How to Arouse Emotions for a Surefire “IT’S-A-YES!” Proposal

The more emotions strategically triggered, the more relevance the offer inflicts to the prospect’s life. Thus, the more value they place to your package. Value which then dictates not anymore as to whether or not they’ll avail your offer, but rather the quality of their paying arrangements to your proposal.

When a novice is weaned from the mock pitch to the first actual sales table battle, I often suggest to treat the whole sales experience as a courtship. Prospects are wooed by a suitor who isn’t servile, without affectation and knows his and his package’s worth.

1. Tease the Hot Button – Identify their passion the soonest you can. Drive the pre-pitch pep talks to the mood which make them verbalize their hobby or the non-work related association they are in. One’s passion is an affect booster. It is the core matter in the warm up.

☝🏼️motivation, advocacy, stuff they cant live without, things they collect.

2. Whisper the Opportune Words – Choose your words so strategically. Hoard a pre set of words for your pitch which then you’ll pick from to be the most suitable to your guest’s profile. There is a specific term in every intensity of an emotion dependent in every shade of behavior.

☝🏼️synonyms, superlatives, words of positive association, connotations, jargons, colloquial terms, technicalities.

READ: Sales Strategies from Reading Crime Novels

3. Pant the Metaphors – This enhances involvement, clarity, agreeability and empathy. Articulate the benefits of the offer with comparisons to things which are familiar to the prospects. This calibrates how relatable the pitch is.

☝🏼️ Simile, symbolism, personification, reckon, equate, compare

4. Indulge in Sizzles – Describe experience by appealing to the human senses. The kind which startlingly creates imagery. When the brain starts to visualize, One’s behavior (choices) stretches to turn the imagination into reality or at least nearest to what’s real.

☝🏼 detail, customize, articulate, pause, gestures, voice, facial expression, eye dynamics, motion.

5. Foreplay with Sob Story – Identification is powerful. It assures the ego of being safe and correct. Making someone see their selves in you increases affinity. It makes them nod. It makes the meeting feels so right. People love their selves and so as someone whom they see their selves like.

☝🏼️ Turning points, similarity, defining moments, coping, common grounds.

READ: Boost Charisma through Sob-Credibility Story

6. Be kinky with Hypotheticals – It’s like a spot psyche quiz so you would know the philosophical facets of the prospect. Dissect and use the answers of the following to intensify effect of emotional triggers. “What if”, “If you were”, “given the chance” “if you could just choose between… Why?,  “If you could go back to that time when…”.

☝🏼️Fears, frustrations, austerity, delayed gratification, morals, logic, frugality, survival instincts, defense mechanism.


There is a specific term in every intensity of an emotion dependent in every shade of behavior.


Emotions are denominations of every relationship. The more emotions strategically triggered, the more relevance the offer inflicts to the prospect’s life. Thus, the more value they place to your package. Value which then dictates not anymore as to whether or not they’ll avail your offer, but rather the quality of their paying arrangements to your proposal. Done deal!

READ: How Saying “I LOVE YOU” to Your Prospects Leads to a Sale

5 Classic Sales Movies that Coach You Hard to Close More Sales

Strategically, a watchlist every sales person should replay per year-start.

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Your first handshake during the meet and greet is like the director saying “Ahaaaaaction!” It warrants a specific version of yourself who is of course still natural and spontaneous but versatile to the distinctness of the personality of the prospects you are about to make an emotional encounter with. Right then and there, the prospects become both your audience and your co actor. The encounter becomes a movie where you are an actor (A), the writer (W) and the director (D) in one body of a true master Closer. Such, lead me to look for more Sales Tip resources aside from books.

I love reading books. However, a motion picture which graphically shows how specific remarks are executed would be a booster from the spiels you read from texts. The following movies are ranked according to the weight of sales insights I personally appreciated after watching.


5 – THE PRIME GIG, 2000

 CLOSER-ACTORS: Ed Harris, Vince Vaughn (D) Gregory Mosher (W) William Wheeler

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Penn’s pitch to Evelyn is too involving that their conversation via phone seems like an in person encounter.

I always fantasize a movie that depicts the sales industry I am in; the one-call close selling of Timeshares. This film is the closest to my field thus far. Penny’s (V. Vaughn) first sales career in the early scenes was in a vacation coupon telesales where lines are something every Timeshare closer can relate to.

The main reason though, why this is on this watchlist, is because of how excellently Sob-Credibility story is filmed. Replay the Evelyn Feller Close and this is a perfect case example on how to master using Sob Story to close your deal.

READ ALSO: HOW TO: Boost Charisma Quotient through SOB-CRED STORY

Remember: On WEALTH.

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4- TWO FOR THE MONEY, 2005

CLOSER-ACTORS: Al Pacino, Matthew McConaughey (D) D.J. Caruso (W) Dan Gilroy

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Rewind to this scene, Brandon Lang (McConaughey) closing a bet through a Pina colada.

Take note how the Pina Colada Close is executed here. Learn how knowing your prospect’s favorite stuff drives you towards a smooth sale. Involvement!

This is the only on this list which is  almost a Biopic film since some scenes are inspired from true events. The movie does not actually convince me to be worth listing here if Walter’s role is not portrayed by Pacino. His acting prowess makes the coaching more effective to the viewers as he delivers his lines weaved with pitch spiels and winning mindset.

