The APS Formula – The Math of How Cold Calling Works
Today's Blog post comes from "Cold Calling Techniques (That Really Work)" by Stephan Schiffman Get it off Amazon Here You HAVE TO cold call or your business is dead in the [...]
Cold Calling is Essential
Today's Blog post comes from "Cold Calling Techniques (That Really Work)" by Stephan Schiffman Get it off Amazon Here You have to cold call or you’re dead in the water. Cold [...]
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 [...]
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 [...]