Description
This is the fifth book in a special series of books for the upcoming professional salesperson wanting to take their selling to the next level and grow as a superseller salesperson. Over the years very few books have been written that reveal so much as these six do.
People like to be treated in a special way. They also like to be made to feel special and if they can do while they are able to stay in their comfort zone at the same time – all the better. How you do this depends on the circumstances you create during the presentation. Chris Maynard, the professional superseller who first introduced me to the concept of “Funnel Selling,” also passed on a number of quaint but truly powerful, selling strategy sayings. One of my favourites is, “The atmosphere you permit, determines the product you produce.”
It doesn’t matter how or where you present, the end result will still be the same. Chris had been presenting a “holiday and travel expo concept,” when I first met him, and it involved inviting people into a seminar presentation, where within around 90 minutes between 10 to 30% of first time attendee’s paid a joining fee to become members. It involved some thousands of dollars to become a member of the club, and Chris and his team worked on a selling process that combined value building, a human necessity plus unlimited future fun and excitement at discounted club member prices. A winning combination that really worked well for Chris.
Another plus in the way Chris handled the scenario, was that his team was constantly reminded to never ever assume that the minds of their prospects would be open and receptive towards anything the minute they walk through the door.
The same applies when you visit your prospect’s at their office or in their home – never ever assume that their minds would be open and receptive towards anything the minute you walk through the door.
One of the mistakes many salespeople make early in their selling career is, once a prospect downs stops doing what they’re doing and begins to pay attention to what the salesperson has to say, doesn’t mean that they have their mind open to what the salesperson is saying. Allow me to explain why.
DELIVERING A CAREFULLY PREPARED PRESENTATION IS ESSENTIA
The majority of people think at around 550-600 words each minute, while most of us talk at around 100-120 words per minute. This can also slow down to around 80-100 words a minute during a sales presentation – especially if the seller wants to get their point across – or for whatever other reason that may occupy the prospect’s thinking during the call – either verbally or mentally.
Just as any one of us can talk and think of a number of things at the one time – so can the prospect. While the salesperson goes about doing they’re job, they should be observing the prospects body language; verbal and physical responses; preparing the next sentence; thinking of the next part of the sentence and mentally preparing the next of the many trial closing questions. And all of this is being done at the one time – or at a thinking rate of 550-600 words per minute – even though the presentation delivery may be anywhere from 80-120 words per minute.
WE ALL KNOW HOW TO LISTEN, ANALYSE AND THINK AT THE ONE TIM
The prospect, on the other hand, is also listening at 80-120 words per minute, but may be thinking at 550-600 words per minute, and if the presentation does not sufficiently engage the prospect, his (or her) mind will probably wander.
If that happens, the danger is he may begin to subconsciously think about the report he has just read; the overdraft that he has just peaked again; the dry cleaning still sitting in the back seat of his car and a host of other things.
These and the many other issues going through his mind will be secondary as long as the salesperson keeps him both involved and interested. If not, the prospect may just find one of the other issues more pressing, and as he allows his mind to focus on that one point for a minute – you lose him.
TOP SALES PROFESSIONALS WILL NOT LET THE PROSPECT DRIFT OFF – EVER
The more times the prospect drifts off, the harder it becomes to move through the presentation effectively. Therefore the seller must become conscious of the fact that their prospect could be looking straight at them and even nodding at the right moments and still be miles away in his mind. That’s why professionals ask questions, involve their prospects as much as they can and work to pre-determined time frames as much as possible in the presentation. And that’s why every seller needs to both arm themselves with a number of well thought through attention grabbing statements in order to achieve the desired result. In fact, those pre-determined attention grabbing statements should not only be designed to get the call on track from the very beginning, but also to keep it on track whenever the salesperson feels they could be losing attention.