 Remember: ON PERSISTENCE
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3- WALL STREET, 1987

CLOSER-ACTORS: Michael Douglas, Charlie Sheen (D) Oliver Stone (W) Stanley Weiser, Oliver Stone

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Replay this scene and learn how to make negotiation sounds like you are making a favor to you prospect and win the haggle. Coined this as “You-brought-my-mother-into-it” Close.

The most awarded film on the list. Douglas’ performance is indeed worth an Academy Best Actor here. His character Gordon Gekko, is 24th in American Film Institute’s 100 Years, 100 Heroes and Villains while his line about Greed is also listed 57th in AFI’s 100 Years, 100 Movie Quotes.

Scenes which dramatize sales techniques from Sun Tzu’s Art of War are also entertaining and stimuli for rewinds. Sheen acts perfectly like he is Robin and Douglas is Batman. The only reason why this is not on the 1st rank is, the next two movies have more prospect-closer scenes which Closers would really appreciate. But then with emphasis, this film is with great acting and sales content.
Remember: ON GREED
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2- BOILER ROOM, 2000

CLOSER-ACTORS: Giovanni Ribisi, Vin Diesel (D) Ben Younger (W) Ben Younger

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That rebuttal for “I have to ask my wife first”.
Tagged as the Wall Street (1987) counterpart of the 2000s (Millennium), Boiler Room perfectly depicts the sales deck scenes of hard selling and overcoming objections.
This film truly shows several scenes which Closers could identify and learn from. You smirk when you recognize a tactic you already did to a prospect while you nod when you learn something new to use on your next pitch. Lots of scenes to rewind. From Vin Diesel’s Benadryl Take Away to Ribisi’s Captain Crunch “I have to ask my wife” rebuttal.
Remember: ON BEING A CLOSER
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1-GLENGARRY GLEN ROSS, 1992

CLOSER-ACTORS: Al Pacino, Alec Baldwin, Jack Lemmon (D) James Foley (W) David Mamet

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The James Lingk – Opportunity Close monologue by Ricky (Al Pacino) was the most persuasive spiel this sales film had.

The second Pacino-starred movie on the list. Baldwin’s cameo will never be in oblivion. Scenes owned by Lemmon will always be compelling. Ed Harris, who is in the 5th film, Prime Gig did another splendid antagonist Closer role here.

This is a motion picture version of a play script by David Mamet that won the Pulitzer Prize in 1984. Script is based on Mamet’s experience being previously in a sales workplace, which makes this production appeal so realistic to sales persons specifically to real estate agents. From handling slump, honing a positive mindset, competition, red leads, handling cancellations, undoubtedly, a topnotch in both cinematography and sales coaching material. For me, the most classic among all classic sales films so far.

I’m going to tell you something. Your life is your own. You have a contract with your wife? You have certain things you do jointly? Bond there. And there are other things, and those things are yours. And you needn’t feel ashamed, you needn’t feel that you’re being untrue. Or that *she* would abandon you if she knew. This is *your* life.

Ricky Roma’s haggling spiels after James Lingk declared cancellation of his purchase the day after he signed the dotted line because of his wife’s disapproval. Use this when you overcome a one-legged attendee’s can’t decide objection. 

Remember: ON TACTFULNESS

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These films serve to me as reinforcements. Concepts from your readings when demonstrated like in the movie scenes turn you to be an effective doer in real life. Flawlessly portray your role in every sales table you have to close a deal on. Be a hall of fame Academy Best Actor throughout the befriending-pitch-objection-rebuttal-closing performance.


Do you have your own sales film watch list too?  Comment your favorite sales film.

HUNTING HAWKERS: Michelin Starred Street-foods Singapore 2016, Short cuts, Side trips

You want to spend shorter time queueing to explore nearby attractions after an unforgettable chowing down of Michelin starred street meal? Hunt!

This year’s guide for Singapore isn’t actually the first which the North Star for restaurants appreciated an Asian Street-food for its prestigious guide. November 2015, Michelin enumerated 23 outlets for Hong Kong and 12 stalls for Macau for the first ever Street-food section of the guide in its 2016 edition.

However, these stalls don’t have stars. “We did include street foods for the first time but they don’t have stars. We include street food for the simple reason that Street food is very much a part of the Hong Kong culinary scene. Hong Kong has fantastic gastronomy everywhere but Hong Kong is a city that never stops; it never sleeps. People are out and about all the time and street food has always been a very big part of Hong Kong culture, so we thought it would make sense…” Michael Ellis, International Director for the Michelin Guide clarified to the CNBC’s Squawk Box.

READ :REAL GUIDE to the 2016 MICHELIN StreetFood Outlets Hong Kong, PHOTOBLOG

What’s then actually monumental for these two Singapore based street food outlets is, this time they got the elusive STAR. Even before the Michelin inspectors rated these hawkers, their food has always been preyed by patiently queueing curve-eyed predators. Asians are such unconditional patrons. Reminiscing the struts I had in Hong Kong prepared myself that queues would always be part of the experience. What off guarded me though for Singapore’s starred hawkers is, I did not expect the length. The queue was lengthy, meandering and transcultural. The food? Here’s my take.


Liao Fan’s Hong Kong Soya Sauce Chicken Rice and Noodle

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The wallet friendliest Michelin Meal to date, 2SGD Chicken Rice plus 2.50SGD Chicken Noodle. All at 160 PhP!

