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Magnetic Selling - the UltiMate Selling training

© 2009 QUantUM change SeMinarS DeDicateD to YoUr SUcceSS 1

Magnetic SellingQuantum Change

Seminars

Dedicated to YourSuccess



Welcome to Magnetic Selling

The Ultimate Selling Training

I am the world’s worst salesman, therefore, I must make it easy for people to buy.

Frank Winfield Woolworth



Table of contents ContentsWelcome to Magnetic Selling ...................................................................................................2Your Presenter .............................................................................................................................6Why is Magnetic Selling a Must ...............................................................................................7What will you be able to do? .....................................................................................................8Objectives .....................................................................................................................................9Other Trainings available .........................................................................................................10Who will get more value from this training? ........................................................................11Get the best from this training ................................................................................................12Agreements ................................................................................................................................13What is this training about ......................................................................................................14Social Introduction ....................................................................................................................15Elevator Speech .........................................................................................................................16Selling is the oldest profession ................................................................................................17Magnetic Selling Consists of: ...................................................................................................18Magnetic Pre-Selling – Step One .............................................................................................19Your Attitude / Go to Work to Work .....................................................................................19Cause and Effect ........................................................................................................................21Your Excuses ..............................................................................................................................22Perception is Everything ..........................................................................................................23Accept responsibility ... for your communication ......................................................24Presuppositions .........................................................................................................................25Communication Model ............................................................................................................26Vitamins for Success .................................................................................................................27Magnetic Requirements for a Successful Professional ........................................................28Set YOUR Intention for this Special Training .......................................................................29Set your Selling Goals ...............................................................................................................29The 5 Steps to Learning ............................................................................................................30Magnetic Pre-Selling – Step Two ............................................................................................31Prospect / Find Leads ..............................................................................................................31



Myths & more excuses: ............................................................................................................32Truths ..........................................................................................................................................33Make Prospecting Your Friend ................................................................................................34Other Prospecting Sources .......................................................................................................35Turn Cold into Warm ................................................................................................................36Turn Warm into Hot ..................................................................................................................37Turn Hot into Viral ....................................................................................................................38Magnetic Selling – Step One ....................................................................................................39Meet & Greet with Rapport .....................................................................................................39Welcome ... .................................................................................................................................40Every Act is a Marketing Act ...................................................................................................41Communicating with Rapport ................................................................................................42Control YOUR State ..................................................................................................................43Above and Below the line ........................................................................................................44Presuppositions, Aphorisms & Affirmations for Prosperity & State Control ..................45Incompletion Vs Completion ..................................................................................................46Anchoring – Circle of Excellence ............................................................................................47Worst thing that can happen ...................................................................................................48Best thing that can happen ......................................................................................................49Magnetic Selling – Step Two ....................................................................................................50Qualify to find Need, Want & Values .....................................................................................50USE ‘SENSORY ACUITY’ and CHUNK UP .........................................................................51Mind wants to Avoid PAIN or Gain PLEASURE .................................................................52Questions to Qualify .................................................................................................................53More Questions to Qualify ......................................................................................................54Magnetic Selling – Step Three .................................................................................................55Present with WIIFM Benefits Linking Needs/Wants/Values to Product/Service .........55Ask & You shall receive: ...........................................................................................................56Features < Benefits ....................................................................................................................57Three Vital Sales Skills: 1) Be a Great Story Teller ...............................................................582)Don’t tempt Fate Demonstrate ............................................................................................583) Be a Great Listener ................................................................................................................58Jim Rohn ½ dozen things that make a difference: ................................................................59



