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 [...]

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:  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):  (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 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 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 [...]

Professional selling comes from a focus on helping a client get what they really need.   Not “closing”.   Come from place of deep caring and build real relationships.  Helping them get what they really [...]