John Llamas

HOW TO: Close More Deals Through Gossip

The “Gossip Close”. Well, this is a personally coined term for Third Party Story as I wrote this post. Third Party Story or TPS is one of the tools of the trade which sites a commonality of a previous buyer to that of the latest prospect in order to encourage a purchase.

One could always personalize and articulate how TPS is delivered. However, generic contents considered as pillars of an effective Gossip Close are

(1) Time Element of the previous purchase (Urgency) (2) Real Names Of Buyers (develop a mental database of buyers) (3) Commonality that’s further articulated with emotions, logic and kinesthetics (common discomfort, same demography or occupation similar situation or objection) (4) Mental Pause and (5) Closing through Handshake.

So how really to let them buy through the story of the previous buyer? Here is an example spiel to let you appreciate the numbered points after.

“I used to have a guest seated there just yesterday. Paul and Amy De Leon of Angeles City . They have been like you, searching for a more frugal way of traveling with their family while at the same time in a luxurious room . As I showed them how this concept gives them the reasonability and quality of family vacationing, they asserted that this would be the better way of spending their next holidays and never waste their money in vacations ever. Do you think they made a sound choice? Would you be like them, when the offer is affordable, save and at the same time enjoy a not for everyone kind of getaway? (Pause for 5 seconds to let them absorb the thought) Then recognize their affirmation by shaking their hands, Welcome to the Club then?! (the close)”

1: IDENTIFICATION AND EMPATHY.

Truer than ever, prospects like it when you to talk about them. Their success, their family, anything that turns their hot button. On the case of TPS, you talk about a person whom your prospect could identify himself through a similarity.

Identification in Psychology, is a largely unconscious process, often a defense mechanism, by which an individual takes as his or her own the characteristics, postures, achievements, or other identifying traits of other persons or groups. This is exactly what TPS wants to trigger. To ignite a mental suggestion to the prospect that the people who availed the offer were humans who have similarity with them, like same essence of the problem existent to them or any identifying facet. This is then reinforced by the emotional aim of Empathy. In the case of the similarity of existent discomfort, Empathy lets them behave that having such problem isn’t comfortable and the advise you are about to pitch will relieve them from the discomfort. The identification of the prospect on the similar existent problem of the previous buyer is contagious to identifying of the prospect on the similar solution availed by the already buyer. This strengthens their interest on the journey of understanding that your offer is the solution to the felt need. Thus, subtly persuading them that they need your offer and tickles them to actively listen, cooperate and contemplate as you pitch. The Identification-Empathy tandem is the foremost of the psychological aim of the Gossip Close.

2: CONFIDENCE AND BELONGINGNESS.

As you turned the prospect high that there are also those who have experienced same or even worse challenge than them and had triumphantly deciphered a solution for it, This ignites the emotion of belongingness. That they are in the same group of vulnerable humans who could actively do something about their discomfort. This inspires them to be confident on asserting for a sound solution. This challenges them to mend their discomfort through your offer to feel that they are one of those educated choosers who solved their needs. That is actually belongingness in a continuum. From accepting same problem through identification, to the confidence on the journey of getting the problem solved and to the rewarding relief of deliberately ending their discomfort with an educated choice (your offer).

3: INVOLVEMENT.

It is showing what your offer could benefit to them according to a real person whom they have identify with. TPS serves as an effective situational demonstration of how exactly your offer is used to help achieve a real solution from a real person. This also strengthens your appeal being an expert on how your offer was proven to be a better solution as done by the previous purchaser. They feel that it is already them applying your product’s benefits and features to mend their problem because of the identification your TPS has caused to them. Involvement here has become more effective since it doesn’t sound like a too-good-to-be-true, canned-pitched benefit from a salesman who hungers a deal but rather a virtual image of them using the feature and feeling the benefits like the previous buyer you have mentioned whom they identified with.

4: CREDIBILITY AND COMPASSION.

TPS serves as a testimony of both trustworthiness to you and the company . Furthermore, proves your compassion using your product expertise, to help. This lets them perceive you as a competent teacher to their recently identified problem. They are giving to you not just the permission to help them the way you helped a previous “like them”, but as well as their confidence of exchanging their hard earned money to the benefits of your offer proven to be effective from a buyer who are “like them”. TPS gives you then authority.

