Fund Success

FORGET everything that you learned about sales.  Selling is not about telling but sharing.  Selling is about sharing your ideas through relationships.  In a relationship, you seek to understand, then seek to be understood.  Remember, no one cares how much you know until they know how much you care…plain and simple!  To start the process, you must first create a niche and fulfill their need.

UNDERSTAND your client’s needs and wants, then fulfill his desires with your product.  Ask him how you can assist him in solving his problem.  If his says that he doesn’t know, tell him that you do…and quickly begin listening to his story.  If he says that you may be able to help, that is even better.  Listen very carefully then summarize his story for accuracy.  This does two things: It obviously shows that you were listening and it also shows him that you care about solving his problem.  Establishing a relationship is not always easy, but it is both necessary and worth it!

Never argue with the customer!  Why in the world would you ever want to do that? You are guaranteeing sure failure in making that sale, losing rapport and losing referrals.  This is sale suicide!  Do not do it.

DRAW on your client’s interest in his story.  Before you present, allow him to present.  Converse with him with sincerity and candor.  Never be a phoney baloney.  People sense insincerity. Always observe the golden rule that says, “Do unto others as you would have others to do unto you.”

SIMPLIFY and customize your approach to fit each person.  There is NO such thing as a one size fits all technique.  Build rapport by storytelling using them as the star.

UNITE your client with you product.  This is done after you have listened to him.  Always establish the relationship first, then present your solution to his problem while utilizing trial closes throughout your presentation.  Immediately, at the end of your presentation, ask for the order and assume the sale.  If there is an objection, politely ignore him the first time, but if it is repeated shortly afterwards, listen, restate the objection and ask him if there are any more objections that would keep him from taking possession of the product today.  This will be discussed again later.

COMMIT to your client an attitude of servitude in order to fulfill his desires.  Do not hesitate to assume the sales.  Feel free to trial close your way to the sale.  If you have the mindset that you are there to serve your client, the desire to help him will not go unnoticed. Ask and you will receive, seek and you shall find, knock and the door will be opened to you.  Always use direct closed-ended question for affirmation.  Use direct eye contact and consistently nod your head for the client’s affirmation.

CLAIM the sale!  Do not give up.  Be patient but relentless.  However, never give your client the indication that you need the sale. If you do, he will hold back subconsciously because he will sense your desperation.  Look for other objections to arise.

ENTER the land of opportunity.  Build a dream with your client, making him the starring attraction.  Continue to evaluate his situation and take the time to give credibility to your company, your product and his benefits of owning what you are offering to improve his situation.  

SOLIDIFY your client’s needs and desires into one summarized statement and assure him that you hold the best and only intelligent solution in your hand.  You can reach out your hand and put it in his.  Also, assure him that he is making the right decision and you will be there for him.  He has to feel that he is not alone.

SALE your client on his courage and strength for making a great decision in solving his problem and since you trust his judgment, you would like for him to refer 10 more people to you who have courage and strength to make great decisions too.

                        Four Types Of Buyers

1. 

Dominant Thinker

2. 

Analytical Thinker

3. 

Ego Booster

4. 

Slow-Steady       

In your opening warm-up with your buyer/client, you need to know who you are dealing with.  You are a dealmaker, not a seller.  The purpose is to make the deal at full price.  No person is a robot because his flows in his own creative juices, so do not look for clones of one of these buyers but an indication of how each one utilizing his thought process for decision making.

The DOMINANT thinker does not want you to waste his time. He loves to be right, in control and quick to make a decision.  He wants to know the bottom line…the price(of course you deal in value) and benefit.  He will tend to look at his watch, fold his arms or sway from side to side.  He will also try to finish your sentence.  You must gain control.

Solutions:

-Provide/offer humor through jokes, funny stories or gestures(opening your mouth while pretending to talk but not saying anything).  That will slow him down and relax him therefore allowing you to gain control.

-Acknowledge to him that you know that he just wants to understand the facts so you will present to him the express version, which is the same full length version that you always give.  Word of mighty caution…never give a scaled down version of your presentation.  You are asking for a “no”.

-Ask for the sale…trial closes.

The ANALYTICAL thinker needs a lot of information to make a decision.  He is consumed with the “why and how”.  He will ask many questions that may or may not be pertinent.  This thinker can be very frustrating to deal with if you allow him to get out of hand.  He will sit up straight in his seat while looking very attentive and seems to be very eager about the product.  He may even create scenarios.

Solutions:

-You must take control.  You can do this by answering one question so that he does not feel ignored, express appreciation for his interest in wanting to solve his problem and then ask him to hold all of his question until the end of the presentation. You will still do trial closes with closed-ended question throughout.

-Ask for the sale right away.

The EGO BOOSTER thinker must be shown how good he looks or feels as a result of taking ownership of your product.  His decision whether to buy is influenced by your ability present to him the dream of accolades or attention by everyone after taking possession of your product.  It has to be about him. Just don’t go too far or you will be perceived as a “kiss up” and you will lose credibility.  This buyer may appear puffy and materialistic but a great listener.  He actually helps you position yourself to ask for the sale because he is looking for the value and benefit for himself.

Solutions:

-Show him that it is all about him and his attachment to society.  He needs to know that other credible people and companies have your product and in order to solve his problem, he needs one today.

-Ask for the sale.

The SLOW-STEADY thinker will not get too excited about anything.  He tends to listen but fails to provide much input without coaching from you.  He appears to be calm and relaxed but he can easily be turned off without you noticing if you are not observant enough.  He will place his hand on his head or/sit with his legs crossed.  He will be give direct eye contact throughout your presentation and will respond occasionally to let you know that he is listening.

Solutions:

-Be more animated and entertaining

-Constantly do trial closes especially after joking.  You are on stage and your performance better yield some excitement.  He thrives on excitement ironically and if you meet his needs, he will be you best referral source.

                             OBJECTIONS

In order to win a buyer over, you must know how to handle objections.  The most concise way to handle these “deal killers” is understanding why buyers use them.  Buyers have gotten to be very sophisticated through the years and they know how to sell the word “no”, which we do not like to hear.  They are aware that if they are trying to delay a decision or attempting to get rid of you, they will throw a lot of objections at you with the purpose of frustrating you or boxing you into a corner.  This is why it is important to establish a relationship and to know your buyer.   This does not mean that there are not legitimate objections, because there are, but whether the objections are legitimate or not, you must be prepared. By remembering the acronym I RISE, you can better prepare yourself and do like the acronym states.

I-          

IGNORE the objection(the first time only).  If it comes back up, address it.

II-        

RESTATE the objection and confirm/affirm.  Ask him if that is the only objection that is keeping him from making a buying decision today.

III-      

ISOLATE the objection and review the values and benefits of the product that he needs to solve his problem.

IV-     

SUMMARIZE the objection and give assurance that he has made a great and intelligent business/personal buying decision and he will be pleased with the decision that he has made.

V-       

ENTER the closed sale zone and ask for the order.

Doc Worley