How do you mean?

May I ask why?

Objections are a good thing
People never want the lowest price for what they pay for
- fair and competitive price
cost too much
- why do you say that?
- Prices are always thought of and are fair
- Listening
I can get it cheaper somewhere else
- price out of place kills the sale
- prospect minds is only price
- quality, company reputation, service delivery
- price is only one of several concerns
- more info before price
- stretch the price out
price is important to you, may I come back to that?
- build trust first before the price
- selling out of order, present first before the price
- sell in order
- if its not exactly right for you, theres no charge
- WHAT IS IT?!?!
Answer objection, provide proof, ask for confirmation, then proceed
- never leave the customer feeling dumb about themselves
- always make them feel special
plan closes in advance
- does this make sense to you so far? ask closing questions
- do you have any questions or concerns?
- invitational close give it a try/give us a try (invite to buy)
- good product, good price, youre gonna take it at some time, why
not now?
- Don't be poor at closing it affects prospecting
- Alternate/preference close A or B? always give them a choice
- Secondary close pick a small issue for them to decide upon the
buying issue which would lead them to decide o the big issue
- Well then, the next step close
- plan of action Ill take care of all the details (if prospect is too
busy)
- make it easy for people to buy from you
- sharp angle close/beartrap close close on objection (if we could,
would you take it?) then negotiate

authorization/ultimatum close one way or another, how about

we make a decision first = pressure of silence just authorize
this, well get started right away
speed and value = RIGHT AWAY offer to do it fast/right away
Mr. Prospect, that is a good idea, this is an important decision.
And you always have a good reason to think it over; may I ask
what it is?
o Is it the price?
o If we could, would you?
ASK

1. GET SERIOUS DECIDE TO GET ON TOP OF THE FIELD

a. Take action quickly
b. Nothing works the first time (try it 10x first before
deciding)
c. Cant lose by taking action, you lose by not taking action
d. Everyone starts at 0
e. Decide what you want to earn today
f. People get problems by failing to do things
g. Only the top 10% decide to be there
h. Most successful people are eager to learn (EARN MORE,
LEARN MORE)
i. Everyone has great potential, nobody is better than you
j. GET ON THE FREE WAY, MAKE PROGRESS, GET OFF THE
BACKROADS
k. Use them over and over again, get better and better, and
take less time to do
l. All business skills are learnable
m. Youre probably one skill away from doubling your income
n. You become what you think of yourself (how they think,
their attitude at work)
o. All mental and sales skills are learnable not easy but
eminently achievable
p. 80/20 rule
q. Have the right attitude
r. 7 CHARACTERISTICS OF TOP SALES PEOPLE
i. Ambitious, drive, determined, hungry (future intent,
determines present action) ASK HOW. Everyone
who is doing well once was doing poorly. Ambition is
the first step.
ii. Courageous number one obstacle to success is fear.
Confront the fear and overcome. REJECTION. Do the
thing, and the courage comes afterwards. Rejection
is not personal; its just a commercial response.
Rejection is just a knee-jerk reaction. SOME WILL,
SOME WONT, SO WHAT, NEXT

iii. Committed they believe in their product, work, and

themselves. LOVE YOUR WORK. Never say I CANT, it
paralyzes action, inspires fear. Talk to yourself the
way you want to be. CARE about your customers.
Your level of CONVICTION is important and can be
sensed by the prospect.
iv. Professional consultants, not sales people. Be
viewed as a friend, adviser, and consultant. Position
yourself in the customers mind as a consultant. Treat
yourself like a doctor who diagnoses a patient.
Develop trust so that you can know everything you
need to know about the prospect.
1. Mr. prospect, Im not really here to sell you
anything right now. Im here to help you make
better decisions in a cost effective way.
2. People accept you the way you evaluate
yourself. People evaluate you the way you
evaluate yourself.
v. Prepared carefully review every detail before they
make a call. Build CREDIBILITY, your level of
believability, trust, comfort ability. People fear being
taken advantage of and being hustled. CREDIBILITY
MAKES YOU LOOK PROFESSIONAL. Leaders are
learners
1. READ
vi. Successful people see themselves, as Presidents of
their own corporations be responsible. You are not a
VICTIM. Acceptance of Responsibility
1. All sales are relationship sales
2. Relationships often continue after the
sale.
a. We do not close sales, we build
relationships
b. Sale is not over when it is closed
c. Decision to enter to a sale is the decision
to enter a long term relationships
d. SEEDING btws (people say we give the
best after sales service)
3. Customer wants a relationship first
customer wants to feel confident in you. Build
trust. One thing you can win in sales is YOU,
you are unique. Most important decision is if
people like you. More like, more trust, less
likely they will buy form someone else.
a. Law of indirect effort focus on the
relationship; the sale will take care of

2.
3.
4.
5.
6.
7.
8.

itself. Take the time to get to know them,

look for ways to help them. NEW MODEL
OF SELLING. Trust is the critical factor in
sales.
b. Be a DOCTOR of selling make a
diagnosis first
c. Determine the need first Before
talking about the product.
d. Match the customers need to your
product Your selling process must be
in line with customers buying process.
Based on what you said People don't
argue with their own data.
e. Confirming/closing the sales Sale is
made in their presentation.
4. Listening Builds TRUST Leaders are excellent
listeners and you get valuable information in
the process. Listening skills are the key to sales
success
a. Listen Attentively/without interruptions
IDENTIFY YOUR LIMITING SKILL (CLOSING, PROSPECTING, ETC)
GET AROUND THE RIGHT PEOPLE NICE AND DETERMINED
TAKE CARE OF PHYSICAL HEALTH
PRACTICE VISUALIZATION ENVISION YOURSELF TO BE
SUCCESSFUL
POSITIVE SELF-TALK = TAKE CONTROL OF INNER DIALOGUE
POSITIVE ACTION DEVELOP SENSE OF URGENCY, ACTION
ORIENTED