5: OVERCOME OBJECTION.

Objection connotes “tell me more why I should get your offer”. In order to play cool and not too pushy in overcoming objections, TPS is your subtle tool. Prospects never want to be stabbed to the idea that they are wrong in their objections about your offer. Thus, letting them know that there are previous guests who thought same way they do, relates that you understand their point and their concern is normal and was previously resolved. This convince them that their apprehension about the product was manageable as evidenced by the experience of a previous “like them” who availed the offer and is in fact enjoying purchase.

6: ENTERTAINMENT.

Human ears are good for only 20minutes. When you aren’t able to dramatize your pitch, then it basically turns to a preach. In order to make your pitch interesting and compelling, present it novel-like with TPS. Amusing them with the same exact plot where they are, with engaging characters similar to them in an exciting journey to a happily-solve-their-problem ever after. You could close gracefully through the Gossip Close.

Closers need to be good writers when using TPS. Gossip, on this context connotes as a sales tool. A decent, pro-to-your-offer kind of gossip. Then, Closers have to be good monolog speakers too. You have to deliver the TPS script splendidly. Just like in theaters, audience choose which story they could empathize and identify. Trophies and sounding applause are given to the actor who portrayed a character the most convincingly. The box office bursts to which story best entertained.

Selling the story (not just telling) of previous buyers is an affecting art to fortify weight on you pitch. It is an imperative whenever you want an articulate process of closing.

HOW TO: Be Casually Credible ’til the Ultimate Handshake.

Being credible throughout the pitch is actually the most subtle and emancipating way of control. The moment you have naturally established your trustworthiness, your prospects then tag you as human who still could be wrong but whom they will still choose to believe and have faith in because you are an expert adviser in the matter discussed.

Credibility isn’t just something you have to bear at the start. It is something being sustained through pre, intra and yes, even in post sales pitch junctures.

1. THE EXTERNALS (Pre-Pitch). On the first 3 seconds our eyes behold to a subject, we subconsciously and superficially infer about it. Thus, closers invest on how to be a subject of credibility on this prelude. These are all externals. You can’t show off your product expertise or your professional vita yet. Those seconds seem like a skimming machine from how fixed your hairstyle to how polished your shoes, from how engaging your scent to how tidy your shirt. These are precursors for closers to have a credible image on their prospects’ pre-pitch mind. Eye contact is also an imperative here as credibility could be equated to sincerity. Just remember not to be TOO flamboyantly clad and not to be TOO friendly.

2. I HAVE THE BEST JOB! (Pre-Pitch). Start with positivity but with less laughter yet. Reserve your loud laughs later when you have already a new friend in them. As you start the warm up conversation yet, let them see you as a happy-with-your-job human. Which means you are enthusiastic with your job, satisfied and earning. This builds both the company’s and your credibility. That kind of aura is even reflective. It reflects that you are not prejudice but rather passionate to every meeting you have as you have been doing this for long as your tenure (seniors) or deliberately choose this job which you simply love (for novices). You are confident with the help your product could give and assertive that everyone you meet would fear losing the offer you’re about to give. This also subconsciously dictates them that you aren’t and will never be a pushy sales person along the pitch.

3. GIVE BULLETS OF THE PITCH SEQUENCE (Pre-Pitch). Aside from it makes them relaxed being briefed with the sequence, this also draws to your guest’s mind that you know what you’ll be doing and that there precious time wont be wasted with a beating around the bush, sugar coated talk. Everyone gets turned on to someone who knows what he’s doing. Be tactful yet authoritative. Be laconic, audible and shake their hands as a ritual of submission to your set presentation.

4. BEFRIEND THEIR PROBLEM (Pre-Pitch). Avoid premature pitch. Be compassionate first on knowing their problem. This is where more of your time should be spent. Prospects perceive closers as credible when we take time knowing the anatomy of their problem (which our offer could give a solution to). This has a synergistic effect with the next number. Never pitch when you aren’t certain what is it in their status that they wanted to alter. Just before you start the offer, set their mind that they need to do something now (urgency) to finally change what they don’t want. Let them feel the discomfort first then instantly gratify now the relief on your dynamic pitch.