Two SGD for a Chicken rice is actually cheap in Singapore. Chicken rice meals like I had in mall food courts actually range 5-7SGD, without second thought I opted not to choose one between the noodle or the rice, I ingested it both!

A local couple preceded me stressed that “Aside from its taste (It wont be starred if it isn’t savory of course), Liao Fan’s portioning is actually one of the most generous inside (the complex)” which I agree. Seems like they are serving almost half part of a chicken in a meal. They bought about five plastic bags of varied meals and chopped of two whole soya sauce chicken. They could just actually eat somewhere else but like me, they also waited almost three hours — for a take out. I was even starving already when I was 5th from the one being served (bring with you some crackers and water. Not flavored drink, just water)

Cooked just right that it is still soft, juicy and easier to shread from the bones. Chicken skin is uniquely savory with the soya sauce still palatably evident as the main marinade, perfect in your spoon with the rice steamed with chicken broth. Noodle was also tendered just perfectly right to stimulate your chewing when it is already inside your mouth housepartying while the sauce flavor-jockying your tastebuds with intermittent sweet, salty and Hongkie spiciness.

Worth a take out or else you’ll queue again. Bring home a whole chicken. Drooling!

“partaking the food in a shared table with the bustles of the sidewalk as the background music, sensing how sated they are evident from how contagious to me their appetite as I observe how they eat the food, which we all spent not just minutes but hours to be served. Those just boost my satiety to a higher, subjectively distinct level. Those appraise more the value of every Asian currency I handed to the hawkers as I received my portions.”

Hill Street Tai Hwa Pork Noodle

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Minced meat noodle at 6SGD serving. You’ll never know how those dried fish and pork liver blends the soury spicy nature of the noodle sauce. 5, 8 and 10SGD serving choices are also available.

The serving includes the plate with the noodles and a sauce and a separate bowl with soup. I was actually looking at the other tables how they eat it. Should I or not mix the soup with the noodle. I mixed it and it was better for my buds.

The food house is like a neighborhood (Barangay) noodle house where when you’re starving after playing with your neighbors back in your childhood, you could just sit and eat with familiar faces in the next tables. It is like a refuge noodle house when you came from a stressful workshift. Moments between chews felt like I was partaking a soup prepped by my mom when I skip from work or school because of sickness. You could feel the portions were served with thoughtfulness while you eat it. Whether you’ll consume those pieces in chunks or by bit, the whole serving is just steamy and spicy redeeming! Sharing actually the sensations I felt eating it rather than the food feature itself since being exceptionally delicious is generally a default when you got a Michelin star.

I could just chow down back here. I don’t care about another queue. I wish Tai Hwa is just stairs down from our flat (few steps from our house).


SHORTEST ROUTES

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MEANDERING and TRANSCULTURAL. There are at least 8 more people from my back. Then the line changes angle with those westerners. Then from that lad with the yellow shirt, the line tails until the left wing of the Chinatown Complex which is joint to a commercial space – residential building. It pays to know short cuts!

Started queueing at 10:15am. Got my turn by 12:50 and had my first chunk of the Michelin starrred chicken by 1:02pm. Not all of them actually have known about the Michelin Star earned by Liao Fan. The group of Indonesian friends next to me told “We just fell in line thinking that this stall might be serving the best meal inside the complex since it has the longest queue. We wanted some local foods after strolling around the Street Market. Something that’s memorable to our appetite from this trip.”

I repeat, It pays to know short cuts! You are all welcome for these alt routes I have known the shortest versus the Mobile Map, thus far.

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Chinatown Station for Liao Fan. Lavender Station for Tai Hwa. Exit on Exit A for both. Fares vary from your starting point. Borrowed a reloadable card from uncle so I just loaded it with 30SGD for my whole 5days trip. Still has around 7SGD when I left. One way tickets are available in the stations though. Chinatown. Lavender. Exit A.

📍 Way to Liao Fan:

1. Chinatown Exit A. Just go straight through Pagoda Street, a street market but don’t be tempted yet to look around and buy stuffs. Do that after!

2. Turn Right when you reach the corner resto Chinatown Seafood house with a porch.

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Corner signage points the Chinatown Complex!

3. Straight until you’ll reach the left side of the Chinatown Complex – the cradle of Liao Fan 😂!

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The facade. Facing it, proceed to left.

4. Facing the facade, proceed to your left. Don’t use the main entrance! You’ll be lost with the maze of food stalls. Just dont!

5. When you’ll arrive late, you’ll see this when you reach the right side of the complex (your left facing the complex). Yes they are queing for Laio Fan.

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Take the stairs below this overpass.

6. Take the stairs below this bridge and on the next floor you’ll might already see the tail of the queue.

7. Enjoy the queue. What could you possibly do while falling in line? I’ll blogpost about that. Stay tuned.

📍 Way to Hill Street Tai Hwa

1. Lavender Station. Exit A.

2. Proceed walking left. That is a wide parking lot in Kallang Walk (Road for pedestrian). Look for the pedestrian bridge traversing Rochor River on your right. Take that bridge.

OR

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This will also be your landmark when you want to do a side trip to Arab Street and Hadji Lane. Famous for hipster vibes with neighborhoods of quirky streel murals and quaint coffee shops and boutiques. Remember Asia’s Next Top Model.