Magnetic Selling – Step Four ...................................................................................................60Be Prepared to Reframe and Clarify Objections ..................................................................60Objections as Buying Signals ...................................................................................................60Reframe the Objections ............................................................................................................62Remember NO = KNOW .........................................................................................................63Magnetic Selling – Step Five ....................................................................................................64Maintain Dialogue by Preparing & Taking Care of the Paper Work always assuming the sale .64Closing = Taking care of the Paper Work ..............................................................................6580/20 Rule ..................................................................................................................................66Close – What Close ...................................................................................................................66Other Effective Closes ..............................................................................................................68Magnetic Post-Sales – Step One ..............................................................................................69Ask for Referrals & Testimonials ............................................................................................69Questions to Unravel Testimonials .........................................................................................70How to ASK for Referrals ........................................................................................................71Magnetic Post-Sales – Step Two ..............................................................................................72Delivery and Follow-Up ..........................................................................................................72Under Promise & Over Deliver ...............................................................................................73Follow up and referrals ............................................................................................................74Charisma Pattern .......................................................................................................................75Satir Categories ..........................................................................................................................76How to get to the sweet spot-Elements of Effectiveness .....................................................77Your Business Plan Alignment with Neuro-Logical Levels ................................................79Needs Analysis ..........................................................................................................................80Sales .............................................................................................................................................83Your Positioning in the Market ...............................................................................................84Glossary ......................................................................................................................................85Notes ...........................................................................................................................................86Notes ...........................................................................................................................................86Put a Goal in Your Future 1 .....................................................................................................87Put a Goal in Your Future 2 .....................................................................................................88



Your PresenterGeorge Faddoul has trained thousands of people both in Australia & Overseas; he is a dynamic presenter on a wide range of topics ranging from personal growth to powerful sales trainings. His unique style is at once informative & entertaining, demonstrating his instinctive ability to convey the most sophisticated topics to his audience in an easy to understand manner.

George started his business career working in the Banking Industry for over eight years, where he began to develop his finance and customer service skills. This time was punctuated by an eighteen-month break to do his National Service for Australia. Upon leaving the Bank, George entered the Car Industry and quickly became the top salesperson in a Group of 12 Dealerships.

Five and a half years later, he started his own used car outlet, and operated it very successfully for approximately 9 years. George decided to have a break from cars, and spent three years developing real estate and dealing in Australian Art, and spent twelve months together with his darling wife Nitsa and his four lovely daughters on the French Riviera. Refreshed, George came back to the Motor Industry, starting two separate New Car Dealerships and running them most successfully for about eight years.

During that time, as a result of his pursuit of practical knowledge & his insatiable appetite for personal growth & development, George came across NLP he then became a Practitioner and Master

Practitioner of NLP, Time Line Therapy and Hypnosis, as well as a Certified Trainer of NLP. George took his new found skills to his New Car Dealerships, taking them to a whole new level. During that time, he also took time off work to assist at various Trainings both here in Australia and in the US. George then sold his Car Dealerships, and decided to become a full time Trainer. That was about nine years ago now, and George has since conducted Seminars locally in Sydney, in Melbourne & in Brisbane, as well as Internationally both in the Middle East & in the United States. During that time, he also became a Certified Trainer of Hypnosis & a Master Trainer of Time Line Therapy.

George is the author of three bestselling books 1) How To Get A Bigger Bite Out Of Life, now in its sixth printing, 2) Secrets Of Great Success Coaches Exposed!, and 3) The Modern Day Alchemist from the Land of the Pharaohs.

George loves to travel, and enjoys the company of motivated people.



Why is Magnetic Selling a Must

Have you ever had to ask someone to do something for you?

Have you ever had to compete for someone’s attention? Have you ever had to instruct anyone to do something?

Have you ever had to persuade anyone to your way of thinking?

Are you losing sales because of your team’s lack of Sales skills?

The fact is, everyone is in sales. Whatever area you work in, you do have

clients and you do need to sell.Jay Abraham



What will you be able to do?

Become the Best Sales Person YOU can possibly be, by focusing on the right step of any sale ... at the right time. Pre-Selling 1-Your Attitude 2-Prospect/Find LeadsMagnetic Selling 1-Meet & Greet – Build Rapport 2-Qualify to find Need/Want/Values 3-Link need to product/service by Presenting with WIIFM Benefits 4-Be Prepared & Clarify Objections 5-Maintain Dialogue & Assume salePost-Selling 1-Ask for Referrals & Testimonials 2-Delivery and Follow-up



Objectives

• Acquire a blueprint for Selling

• Be able to add value to organisations

• Become a Magnetic (1:100) Salesperson

• Join the World’s Highest paid Profession

• Sell your ideas easily & effortlessly

• Move & influence people with your words

Rehearsal is the WORKPerformance is the relaxation

Michael Caine



Other Trainings available

v We strongly recommend you learn NLP

• i-NLP Practitioner Certification • NLP Master Practitioner Certification • NLP Trainers Training Certification

• The Best Therapists are ...• The Best Coaches are ...• The Best Presenters are ...• The Best Trainers are ...• The Best Sales Professionals are ...

