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Centro Global Solutions | Sales Training | Straight Line Persuasion | Session (1): Training Orientation

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Abdelrahman Sokkar

on 7 July 2014

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Transcript of Centro Global Solutions | Sales Training | Straight Line Persuasion | Session (1): Training Orientation

The 3 Tenets of the Straight Line
1.
You have to develop instant
rapport
on both a
conscious
and an
unconscious
level.

2.
You must learn to
gather intelligence

effectively
.

3.
Always
control
the sale by keeping it on the
straight line
.
Perfect Sale
You:

“How are you?”
Customer:

“Oh yes everything is great.”
You:

“Are you interested?”
Customer:

“Yes, I’d love to hear.”
You:

“What do you think about the product?”
Customer:

“That sounds wonderful!”
You:

“It costs X Dollars.”
Customer:

“Great, how do I get started?”

The 4 Levels of Learning the Power of the Unconscious Mind
3 ATTRIBUTES of SUCCESS
1.
The

burning desire

to be really
wealthy
.

2.
To be able to
take advantage
of an
opportunity
when it comes knocking at your door.

3.
A
commitment
to work your tail off
twice as hard
.
STRAIGHT LINE PERSUASION
ETHICAL GUIDELINES
SELF-POLICE


Never
pressure a client to
DO
something they
shouldn’t DO
.


Never
pressure a client to
BUY
something they
shouldn’t BUY
.

Unconscious Incompetence:
You
don’t know
that you
don’t know
something.

Conscious Incompetence:
You are now aware that you
don’t know
or that you are
incompetent
at something.

Conscious Competence:
You
develop
a skill in that area, but you have to
think about it
.

Unconscious Competence:
You are
good at it
; it comes
naturally
to you.


I N T R O D U C T I O N

Opportunity
is
missed
by
most people
because it’s dressed in
overalls
and looks like
work
.”
Thomas Edison
Where Excellence Is The Average
Reality is;
• Building Relationships.
• Qualifying.
• Closing from the first word you say.

 The key to
effective persuasion
is to approach it as
goal-oriented selling
.


Random conversations
force the salesperson to go
round in circles
vs.
having a definitive
start point
and
end point
along the
straight line
.

 In order to get the
sale
, every single word out of your mouth has to be
deliberate
, has to be done consciously and intentionally.

GOAL ORIENTED SELLING
vs.
RANDOM CONVERSATIONS
The “4 MUSTS” of Mastering the Straight Line System
1.
Learn to make your
goals
bigger and brighter.

2.
Run
positive
thinking
language
patterns.

3.
Find your “
Why
”.

4.
Shed
all the old programing about
sales
being
evil
.
Who is the 1st person you have to sell when you go out into the field?


YOURSELF.
The Proper Language Patterns Can Help You

a)
Empower yourself.

b)
Get yourself into the peak selling state anytime you want.

c)
Empower your prospect to take action.

THE ONLY THING THAT CAN STOP YOU

You
must
vanquish
your
fear
of
failing
or looking
stupid
in the process. Sometimes
you
have to look
foolish
in the name of
progress
.”
“We are not
creatures of circumstance
, we
are creators of circumstance
.”
Benjamin Disraeli

THE ART OF PROSPECTING
The Four Buying Archetypes:
 Archetype (1):
20% Ready
 Archetype (2):
30% Still shopping and not at an Action Threshold
 Archetype (3):
30% Curious
 Archetype (4):
20% Dragged and Won’t Do It


“Everything has its limit-iron ore cannot be educated into gold”
Mark Twain

KEY (1):
THE ART OF SIFTING
1. You
MUST
be quick, elegant and non-alienating.
2. You
MUST
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
KEY (2):
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.”
Tenzin Gyatso

KEY (3):
TIPPING THE SCALES
KEY (4):
THE SALES FUNNEL
Key (5):
THREE THINGS IN 4 SECONDS

You MUST establish the following three things in 4 seconds

1.
You’re enthusiastic as hell.
This tells the prospect you have something really great to offer.

2.
You’re sharp as a tack.
If they don’t think you’re sharp as a tack, you’re wasting their time.

3.
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.

MASTERING TONALITY
“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
.
3.
The client has to
love and trust your company
.

Using Goal Oriented Selling to Close the Sale
Ask Questions

Gather Intelligence

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.”
Michael Jordan

Identifying Old Patterns of Behavior
1. Eliminate the word “
Should
.”

2. Get rid of
problems
.

3. Stop letting
past mistakes
control your present thinking.

4.
Focus
on the right things.
Mastering Your Emotional States
In Sales:
Certainty
Clarity
Conviction
Confidence
In Personal Life:
Compassion
Understanding
Empathy
Kindness
Dis-empowering States:
Fear
Jealousy
Greed
Doubt
Uncertainty
Guilt
Shame
How the Brain Works

Delete


Distort


Generalize
Building Rapport
Closing the Sale with the Straight Line System
Changing the Way You Close
Asking the Right Questions the Right Way
1.
Identify the Client’s “Why”.
2.
Memorize Questions in Order.
3.
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?
Specific Questions

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.”

3. Listen!
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.”

The Transition
The Presentation
1.
In the beginning, a script is a work in progress.
2.
The body should be no more than a page.
3.
Each word is crucial, so read it back to yourself 100 times.
4.
Paint a picture, using comparisons and metaphors.
5.
Link your good or service to a trustworthy figure.
6.
Create urgency in the last paragraph.
7.
Go into a soft close, ending with: sound fair enough?
8.
There are three responses, and he’s not expecting to buy.
Your First “
NO

Use
Deflection
!
“I hear what you are saying, but let me ask you a question. Does the idea make sense to you?”
Looping
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
disarming tone
.

2. Have an “
It’s no big deal
” attitude.

3. Be
CASUAL
!
Full transcript