2. From Lavender station, Just go straight through Victoria Street. When you’ll reach a bridge. You’ll see this hotel. On your left, you’ll see a bridge for pedestrians which connects from the parking lot of  the Immigration office to a residential space. Victoria street would be your landmark when you want the Side trip to Arab Street and Haji Lane after your chow.Take the stairs down from the bridge, and pave your way across to the pedestrian bridge.

4. Get throught the compound to reach the sidewalks of North Bridge Road. Walk throught two more residential buildings then you’ll reach Crawford lane.

5. Start queueing. Tell the person next to you (or front of you) that you’ll be back.  Ask the counter first because at times they have this token system to make the queueing more organize. Ask for it when they are implementing it on that day. When I had my visit, they were just few in line so it wasn’t applied.


I’ve never been the kind who is for shopping, theme parks and adventures. Since I started traversing Asia, I have always been a foodie for endemic food stalls. It has always been a fetish to me to immerse with the locals. The sensation of being like one by queueing next to them, eavesdropping their usual small talks about life and partaking the food in a shared table with the bustles of the sidewalk as the background music, sensing how sated they are evident from how contagious to me their appetite as I observe how they eat the food, which we all spent not just minutes but hours to be served. Those just boost my satiety to a higher, subjectively distinct level. Those appraise more the value of every Asian currency I handed to the hawkers as I received my portions.  The moment I have consumed all what’s inside the bowl, though I can’t really use the chopsticks well, due to lack for a better word, is an orgasm. A wander orgasm, an addictive meal-driven dissociation which I’ll always be urged to travel for, uniquely in every destination.

Michelin has its criteria of course to classify these starred carts. Their taxonomy has been the gold standard for eateries, but those triggers above which you and every other eater could experience, just make the food even more delicious than how it palatably appeals. I know their inspectors couldn’t agree with me more. Hunt!

Let's eat?!

The moment I have consumed all what’s inside the bowl (though I can’t really use the chopsticks well), due to lack for a better word, is an orgasm for me. A Wander orgasm, an addictive meal-driven dissociation which I’ll always be urged to travel for, uniquely in every destination. HUNT!



SIDE TRIPS:

AFTER LIAO FAN

☝🏼️ Souvenir Shopping through Chinatown Heritage Center. The oldest Hindu temple in SG could also be found at the mouth of the Pagoda Street.

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Affordable souvenirs, heritage-themed snaps along Pagoda Street!

AFTER TAI HWA

☝🏼️ Stroll through Victoria Street, Haji Lane and Arab Street.

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Mural along Victoria Street. This child is Gigantic. Sneak so you wont awaken that wild cat! lol

3 Compelling Biopics to Redefine Your Sales Persistence

“CHANGE THE CONDITIONS and you will cross that line. The line that you said you wouldn’t cross”  -Joe Hunt, Billionaire Boys Club (1987)

Christopher Gardner, Joseph Henry Gamsky, Bill Porter – Real to life closers who know no hindrance to close a sale. May it be sleeping overnight in the subway toilet with a 5 year old son, selling door to door in a 7-mile neighborhood daily with a stiff-knee gait or even killing not just once. Watch and you will never know how to listen to your excuses. Not anymore.

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3. Pursuit of HappYness (2006), played by Will Smith

The only theatrical film on this list, you might have watched this and you will agree with me that replaying it would still be a tear jerker. From losing the trust of your wife to queuing for a shelter room every after your sales shift with your 5 year old child, your luggage and that bulky bone scanner. Really inspiring sob.

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2. Billionaire Boys Club (1987), played by Judd Nelson

Made as a television movie in 1987, you will find yourself checking your sanity every time Joe speaks a word. Scenes perfectly manifest his tenacity to be second to no one. From a nerd debater in high school to a splendid brain washer founding the BBC. This definitely is a movie that triggers Morality Check of a closer’s sales persistence. When does persistence decoy a sinful greediness? Lot of closing skills to learn. I had a long list while watching. Did he really kill for an immense wealth? As to my verdict? Well, there are no absolutes. There are no black and no white. Just shades.Watch it Now.

“You won power over a person through the knowledge of two things, Joe explained: One was what they wanted, the other was what they feared.”

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1. Door to Door (2002), played by William H. Macy

That line from Bill’s acceptance speech being Watkin’s Salesman of the Year in 1989 may be too simple, but when you reach that scene while watching, you find your tears like dewdrop per second. Both this TV movie and the array of documentaries featuring Bill really make me extremely inspired. Bill Porter indeed is the only of his sales persistence caliber. He has Cerebral Palsy. He is a top Salesman. Legendary.

These are compressed version of the circumstances these closers encountered. A reel from the real struggles for the sake of the art of motion picture. You might have been once like Chris, Bill or Joe. You may be like any of them in the future, or yet your kind of persistence is even stronger than theirs which the world have not known yet.

Would you do the same choices they did? Same dose of optimism? Same dosage of resilience? How challenging you are facing now compared to theirs?

Crossing the line is all in the mind.


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COMING SOON: Billionaire Boys Club would have a theatrical film version this 2016 which will be starred by Ansel Elgort as Joe Hunt. Judd Nelson, who was Hunt in the 1987 TV movie will be the father of Joe. Kevin Spacey will be Ron Levin while Emma Roberts as Sydney, Hunt’s love interest. “As we were writing this, I thought, ‘What if ‘Wall Street (1987)’ became ‘Alpha Dog (2006)’ halfway through?” James Cox, director said.

I hope the 2016 version would not neglect the sales skills every salesman could learn from Hunt’s real-life closing prowess. I will be watching this. You too, right?