There are six books in the series
Secrets of the Superseller – Book 1/6 – The Must Have Superselling Basics
Secrets of the Superseller – Book 2/6 – The Must Have Superselling Skills
Secrets of the Superseller – Book 3/6 – Real Change is Forever
Secrets of the Superseller – Book 4/6 – One of Today’s Greatest Challenges
Secrets of the Superseller – Book 5/6 – Attention Grabbing Statements
Secrets of the Superseller – Book 6/6 – Knowing Which Questions to Ask
INDEX OF CONTENTS
PROFESSIONAL ATTENTION GRABBING STATEMENTS
BOOK 5 – INDEX
Chapter 10
GETTING ATTENTION EVERY TIME
DELIVERING A CAREFULLY PREPARED PRESENTATION IS ESSENTIAL
WE ALL KNOW HOW TO LISTEN, ANALYSE AND THINK AT THE ONE TIME
TOP SALES PROFESSIONALS WILL NOT LET THE PROSPECT DRIFT OFF – EVER
10.1 – CHANGE – THE ONLY THING THAT’S CONSISTENT IN TODAY’S WORLD
LOOK AT THE OBVIOUS CHANGES TO TV COMMERCIALS & CINEMA
SO LET’S INTRODUCE YOU TO 90/17/7 RULES FOR PRESENTATION
NOW LET’S LOOK AT ANOTHER WAY TO APPRECIATE RULES 90/17/7
10.2 – NOT ALL PRESENTATIONS BY PROFESSIONAL SELLERS ARE GOOD
THE PRESENTATION REVAMP REVOLUTONISED OUR SELLING PROCESS
WE CREATED A NEW SALES PLAN WITH A NEW TRAINING PROGRAM
WE THEN APPLIED A NEW EXECUTIVE CLOSE AND IMMEDIATELY DOUBLED OUR SALES
WE WORKED ON THE THEN 100/20/8 AND IT ALL WORKED LIKE MAGIC
10.3 – EACH SECTION OF THE PRESENTATION NEEDS TO BE CLOSED DOWN SOME
ADDITIONAL PRESENTATION HINTS THAT ENSURE SUCCESS
SOMETHING REALLY IMPORTANT THAT SHOULD BE CONSIDERED
DON’T GET SIDETRACKED DURING OR BEFORE THE PRESENTATION
KEEP IN CONTROL OF EVERY PART OF THE PRESENTATION CALL
BUT THERE ARE SOME PRESENTATIONS TYPES YOU SHOULD WELCOME INTERRUPTIONS IN
VALUE BUILDING IS ONE OF THE MOST POTENT TOOLS AVAILABLE
10.4 – THE BUYER IS NOT A STATISTIC – NO MATTER WHO TELLS YOU THAT
THE PROSPECT IS NOT A NUMBER IN A VAST RESERVOIR OF ENDLESS POSSIBILITIES
PROFESSIONAL SELLERS BUILD TERRITORIES – THEY DON’T DESTROY THEM
THERE WILL NEVER BE A SUBSTITUTE FOR TRUTH AND INTEGRITY
THE SELLING PROCESS SHOULD ALWAYS BE A TWO-WAY DIALOGUE
10.5 – NOW A FEW HINTS ON PRESENTATION FROM PUBLIC SPEAKERS
THE SLOW PRESENTATION HELPS YOU MAKE A POINT EFFECTIVELY
A FAST PRESENTATION HELPS YOU SELL MORE EFFECTIVELY
THE BEST SPEED IS VARY YOUR SPEED CONTROL AS NEEDED
HERE ARE SOME GREAT TIPS TO HELP RELAX YOUR VOICE
YAWN BEFORE YOU GET UP TO SPEAK
DO NOT SMOKE THE DAY BEFORE
DO NOT DRINK ALCOHOL
10.6 – AND NOW, HERE ARE A FEW HINTS TO CLOSE THIS SECTION WITH
PREPARATION
NEVER SAY NO
MEET YOUR CUSTOMERS REQUIREMENTS
DO WHAT YOU DON’T GET PAID FOR
BE THOROUGH
BE SUPERIOR
Chapter 11
ATTENTION GRABBING STATEMENTS
KEEPING THE CALL RUNNING SMOOTHLY IS SO IMPORTANT
MAKE THE PROSPECT EAGER TO LISTEN TO YOU
THE PROSPECTS MIND CAN ONLY BE RECEPTIVE IF YOU KEEP ASKING QUESTIONS
THE QUESTIONING PROCESS ALSO HELPS MAKE THE PROSPECT FEEL ASSURED
A PROPERLY PREPARED AND EXECUTED QUESTIONING PROCESS
THE MOST BASIC ATTENTION GRABBING STATEMENTS CAN CLOSE SALES
GOOD OPENING LINES GET THE PROSPECT WANTING TO HEAR YOU OUT AND TO KNOW MORE
DRESSING IT UP AND MAKING IT FEEL FRESH IS WHAT IT’S ALL ABOUT
THE PROSPECT WANT’S ANSWERS EARLI IN THE CALL
11.1 – GREAT OPENING LINES
BOB JOHNSON GAVE ME SOME OF THE BEST SALES ADVICE I HAVE EVER HEARD . . . EVER
IT TOOK MY FRIEND JOHN ABBOTT TO EXPLAIN IT TO ME
YOU USE ATTENTION GRABBING STATEMENTS ONLY AFTER YOU EARN THE RIGHT TO
LET’S NOW VISIT A RETAIL IDEA THIS IS FULL OF THEATRE AND REALLY WORKS WONDERS
THIS IS SHEER BRILLIANCE IN THE WAY IT DISARMS BUYERS
- THE REFERRAL OPENER
- THE I UNDERTAND YOU’RE BUSY STATEMENT
- 20 SECOND OPENING STATEMENT
- THE THANK YOU – ON A CANVASSING CALL
- THE THANK YOU – ON AN APPOINTED CALL
- GET AWAY FROM THESE OPENERS IMMEDIATELEY
11.2 – PROSPECTING CALLS THAT CAN MAKE YOU HEAPS OF MONEY
- PLANNING IS THE KEY TO WORKING YOUR PROSPECTING CALLS
- STREET FRONT RETAIL SHOP BUSINESS CONTACTS
- GATHERING STREET FRONT RETAIL SHOP BUSINESS CARDS
- SHOPPING CENTRE RETAIL SHOP BUYING CONTACTS
- GATHERING SHOPPING CENTRE RETAIL SHOP BUYING CONTACTS
- GATHERING FACTORY AND FACTORY COMPLEX CONTACTS
- GATHERING WAREHOUSE AND WHOLESALE LOCAL CONTACTS
- THERE ARE SOME ALTERNATIVE WAYS OF ACHIEVING GOOD RESULTS
- CAN YOU HELP ME PLEASE?
