
Getting attention is the easy part. Keeping that attention requires using these magic phrases to ward off distractions.
Through sound bites, word pictures, and great hooks, we can actually get prospects to listen to us, and internalize our message. With today’s micro-attention span, we need to up our game and capture our prospects’ minds. The word phrases to command attention are as easy as, “I have some good news and some bad news.” Instant attention to what we will say next.
One distributor gains a new team member. The other walks away empty-handed.
What was the difference?
The words they used.
Certain phrases hold our prospects’ attention long enough for us to deliver our sales message. Prospects have one focused thought at a time. We want that thought to be about us.
The most important currency of this century? Attention. Everyone is fighting for our prospects’ attention. Intrusive ads, notifications, shiny objects, constant messaging and more combine to pull our prospects’ attention away from our offer.
Focus and controlling our prospects’ attention is the first step. Add some conversational hypnosis and we will have more influence over the outcome.
The authors believe in carefully crafted sales scripts to talk to the unconscious mind of our prospects. While these structure sentences seem challenging at first, we gradually become aware of their power as we progress through this book.
Provides salespeople with information on hypnotic techniques and how to use them in sales presentations and script books to win the customer's trust and make sales.
Simple lessons on storytelling structure. Plus the book is short and entertaining because of the stories and the backgrounds.
We don’t need a complicated 12-step Hero’s Journey story structure for selling. Our prospects won’t have the time for our prose, and we can’t command the attention like a hundred dollar movie production. Instead, we have to engage our prospects’ imagination fast.
Storytelling is a great way to sell to our prospects.
In the new world of instant decisions, we need to master the words and phrases to successfully move our potential clients to lifelong clients. Easy … when we can read their minds and service their needs immediately. This book shows us exactly what to say, word-for-word, and exactly what to do. No theory. Just skills.
I grew up a fan of an evening news segment called “On the Road with Charles Kuralt.” Kuralt spotlighted upbeat, affirmative, sometimes nostalgic stories of people and places he discovered as he traveled across the American landscape. The charming stories he told were only part of the appeal; the freedom and adventure of being on the open road ignited a spark that continues to smolder. Some of my fondest memories from childhood are our annual family road trips, and I still jump at the chance to drive across the country.
Head West in 1865 with two life-long friends looking for adventure and who want to see the wilderness before it disappears. One is a wanderer; the other seeks a home he lost. The people they meet on their journey reflect the diverse events of this time period–settlers, adventure seekers, scientific expeditions, and Indigenous peoples–all of whom shape their lives in significant ways.
This is a story of friendship that casts a different look on a time period which often focuses only on wagon trains or gunslingers.
After four years of adventure in the frontier, Win Avery returns to his hometown on the edge of the prairie and tracks down his childhood friend, Jeb Dawson. Jeb has just lost his parents, and, in his efforts to console him, Win convinces his friend to travel west with him―to see the frontier before it is settled, while it is still unspoiled wilderness.
They embark on a free-spirited adventure, but their journey sidetracks when they befriend Meg Jameson, an accomplished horsewoman, lost on the Nebraska prairie. Traveling together through the Rocky Mountain foothills, they run into Gray Wolf, an Arapaho…
