How to Compel People to do IT now!
COMPEL them to do it NOW: Make it real and assume the sale: Make it real – in their gut- and assume the sale. They buy for emotional reasons, but it’s got to [...]
Building Units of Conviction
By now we want to have built ERBN (Emotional Reason to Buy Now) and LRBN (Logical Reason to Buy Now). Now we are creating conviction and test closing – with a presentation. We [...]
Strengths Are Weaknesses
The Weakness of Strengths Theory. The failings of friends, colleagues, and partners can be deeply galling. We got close to them because of their skills and merits. But, over time, [...]
Now you Have To Enroll Them
Now you have to ENROLL them: To do that, there is info you need to know. Must qualify them and they have to have certain info. Probe for problems and magnify the hurt: [...]
The 3 Phases of Selling (10 steps to sales mastery)
The 3 Phases of Selling (10 steps to sales mastery): (1) ENGAGE the prospect ; (2) ENROLL them; (3) COMPELL them to do it now! You must ENGAGE the prospect: Must get them [...]
Daily State Management – Where to start, every day!
DAILY STATE MANAGEMENT Incantations: What we repeat with enough emotional intensity that we become certain about it. Then when we are certain it becomes our beliefs. Our beliefs drive our actions. Gets you [...]
4 Daily Tools of Influence
4 Primary Tools of Influence to use Daily Rapport: Bottom line is that people have to feel that you care about them and that you are like them. Talk about mutual interest, ask [...]
People buy Based on XX and Justify it with YY
People don’t act until they feel some sort of pressure to do so. 2 kinds: External pressure or Internal pressure Internal pressure is much more motivating. It’s their reasons. And will feel better [...]