... NLP Trained.

v Quit Cigarettes in 60 mins

v A Journey of Discovery ... ... Visit the land of the Pharaohs



Who will get more value from this training?

The person who has an open mind

The person who is open to new possibilities

The person who is willing to learn

The person who incorporates feedback well

The person who is prepared to practice

The person who is ready to give it their best

The person who is willing to do WIT

Do not measure your life by your goals, but by what you are actually doing

to achieve them.

Peter Drucker



Get the best from this training

• Notes

• Spy

• Listen / Participate

• Go for Excellence / Be Thankful

Paradox of Duality:

Genius is the ability to hold two opposing thoughts in one’s mind simultaneously

Leonardo Da Vinci

Key Concept for a Professional Sales Person:

Assume the worst & expect the best

George Faddoul



Agreements

• Have fun

• Switch Mobile phones/ Pagers etc… off

• We will have 15 minute breaks every hour & a half

• This is an Intensive Training

• No recording of any kind

• Keep an Open Mind

• If you have any problem at all, only talk to someone who can help ... and that’s the coaches at the back.

• Remember to … Have fun!



What is this training about

It’s about making you the best:

Magnetic Sales Professional you can possibly become...

We’ll work on mind set and techniques ...

You’ll have to put in the work, and take the time to practice, and apply the skills.

The Art is hiding the Art

Laurence Olivier



Social Introduction

Your name:

Where are you from?

How did you hear about this training?

What’s your background (briefly)?

What would you like to get out of this training?



Elevator Speech

My name is ...

I’m from ...

• I help people get a bigger bite out of life

• I help people get more abundance

• I help people Quit Cigarettes in 60 mins™

• I help people become Magnetic Sales Professionals

• I teach people how to double their income

• I help people double their income

o Guaranteed

o And I back it up with a Guarantee



Selling is the oldest profession

OLD PARADIGM NEW PARADIGM

More talking More listening

10% Rapport 40% Built relationship

20% Qualify 30% ID Needs (Values)

30% Present 20% Present – match need to service

40% Close 10% Confirm/Close

Attitude: Attitude:

Buyers are liars Friend for Life

A.B.C Closing is Opening is most Important Important

Pre-historic Neo-Professionalism



Magnetic Selling Consists of:

2 Pre-Sale Steps, necessary to take you to the top of YOUR Profession

5 Steps to Magnetic Selling, and ...

2 Post-Sale Steps, necessary to keep you at the top of YOUR Profession

Remember:Everyone lives by selling something.

Robert Louis Stevenson



Magnetic Pre-Selling – Step One

Your Attitude / Go to Work to Work

He that is good for making excuses is seldom good for anything else.

Benjamin Franklin



Requirements for a “Sale”

• 90% of ALL sales happen first in … • Basic Requirements:

3 Two parties 3 An objective 3 Willingness and capacity to reach a

settlement 3 Both parties experiencing win/win

• A sale is always taking place



Cause and Effect

An Ancient Hermetic Concept

To gain maximum power, take responsibility for everything that happens

in your universe

Question is:Which side of the C/E continuum are you on? Are you at cause in your Universe, or Are you at effect of circumstances in your life?



Your Excuses

• That was a terrible lead

• I have food poisoning

• The Sales Manager does not like me

• I’m so tired

• He just wouldn’t cooperate

• They were only ‘shoppers – tyre kickers’

• I’ve had an argument at home

Remember WHO’s in charge ... C/E

WIT Everytime …

Everything COUNTS



Perception is Everything

Perception is reality

Perception is projection

Perception is a construction

Perceptions control behavior

Act as the CEO of your Conglomerate

As a CEO you act, you dress, you think differently. You are no longer the victim, but definitely at Cause

Attend the University on Wheels

Turn your driving time into learning time



Accept responsibility ... for your communication

The meaning of your communication is the response you get



Presuppositions

• The Law of Requisite Variety• People always make the best choice• Resistance indicates a lack of Rapport• Choice is better than no choice• Just about anyone can learn to do

anything• People have all the resources they need• There is no failure, only feedback• Chunking, if it’s hard work reduce it down• We are responsible for creating our

experience • Energy flows where attention goes• There are no resistant clients, only

inflexible communicators• Communication is redundant • If what you’re doing isn’t working, do

something else, do anything else



Communication Model



Vitamins for Success

A) Attitude, including Ambition (hunger) intend to be in the top 10% of your profession – Assume the worst – Prepare

