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Ads In Motion presents AIM SalesMastery Day Three. Let’s Meet Chuck. Sales Background: 20+ years in sales related fields Consults to 3 Major Sales Organizations Has 8 Executive Coaching Students Nissan: Top 25 - 3 Yrs. Let’s Meet Chuck. Member: NSA, COACHU 100's Seminars Since 1988

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Ads in motion presents aim salesmastery day three

Ads In Motion

presents

AIM SalesMastery

Day Three


Let s meet chuck

Let’s Meet Chuck

  • Sales Background:

  • 20+ years in sales related fields

  • Consults to 3 Major Sales Organizations

  • Has 8 Executive Coaching Students

  • Nissan: Top 25 - 3 Yrs


Let s meet chuck1

Let’s Meet Chuck

  • Member:NSA, COACHU

  • 100'sSeminars Since 1988

  • Norm Schwarzkopf, Brian Tracy, Mark Victor Hanson

  • Trophy Bass Hunter, Private Pilot, Body Builder


Day two debrief review

Day Two Debrief & Review

  • Questions?

  • Discussion?


Make the best out of salesmastery

Make The Best Out Of SalesMastery

  • Open mind – be flexible – no right or wrong

  • Take notes - interact & participate

  • Master some content – watch out for attachments

  • Implement what you learn

  • Use discussion board: www.chuckbauer.com/aim

  • Thankful

A billionaire I know once said . . .


Steve langham

Steve Langham

"Highly successful people reach out for coaching, counseling and training when they DON"T need it!"

Unsuccessful people reach out for coaching, counseling and training only WHEN they need it!"

  • Who Are Your Coaches?Spiritual Finances Health Relationships Career Real Estate

  • What other categories?


Sum up salesmastery

Sum Up SalesMastery

  • Work Smart

  • Make More

  • In Less Time

  • Personal & Professional Development

  • Having a life vs. a __________?


Salesmastery course outline

Distinctions

SuccessMastery

AttractionMastery

Situational Selling

Client MotivatedMastery

DatabaseMastery

Follow Up Mastery

CommunicationMastery

VocabularyMastery

AttitudeMastery

GoalMastery

ObjectionMastery

ClosingMastery

52 Week Accountability

SalesMastery Course Outline


Salesmastery distinctions

SalesMastery Distinctions

  • Personal & Professional Distinction

  • The actof distinguishing.

  • The condition of being dissimilar or distinct.

  • A diplomat of distinction

  • Special feature conferring superiority

  • Recognition of achievement


Chuck s toma distinctions

Chuck’s TOMA Distinctions

  • Calligraphy Pen

  • Team Of Coaches

  • Health - Eating

  • Listen

  • Crazy Mail

  • Cookie Cards

  • Immediacy

  • TOQ Books

  • Value After Sale

  • Manicures

  • Dress

  • Outside box


Successmastery

SuccessMastery

  • Extremely SERIOUS about their biz

  • Professional CLOSERS

  • Major in major league stuff

  • Owner’s mentality

  • Are TENACIOUS and GET IT

  • Extraordinary communication & presentation skills

  • Coachable, consistent and work smart

  • Unquenchable desire to succeed

  • Focused and passionate about what they do

  • Great work ethic


Unsuccessful traits

Unsuccessful Traits

  • Lazy, professional visitors

  • Too analytical – Lone Ranger

  • Too nice to clients -unable to handle rejection

  • Uncoachable- not available for new concepts

  • Does not have or use infrastructure

  • No flexibility – structured

  • Procrastinator &/orattitude challenges


Distinctions debrief

Distinctions Debrief


Attractionmastery

AttractionMastery

  • Define Attraction?

  • Attract wealth, health, success, happiness

  • Approach to living – I.H.C.

  • Work on personal & professional distinctions

  • Set of actionable standards to follow

  • Attraction is success withoutstriving


Jim rohn attraction quote

Jim Rohn “Attraction” Quote

“You become the average sum of the five

people that you associate with.”-- Jim Rohn


Seven standards of attraction

Seven Standards Of Attraction

  • Integrity

  • Balance In the 5 Pillars: F.R.E.S.H.

  • Celebrating The Differences

  • Communicating & Presenting

  • Personal Grooming & Dress

  • Pathway Less Traveled

  • Lead With Purpose


Salesmastery

SalesMastery

  • Homework:

    • Daily Delicious Habits & Tolerations

    • Clean Sweep

  • BiggestAh Ha . . .

  • Questions & Debrief


Situational selling

Situational Selling

INSANITY:

Keep doing what you’ve been doing

and expect things to change.


Who am i who are they

Who Am I? Who Are They?

  • Four DistinctPersonalities

    • Directors

    • Socializer

    • Relaters

    • Thinkers


Martson s model

Martson’s Model

  • You can motivate ALL people.

  • People do things for their reasons.

  • Overextension of one's strength becomes a weakness.

  • If I understand you better than you understand me, then I cancontrolthe communications.

  • If I understand you better than you understand yourself, thenI cancontrolyou.


Celebrate the differences in all people

Celebrate The Differences In All People

  • Left brain - right brain

  • Logic/ego vs. feelings

  • Handshake or hug?

  • Sit shoulder to shoulder?

  • Sit across?

  • Say "think" or "feel”

  • Tells vs. asks?

The Secret Question?


