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Centro Global Solutions | Sales Training | Straight Line Persuasion | Session (1): Training Orientation
Transcript of Centro Global Solutions | Sales Training | Straight Line Persuasion | Session (1): Training Orientation
You have to develop instant
on both a
You must learn to
the sale by keeping it on the
“How are you?”
“Oh yes everything is great.”
“Are you interested?”
“Yes, I’d love to hear.”
“What do you think about the product?”
“That sounds wonderful!”
“It costs X Dollars.”
“Great, how do I get started?”
The 4 Levels of Learning the Power of the Unconscious Mind
3 ATTRIBUTES of SUCCESS
to be really
To be able to
when it comes knocking at your door.
to work your tail off
twice as hard
STRAIGHT LINE PERSUASION
pressure a client to
pressure a client to
You are now aware that you
or that you are
a skill in that area, but you have to
think about it
good at it
; it comes
I N T R O D U C T I O N
because it’s dressed in
and looks like
Where Excellence Is The Average
• Building Relationships.
• Closing from the first word you say.
The key to
is to approach it as
force the salesperson to go
round in circles
having a definitive
In order to get the
, every single word out of your mouth has to be
, has to be done consciously and intentionally.
GOAL ORIENTED SELLING
The “4 MUSTS” of Mastering the Straight Line System
Learn to make your
bigger and brighter.
Find your “
all the old programing about
Who is the 1st person you have to sell when you go out into the field?
The Proper Language Patterns Can Help You
Get yourself into the peak selling state anytime you want.
Empower your prospect to take action.
THE ONLY THING THAT CAN STOP YOU
in the process. Sometimes
have to look
in the name of
“We are not
creatures of circumstance
are creators of circumstance
THE ART OF PROSPECTING
The Four Buying Archetypes:
30% Still shopping and not at an Action Threshold
20% Dragged and Won’t Do It
“Everything has its limit-iron ore cannot be educated into gold”
THE ART OF SIFTING
be quick, elegant and non-alienating.
use a script
You do not want to be making presentations to people who;
A. Do not really want your product.
B. Do not need your product.
C. Can’t afford your product.
Keep Your Powder Dry
THE ACTION THRESHOLD
The Action Threshold is the unconscious set point that somebody has to be motivated in order to take action.
The best way to combat these limiting buying belief:
1. Language Patterns.
2. Belief Busting.
3. Making Logical Cases.
“All human action, whether it has become positive or negative, must depend on motivation.”
TIPPING THE SCALES
THE SALES FUNNEL
THREE THINGS IN 4 SECONDS
You MUST establish the following three things in 4 seconds
You’re enthusiastic as hell.
This tells the prospect you have something really great to offer.
You’re sharp as a tack.
If they don’t think you’re sharp as a tack, you’re wasting their time.
You’re an authority figure and a force to be reckoned with.
People are taught to respect and listen to authority figures from a young age.
“Tonality is the most important thing you can learn to master when it comes to influencing and persuading another human being.”
"If you speak like an average person, you’ll be average. To be extraordinary in sales, master the Art of Tonality."
Use up-tones to pace and lead
Raise your voice at the end of “Your Company Name” to infer a micro-agreement
Use the tone of “Mystery”
How’s it going today (contracted) says, “I really want to know!”
Raise your tone to say, “Does that ring a bell?” “Right?” “Correct?”
Group words together
Use hypnotic patterns
Use transition words: Well, now, and but to go up and down in tone and volume
Whisper and they’ll see you as someone worth listening to, especially coupled with “bottled enthusiasm.”
Your “bottled enthusiasm” is rooted in absolute certainty; it’s still there when your tone drops, and the prospect knows it
“All feelings have their peculiar tone of voice, gestures and looks, and this harmony, as it is good or bad, pleasant or unpleasant, makes people agreeable or disagreeable.”
Francois De La Rochefoucauld
Being a Visionary: The True Secret to Success
Before you can close a sale, you must accomplish three things in the client:
1. The client has to
love your product
2. The client has to
love and trust you
The client has to
love and trust your company
Using Goal Oriented Selling to Close the Sale
Build Airtight Logical and Emotional Cases
Get the Client to Love the Product, You and Your Company
Close the Sale
The Inner Game of Sales: Aligning the Forces that Create Lasting Results
5 Ways to Overcome Obstacles
1. Getting rid of old patterns.
2. Mastering your emotional states.
3. Understanding how the brain works.
4. Mastering your fear.
5. Setting lofty goals.
“Obstacles don’t have to stop you. If you run into a wall, don’t run around and give up. Figure out how to climb it, go through it, or work around it.”
Identifying Old Patterns of Behavior
1. Eliminate the word “
2. Get rid of
3. Stop letting
control your present thinking.
on the right things.
Mastering Your Emotional States
In Personal Life:
How the Brain Works
Closing the Sale with the Straight Line System
Changing the Way You Close
Asking the Right Questions the Right Way
Identify the Client’s “Why”.
Memorize Questions in Order.
Ask Permission to Ask Questions.
Asking Questions in Order
Big Picture Questions
What did you like/dislike with it?
What would you change or improve with the current source?
What’s your biggest headache with…?
What’s your ultimate objective?
What would be your ideal program?
Of all the factors, what’s most important to you?
Have I asked about every detail that’s important to you?
Ways to Keep Your Powder Dry
1. Do not narrate the client’s answers.
2. “Feel the client’s pain.”
Ask Invasive Questions
Ask the client how long they have been thinking about -whatever it is you trying to sell-.
“How long have you been _________?”
“Well, based on everything you just told me, it sounds like this is a perfect fit for you.”
In the beginning, a script is a work in progress.
The body should be no more than a page.
Each word is crucial, so read it back to yourself 100 times.
Paint a picture, using comparisons and metaphors.
Link your good or service to a trustworthy figure.
Create urgency in the last paragraph.
Go into a soft close, ending with: sound fair enough?
There are three responses, and he’s not expecting to buy.
Your First “
“I hear what you are saying, but let me ask you a question. Does the idea make sense to you?”
Three Different Responses to Any Question
“Things really suck right now.”
Don’t get stuck in the script and respond with “Okay, great…”
Take this opportunity to MATCH or ELEVATE his state.
For example, “Things could be worse” or “I hear you…”
Remember to convey that you care!
Don’t bring the client out of feeling his pain just yet.
“Things are not that great. I’m behind on some of my bills.”
Again, respond with a bit of an elevated tone.
“I totally understand. That’s exactly why I called you…”
Do NOT say “Oh man, that’s awful!” because you will sound disingenuous.
“Things are going well.”
Depending on how upbeat the client’s tone is, try to match it and elevate it to your tonality.
If he sounds only slightly optimistic, try saying, “Well, you seem to be doing better than most folks.
If he sounds more upbeat, respond with, “Great, good for you!”
When Asking About Money
1. Always keep a
2. Have an “
It’s no big deal