John Boe International

Webinar Overview

It’s a well-kept secret that an entire science is devoted to how people are persuaded. There is a science that has discovered how to increase your likelihood of hearing “yes,” sometimes as much as 300% or 400%, by merely adding a word or phrase, or changing the sequence of your request.

Those who wish to create and sustain positive change in others need to understand how the influence process works. A vast body of scientific evidence now exists on the reasons why people say “yes” to purchasing a product or service.

People will most likely do business with people they like and trust. This means that your interaction with a certain individual is determined by your ability to establish rapport and build trust. The mirroring and matching technique is one of the most effective ways to build rapport with a customer or prospect. When it comes to making a sale, the importance of establishing rapport and building trust is critically important.

One of the most critical yet overlooked principles in the selling process is the power of self-discovery through customer involvement. Regrettably, many salespeople use a “show and tell” presentation style and babble on hoping they might say something that will generate a sale.

When you show or tell your prospect about your product or service they have a tendency to doubt the information and mentally disengage from your presentation. On the other hand, when they participate in the selling process and are guided to discover a feature or benefit on their own, they will be inclined to believe it!

The main reason why features don’t sell is because customers don’t care about them. Sure, they might use a list of features to decide between two similar products, but the features won’t make the customer want to buy the product.

We could go a step further and say that customers don’t even care about the product itself. They don’t want to buy it because it is a cool product, because it is the latest model or anything like that. They don’t want to own it. They just want to use the product to accomplish a certain task or result. In other words, the product is not the end but the means to an end.

Many words common to sales and selling situations can generate fearful or negative images in your clients’ minds. The experience of millions of sales professionals confirms that replacing such words with more positive, pacifying words and phrases is crucial.

The words you use aren’t minor details at all. They’re the very center of your profession. So, when you write down and practice your own product presentation, go through it and make sure your words stress comfort, convenience, and ownership from your prospects’ perspective. After all, satisfying your prospects’ needs is what the business of selling is all about — and the words you speak to them are the only way that you, and not your competition, can earn the opportunity to satisfy those needs.

There are well-defined moments in the sales process when you absolutely must ask for the order. The key is to make closing automatic and you do that by knowing exactly when you must ask for an order. Salespeople close and if you are not closing you're not a salesperson... you are just a conversationalist. Salespeople that fear closing just keep talking and hopelessly praying that at some point, the prospect will ask for an order form to sign. Guess how often that happens?