HOW TO: Strategize Handshake to get a Genuine Sales Commitment

The impact is strategically deafening.  An impact which prospect essentially feels what something isn’t told since the message is meant to be uttered simply the way you hold.

“The impact is strategically deafening.  An impact which prospect essentially feels what something isn’t told since the message is meant to be uttered simply the way you hold.”

Nostalgic from my kindergarten years in a parochial school, a handshake would spare us from the rod of visiting the principal’s office every time a quarrel erupts with a fellow brat (I am not that notorious though. My seatmates are). During my high school years’ debate championships, a handshake described as “traditional” is always requested every before the adjudication is exposed. Both depicts the same essence of handshake from an archaeological remnants of the ancient Greece. It suggested that handshakes are originated as a remark of peace to prove that both soldiers’ hands aren’t any more in possession of any war weapon.

In the sales world, handshakes generally signal a done deal. Exhibit that both parties have no objections to raise any more, just like weapons – Metaphorical. Thus, both ends are at peace for the consensual choice. Nice to imagine right? I guess all sales people would love to end every pitch with a closed deal handshake, but as they said everyday isn’t Christmas and not all prospects are Santa Clause -Real.

Handshake is actually an intra-pitch sales tool. Not just a pitch ender gesture. Not just a done-deal ritual. It is a tactile commitment thermometer. It has variants. A sort of calibrations which should be fortified with deliberate sensations of timely, compelling emotions. Here are some.

1. Handshake of Warmth : (fully grasped, snappy gentle press that moves briefly up then warmly down)

The default handshake during the meet and greet. Yes. Contrary to the conventional too constricted grasp on the first meeting, a snappy soft press that moves briefly up then warmly down shake is an irresistible prelude to a promising emotional encounter. A nonverbal starter of how much you care for every person you meet. Remember John Maxwell said, “People don’t care how much you know until they know how much you care.”

“Mr. and Mrs. Filo? I will be in charge of you today. I’m John, how will I call you? the way your friends call you perhaps. (longtime friend smile)? (When they’ve given you the nickname, Offer this handshake smoothly then,) Kindly follow me “nicknames” so we could start?

Never be extreme yet on the first palm to palm. Too constricted grips signal dominance and negative appeal. Remember like in the 1st round of boxing, you are still trying to gauge the kind of personality you’ll be dealing with. The safest approach is to assume that humans love to be greeted with a felt welcome. Offer an emotional hand first – that is the rule of thumb.

HOW THIS LEADS TO GENUINE COMMITMENT: So, you have just meet your prospects. That means, you don’t mean the buying commitment directly yet on this shake. What you wanted to achieve here is to establish a promising committed relationship. Being sincere in your welcome makes the prospect feel valued. Their time, their presence, their commitment which they adjusted to see you for the appointment. This helps them feel comfortable of the atmosphere they are in for the rest of your talk. When they are just rightly comfortable, they feel the encounter is healthy, that meeting with you was a right choice to do. Subconsciously validating that the time commitment they’ve set within their mind of meeting with you, was worth doing so. Collaterally, preconditions their confidence and trust. Precursors for the later commitment you will be asking from them – the owning commitment. Just don’t be too servile to be warm. All of us has that reptilian part of the brain that alarms paranoia and that’s too unsurmountable to fix when activated this early of the encouter. Don’t be too sincere to be genuine. Use this shake with a smile from an old friend.

2. Handshake of Control: (firm, fully grasped, whole grip shake with the brief up and steady down movement)

The so called anaconda constriction is obsolete. Treat this as the millennial version though. Done to emphasize an agreed point, make it just a fully grasped firm shake with the brief up and steady down movement. Note that as you drive the meeting to a closed deal, you have to precede that with series of trial closes. This shake is the trial close ender. The most shake you shall do to increase agreeability and test the owning commitment. This is the gesture thermometer of how much the prospect means the commitment they are showing. Reciprocally, this also shows the prospect how much you mean business, correspondent to their affirmation. Do this shake every after response of your prospects from these sample of closes.

“Does that corner of the unit makes your children more comfortable when they play? So when we can modify the terms to be more breathable for you, would you love to own this house?”

“Aren’t you glad your knowledge about the potential earnings of this concept is clearly laid out versus the compensation plan of other MLM concept you have listened to? Which do you think is more lucrative?”

“It must have been self-assuring to feel that you have known a way to actively sustain your family’s welfare from this day on. No one would want to be guilt ridden in this lifetime, would you agree?

Use this shake too as ender of your intent statement or rules of the game before the start of the pitch. A ritual of agreement which reflects your trustworthiness and professionalism. Do this shake after intent statement like this:

“Our company has proven that inviting couples like you tonight for a personal presentation is far more cost effective than airing our hotels in the mainstream media advertisement. I had deliberately planned to make your time worth interacting with me by customizing my presentation to be efficient. This how it goes… obviously I have been flexible to my pacing specific to my guests every night. I could actually fasten it according to your comprehension but undoubtedly, my presentation shall never be hurried. Don’t you think that’s fair for both of our time?

