Do not pitch the entire benefits : 3 Reasons Why

If you could help the prospect own the solution to their problem within the shortest time possible, why would you (both) choose to prolong it?

Always create a clear mental picture of what is the “now” of your prospect. Determine which they enjoy and which they want to upgrade. When you have garnered those information, your next goal is not just to give a compelling pitch that positions your offer as the solution. But a concise, customized, compelling pitch. This literally means that you don’t necessarily spill all the available benefits during your presentation. Why? Consider these.

1. To excite the prospect to ask for more.

There is no such prospect who loves ALL the benefits of your offer. It is your art to identify which among the features would excite their purchase. When they ask more about a specific benefit, listen intently. This is when questions give you advantage to identify what is it that they truly want. Apart from this encourages interaction, this also helps you to focus which benefit they want to be involved with deeper. Pitch that so well. Sprinkle your tools of the trade like fact-benefit close and third party stories. Then, Ask for the sale.

Closing a deal is a time-pressured exam. It is not an enumeration. It is an identification type. Turn that out to be your advantage.

2. To value both the prospect’s and your time.

Closers know the difference between a “fastened” pitch from a “hurried” pitch. Surely, we can all shorten the presentation. However, it takes practice and sharp judgement to master which benefits to retain and which to reserve for a specific prospect. This falls us back to consider first the mental picture of your prospect’s NOW.

3. To BOTH win the negotiation.

Reserve 2-7 benefits as currency of concessions in case for a bloody back end fight. Lowering the offer should be the last thing to do. List those benefits as elements of surprise as you negotiate. Surprises close deals.

Closing a deal is a time-pressured exam. It is not an enumeration. It is an identification type. Turn that out to be your advantage. If you could help the prospect own the solution to their problem within the shortest time possible, why would you (both) choose to prolong it? Filter the benefits. Don’t waste your time. Don’t waste that deal.

8 Open Secrets to Close the Deal on the First Meeting

Money is never a reason of not buying on spot. It is the lack of fear of losing the ownership. Urgency.

When you know what selling maneuver to do before asking the ultimate close, you will not be setting the next meeting for a follow-up. The next meeting is set for either an after sales care affair or a pitch for a happy owner’s referral. On the list are things Closers are already doing but don’t really appreciate the rationale of doing it sharply. Thus making this list, the open secrets of on spot close.

📍”A Handshake is not just a courteous gesture. It is also a closing tool.”

This may be modified but this will never be totally omitted in every sales encounter. Discover more the art of bridging hands HERE.

📍 “Cordial gestures are not simply for being hospitable. It is also a decoy for control.”

Never be servile. Let it all appear offhand. Be punctual to choose where to sit. Then, guide them toward the table when they arrive. Choose which corner has least distraction. Orient yourself where the toilet, smoking area and the nearest exit. These are helpful when you need to depressurize them. Give them choices of what to drink. Warm or cold? Giving them two options lets them feel they are in control but actually, since you delimited the choices into two, you are the one dictating.

📍”Pre-pitch talk is not just simply to befriend the prospects. It is more of establishing emotional affinity.”

Never ever start pitching your offer unless you already have an emotional pact with your prospect. You have to be relevant to a specific compelling chapter of their life in order for them to hear what they are listening from you. This is how trust forms naturally. Let them associate you in a part of their life that when they remember it, they also remember you.

READ ALSO: How to Boost Charisma Quotient through SOB-CRED STORY

Tip: Search for the prospect’s social media account to know more his interests. Use this to befriend them but don’t be obvious, seeming like a stalker. Just lead the pre pitch conversation to the topics you have known that they are interested in. The last issue they post something about (avoid politics, religion and sexuality). The last vacation photo uploaded. The latest video or song they liked.

📍 “Name is not known just to address the prospect. It is use to monologue involvement spiels.”

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Corporate – Travel lifestyle of a Closer on Instagram – @johndappercloser

We all learn this from Carnegie’s classic book. Your name is the sweetest word to hear. When the name has more than three syllables, ask how his friends call him. Don’t use sir or ma’am. Simply use first names. Names are so powerful when throwing involvement monologues as you highlight your offer’s benefits. Childhood nicknames are also so effective especially for gratififying spiels of a fixated urge. Yearnings from childhood dictates behavior. Titles boost morale (Doc, Atty. Engr.). Use it when negotiating the price.