5. BE A MATCHMAKER (Intra-Pitch). Profiling (their problem) shall take more time than matching (the solution) but this doesn’t mean you’ll pitch swiftly. Match the pitch as the solution to the identified problem. It should be a suave story selling show where you device the names of the previous guests who had same problem with them and are now enjoying the solutions you are letting them drool over. You are an advocate here of the solution that they are already convinced they need. The prospect’s ideology by now is, since you have both dealt already with their problem, this gives you the credibility to advise them what to do with it. They have given credits to your effort of exploring their real need and your knowledge of the root of such need that authorizes you to be an aside-from-them solution identifier – That is now the synergy. Dramatize such synergy with articulation of logical, emotional and kinesthetic involvement of the product’s benefits so your pitch will turnout to be entertaining, impressive and compelling.

6. ASK FOR THE SALE (Intra-Pitch). As you effectively let them feel that your offer is the perfect and timely solution of their perceived problem, asking the sale is not an issue anymore. By now, your concern is the closing dynamics. Be certain that you had sold the solutions to them and have taught them how to apply it. They should be willing to apply it. Paying for the offer should appear as their first step on the methodology of the solution. Seems like it is the start of the return demonstration of the steps you have credibly involved them during the pitch. The ultimate handshake should be preceded with sets of trial closes whenever you felt there buying symptoms along the pitch – that’s timing. As you wait for their confirmation, be relaxed. Pause for their reaction. Show up a casually passive yet assertive aura. Engulf them in an engaging vibe. This would have a not so straightforward effect whenever they will say “yes” or “tell me more so I’ll say yes”. Note that, an overwhelming happiness to their “yes” or an intimidating reaction from their “tell me more so I’ll say yes” could kiss your sale bye bye.

7. DON’T BE TOO BLOWN AWAY BY THE “YES” (Post-Pitch). As they say yes, you’ll simply shake their hands and recognize their educated choice. Be organize as you proceed on filling out the paperwork. Be vigilant with the accuracy of the items filled. Resume to casual talks and don’t discuss about the benefits anymore. Be prepared and eloquent in answering questions about the paying details. Ask for the payment tactfully. Suppress the symptoms of pride yet and behave like this is what you have expected and that the guest’s purchase is a ritual of being thankful of you doing them a favor for a more comfortable living with the purchased offer. Documents should be neat. Along with their copy, provide your contact details and time availability. Set a reminder to send them a message the morning after. This is the start of the post sales etiquette. Then, ask for referrals.

As we deal the how of being “casually” or “naturally” credible, it would be helpful to posses it even when you’re away from your sales table. I have known few master closers who have trained this behavior in their day to day interaction like everyone’s their prospect. It is on this practice which your emotions and thinking are honing you to be organically trustworthy. After all, when your closing techniques are being client specific at times, your credibility will never be conditional.

Your credibility will be your subtle trading tool.

Trending Boracay Spots and How to Mix it with the Island’s Classic Fame

Celebrated as TripAdvisor’s 2015 Traveler’s Choice Awardee being the Best Beach In Asia, unarguably White Beach, Boracay Island of the Philippines has really the most severe dissociative effect to someone who would choose the beach life over the stressors of reality.

Since ranking of beaches was startled, Boracay had never been lowered from the first ten spots. So what keeps it on the list aside from the expected and praised powdery sand and superb sun-sinking-in-your- horizon views? I think, it is how the Island’s distinct fame are modified.

STATION 2 with the World’s Biggest Pearl

Tagged as the station for the mid class, ironically Station 2 recently has been a cradle of a private gem. Deep inside the premise of Crown Regency Resort and Convention Center, tourists would deliberate whether or not they are really in a close encounter of the World’s biggest Pearl ever discovered in the waters of the Philippines. 8.9kgs, 8 inches diameter.

STATION 3 with the thrilling Reverse Bungee

Admired by those who wanted to be solely intimate with the beach away from the crowd, station 3’s brand has always been for the loner beach lovers. It has been venues for pre nuptial pics and sunbathing while reading your favorite book. Recently, St3’s whispers will be chopped with electrifying screams from the reverse bungee. Imagine a giant swing but it doesn’t sway. It just bounces up and down while coaster is suspended in the air with its elastic cables.