B) Belief, in you, your product & service (my brother, my parents & I use this product) Love what you do, it builds trust & credibility

C) Courage, to face your fears, rejection is not personal, 2000 / 4000 commercial messages Continuous improvements Read 30 mins a day

D) Discipline, to do what needs to be done, the determination & dedication to stay on track Expect the best, do your homework

E) Enthusiasm and your Evaluation of yourself Professional, Consultant , Advisor, Expert Guide (People accept your New You)

F) Fun, life is too short...



Magnetic Requirements for a Successful Professional

Know your ProductKnow your CompetitionMake your Word Law in the UniverseBe a great Time ManagerExcel at Customer ServiceContinue to Learn by investing in YOURSELF

Remember: Your level of conviction is what sells

You may only be one skill away from doubling your income

George Faddoul

You don’t get paid by the hourYou get paid by the value you bring to the hour

Jim Rohn



Set YOUR Intention for this Special Training

Remember: The Peter Principle People rise to the level of their incompetence.Laurence Peter

Remember: Parkinson’s LawWork expands to fill the time available for its completionC. Northcote Parkinson

Set your Selling Goals

Some people see things and ask “Why?” But I dream of things that never were

and say “Why not?” George Bernard Shaw



The 5 Steps to Learning



Magnetic Pre-Selling – Step Two

Prospect / Find Leads

Begin with the end in mindStephen Covey



Myths & more excuses:

• It’s Hard • You need to be a good talker • You need to have the gift of the ‘gab’ • Others have been doing it for years • I can’t start, I’m not perfect • I don’t like selling • I don’t have time • I’m not confident enough • I have a terrible voice • No one wants this ‘stuff’



Truths

Accept Responsibility Perception is everything Your Focus – Your realityYou are the centre of your universeState Control – Love, Joy & Happiness Thoughts – Words – Actions – HabitsNot Ready, Aim, fire - Ready (take action) FIRE … Aim Get started not Get perfectDon’t wish it was easier wish you were smarterEveryone is tuned to WII FMIt’s never too late – Now is the right time



Make Prospecting Your Friend

Best Source 3 Your Personal NetworkWho do you know? It is estimated that average Joe knows 260 people

Make a list – Today (at least 100)

Then Sell by Invitation:Offer a Valuable Gift for more informationThat’s Permission Marketing ...Build a strong relationshipThat’s now Relationship Marketing ...Recruit others to help, andThat becomes Viral Marketing ...



Other Prospecting Sources

3 Existing Clients3 Advertisements3 Industry & Trade associations3 Yellow Pages3 Think outside the square ... Other





Turn Warm into Hot

For strong relationships differentiate yourself from your competition

Thank you notes (Remember Joe Gerard)

3 Wishing you great success in life, 3 Thank you for your business, your friend 3 I hope these strategies help, gratefullyLunchesSpecial Gifts (Discover what they love, their hobbies etc – by asking) Maybe Travel related ...

3 What do you love to do when you’re not working? 3 What’s your biggest dream or goal? 3 What’s the greatest challenge in your life?CD / DVD’s / Books, favourite place, Opera,Articles (cut them out) Magazine subscription (every month) top of mind, buying awareness!!!!

Seasonal gifts!

Connect with a difference by supporting their dreams



Turn Hot into Viral

Create or find a Niche

Encourage Word of Mouth or Word of Mouse

Make it EASY for people to catch and spread YOUR virus



Magnetic Selling – Step One

Meet & Greet with Rapport

Moments of TruthThe sequence of critical transactions across

each stage of the ownership cycleJan Carlzon



Welcome ...

Establish Rapport (NLP) through

Pacing & Leading ...