 

📍 “Hearing the prospect’s expectations uses not just the ears. It uses the entire network of the inmost senses as a helpful purchasing barometer.”

Your gut. Your instinct. Maximize it. When you hear what your prospect expects, you can customize the pitch tailored to what they actually need. Hearing them helps you to modulate the kind of approach to use and pick which feature to highlight. Hear what they really want. Hear even what’s not audible. It is stated there what the heart really wants. Grimaces, gestures, eye behavior, silence, warmth (When they try to gulp a glass of water, how they switch seating positions).

When at the end of your pitch you still ask why you have not closed the deal on spot, well it is because you have not done these eight secrets rightly. Still, KEEP TRYING.

📍”A deal is not made with one big Yes. It is formed with a series of preceding small Yeses.”

Small Yeses during the pre pitch talk increase your agreeability. These are precusors to the ultimate Yes, confirm signing on the dotted line. The reason of talking about matters that excite your prospect during the warm up is to collect simple Yeses. Make it a goal to increase your agreeability with a  number of at least 10 Yeses or sincere nods before pitching the offer. These are from topics both of you and the prospects were genuinely involved at. Congratulations, You’re halfway to the big Yes.

📍 “Tact is not just choosing the right words. It is also choosing the perfect timing.”

Basic rule is “Adjectives for involvement. Noun for action”. Be ultra sensitive to the effect of every word you say and when is the opportune time to drop it. Reserve synonyms on perfect junctures along your pitch. Use mental pause, laughter and intonations calculatedly. Influence is done with right tact and calibrated spontaneity.

READ ALSO: Subtly Learnt Sales Strategies from Reading Crime Novels

📍 “Only Today Offer (Limited Time Offer) is not imposed. It is availed smoothly when you made a good job on insinuating the fear of loss over the hope of pleasure”

Urgency is the emotion of time. LTO works because of successfully triggering urgency to the prospects. Do not just ask the prospect if they like being an owner. Ask if they like being an owner ON THE DAY. When they fear missing out an offer, it is unnecessary to explain why they have to get the offer on spot. Ask what delays their purchase whenever it is affordable now. Ask what if you can arrange a payment term for them, would they want to start it stat? Compose two on spot offer arrangements as your final close. Money is never a reason of not buying on spot. It is the lack of urgency – the fear of losing the ownership.

Many sales persons are already doing those supposed secrets. But most do not really know the rationale of why they are doing it. This unfortunately leads to not knowing what should be the prospect’s ideal response. Thus, kissing the sale goodbye.

It is not enough that you know what to do. You also have to know why the secrets work. That’s the difference between you and the Master Closer. When at the end of your pitch you still ask why you have not closed the deal on spot, well it is because you have not done these eight secrets rightly. Still, keep trying.

Every Closer on the line order knows the “gameplan”. But only the front liners know the “secrets” on how really the gameplan works. This is why Master Closers are assigned to the red leads. They master how to let the magic of the gameplan work. The sorceries of selling – On spot.

3 Reversible Mistakes which make your Sales Pitch Less Involving

Not that you have to be flawless, but just never let mistakes sabotage your journey to a lucrative close.

It isn’t a pitch when it isn’t compelling. Despite of the efforts we exert to achieve this, unfortunate days exist when we sit back to our chair after a hardly jockeyed sales presentation asking “Is my pitch not involving enough?” The answer is yes. Chances are, it may be because of these reversible mistakes.

When prospects are hyped, Closers FORGET to shift to a take-away pitch.

Blame it to your sizzle that prospects seem levitating with your offer’s benefits. But too much fantasized gratification wards off the deal. Be in control. Sense it when prospects are “excessively sold”. Stop and proclaim that your offer is not for everyone to own. This isn’t a perfect system unless the owner knows how to make this work properly (not perfectly) to them. Equalize the prospect’s “too ideal” mental picture by siting drawbacks when your offer is used improperly. Drive them back to reality, then ask for the close. It is when they have settled from the hype and still they love owning the offer, that ultimately tests how sold they really are.

When the buying commitment turns flat, Closers NEGLECT to detour to a negative pitch.