D MALL with the quirky Breathing Statues

Being the only beach mall in the Philippines, D mall itself is an only-in-Boracay spot where aside from shopping and eating out, is a perfect spot for people watching and free fashion runway of beach goers on their beach town outfits. However, there are just 3 to 6 quirky clad humans whom you’ll be confused with being mannequins. They are the phenomenal photo mates found just near the entrance of Tides Hotel Boracay.

EPIC BAR with the Beach-side Bonfire Dance Floor

Any beach party goer would agree that thus far, Epic Bar at the junction of stations 1 and 2 is the most respected beach rave authority of the island. Well having that reputation, Epic’s dance floor is jam-packed almost nightly. With such stimulus, other party goers ignited a bonfire fronting the bar where they could still dance with the music from the bar’s mega speakers, still let drunk with the bar’s liquor, still meet the bar’s teasing inter racial guests.

PUKA BEACH with You. Yes You!

Ranked as 5th Best Beach in Asia, Puka Shell Beach in the northern side of the island embraces those who wanted a break from the mainstream of the three stations. The leftmost shore have equally impressive beach views with that of the white beach, only with courser sands, without the hotels, bars and restaurants. The rightmost shore is bizarre, that facing the Carabao Is. Romblon. The waves are mildly wild crushing the colossal stone formations along the shore. Puka beach for me is the best beach in the Island. However, its glory is shaded with the popularity, accessibility and commercialization of the white beach stations. Thus, it takes you to visit there. Take more pics and upload it to your cyber profile.

THE GROTTO with the mermaid

The stone islet existing like a mole along the shore of Station 1 has long been famous for picture taking. And So, why not dramatize your photos with you being a mermaid with the trendy mermaid suits!

This so called 24/7 island has always a lot to be marveled for. It is not just its natural morph worth to be titled as the Best. Along the coming years, it could also be appreciated that the Island’s world class features are malleable enough to adjust with what kind of spice the emerging touring populace would love to experience. Making it a tamed but still natural pandemic entry of every traveler’s bucket list. Don’t be left out with the trend. Visit Boracay. Now.

HOW TO: Negotiate the Price with Tactful Pride

When you’re done conveying how your offer helps your prospect, it’s always been part of the selling process to let your prospect appreciate the corresponding value of the solution you are proposing.

Negotiation has always been a very exciting phase of the sale. Pride for the tagged price while negotiating on the other hand, makes it a sizzling phase. Most of the sales people just negotiate. On how to negotiate the price with tactful pride, these what closers do.

1. BEARING AND WORDS. Pride is reflective on how we bear self as we discuss the price. Facial expression, gestures, motion, voice dynamics these all affects your presence and determines your confidence. Just be vigilant on the difference between being arrogant and intimidating to being confident that the offer is justly tagged to the benefits it provides to any interested guest.

Filtering words that sound not being pushy makes it coherent to being proud of what you’re offering. Play with communication elements that sound like you are pulling them away from the Rubicon of enjoying the benefits of the purchase.

2. MY OFFER IS REASONABLY PRICED. Values of any offered product or service is regulated directly or indirectly, either with an assigned authority or benchmark among competitors. Thus, there’s no such thing as over priced or under priced. It is then be reinforced with haggling skills that let prospect realize that your offer is priced just rightful as the urgent ease it gives to their discomfort. Reasonability lies on how buyers equate the tag to the personal essence of the bag.

3. MY OFFER IS THE BEST OF ITS KIND AMONG EXISTING IN THE MARKET. There is no other offer with an identical feature that gives you same or even lower cost. It will either be lower cost for a lower quality or higher cost for a higher quality. This is the only offer that comes with higher quality in a just cost. Elaborate the selling point of the product specific to the prospect in order to justify the “higher quality”. Intensify such “higher quality” versus any other offer from any other agent by spicing it up with your personal elements like you being credible, an expert to the product or you being an advocate for post sales services.