- I’D LIKE TO LEAVE YOU A BROCHURE THEN MAKE AN APPOINTMENT
- I’D LIKE TO LEAVE SOME INFORMATION THEN FOLLOW UP
11.3 – THE EXECUTIVE SECRETARY
PROFESSIONALS KNOW THE VALUE OF RESPECTING THE POSITION AS MUCH AS THE PERSON
WANT TO KNOW THE MOST BASIC RESON WHY SO MANY CAN’T GET PAST THE SECRETARY?
KEEP ON READING, HERE ARE A FEW MORE REVELATIONS
DON’T FLATTER – A SINCERE COMPLIMENT WORKS BEST
11.4 – THE APPOINTMENT PRE-CALL PREAPARTION
- YOUR RESEARCH DATA CAN PROVE INVALUABLE – USE IT PROSPECT AND TO SELL AS OFTEN AS YOU CAN
- THE WHAT WE DO THAT’S DIFFERENT STATEMENT
- THE CONGRATULATIONS STATEMENT
- A COMPLIMENT TO GET THE PROSPECTS ATTENTION
- THE INTRIGUE STATEMENT
- THE WHAT SET’S US APART STATEMENT
11.5 – USE THESE EARLY IN THE CALL
- I ONLY WANT TO TELL YOU WHY OTHERS BUY
- SET-UP LINES
- OUTDATED SELLING LINES JUST DON’T “CUT IT” ANY MORE IN A MODERN AND FASTER PACED BUSINESS WORLD
11.6 – SETTING THE THEME
- THE ASSOCIATION STATEMENT
- THE DIRECT COST HIT
- THE WE MUST BE REALLY SPECIAL STATEMENT
- WE TREAT YOUR MONEY AS IF IT WERE OWN
- HERE ARE A FEW OTHER SHORTER LINES YOU COULD TRY
11.7 – WHEN STARTING THE PRESENTATION
THE I’M NOT CERTAIN STATEMENT
- THE LOYALTY STATEMENT
11.8 – TO KEEP THE CALL GOING
- THE INTRIGUE STATEMENT
- IF YOU FEEL THEY’RE A LITTLE UNCOMFORTABLE
- IF YOU FEEL THEY’RE VERY UNCOMFORTABLE
- IF THE CALL IS WAVERING TRY THIS LINK STATEMENT
- TO GET THE CALL BACK ON TRACK STATEMENT
11.9 – TESTING THE TEMPERATURE
- THE CREDIBILITY STATEMENT
- FORCING THE ISSUE
- A SPECIAL FILL-IN STATEMENT
- GOOD DIRECTION LINES
- SELECTIVELY DON’T ANSWER THEIR QUESTIONS WITH A QUESTION, TEMPERATURE TEST IONSTEAD
11.10 – STOPPING THEM FROM CONSIDERING THE OPOSITION
- WE’VE DONE YOUR HOMEWORK FOR YOU
- LET THEM MAKE THE COMPARRISON
11.11 – SETTING UP TO SELL THE PRICE
DIFFUSING THE PRICE ISSUE EARLY REALLY SMOOTHS OUT SALES PRESENTATION INTERRUPTIONS
- INCORPORATE PRICE INTO YOUR OPENING MONOLOGUE
BRING UP THE PRICE EARLY IN THE PRESENTATION
- QUALITY CAN NEVER BE CHEAP
- WHEN THEY WANT THE BEST PRICE (BUSINESS HOUSE)
- WE’RE NOT THE CHEAPEST
GIVE THEM SOMETHING IN PLACE OF A DISCOUNT
HERE ARE A COUPLE OF QUICK HINTS
HERE ARE FIVE THINGS TO DO TO DIFFUSE THE PRICE ISSUE
11.12 – SETTING UP FOR A CLOSE
MOST SALESPEOPLE CLOSE FAR TOO LATE
KNOWING WHEN NOT TO TALK AND WHEN NOT TO TALK
- THE CLOSING HOOK
- THE SYMPATHY QUESTION
THE KEY TO SALES SUCCESS IS WHAT EVERY SALESPERSON WANTS TO KNOW
- AN ALTERNATE CLOSING HOOK
11.13 – REFERRALS
THIS IS CRITICAL AND FOR YOUR IMMEDIATE CONSIDERATION
LAGING RESPONSE TO A REFERRAL GIVEN MAY ALSO AFFECT AN EXISTING RELATIONSHIP
11.14 – 5 EMPATHY QUESTIONS AND ATTENTION STATEMENTS THAT HELP CLOSE SALES
11.15 – TWO PHRASES THAT CLOSE MORE SALES
THE FISRT HAS ONLY SIX WORDS
- WHY IS THIS IMPORTANT TO YOU?
10 WORD PHRASE
- DO YOU MIND IF I ASK YOU A FEW QUESTIONS?
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