NOT weather, cricket, fish tanks etc

Unless they want to ... that’s different

No ‘chit chat’ for the sake of ‘chit chat’

Observe their:

Personal space

Hand shake and

Eye contact

Remember: You don’t get a second chance at a first impression



Every Act a Moment of Truth

Approach any medium, be it:

Phone

Email

Brochure

Advertisement

Web Site

Any Interaction…

With a SMILE

Remember: Every Act is a Marketing Act – Harry Beckwith

Remember: Smile, this is your ‘Bread & Butter’ and you want to make a FRIEND FOR LIFE

Golden Rule: SMILE



Communicating with Rapport

Communication is:7% Words38% Tonality55% Physiology

VIS AUD KIN AdSee Hear Feel SenseLook Listen Touch ExperienceView Sound Grasp ThinkClear All Ears Concrete UnderstandPicture Rings a bell Get a handle Process



Control YOUR State

“The strong man is the one who is able to intercept at will the communication between

the senses and the mind”Napoleon Bonaparte

Remember “The Loose Canon”



Above and Below the line

The Emotional Vibration Line

High Vibrations

+3 Ecstasy/Bliss/Unconditional LOVE

+2 Appreciation/Love/Joy

+1 Inspiration/Empowerment/Enthusiasm

Truth/Acceptance/Relaxation

___________Above the Line Below the Line

Nitpicking/ Complaining/ Focus on Negatives

-1 Anger/Frustration/Blame

-2 Sadness/Depression/Guilt

-3 Fear/Anxiety/Shame

Low Vibrations



Presuppositions, Aphorisms & Affirmations for Prosperity & State Control

• I live in an abundant Universe • I’m a professional ‘Magnetic’ Salesperson • I’m an awesome trainer • The Universe wants me to Prosper • I congruently believe in Abundance &

Prosperity • Money is Energy • I pay myself first • I Project Financial Success • Wealth is a State of Mind • Good things come to me easily • Money is a Valuable and Powerful Tool • When it comes to Money, I’m in Charge • I very successfully work for myself • I associate with prosperous people • I’m a great Sales person & I’m always

looking for Win/Win Situations • I sleep well with a clear conscience



Incompletion Vs CompletionIncompletion causes energy to drainCompletion restores energy

My List of Incompletions:

My Commitment to Completion:I ………………………………… hereby declare that I will complete the following items by the actual date that I have nominated:Situation: Completion Date:

Date & Sign

My Proclamation of Completion:I ……………………………hereby proclaim that the following items are now complete in my life:

Date & Sign



Anchoring – Circle of Excellence



Worst thing that can happen

Assume the Worst…



Best thing that can happen

Expect the Best …



Magnetic Selling – Step Two

Qualify to find Need, Want & Values

Seek first to understand then to be understood

Learn to become an empathic listener with an intent to understand the other party

Stephen Covey



USE ‘SENSORY ACUITY’ and CHUNK UP Old Paradigm – Qualify for Affordability

New Paradigm – Qualify for Need, and the relevant stage in the Sales Cycle:

1) I don’t even know I want it2) I can do with it, but I can’t be bothered3) I know I want it, but I don’t know how to

get it4) I know I want it, I know how to get it, but

why you?5) I’m ready and I’ll get it somewhere else

Discover not only what they want, but also why they want it...Chunk-up – For what purpose?

And ask better questions to uncover dissatisfaction, or a problem to solve.

That’s what selling is.



Mind wants to Avoid PAIN or Gain PLEASURE

What’s a problem your clients might have? What will happen if you have to go through that again?What will happen if we don’t fix this? What will happen if we don’t introduce better training?

Then the PAY OFF

What benefits do you see ...

Why would you find this solution so useful?Is there any other way this could help you? If we can take care of that for you, what would that mean for you?

If you are not moving closer to your sale you probably aren’t doing enough asking.

Jack Canfield



Questions to Qualify What’s been your previous experience with buying ...What did you like about it ...What would you change or improve ...

What’s important to you in…What you want is to get ‘SPECIFIC’ feedbackWhat’s your greatest challenge with………?What’s your biggest headache with……….?What’s your ultimate objective for seeing a ...? What’s your highest expectation?If you can create your ideal …………….. what would that be like?Describe your ideal salesman ...?What’s most important for you in a business relationship?