4. TAKE AWAY. Let them feel what they are missing out after tactfully presenting how your offer improves their aspirations. Play hard to get and appear like you have since accepted that not all you have offered with this price really could afford and avail it. It’s an exclusive deal. The offer doesn’t fit for all.

5. SAY “NO”. When the prospect haggles so low from your offer, though you have let them realize how worthy the value, learn to say No. Let them feel the fear of loosing your generous offer.

Discount (lowering the price) never exists to deteriorate the appraisal of your offer. It exists to let the prospect feel relieved from a too high preconditioned price rooted from an appreciation of a too beneficial solution of their urgent felt need.

Learning what your product could benefit to your prospect is a an elementary responsibility being in sales to ignite an afire involvement during your pitch. As you want to be an ace closer, develop the sales technique that gears up the synergy of your product knowledge and being proud of the price as you drive the negotiation to a deal.

Little Known Sales Secrets of Cafe Floorings

Watch your step!

There is more to this warning than being careful. Sometimes, it simply suggests to look what meets your gait down there. People choose the way where we are walking in. We are able to choose through looking at it whether by far as we approach our destination or just simply looking down to check where we are at the moment.

Whatever is catchy to our eyes affects where our next step is that leads to where we wanted to be. I am not even an expert in the coalescence of interior designing and marketing. However, in almost every off-day I spent in cafes, those which I also admire their floor materials of course, and with the sprinkle of sales theories incurred from work, I happened to notice the behavior of customers relating to the floor characteristics they choose to trot in. A natural, so human response as basis on the latest trend on sales and flooring.

1. Set JUST fronting the counter. This is where the guests queue for their orders. This attracts them to approach directly near the counter without being too obvious that you want them to swiftly choose and pay their orders as they near the cashier. They are simply pulled (not pushed) to the sales by the optical attraction. It simply signals that there is the finish line. That’s what you are here for and there’s a monetary exchange of what you have chosen.

Orient your crew to ask a choice close question from your offerings whenever a guest consciously or unconsciously stepped in the flooring. Hot or Cold? Snacks or Heavy meal?

Not “How may I help you?”.

It is even ethical to ask since the floor is fronting the counter right? It is an assume close that they will cast their orders since they are already standing front of the menu just above the cashier.

2. PATTERNED LIKE A PATHWAY/ ISLE/ POINTING from the entrance to the counter. This shows warmth of welcome, belongingness and confidence of knowing which way they go. This is even helpful when owners don’t have a lot of service crew who welcomes and escorts guests toward the counter. The guests feel every step they are taking without realizing they are simply guided going towards the counter to start the sales relationship sooner. This avoids them from sitting first on the chairs or go to the powder room and might change minds for another cafe.

3. SET IN AN ONLY CORNER/ TABLE. After gratifying their choices at the counter, it’s time now to experience the table memoirs. There must be one corner where there is a unique flooring. Not all customers could step in whenever it’s already occupied. It triggers envy to other customer and curiosity on how does it feel being on that spot. They will remind their brains to be back and be the first to sit next time. The it-is-not-for-everyone kind thing. This is more of an ego stimulation.

4. TABLES NEAR WHERE THE AD STANDS for newly launched menu inclusions. As they stay longer because of the comforts and exclusivity that floor emits, they could glance through the new offers and would be triggered to try it from being lured of frequently looking to it. Curiosity and information in one plot drive to a new sale. Guests are simply clung to that corner nearer your promotional materials because of the floor effect compared to those on the farther/ to the rest of the other tables.

The satiety and taste and service of your offerings and personnel respectively are totally another substantial stories. Consider those enumerated. Even flooring of your establishment says something to your daily yield if not, gives great anabolism of your hard earned capital. And remember always keep these floors tidy. This is now one of your trademarks and it should be walk-able whether with a footwear or just mere soles.

Trust me, those really work. Those what I always feel whenever there’s a new cafe, with extraordinary flooring around.

Iligan’s Southern Waterfall Trifecta and How to Get there

With almost 2 dozens of waterfalls splashing around the city, Iligan is no doubt a refuge for travelers from the mainstream of white sands and beaches, mountain ridges and adventures, urban life and party. I am talking about spicing up your trot pics with mist and cascades and getting wettish!

