Great Salesperson: 3 Arts
you like to learn the secrets of the most influential,
powerful people of all time?
Attract more sales and
negotiate more win/win outcomes? Become a masterful
communicator and a magnet for endless referrals?
Despite what most books and
successful selling is not a set of strategies,
techniques or tactics to get the prospect to buy.
Rather it is a state of
mind – yours and your customer's – and set of behaviors
that creates compelling win/win outcomes for everyone.
This special state of mind
few books or seminars address
requires you to know how to:
Change your state (and
therefore your results) in any selling situation ... with
Get "inside" your prospect's head and gain instant
Communicate directly to your
prospect's deepest, most significant desires;
Ask the right questions that will uncover what prospects
REALLY value and want.
Regardless of title or job, every person is in the business
of selling, whether it be products, services, projects,
These same top 7 principles
apply for achieving your Magnetic Edge and becoming an
irresistible sales communicator with
Your People Skills 360
ACHIEVING "INNER" SALES EXCELLENCE
1. The Power of
Emotional State Mastery
The biggest difference
between a marginal vs.
top achiever is their state of mind. Marginal
performers let outside circumstances dictate their
state; top performers know how
to take charge of their emotional state ... with
volition. State mastery is critical in
customer service and every other aspect of business.
What drives your state (and
therefore your results) right now -- you or the world around
What state are you conveying to
your prospects now -- fear, insecurity, aggression? Or
confidence, enthusiasm, service-oriented?
How do you need to change your
physiology and/or thinking to adopt a high performance
The Power of Personal Congruence & Integrity
Personal congruence is not
a technique; rather the place "from which you come."
It's that place where you have such deep
with yourself, that what you say comes powerfully from
within and attracts others, even before a word is
spoken. True authentic power comes from personal
congruency. It's magnetic and you know when you are with
someone who comes from that place.
What are you saying or doing in
marketing activities that is out of
integrity with yourself and the
values that are important to you?
3. The Power of
Signing up a client or
customer is not the end of the selling process, rather
the beginning. Truly serving clients requires that we
"deliver the goods" and create real value. The more
competence you have, the more value you can deliver.
In what ways can you increase
your competence to deliver more value to your clients or
What hidden skills,
core competencies can you capitalize on for additional
value and revenues?
"OUTER" SALES EXCELLENCE
4. The Power of
Instant Rapport & Trust
Linguistic Programming), there is a
saying, "Anything is possible in the presence of
rapport; nothing is possible without it."
Rapport is not about
getting people to like you. Rather it is the ability to
"step inside their shoes" and see the world through
their eyes. When you see the world through your
prospect's eyes, you build trust. Then, and only then,
will a prospect buy from you.
If you were to "see the word
through your prospect's eyes," how would you interact with
Do you know what it will take
for your prospects and clients to trust you?
How do you know when you trust
someone to buy from them? How can you use that information
to build trust with your prospect?
5. The Power of Values
& Motivation Criteria
People buy emotionally, not logically. The secret is
knowing how to uncover a prospect's deepest desires,
buying motivations and emotional criteria, and using
that information to best serve them.
Do you know how to consistently
uncover your prospect's deepest buying motivations?
What is it costing you in lost
sales not to?
How might your product or
services help them realize their deepest desires, overcome
their greatest fears or fix their greatest pain?
6. The Power of
Imagination & Story-Telling
Magnetic marketing is about
leading the prospect's imagination to a place where they
are inspired to use your services. Anita Roddick, CEO,
The Body Shop, has grown her company to a multi-billion
dollar level, as she puts it, "not by marketing, but by
telling stories." Bill Caskey
CEO, Caskey Achievement
Strategies -- suggests reducing your stories, examples
and value to pictures. To do so, sinks your value in at
the deepest levels of your prospect's mind. Use the
power of pictures and story-telling to help your
prospect imagine how their lives or businesses will be
different from your products or services.
To what extent are you using
the power of imagination to
inspire your prospects to use your services?
What stories about your company
or product/services can you tell that will ignite sales?
What pictures, graphs or other
visuals powerfully convey your value?
7. The Power of
Synergistic Communications & Creating Win-Win Outcomes
communications takes the sales process
building relationships to
The goal is to create a "we" space
are valued and used as stepping stones to create true
You don't need another
closing technique. What you need are the right
tools, mindset and principles to develop the magnetic
edge ... to explode sales, win
negotiations and create impact with
influence and power.