HOW THIS LEADS TO GENUINE COMMITMENT: The aim of the grip’s firmness is to send a mark to your prospect’s side. Such grip means business and commitment. It is an imperative to let them feel the difference of this handshake to the others. You don’t intend to be warm here or any. You intend doing business. This works as a professional intimidation for “Strokers”, the all-yes, ends-no prospects. You may spiel after this shake, “I’ll hold on to what you just have affirmed”, “You said so” or a sharp third part story of, “My guest yesterday also affirms perfectly the way you do with that handshake, but ended up still not really meaning it. I wonder how people like that still possess credence with their face lifted high. What do you think of those kind of people?” Let the good and the bad in them go out. You wanted to extract which is the genuine and the masked behavior your prospect has. When you are able to identify which, manage it to achieve veracity. A stellar moment for genuine affirmation. Handshake of choice for a fellow sales professional, businessmen and corporate executives every time you agree to a point during your pitch.

3. Handshake of Empathy: (soft compassionate grip, with brief up but the down movement sticks a second or two to the prospects hand while looking straight to the eyes)

A detector of the authenticity of an objection. Like the Warmth Handshake but with the probing eye contact straight to the prospect’s soul. A soft compassionate grip, still with brief up and down movement that sticks a second or two to the prospects hand as you gaze through their guilt reflex.  This simply senses for a sincere heartbeat. Prospects are seasoned in masking objection to stall you from involving them, especially when you haven’t establish the need and had pitched prematurely. Probe for the sincerity and never be sold to their Mystique moves. Mourn with them but still qualify the truth. Regardless of finances, prospects will all purchase when they are sold. You have to detect should they are lying so you can detour to another approach. Ask. When they seem hopeless of availing the offer, find out the truth behind. Apply a negative trial close to further your probe.

“When it is affordable, why you aren’t seeing your family enjoying such benefits?” Ask then wait for the response. Whatever is their concern, consider it but don’t believe it yet as true. Empathize by offering this shake so you can feel the guilt free-ness of their reflexes.

HOW THIS LEADS TO GENUINE COMMITMENT: They aren’t saying more YESES. Treat every first objection of its kind as genuine and empathize with it. Then probe its believability and proactively overcome it. Handshake of Empathy is two faced. (1) Whenever they are honest enough base on your probing prowess that it isn’t affordable to them, it is proactive that you treated that with compassion. You could then offer a more affordable package and terms, then close. That works to all objections too. Empathize. Then, be compassionate on their concern. Overcome. Then sense and probe the prospects’ reception. (2) When their objection seem deliberate just to stall the closing, isolate where is really the hump of your game plan. You may not be real friends yet. You haven’t really establish their need to your product or your pitch just tend to sound so pushy. Detour. Do something strategic as soon as you sense this so you can achieve a genuine sales commitment.  Note too, that there are minor objections specific to your guests’ concern which just simply warrants empathy and could be set aside. Just be meticulous.

4. Handshake of Regret: (fully grasped compassionate press with a sad-for-them affect)

The Take-away close handshake. It is like you too through this shake, conceded that your offer is too nice for them. That they feel they are one of those who isn’t for the benefits.  A shake of take away to the still negotiable prospect and a shake of goodbye especially to those kind of prospects who are really close minded after all the time you have got for a head to head (Admit it, there are really prospects like that.). The least is, you never appear pushy or a loser.

Shake hands with pity, tap their shoulders, with sad affect looking at their eyes. “I knew this is not really for everyone who liked it.”

HOW THIS LEADS TO GENUINE COMMITMENT: So the prospect said NO. This too is two edged, the “now it’s deal” and the “still no deal”. (1) You wanted to pose a take away. Inflicting a fear of loss over a hope of gain emotion. Let them feel that you who let them feel the benefits were beneficial to them through your involvement spiels, is the very same person letting them realize those weren’t really for them. Let them feel their dreams and aspirations were robbed in front of them. Trigger their gratification and ego whether they would do actively about it and save their dreams as you offer them a more breathable customized package.  (2) The flip is, they said no since they didn’t really appreciate the benefits you were painting. They remained resistant. All are exhausted this time. Both your time and the ways you could’ve done to sold them. Your mission here is to retain pride for yourself and for your offering. Don’t let them bring home an image of you begging for the benefits for them because that appears like you begging for a commission. Have pride that your offer isn’t really for everyone but it is your passion to let every breathing pocket appreciate the worth of your product. After all your plans has been consumed, it is then their call. Still, head’s up!

5. Handshake of Belongingness: (Firm congratulatory shake)

The done deal with a pulse. A firm shake which congratulates their educated choice of availing the benefits you have already knew that they deserve. The shake which you envision to do every after you ask for the sale. The most shake you will do every sales week. Be collected not to be so overwhelmed and proud. Contain the euphoria later on the after wave meeting. Appear like you have expected the deal, yet be happy for your prospect’s ownership.

“What if I could stretch the offer like this, isn’t it more comfortably affordable? (Wait for response) Who shall be the principal owner? (Affirmed with either’s name) How would you settle that, card or cash? (Card) Offer this shake and ask for the paper works.

HOW THIS LEADS TO GENUINE COMMITMENT: So they finally said YES. Definitely this seals the genuinity of all the commitment-gathering handshakes you did throughout the meeting. So how this leads to genuine commitment of your next prospect? Remember the entire responses you have experience from the very first handshake you did for this “now-owner” and use it to calibrate your next handshakes for the next prospect. This is then the start of you commitment in the post sales care and owner referral optimization. Be ready then on your next handshake partner, your next close.