This is why episodic check of the buying pulse should be done during your pitch. Intermittent trial closes (of asking when this is affordable would they like to own it?) helps you gauge how willful the prospects are to pay. This helps you calibrate whether their yes is a half meant no or an absolute no.

Reverse the next trial close. Ask “When this is affordable why won’t you own it?” Stop talking. They have to talk first. Wait. Count till 5 seconds. When they react, listen intently. Deal with their true concern then rephrase the reversed trial close.

Reverse the fact-benefit sizzles. Sizzle should sound like you are letting them feel the fear of missing out. Squeeze in the phrase “should have”. Present a feature which prospects won’t enjoy the benefit anymore since the ownership is not for them. Never ever be a pushy presenter. You know your offer’s worth. You know your work’s pride. You know your skill’s calibre. Yes you are an egotistical closer!

Return the course of the pitch to the pro active tone after ample throws of ironic involving spiels. Observe the difference. Modulate then your approach.

When the prospects have heard enough, Closers FAIL to articulate silence.

Mental pause augments understanding. Don’t be a rata-tata-tat. Be a bang! Stop believing that the more features you say, the more sold the prospects would be. This is why you have to do well on the warm up. To identify which among the features they’ll associate their purchase. Always make it a culture to count to five every after blowing a weighted feature and every after asking for a close. Before initiating the handshake. The silence helps them substantiate their appraisal which boosts their confidence on doing the purchase. It crushes the fear of buying instantly. If you have lay out the benefits well and sprinkle your sales techniques suavely in the pitch, you will not be afraid to let them breathe and think on that 5 seconds. Use these seconds too to prepare what will you say when the prospects expresses another “no but tell me more” remark. Aside from mental pauses, you can also make use of therapeutic space at some instances. Deliberately leave them for a while at certain parts of the showroom or play like you’ll be going to the toilet shortly.

It isn’t a pitch when it isn’t compelling.

Anything goes during a sales pitch and that should be an advantage for you as a Closer. It is your job to facilitate the way your prospect perceives the encounter. Closers equalize emotions, balance logic and regulate expectations. These modulations make the presentation involving. Not that you have to be flawless, but just never let mistakes sabotage your journey to a lucrative close. Especially when mistakes, though are dab and unavoidable, but are detectable and downright reversible.

3 Sales Tips to Close a Deal on Your Birthday

Birthday deals are more of the sentimental ones. A close which adds more celebratory vibe to the date of your birth!

The number of birthday celebrations you had over the tenure of your selling career, is a monumental meld on your closing tale. It is a motivating index of how you had gracefully joggled your chronological and professional ages. Are you really making your sales record better as you are getting professionally older?  How “sales memorable” were your previous birthdays then? Have you ever handed an official receipt to a prospect with the same day that’s written in your birth certificate?

Make it a goal. Close a birthday deal as a part of your enthrallment of the day you were born. Several twitches from the usual non-birthday pitch should be done. Generally, let the prospect know that it’s your special day and that you are ecstatic to celebrate it with them at the other side of the sales table.

  1. imageMake the warm-up easier by ridding off their resistance through self depreciating “hung over” spiel. (BUT you’re not really hung over!)              Squeeze in at least 3 more lines at the tail of your intent statement for this spiel. Casually ask a favor to bear with your head ache and several requests of glass of water during the entire meeting. Don’t make it sound degrading to your credibility. This is supposed to sound that you are being true and fun that they will be hooked on listening to you until they’re signing on the dotted line. Prospects would like you since you are letting them see a human part of yourself, not the salesman you. This is also such a unique conversation starter to befriend the husband. Ask “What’s your favorite drink on your birthday party? Ask the wife about her hung over care when the husband gets drunk. Then topics would just vine. After all, In vino veritas, in aqua sanitas!
  2. Trigger more urgency through “since it’s my birthday discount” (The fear of missing out.) Offer 2 more percent as a “since it’s my birthday”  discount. For example, instead of swiftly offering the full 20% allowable discount, start first at 15%. When they haggle, close the deal at 17%. This is reinforcing the emotion of urgency with personal sentiment of celebrating your birthday. The general rule when negotiating is to prelude every concession you drop with the spiel, “since it is my birthday, What if…”

