by Wendee Mason

Look Good 1.

You must look the part. Polish the shoes, wear flattering clothing. I f you want your prospect to think you are successful, look the part.

Rapport: 2.

Find prospect’s personality style and decide if truly a prospect. Stay on topics that will pertain to your mission. Stay away from superficial conversation that will not help you determine if they can do business with you. Get their name and business card.

Easy to sell because they’re in an emotional state of mind. Get them talking about themselves and their goals. Enjoys talking, so listen and probe. Focus on how to make their dreams come true.

Simply jump on their dreams with them.

Discuss their opinions, ideas, and dreams, but not facts. "Nut and bolt" details bore them quickly. Sell emotionally; cover the details later. Be entertaining; they have no patience for boring talk. Do not hurry the discussion; they enjoy conversation.

They want special attention. New, different, and novel excites them. Don't be conservative; develop new ideas boldly. Try to explore alternative solutions together. Involve other happy clients in your stories. They’ll buy quickly, even without a formal proposal. Get them to initial an agreement.

Be prepared to get to your points quickly.

Assure Driver that time will not be wasted.

You must be precise, effective and organized. Hit quickly and hard because they are impulsive. Be firm and sure of yourself. Stress "What's in it for them."

Focus your conversation around the Driver's goals. Prepare solution with clearly defined pros and cons. Back up your facts with solid proof. Provide the Driver with options for a sound decision. After sale, confirm that the benefits are as planned.

Suspicious of anything that looks too perfect. Document how your product has helped others. List the advantages and disadvantages. Be prepared to answer all of their questions. Show them how to track the results.

The more numbers, the better.
Don't use a gimmick for a fast close.
Give them a step by step timetable.
Do not rush their decision making.
Send a follow-up letter on benefits and commitment.
Assure them service will be thorough and excellent.

Spend a lot of time in the rapport building step. Take them out to lunch, get into their personal life. Project that you are interested in him/her as a person.

Selling the Amiable Personality 12. Try to find out their personal goals.

Try to support their feelings.

Study their personal needs as well as business. Offer personal assurance of support. Show them that there is minimal risk. Don’t rush them. Offer guidance.

"May I ask you some questions?"

"Do you mind if I ask you some questions to determine if I can help you?"

Using direct questions, find out Hot Button: The reason they will buy. SIP: Specific Interest or Problem EBM: Emotional Buying Motive. Ask questions until you find out all the information you will need to close the prospect.

Feature: An aspect about your product or service, a fact. Includes numbers, statistics, anything you can see, touch, hear, feel about your product, such as size, how fast it is, ingredients, warrantee, color, how it is used, shape, safety, or features.

Examples:

"The benefit of this feature is . . . "

it’s easy to find, easy to use, saves you time or money, more convenient, very practical, you’ll look great in it, easy to apply, compliments your outfit, you’ll feel better.

Create a word picture placing the prospect in the story enjoying the benefit you just mentioned. "Imagine yourself..." Try to make them smile during the sizzle. End the sizzle with a hook.

Find out the prospect’s opinion after every Feature, Benefit, and Sizzle.
"You’d like that wouldn’t you?"
"Would that be of benefit to you?"
"What do you think?"
"How does that sound to you?"
"Can you see how this would help?"

Slow down. Realize an objection shows interest in your product or service. Smile at your prospect, show compassion for their viewpoint. Don’t be in a big rush to interrupt them.

Thank you for sharing your opinion.
I appreciate your sincerity.
I’m glad you told me your concern.
Thank you for expressing your concern.
Nod your head and smile.
You have a valid point.

"You must have a reason for saying that, do you mind sharing with me what it is?" "Thank you for sharing. Could you tell me in more detail about your concern?"

4. Hypothetically solve the problem Find out if there are more objections: "Suppose I can solve that concern to your satisfaction, would there be any other reason why you wouldn’t want to buy today?" If yes, go to step one.

Objections: Step Five 23.
5. Turn the objection into a question: "So I guess your question is . ." Find the true question underneath their objection. "Is that your question?"

(If you want the Objection Flash Cards to turn objections into question, with the answers. Call 1-888-436-FATE)

Feature: Fact/ aspect about the product
Benefit: The advantage of the feature
Sizzle: Visualization of them using and enjoying the product
Hook: A question to determine interest

Sizzle Step: A visualization of the 25.

Prospect using and enjoying your product or service. Have them visualize a scenario where they are fully involved with your product. Make them the smart hero of the story using your product or service. Have them see, taste, smell, hear and experience your product or service.

Sizzle Step: Example 26. SP _ "Let's review. At the moment you are suffering from headaches, you’re not eating right, and you have high cholesterol. Is that right?" (Emphasize their problem)

SP _"We can reduce those concerns of yours and have you look and feel better. Would you like that?" (Give them a solution)

"Imagine yourself feeling great because you know that you and your children are eating the proper nutrition on a daily basis. As a result you are headache free. You’d like that wouldn’t you?"

A Trial Close is more valuable than a Close, because it flushes out valuable information that allows you to plan your way through to a successful conclusion. The Close is easy when Prospects are ready to buy but impossible if they aren’t.

Trial Close Examples: 29. SP _ "What do you think of that?"

SP _ "If you were to acquire this, would you want the vanilla or the chocolate?" "If you were to start this, would you want to pay with credit card or with check?"

Cold Response: "Well, I really can't see how it would fit in our budget." (You have an Objection to handle. To flush out their concern go back to Question step to find EBM.)

"It does sound interesting."

Add more Benefits and Sizzle. They want you to convince them they are making the right decision. They need to know this is a good value.

"Sounds great! What about delivery?"
"Is it available now?"
"Do you take credit cards?"
"How many spaces are available?"
"Can I write you a check?"
Close with Alternative Choice Close

"Would you prefer the chewables or capsules?"
"Do you want to take this now, or have it delivered?"
"Do you want a box or a bottle?"

Ascending Close: 35. Get them to say "yes" 5 times by repeating their Interest or Problem. " Let’s review. You said you wanted to feel better, is that right? You also said you are want to lose weight, is that correct? You feel self-conscious in front of the mirror and you want to feel more confident, right? You’d like to learn how to eat healthier, yes? You’d like to start eating more fruits and vegetable, correct? Would you like to start now?"

Alternative Choice Close: 36. Will this be check or charge?
"Would you like me to ship this or will you pick it up?"
"Would you like to be a distributor or a preferred customer?"
"Would you like the chewable or capsules?"

Will it do the job? Is the price justified?
Will it be a hassle to change?
What will others think of it?
Do I need it now?
Am I acting logically or rashly?
Ask these questions in the form of, "You’re probably wondering if the price is worth it?"

To further discuss the product or socialize will degrade your selling. Do not buy it back: "You have made a great decision. You will be very pleased with the results."

©2000 Review the SellSmart Flash Cards before your sales presentation to help remember the steps to close the sale. You can order the complete SellSmart Manual, Objection Cards and audio tapes at: (760) 434-3566 or (888) 436-FATE  SmartWorks PO Box 2691, Carlsbad, CA 92018-2691 www.WendeeMason.com

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