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 involved with you.

  1. You must prepare:  Know enough about the person to feel this will be a client shortly.  Lack of preparation creates call reluctance- you’re not ready.  6 keys:
    1. Find out who they are.  Absolutely know who they are and anticipate some of the needs, wants, and hurts.  Find a few key ideas.
      • If at all possible, work from a place of referral “you know, I talked to XX and he said you were XX and liked XX.”
    2. Make sure you absolutely know your own product and your own advantages and benefits.
    3. Know your competition.  What are your advantages?  But, don’t knock the competition.
    4. Make sure you know all the potential objections and have answers ready in advance.   But, do it elegantly.  By being prepared, there is no fear.
  • Many say that the selling process doesn’t start until you get 5 no’s.  Overcoming objections can even invoke reciprocation.
  • Be effective in your delivery, believe it, and be congruent.
    1. Be willing to expect the best and prepare for the worst.  Walk in with a positive attitude, but have an alternative for cancellations.
    2. Make sure that you create demand:  The value of anything is based on perception.  So, create the perception of being in demand.  Example: MN almost blew Mall of America deal because they made it seems so easy.  But, if they made the state bid or petition, they would want it more.
    1. Turn yourself ON.  You have to turn on your state!  Turn on your passion and your state.  One of the quickest way is to change how you use your body.  Use your swish patterns and morning incantations.
      1. Create a word you can create a massive state change to, and anchor it.
        • Yes feels a lot different than NO.
        • Afraid or nervous are just states.  States you have to get out of.
      2. Link the word “YES” to a peak state.  Gets you up to a level 10, so far beyond what you need to be, so you relax into a 9.  So, make a series of intense explosive moves with a verbal anchor to get yourself to that.
        • If you don’t come at peak state, you are cutting off the emotion you transfer.
          • Also keeps you from accidentally linking your lousy feeling to your product.
        • You are making the habit of walking in congruent that you are going to walk out with the sale and filling their needs.
        • How much has it cost you over the last 3 years because you were not in proper state?
      3. One of the problems is that too many people major in minor things.  Your state and physiology are major things!
    2. You must make contact and get their attention:  The Key is “The more you make, the More you Make.”
      1. Pour more into the day so that you get good fast.
      2. Ask questions or make a Big Fat Claim – then back it up. “if we can increase your sales by 20%, wouldn’t you be interested in hearing about it?”
      3. 5 Keys
        • Know that every top salesperson has a daily prospect goal, that you never break.  You just don’t pass up on.  NO exceptions.
        • Be creative and have some fun.  Repetition helps you find the fun and creative ways.
          • Car salesman stood by the road and pointed at beat up cars and motioned them to come in.  Then said “I noticed you have a beat up car and I think you deserve better.  It’s probably because you don’t think you can afford, or don’t know about financing.  I will work a great deal for you.”
        • Make sure you do have a plan.  Something you do and say consistently.
        • Make sure you get referrals with every contact.  Even if they don’t buy.  Ask and you shall receive.
          • Keep the law of averages:  Look at your percentages and amount you make per call.  Use that to determine how many calls you make.  Figure out how much you make per no (plus referrals).  Figure out how much things are worth
        • DO IT MASSIVELY!
      4. Don’t focus on whether you are “interrupting or not.”  If you are interesting enough, you won’t be an interruption.  Actually, you ARE an interruption until you get their attention.  SCREAM PIGS
        • S= Smile.  Makes a state change.  S could be state change.
        • C= Compliment.  Appeal to a self-interest.  Make it sincere.  Ask yourself  “What could I like about this person.”  Induces reciprocation.
          • Give Quality Compliments=  1. State the compliment.  Something you really really like about them.  Be sincere.  2. Must justify it.  “The reason that I say that is because….”  Helps them receive it.  3.  Immediately as a question: “What is it about you that makes you like that?”
            1. Can give 3rd party compliments:  <This person you know> told me <these really great things about you>.    You can actually set up a reputation that they then have to live up to.
            2. Make it a habit.       But, don’t compliment the obvious.
            3. Immediately send a note of compliment after a meeting.


  1. Connect and become their best friend:  it’s about trust.  Who’s interest do you have in mind?  Part of it is asking yourself better questions (what do you like bout all humans? What is their interest?).   Induces reciprocation.
    1. If they see you as a friend, they may even show you how to close them.  We like to buy from people like us……….and who are friends.  People love people who change their states.
      • People like people who are like them.
    2. Example for harsh person:  “I’m sorry.  Certainly didn’t want to be disrespectful to you in any way.  I just wanted to share an idea with you that will increase your sales by 25%.  It’s obvious you don’t want to hear about this right now.  But, if you did, when would you want me to talk to you?”
    3. Don’t argue.  Align and redirect.   To “I don’t know” – “I can appreciate that.  I know that you don’t know.  If you did know, what would your guess the reason would be?”
      • Or “I know you don’t want to do that.  But, if you did, how would it feel?”
      • “you know what.  I’m glad you said that.  I hate when people get that perception too.”
    4. Matching and Mirroring:  The best communicators become like the person they are with.  With their words, voice qualities, body position.  Helps judge you as “like them” quickly.
      • Voice tone, tempo (speed), volume, key words used frequently, their level of positivity (at first for rapport, then change).
      • Posture, gestures, breathing, facial expressions, proximity, touching (but let them initiate).
      • Don’t wait for your words to be in common before aligning your body and voice.  As you start to model, they will start following you, and you subtly change the pace and lead them to how you want them to be.
      • We process all info with Visual, Kinesthetic, Auditory, Olfactory, and Gustatory senses.  We primarily use the first 3 to communicate, and most people have a preference.
        • Visual= tend to talk louder and faster.  Lots of gestures.  Use terms like “picture that”,  “see what I’m saying”, “picture worth 1000 words”.
        • Auditory= talks slower, voice resonates, articulate, how they say it matters.  How they sound matters to them.
        • Kinesthetic= generally talk even slower and quieter.  Really weigh things.  “Yeah, it feels good”, “need a better sense of it”,
        • Digital= makes decision primarily by logic.  But behind logic is some emotion.  Most disassociated buyer.  Want info.
  2. Create interest:  There are certain words that trigger automatic behavior.  We have a tendency to stop what we do and just comply.  Put them in states where they really want to hear more.
    1. Ask lots of questions because it gives them a chance to feel like they are in control.  Plus it builds reciprocation for them to listen to you.
    2. We have interest in a lot of things.  But sometimes we need something to refocus on them.
      • Can use social proof:  “If you friend <xxx> found something that he thought would have a genuine impact on his <life/business/health> wouldn’t you want to hear about it too?”
    3. The Because Frame:  The drive to justify behavior is so strong that just hearing “because” means that someone has justified reason.   Studies have shown that people will tend to comply even if what you say after because doesn’t make sense.
    4. 6 Step process
      • Make a big fat claim that is something that they associate to and they really want.
      • Back it up with a fact.  Use the Because Frame.
      • What that means to you is <benefit>
      • Which really means to you <stronger emotional reason to buy right now>
      • Support your claim very quickly.  “the reason I say that is..”
      • Get permission to probe.  “My purpose at this time is to get some answers to some questions.  Is that ok with you?”  Say exactly like that.  Units of Interest: build lots of them.  Use the 6 steps above.  Stir up the hurt.