More Questions to Qualify If you can achieve your ultimate …… what would that be?What’s your ultimate experience with …. ?Of all the factors involved with ... what’s most important to you?Have I asked about every detail that’s important to you?If I can show you how you can …….. would you consider our services?What question should I be asking that I’m not asking?What have I not covered?Would you like to know our points of difference?What are you doing to improve or upgrade?What additionally would you need to know about me or my company before you consider letting us serve you? (ASK THIS LAST)



Magnetic Selling – Step Three

Present with WIIFM Benefits Linking Needs/Wants/Values to Product/Service

If it doesn’t sell, it isn’t creativeDavid Ogilvy



Ask & You shall receive:

Old Paradigm This is what I do This is how well I do it Let me do it right for you

New Paradigm Do your homework, find their needs Present your ideas focusing on solutions Present WIIFM focusing on benefits

To get an unfair advantage, REMEMBER: Life is a series of sales It’s always NO if you don’t ASK The Sales are made by the person who

PRESENTS effectively, powerfully, persuasively

Remember: RAPPORT Remember: to SMILE Remember and be aware of: your ANCHORS



Features < Benefits

Talk about Features & Benefits.

Features are factual

Benefits are the reasons why the facts

matter

Remember: Sell the sizzle not the steak

Remember: The SELL Formula

Show the feature

Explain

Lead to a Client Benefit

Let the Client Decide

Remember: Create “Moments of Truth” or Magic Moments



Three Vital Sales Skills: 1) Be a Great Story Teller

A metaphor (STORY) reframes LIFE into a more powerful EXPERIENCE. In i–NLP we teach, given a choice we prefer a trivial story well told – rather than a brilliant story badly told.

2) Don’t tempt Fate Demonstrate

Don’t test drive this car, unless you want to take it home, because you know what, the last 8 people who drove it bought one. 3) Be a Great Listener

You have two ears, one mouth – you don’t need the ‘gift of the gab’ you need to be an attentive, curious and interested listener



Jim Rohn ½ dozen things that make a difference:

Check your sales letter, website, speech or presentation: Review – structure, content & delivery Get rid of the I, I , I or the WE, WE, WE and add lots of YOU

If in Person:More eye contact, less I, more you & stories – will help you connect emotionally

Remember a Yes Set will get you more INVOLVEMENT and COMPLIANCE

Always use a P.S. (The Colombo approach) Reinforce by summarising the offer at the end. Always strive to IMPROVE one step at a time



Magnetic Selling – Step Four

Be Prepared to Reframe and Clarify Objections

Every sale has five basic obstacles: no need, no money, no hurry,

no desire, no trust

Zig Ziglar



Objections as Buying Signals

I’m glad you asked...(Reframes & Sleight of Mouth, or Verbal Jujitsu) 1) Listen attentively2) Pause before replying3) Either validate or act surprised4) Turn the objection into a question5) Let me see if I understand (paraphrase)

Points to Consider:

What’s the real Objection?When do you answer an Objection?Why would you answer an Objection?What’s the Objection for?How would you reframe an Objection?Did your reframe ‘neutralise’ the Objection?

Main Objections:

I don’t have the timeI don’t have the moneyI’ve tried all these things and …No rapport, No compatibility, No trust



Reframe the Objections

Make sure you take your I-NLP Practitioner and Master Practitioner training.

Example:

What gives you the audacity to charge more?

You’re asking about our PRICING POLICY?

I’m not ready! Can you help me better understand (How you feel that way)?

It’s never the perfect time but let’s focus on the benefits that’ll come out of doing this...

Good Question, what you’re asking is: Why should you be in the market right now? You’ve just lost a major deal – your sales are going down – how can you say NOW is not the RIGHT time?

If you were the one making the decision would you want to hire me?Feel… Felt… Found…



Remember NO = KNOW

When you hear NO, It means ...I don’t KNOW enough yet to make anInformed Decision ...

If you know an objection will come up, incorporate it in your presentation and address it IN ADVANCE…

“At first glance some people consider this (the relevant objection) as a disadvantage, BUT when you look into it you’ll find (benefits) AND here’s the proof (your testimonials) AND how your business is based on referrals”

Obviously you have a good reason for saying that, do you mind if I ask you what it is?Is that the only reason you’re not buying?I know price is important, is it OK if I come back to it in a moment?How far away are we? Objections indicate interest.



Magnetic Selling – Step Five

Maintain Dialogue by Preparing & Taking Care of the Paper Work always assuming the sale

There is only one way... to get anybody to do anything. And that is by

making the other person want to do it.

Dale Carnegie



Closing = Taking care of the Paper Work

Make sure you UNDERSTAND the offer:

Just so that I can make sure I understand your offer ... Then summarise it ...

