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 They use outdated techniques from 30 years ago.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…
The plan was insane. The trap seemed to snap shut on Bruce and Maggie Tate, an isolation forced on them by the pandemic and America's growing political factionalism. Something had to change.
Maggie's surprising answer: buy a boat, learn to pilot it, and embark on the Great Loop. With no…
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.
When we're children, we're asked what we want to be when we grow up. But what if there isn't just one career for us in our lifetime? What if we can have a squiggly line career that spans professions and industries?
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.
In May 1941, Bartlesville, Oklahoma, hums with talk of spring flowers, fishing derbies, and the growing war in Europe. And for the residents of a quiet neighborhood boarding house, the winds of change are blowing.
Self-proclaimed spinster, Bessie Blackwell, is the reluctant owner of a new pair of glasses. The…