Bridge hands over the sales table. Be sensitive with the closing intuition every time you grasp a prospect’s hand so you can articulate strategic modulations to let your message reach across the hugging palms. It takes practice to be an expert, increase your score on your daily pitch.

As you ornament motions along the pitch, include handshakes which are pertinent to the emotion you wanted to trigger. The impact is strategically deafening.  An impact which prospect essentially feels what something isn’t told since the message is meant to be uttered simply the way you hold. That impact is a closing silencer.


POINTERS

Handshake with eye contact. Look through the eyes not to the hands.

Don’t shake with not same hands. When guest is left handed, re-offer a shake with your left hand.

Don’t shake half or digital reach. Offer a hand again. Full grasp. Whole grip.

If sweaty, have a table side hanky. Be self-deprecating enough to orient them before hand in the meet and greet.

For Islam clients, exempt the wife from the handshake and start your connection stating that you have known from a previous Islam couple that handshake isn’t really ethical in their custom.

Asians prefer weak handshake. Scandinavians shake firm.

Instances when you were offered with a handshake, stand and shake hands stating your full name.

Hand wash every after presentation. Have an alcohol or hand sanitizer at table side always.

5 Subtle Sales Strategies from Reading Crime Novels

How about reading how a killer “convinces” everybody else that he is innocent? When you sell, you convince right?

A Sales book walks you through how a deal is smoothly closed. A Motivational handbook inspires you to revitalize your mindset from a sales slump. How about reading how a killer “convinces” everybody else that he is innocent? When you sell, you convince right?

Crime novels are educative for sales professionals. It may be lengthy but surely, you get addicted the soonest you identify the sales spells popping between the lines which the writer had artfully weaved through.

CHARACTERS caution to modulate your “likeability”.

Personalities living in the novel are fictional as to what had sprung from the writer’s mind. However, “traits” of these characters are real and in fact, existent to the people you meet across the sales table.

Knowing diverse novel personalities is a beneficial preempting tool so you can modulate your presence in dealing with similar (varied extremes) behavior in every sales meeting. It trains you to be efficient on working out how to be agreeable to your prospects. This propels to a well understood pitch. This helps you sharpen your intuitions in reading who a person might generally be so you can adjust how your closing attack would be. Remember from now on, you do not just meet people in a crowd, in a novel too.

SYNONYMS connive for your pitch’s clarity.

Have you ever driven your pitch where you are expressing the correct point but the prospect seems waiting for a perfect word that shots them to agree with the deal?

By experience, synonyms have a distinct controlled impact to the prospect’s “not now” to “yes to the purchase” continuum. I usually call this particular word as the closing chant, closely like “abracadabra”.

The more terms for a definition you know, the more specific you could clearly convey the point you want persuade. Be vigilant in picking especially when your pitch poses an analogy and technicality. Prospects have varied vocabulary tagged along with their varied personalities. Generally, choose the synonym with the good associations like “Own” rather than “Buy”. In cases of affecting a more felt sense, use the extreme version like “spotless” rather than “tidy”, “spacious” rather than “wide”, “exhausted” than “tired”, “scalding” than “hot”. Having database of synonyms is like having a revolver to increase the chance of firing the most precise word which your prospect long to hear as a trigger of their YES. A crime novel is a perfect source of these. Aside from clarity, synonyms also influence your tact and credibility.

When reading mystery novels, have your smartphone beside you with a dictionary app. Search for the new word you just have read and add it to Favorites. Assign a word of the day which you shall then use the next time you pitch. Still note, be deliberate what synonym to say to a specific prospect. This tip applies to the next too.

IMAGERY bribes a higher appraisal.

“The floor was sheathed in oriental rugs, the white painted rough stucco walls covered with masks and carvings, archeological by-products of her mother’s career, I imagined. Hadley filled and plugged in a small electric espresso coffee maker and got two fine china cups, setting them on a round, heavy walnut table with clawfeet next to one of the dormer windows. The view was of the back garden with its rows of new vegetables coming up and of several horsechestnut trees, cooling the house with hundreds of fresh green fans.”

Is not that a compelling involvement pitch when you are in a Real Estate or Timeshare Sales? A Crime novel, on its endeavor to let the readers visualize the story, has a lot of those descriptions which you can simply modify to make it specific to your offerings. These are Adjectives and Adverbs which appeal to the senses of your prospects. Thus, stimulate buying instincts. These describing words are secret inks to masterfully paint the mental picture of your prospect’s desires. Involving spiels are intended to be drooling which make your offer irresistible.

The tip is, stimulate the prospect’s imagination by describing to them orgasmic feeling of every human sense (in such a perfect blend). Let them feel how a thing is being done or how a thing looks like in such an articulate recitation. Never do a by-the-manual demonstration or by-the-catalogue presentation. Let them not just hear it. Let them feel it and anticipate the real gratification. Be their walking VR glasses. Synonyms for clarity. Adverbs and Adjectives for interactivity.

MOTIVES protect you from sale stalling objections

Criminals never confess on the 1st chapter after the crime. Thus, mysteries give birth to the detective tandem of the reader and the sleuth. The cascade of the story then flashes reel of motives that points to a list of suspects. These characters are driven with motives perfectly like your prospects, they do not always tell the truth.

Prospects lie especially when you have not fully sold them yet. Being exposed to countless versions of lies rooted from equally countless motives as you read mystery novels, sharpens your thermometer of how sincere the commitment you are getting as you ask the prospect for a close. The psychology of motives develops your prospecting skills, questioning techniques, boxing-in maneuver (tie down close) and even closing intimidation.