Remember it’s OK to be the 1st to give a concession or a BONUS ...remember R.Cialdini – The Law of Reciprocity

If your client is HAPPY with a CONDITIONAL CLOSE then seal the deal, if final offer agreed by both parties, then put it on paper.

Remember – Be committed - WIT

Stop negotiating when:

1. Final offer is accepted2. Dead lock /breakdown

PATIENCE IS A VIRTUE‘Nothing is difficult once you learn how to do it’ Ancient Wisdom



80/20 Rule

Connect Emotionally and Intellectually.

Can we go ahead…!Would you want to start right away!How soon can we start!Why don’t you just take it and give it a try!Do you have any questions that I have not covered? No … Well then, why don’t we just go ahead and reserve your place!

Words that kill sales:

But in the wrong placeCost/Price = InvestmentSell/Sold = Took it home, got involvedContract = Paperwork or agreement

We don’t close sales, we begin relationships

When dealing with people, remember you are not dealing with creatures of logicyou are dealing with creatures of emotion

Dale Carnegie



Close – What Close

Old Paradigm: Learn 30 closes

New Paradigm: Open correctly, and the close will simply take care of itself ...

Simply continue with the order form ...

Especially after a conditional close, or

A Double Bind (Alternate Choice), or after

Good Old ‘Ben Franklin’s’ Scales, or after

Satisfactorily answering any objection ...

Go straight to the order form and say out loud, and the date today is ... and the address for delivery is …

Remember: When you ask a Question, Shut up and wait for the answer.

RememberYou only have to succeed the last time

Brian Tracy



Other Effective Closes

Simply ASK directly:Based on all that, do we have a deal?Shall we go ahead and get it done right away?Ok let’s see when can we arrange delivery?Would you prefer to pick it up yourself, or shall I make the delivery arrangements?Shall I wrap it up?I’m sorry, I forgot, did you say you wanted the blue one, or the red one?

Remember: The Magic is not in the ‘closing’ it’s in doing everything else right, up to that point!

Remember: Keep quiet and wait for an answer

Remember: If they don’t deal with you, they won’t get YOU

And YOU are after their best interest, as you always look for win/win situations, and you are only interested in long term relationships...



Magnetic Post-Sales – Step One

Ask for Referrals & Testimonials

Without the right attitude a business with everything going for it will fail

Robert Winship Woodruf



Questions to Unravel Testimonials

What do you think of our service?

What did you like about buying from us?

Why did you buy from us in the first place?

What problem did you have before you bought from us?

How did we help you solve those problems?

How are things better for you now?

Would it be OK if I email you a testimonial, then feel free to edit it and send it back to me on your letter head. Would that be OK?

If you want an unfair advantage ASK for referrals and testimonials at every opportunity



How to ASK for Referrals

ASK

Who do you know in your circle of friends, who might want…?

Who do you know in your immediate family, who might want …?

Who do you know in your circle at work, who might want …?

Etc…



Magnetic Post-Sales – Step Two

Delivery and Follow-Up

Important personal endeavours, including choosing a marriage partner, maintaining a

friendship, and getting a job require selling. Selling requires a buyer, reaching the buyer

requires marketing in some form, and when the sales are made the customers must be cared for to ensure they will buy from the business

again and also tell others to do the same.

Wes Zimmerman



Under Promise & Over Deliver

Remember to SMILE

For you, this is the moment of truth

For your customer, this is his golden moment Look at the delivery as the beginning of the long term relationship AND of YOUR next sale

Make a FUSS

Make the invisible visible AGAIN

Refresh your customers memory on all the benefits associated with your product/service

Make sure they have your contact details handy

If you have not already done so, now is the time to ASK for referrals

Remind your customer that your very existence relies on the next sale they will introduce you to



Follow up and referrals

OLD Paradigm:

Thank you I’ve had a great time

NEW Paradigm (Hand written):

Thank you, you are a great host

You know how to make people feel really welcome, feel special

Send a hand written note ‘straight away’ and plan for a further visit (either in person, email or phone) within 7 days

Also remind them of the value to them simply by them referring their friends, relatives, co-workers etc…

