1.What motivates your customer to buy:
-Establish rapport, remember people buy from you because they like and trust you.
-Match body language with your customer.
-Listen to their key words and use them in the sales presentation.
-Talk their language and ask questions in their language.
-Discover the clients motivation, decision and reassurance strategies.
2.Decision:
-Established a need, establish value.
-Help them to see that the product will solve the problem you uncovered earlier.
-Sell the product based,on their values, needs, features and how it will benefit them.
3.Reassurance:
-If you have done step 1 correctly this part will be easy.
-Paint the picture as to how having this product will make a difference to them.
-Close, ask for the buying decision.
-Answer any objections
Resistance to your message indicates lack of rapport. If you can see this happening
at any point go back and build rapport.
Monday, January 25, 2010
Sunday, January 17, 2010
MAP IS NOT THE TERRITORY
Do you often wonder Why people think and act the way they do? Why we are all different and how we see the world around us differs? There is a simple answer " MAP (our subjective, limited perception) IS NOT THE TERRITORY (reality)"
We use our senses to explore and filter all of our experiences. Through our culture,language, beliefs, values, interests and assumptions we further filter our unique experiences. We all live in our unique reality from our sense impressions and individual experiences of life, and we act on the basis of what we perceive our model of the world.
To get the most out of life experiences, more rewarding and a fulfilling place to be, let go of the need to be right, or justify, or explaining and of feeling righteous.
Everyone forms their own version of reality based on the information they have, its their MAP.
We use our senses to explore and filter all of our experiences. Through our culture,language, beliefs, values, interests and assumptions we further filter our unique experiences. We all live in our unique reality from our sense impressions and individual experiences of life, and we act on the basis of what we perceive our model of the world.
To get the most out of life experiences, more rewarding and a fulfilling place to be, let go of the need to be right, or justify, or explaining and of feeling righteous.
Everyone forms their own version of reality based on the information they have, its their MAP.
Thursday, January 7, 2010
WHO'S DRIVING YOUR BUS?
The act of reflecting, thinking, dreaming and planning is such a powerful action which will have a positive impact in 2010.
Take time to reflect on the past years victories and defeats, growth and times of procrastination. It's time to wipe the slate clean and design how you want 2010 to be.
When we have goals we can achieve so much more, they inspire you! There's no telling what you can do when you believe in them. There's no telling what will happen when you act upon them.
We all need powerful long range goals to help us past the short term obstacles.
The most compelling reason to have goals is to become the person it takes to achieve
them. To get the most out of your goals work on them, work on your plan and build a great future.
We all have choices: we can make a living or we can design a life.
Take time to reflect on the past years victories and defeats, growth and times of procrastination. It's time to wipe the slate clean and design how you want 2010 to be.
When we have goals we can achieve so much more, they inspire you! There's no telling what you can do when you believe in them. There's no telling what will happen when you act upon them.
We all need powerful long range goals to help us past the short term obstacles.
The most compelling reason to have goals is to become the person it takes to achieve
them. To get the most out of your goals work on them, work on your plan and build a great future.
We all have choices: we can make a living or we can design a life.
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