Objections categorically should be accepted as your prospect telling you to tell them the right thing. However, be sensitive too since objections could also be your prospect’s litmus on your credibility and persistence as well as tactics to stall a sale. As you meet several motives along your readings, you are able to exercise the conviction of your guts every time you drive your pitch away from rejection. Human behavior, just like books can be read too.

The psychology of motives develops your prospecting skills, questioning techniques, boxing-in maneuver (tie down close) and even closing intimidation.

SHOCKING REVELATIONS are tips for your pitch’s elements of surprise.

Never be a mascot for boredom. The human ears are good for 7-20 minutes only. Sprinkle elements of surprise in your pitch to not let your prospect be thrown to the boredom pit. Let them be hooked.

The turn of events in novels is just a perfect exercise on how to jockey surprises in your pitch. You are seem a writer who perfectly knows how the story would end but regulate when a certain revelation would happen – when to kill a character, when to put creepy encounters or suspense or even when to perfectly cut a moment. Reserve the most stimulating benefit for the specific client to that part which you feel would fully engage their buying reflex, just like the juncture that connects all the mysterious circumstances of the crime. Let your pitch be gripping.

A master closer is dynamic in learning and experimenting sales strategies. Using other than the usual learning materials, Crime Novels as one, is tantamount of upgrading your closing caliber. Always keep on looking for new and unique sources of sales techniques. Be different.

 

Why Someone who has Facebook, should trade-off 5% of their savings to CRYPTOCURRENCY?

What if the next time you surf, the Internet could convert and organize currencies “efficiently charge-less” because of ONE digital asset you started to own today?

Mark Zuckerberg’s innovation erupted the social media bandwagon. In fact,  Facebook has been such the friendliest teacher for then-offline people to be Internet literate. Its active members are the believers and living proofs that exchange of messages and media (Video, Photos, Soundtrack) could actually be FREE, making Telecommunication Companies fear their services (Call, SMS, MMS) to be obsolete in 2 years now.

However, what if the next time you surf, the Internet could convert and organize (transfer/ purchase, withdraw, deposit) currencies “efficiently charge-less” because of ONE digital asset you started owning today?

Scam sounding? Read back the first paragraph. More over, PayPal, when introduced was deemed fraudulent too. Now, online job incentives and purchases are processed through it. One more thing, Online banking is promoted now by your banks. Only, both place whopping charges and a bit procrastinating.

Stop reading this further when you are satisfied with your dormant money in banks or strategist managed stock market ventures. Don’t even read a word more when you don’t have faith (until now) to the unknown possibilities the Technology is yet to divulge. This is about Financial world cohabiting the Internet. Their synergy!

Cryptocurrency.  A currency in the Internet form. These are unique codes (algorithm) which when solved (mine) posses an intrinsic value (solution/coin). A medium of exchange which nominal value is determined by the number and rate of acquirers through the process of mining a predetermined, publicly known number of coins in a created system. It sounds too IT jargonistic but simply, these are codes with values. Values are influenced by the community who agreed to consider it as a means of exchanging resources.

So why would YOU swap a tolerable part of your money NOW to Cryptocurrency?

1. CRYPTOCURRENCY HAS COME TO ITS ERA: Bitcoin‘s success had startled the era of transactions using online currency. Since then, It served as the basis for innovations. Coins before were hard to earn due to costly equipments and highly specialized IT professionals. Before, cryptocurrency were just for the wealthy who can fund the hardware pieces and the experts who know the science of the process. Due to ONE recent innovation like making the mining process friendly to the majority, more people now are participating on this breakthrough which is changing the financial arena both online and offline, catalyzing that 2016-2020 will be the era of cryptocurrency.

12999636_10209335380849422_337658244_o2. EVOLUTION OF PAYMENTS. Years ago, we were reluctant in buying our desires through the keyboards and monitors. Now, I’m sure you know about Lazada, Ebay, and Alibaba. Reflect how you did not notice how commerce had evolved from Barter System to Paper Money to Codes with values.  As learned consumers, we would then find a payment mode which would help us save by eradicating transaction charges. As learned currency organizers, we would then find a medium of transfer that doesn’t let us fall in line like ants inside the bank or wait 3-5 days to receive the much needed remittances. Digital Money solves those.

3. SAVINGS DIVERSIFICATION. There is no such investment predetermined as safe. It is always about the battle of risks and return. As that classic investment tip teaches, sparing a fraction of your savings to be converted as a digital money is just in a way allocating some of your income to a new promising investment instrument. A bit of everything.

4. BE A MILLIONAIRE. The financial science of digital money is, when you earned the coin earlier than everyone else, it is still cheaper. As the coin hopefuls increase, the chances of earning the coin lessens igniting scarcity based to the available pieces of coins programmed to be mined. When majority is still studying about this breakthrough, you are already teaching the while earning. So learn this ONE, NOW.

5. LEGACY. Just like any other will-able asset, As digital money are recorded through the block chain through unique algorithm (codes), and as the technology continues to flourish to the generation of your offspring’s offspring, digital money lets your clan remembers you. They will be thankful.

12992346_10209300874466784_1781271094_nWhat is elusive about the benefits of technology is, you’ll never know it succeeded until one day you are already behind the comforts it resulted. Then you chase. Don’t be left behind. Adapt to the advancements.