Remember: The 90 Day rule



Charisma Pattern

K

A

V



Satir Categories Useful Archetypes Add Life to Your Presentation

• Thinker

• Placater

• Blamer

• Leveler

• Distracter



How to get to the sweet spot-Elements of Effectiveness Remember your i-NLP Foundation Principles:

• Cause and Effect o Your Reasons and Your Results o Your Word – Law in the Universe • Perception drives Behaviour o Clean up your Intention o Pay attention to your Resistance • Response-Ability for Change o Surrender to the process o Don’t die to be right

Remember your i-NLP Presuppositions:

• If what you’re doing is NOT working... o Admit it o Change it • You have all the resources you need... o Calibrate Present and Desired State o Find what’s missing



Remember your i-NLP Principles for Success:

• Know your outcome • Take Action • Have Sensory Acuity • Have Behavioural Flexibility • Time • Rapport • Operate from a physiology and a

psychology of excellence.

Remember your Winning Qualities:

• Listen attentively • Be “Interested” NOT “Interesting” • Focus on what you want • Think outside the ‘Box’ • Add value to all your interactions



Your Business Plan Alignment with Neuro-Logical Levels Invisible, Subjective and More Emotional

Spirit Who Else (in the big picture)Identity Who am I - the i – of Identity Beliefs Why, what’s important to me -

can – can’t

Visible, Fact based and Less Emotive

Capabilities How & what do I need with these capabilities – Do

Behaviours What should I do - ThatEnvironment Where & when in this place &

context - Here & now

Problems can-not be solved by the same level of thinking that created them Albert Einstein



Needs Analysis • Why do you think you need me? • How’s business? • What are your main Problems? o What are your main Strengths o What are your main Weaknesses o What are your main Opportunities o What are your main Threats • What do you measure? o Leads o Conversions o Effectiveness o Marketing o Employees o Closing Ratios o Break Even Points • What Growth are you looking for? o What are your Objectives? o What are your Projects? o What are your Tasks? o What are your Sub-Tasks? o What’s in your to-do list today? o Does everyone have a to-do list?



• What have your employees learned? o Where’s their curriculum? o What’s their learning curve like? o Where are they in relation to the 5

steps to learning? • What do your employees think they need? o Has anyone ever asked them? • What are the reasons why some

prospects don’t buy from you? • What objections do you mostly get? o What are the top 5 objections in

relations to Sales? o What are the top 5 main issues in the

business? • What about the phone? • What about Loyalty Programs? • How’s Staff Morale? o How many sick days do they get? o What’s your entry level staff turn-

over like? • What about Customer complaints? o What are the 5 main ones? o What’s the one that hurts you the most?



• What about Debtors? o What’s the Oldest? o What’s the Average? • What about Old Stock? o What’s the Oldest? o What’s the Average? • How’s your Bottom line trending? • How are your Margins trending? • Do you have a Vision/Mission

Statement? o How was it put together? o Does everyone relate to it? o Is everyone in alignment with it? • Do you have and encourage written

goals? o Are they regularly updated? o Do you have sufficient guide posts

along the way? o Do you have a warning system that

activates when you are off target? • If you had a Magic Wand what would

be the one thing that you’d like to see happen straight away?



Sales

Every act is a marketing act:

• Check your Attitude

• Prospect/Find leads

• Meet & Greet – Build Rapport

• Qualify to find need, want & values

• Link need & values to your product or service by Presenting WIIFM benefits

• Be prepared, reframe & clarify Objections

• Maintain dialogue and assume sale

• Ask for referrals and testimonials

• Deliver and follow-up



Your Positioning in the Market



Glossary



Notes



Put a Goal in Your Future 1Let’s take a Magic Carpet Ride

Reach for your Aladdin’s Lamp

Make an Internal Representation Step into it, looking through your own eyes (Associate)

Adjust the SMD – Control PanelFine Tune your I/R using your Control Panel

One WishLast Step



Put a Goal in Your Future 2Let’s take a Magic Carpet Ride

Step out of your I/R leaving your body in itSee yourself in picture (Dissociate)

Now take it with you and ...

Step onto your Magic Carpet

Allow your Magic Carpet to take you to the right time in your future

Be happy and grateful Knowing …

That the Universe is Delivering

Documents

Quantum Change Seminars Dedicated to Your Successqcseminars.com/magnetic_selling/MagneticSelling_Jan2010_Proof2.pdf · Get the best from this training ... George came across NLP he