Just if you wanted to pattern the fall hopping with mine, capture these 23 falling water formations by the divide and conquer tactic. For the first target, it will be called, the Southern Waterfall Trifecta – A hidden swash, a resort neighbor fall and the famous queen of them all!

Since we are heading all southern destinations, you could just rent a Habal-habal (Public Motorcycle) for this 4-hour-escapade. Just plan whether you wanted the whole trip ending with a distinctly Iligan spiced lechon baboy lunch in front of the famous Timoga spring pools, 8-12nn or ending with a beef randang dinner in a famous block in the city, Iliganon (Pala-o Branch), 2-6pm. Yes. 4hours for 3 fascinating falls.

TIP- book your Habal-habal the night before at the City's postal building, just left from the St Michael's Cathedral. There's a convenience store "Shoppe24" where a lot of these motorcycles are arrayed for a passenger. You'll see them sprouting by 10pm. You could buy something and sit first inside Shoppe24 on the seats facing the glass wall. This is a perfect view to eat while choosing who is the driver you wanted to hire by looking whoever has the most trustworthy appeal. Hahaha Do your haggle and set the meeting details for the next day. Don't give any peso yet, just exchange phone numbers. Paid Php 400.00 for the whole ride.

A church has always been significant for me, more so in traveling. It lets you feel the temperament of the society your destination has. Churches (in the Philippines) are most of the time situated on a most strategically accessible spot in a city and that I believe churches are best starting point in your itineraries.

Snapseed (3) — Her hydro power feeds 75% of the Philippine’s largest (among the 3 major) island’s electricity. Almost intimidating especially when you are on the ground deck. There’s a viewing deck on the 3rd level.

From the cathedral to the first fall, that is the queen – Maria Cristina Falls, It would take you 30 mins the most. Just go straight going south with the national highway. When you have across the Agus bridge, that’s the bridge with Iron bars inked with yellow, just turn left just really after the bridge. Then just follow through the entrance. It is a hydroelectric power plant compound. You could avail but have to wait for the free ride around or you could just enter directly with your wheels after the entrance fee. Paid 110p (30/head and 20 for motor).

She is powerful! Her pour is dominating. Massive! When you are nearing her you could hear her splashing. Seem drowning your ear drums. You could see how mighty her drops are since the river where she flows seems on a blitzkrieg towards the bay. The flow is almost reaching the roads you are paving. Really strong and yet as they call it Majestic!

TIP- Be there with Her twin. I mean when it is on its full blast. Ideally be there before lunch. You should see a rock between Maria and Cristina. That also means better photos.

12168099_10207941949014497_2023821935_n — I told you. The encounter is intimate.

Next is the charming fall beside a resort. Mimbalot Falls! Just reach back the national hi way and go straight just before Linamon bridge. Turn left, always left until you’ll see her. Naturally timid first with the colossal trees and almost unnoticed because of the entrance booth of the resort on her left
.

When you finally see her whole body, she is with oozing charisma. Inviting yet whispering to you that be cautious. Her rocks that makes her curvaceous might be dangerous. The view with her is very intimate. It’s like you’re so near to her but she just lets you be wettish not totally wet. She is the most approachable of them all.

TIP- you could also set her to be the last stop so you can choose to go inside the resort with its facilities with reasonable rates. You could get a cottage and spend time resting near Her.

12167434_10207941949334505_817313124_n — The shades of green she creates. Hidden. Worth to be sought.

Finally to complete the trio. Tinago falls! As it means in Visayan term, Hidden. Expect the travel to be far, wide and lengthy than the journey from the first two. When you get back to the hi way, turn right. Always remember, you don’t have to cross the Linamon bridge. Then just few minutes you’ll see a street going right narrowed because of seafood vendors and public Sarao jeepney with barkers. Turn right. You could also see signages of “Going to Tinago Falls, Maze Resort or Taytay Pools”. That’s the right way. Just follow through the road. This time, always right.