    If you really like the offer, and since it’s my birthday today, what if I’ll give you two percent more discounts. From 15, you will be saving 17% when you’ll get it today. Everyday isn’t my birthday. Would you take it? “

  3. Bundle a special after sales care on the deal (Mean it eternally!) Add value to the purchase they made on your birthday by extending your after sales availability to them. Include extended after sales services which you don’t usually stretch to other buyers. For example, instead of just giving to them the contacts of the customer service, you could also give to them your email address or your personal mobile number (not just the office number). I even ask them to add me in Facebook or Linked-In. Be sincere and mean this for the rest of your sales tenure. Every time you communicate to these classified buyers, It also whispers a festive reminiscence of your previous birthdays. This even gives you a windfall list of qualified referrals.

Birthday deals don’t necessarily have to be the lucrative ones. These are more of the sentimental ones. The deal you have closed on the day you’re celebrating your nativity. A close which adds more celebratory vibe to the date of your birth! A happier birthday, Closer!

Subtly Learnt SALES STRATEGIES from Reading CRIME NOVELS

Reserve the most stimulating benefit for the specific client to that part which you feel would fully engage their buying reflex, just like the scene which curtain calls all the mysteries in the crime novel. The juncture that connects all the circumstances. Let them be hooked. Let your pitch be gripping.

Conventionally, one would choose to re-read a sales book for selling skills refresher. Skims through a motivational handbook too when days tally more rejections. Since obviously you want a whopping sales volume, Do you think reading the same genre of books would be the hover board against your recent snail-paced performance?

Crime novels could be educative for the sales profession too. It may be lengthy but surely, you’ll be startled the soonest you identified the sales spells popping between lines the writer had artfully weaved into.

CHARACTERS. Caution to modulate 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’ll meet across the sales table.

Knowing diverse novel personalities then is a beneficial preempting tool so you could modulate your presence in dealing with similar (varied extremes) behavior as you meet a prospect every day. You’ll be efficient then on working out how to be likeable and agreeable to your guest. This propels to a well understood pitch. This helps you sharpen your intuitions in reading who a person might generally be so you can again, adjust how your attack would be. Remember from now on, you aren’t just meeting people in a crowd, in a novel too.

SYNONYMS. A revolver for your pitch’s clarity.

Have you ever driven your pitch where you seem like expressing the correct point but the prospect is still seem 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 to 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 then, plot 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. A bribe for higher appraisal or price conditioning.

“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.”

Isn’t 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 your prospect desire when they have availed your offer. Involving spiels are intended to be drooling making your offer irresistible.

The tip is, stimulate the prospect’s imagination by describing to them orgasmic feeling of every senses (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. Refuge 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 accused are humans who are driven with motives, making lies seem spontaneous especially to those both directly and indirectly guilty.

Prospects, human as they are lie too, but always consider their lies as pardonable. Especially when you haven’t 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 close. Collaterally, you also develop the sales skill of how to assess the kind of person your client is, so you could pattern which part of the benefit of your offering would tickle their motive of committing to a purchase. From asking what kind of questions, how to act as you probe the truth and even boxing in skills as well as how to be intimidating therapeutically. This is such a skill to treasure when honed.

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 a tactic to stall a sale. As you meet several motives along your readings, you will be able to exercise the conviction of your guts every time you drive your pitch away from rejection. To achieve this, it takes several prospect encounter and crime novel readings too. Human behavior, just like books could be read too.

TWISTS. Cue for your pitch’s elements of surprise

Human ears are good for 7-20 minutes. Thus never be a mascot for boredom. Aside from avoiding a monotonous voice and repeating same point, sprinkling elements of surprise is such a magical tactic to not let your prospect be thrown to the boredom pit, rather be hooked into what more you could let them feel.

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 off a character, when to creep and 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 scene which curtain calls all the mysteries in the crime novel. The juncture that connects all the circumstances. Let them be hooked. Let your pitch be gripping.

A master closer never settles rather, is dynamic in learning and experimenting sales strategies. Seeking out other than the usual learning materials, Crime Novels as one, is tantamount of upgrading your closing caliber. Always remember to be different and keep on looking things that differ you amongst those who are also striving. Be different. Laconically, a Closer is the sleuth of the mystery. Prospects are the suspects while the confession of the crime is the purchase.

 

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.

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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.