Just 30 minutes the most, be cautious with the small signage of Tinago falls. Vehicles are left at the accepting grounds. Don’t worry it is guarded by the friendly baranggay dwellers. No specific fees, they just call it donations. That is one for the park guard (20p). One in the entrance shed where there’s a box for donations (30p) and one for your accommodating tour guide whom I gave 100p for being so compassionate with my girlfriend who was panting as we ascend almost 500 steps from Her.

She is really hidden. That’s 20mins more walking from the park to her. I lost my count either when we descended her steep stairs. If the queen roars her splash on your ear drums as you nears her,

She on the other hand, masks her mist on your face as you are approaching. She hugs you with cold cascade breeze and trap you with her enchanting shades of green from the trees and twigs to her spring and moss covered rocks. She is just tempting. I personally even forced myself to leave her. Hidden. Worth sought for.

12166235_10207941949694514_1055283731_n — Her hydro power feeds 75% of the Philippine’s largest (among the 3 major) island’s electricity. Almost intimidating especially when you are on the ground deck. There’s a viewing deck on the 3rd level.

As I end this with enchanting memories and when you finished reading it with hallucinations, prep your gears. Be back to the real. Book your fare to Iligan. Visit them. They are waiting and you refer them as She. Her.

HOW TO: Instantly let someone feels they knew you for a long time.

after a little talk, you could leave shortly but less distantly in order to create an acquaintance-to-an-old-friend come back as you approach them again.”

As you are a reader here, surely you already know one of the fundamentals of a sales appointment, “Establish trust first and befriend the prospect”. Usual sales people do it in a long method but Closers do it instantly smooth. Here are some.

1. Monologue with your name. People are codified with names. When you know someone by name alone, you could say the least that you know something very distinct to that person even without seeing his face or knowing his stories. You just simply know him more than just a stranger because of the name.

Your goal is to let them hear your name as much as you can during your warm up conversation. And you let them hear it by relaying past conversations with previous prospects that make them feel they had a talked with you before. I mean,

when you have been promoting same offer over the years, you are able to tally a generic set of objections and concerns expressed by your prospects.”

By, inserting previous talks on same points that they will be raising, or those which remain unsaid in their brains, while using your name, you’re able to let them feel that you have already talked before with them on that same concern and feels like you’ve known each other even before the first meeting. This also gives them an impression that you are empathetic and compassionate on the things they are thinking.

2. Treat them like the way you treated their counterparts in your life. Simple. If they are on the age of your grandmother, tell them that you remember your grandmother as you meet her and be consistent on how you really treat them just exactly how you treated their counterpart. This even gives you the idea how to tailor your offer specific to the prospects desires as you yourself more or less knows the desire of the prospect’s counterpart in your life.

3. Leave. Then, be back like an old friend. Once you have introduce yourself and your role for that meeting,

after a little talk, you could leave shortly but less distantly in order to create an acquaintance-to-an-old-friend come back as you approach them again.”

You might offer them a drink and get it for them as you also get yours. Then as you go back, treat them as someone you have already known before. They would also treat you the same. This is also helpful whenever your first approach was a bluff. You could breathe and strategize again.

4. When they recognize you as one like they know because of a specific gesture, Act it. Frequently.“You laugh like my close friend from high school” thus, laugh more often during your warm up and laugh, whenever there’s worth laughing throughout the meeting.

You could even repeat the specific gesture again whenever you have a bit of disagreement as you go along the pitch. This reminds them and hence, neutralizes the situation that they are talking with someone they have identified as a memorable pal, not a promising enemy.”

5. Tell them a previous chapter of your life that explains a specific attribute you distinctly posses as you pitch. This is actually a trick in order to justify a you-only-trait but at the same time letting them know you deeper than any just-now-met person. When i do my pitch, i usually sound like a legislative man. Thus, I tell them early in our talk that on my high school and college years I have been participating in debate championships.

That way, they feel like they’ve known me since that chapter of my life as I naturally manifest it during the whole course of our communication. Seeming like they are in front, talking with an old friend.”

Molding friendship and trust with your prospect is a process. Whether through a long or short method, It is a process. It is a “pre-pitch” requirement. Those listed never aimed to compromise the quality of your befriending talk. It makes the prospect instantly feels they knew you longtime ago, but it may not instantly work for you. It needs to be practiced, polished. Remember those. Apply. Evaluate.