Personalities quick glance

Personalities Quick Glance

  • Director - Controls / Tells / Ego Based

  • Pres. Bush / George Steinbrenner

  • Primary Question? What? 15%

  • Socializer - Tells / Feelings Based

  • Richard Branson / Princess Di

  • Primary Question? Who? 15%

  • Relater- Asks / Feelings Based

  • Oprah / Kofi Annan

  • Primary Question? Why?60%

  • Thinker - Controls / Asks / Ego or Feelings Based

  • Greenspan / Mozart

  • Primary Question? How?10%


In house exercise

In House Exercise


Director traits

Director Traits

  • Strength's:Leaders

  • Weakness:Impatient

  • Decisions:Decisive

  • Fear:Hustled

  • Needs:What/When/Costs

  • Movement:Options

  • Satisfaction:Record


Socializer traits

Socializer Traits

  • Strength's:Persuading

  • Weakness:Disorganized

  • Decisions:Spontaneous

  • Fear:Rejection

  • Needs:How it enhances status

  • Movement:Incentives

  • Satisfaction:Regular contact


Relater traits

Relater Traits

  • Strength's:Listening

  • Weakness:Indecisive

  • Decisions:Together

  • Fear:Sudden changes

  • Needs:Personal affect

  • Movement:Personal assurances

  • SatisfactionRegular Contact


Thinker traits

Thinker Traits

  • Strength's:Organization

  • Weakness:Perfectionist

  • Decisions:Deliberate

  • Fear:Mistakes/Criticism

  • Needs:Justify it logically

  • Movement:Data and documentation

  • SatisfactionSpecific timetables/clarity


Director sales strategies

Director Sales Strategies

  • Focus on task; be prepared & organized

  • Explore results & time restraints

  • Compliment them on accomplishments

  • Let them take the lead

  • Argue w/ conviction: Remember “Geronimo”

  • Back up everything w/ facts


Socializer sales strategies

Socializer Sales Strategies:

  • Show enthusiasm, let them set the pace

  • Explore their dreams

  • Tell personal stories

  • Emphasize uniqueness

  • Involve as many senses as possible

  • Help them make a spontaneous decision


Relater sales strategies

Relater Sales Strategies:

  • Talk warmly & informal - build intimacy

  • Explore their work & needs

  • Use open ended questions

  • Emphasize harmony, safety, teamwork

  • "How do you feelabout...?"

  • Provide direction and assurance

  • Make collaborative decisions


Thinker sales strategies

Thinker Sales Strategies:

  • Avoid social talk, appeal to Greenspan

  • Explore expertise, objectives, concerns

  • Ask "bullet" questions

  • Emphasize accuracy, reliability

  • Provide documentation on options

  • Make deliberate decisions

  • Present worst case scenario


Quick glance traits

Quick Glance/Traits

Thinker

Organizer

Perfect

Deliberate

Mistake

Logically

Data

Timetable

Relater

Listens

Indecisive

Together

Changes

Personally

AssurancesContact

Socializer

Persuading

Disorganized

Spontaneous

Rejection

Status

Incentives

Contact

Trait

Strength:

Weakness:

Decisions:

Fear:

Needs:

Move:

Satisfied:

Director

Leader

Impatient

Decisive

Hustled

What

Options

Record

Tell me about you?


Situational selling1

Situational Selling

  • Biggest Ah Ha . . .

  • Questions & Debrief


Client motivatedmastery

Client MotivatedMastery

  • Reality Check What or who do your clients buy first?Products? Company? You?In Matter of Importance:

    1.

    2.

    3.


Client motivatedmastery1

Client MotivatedMastery

  • Time without question is your most _________and it is more valuable than _______?

  • What is the best use of your time?

  • You want to reach people who count, rather than

    _________ people you reach.


Profiling

Profiling

  • Advocate 80%

  • Client 80%

  • ------------------

  • Customer 20%

  • Prospect 20%

  • Suspect 0%

“Time is without question your

most important commodity and it is more valuable than ________?”-- Chuck Bauer

Create a Most Valuable Advocate profile.


Client motivatedmastery2

Client MotivatedMastery

  • Yours:

  • Identify Your MVA’s:“Most Valuable Advocates”

1.

2.

3.

4.


Rules of engagement

Rules Of Engagement

  • EVERYONE is a forever relationship

  • Dump preconceived notions

  • You “date” every day, almost every hour

  • 80% Time:Advocates & ClientsPersonal & electronic attention

  • 20% of Time:Customers, Prospects, SuspectsElectronic attention


Infrastructure development

Infrastructure Development

  • A must when: starting or revamping a business

  • Corporations – Small Business - Entrepreneurs

  • Must get out of the way of who?

  • 24/7/365

  • System dependent – not YOU dependent

  • Starts: Electronic “marketing hub”


Why infrastructure development

Why? Infrastructure Development

  • 66% of all adults use _______?

  • Create The RightFirst Impression

  • Create Intimacy – if done correctly

  • Foster referrals

  • Add value after the sale

  • Turn customers into Advocates

  • Full service resource – major distinction over?


Client motivatedmastery branding

Client MotivatedMastery: Branding

  • Personal branding a MUST!

    • You deserve a break today

    • Piece of the rock

    • Breakfast of Champions

    • Ultimatedriving machine -Like a rock

  • Branding start’s with logo and colors, not . . .


How not to start

How NOT to Start

  • I want to start with a:

    • Business card

    • Brochure

    • Flyer

    • Ad

  • It’s too expensive

  • I don’t use the internet


Client motivatedmastery3

Client MotivatedMastery

  • Build a impenetrable ____ around your clients - making them competitorproof

  • Follow The D.A.R.T. Rail System

    • Deserve/Distinction

    • Ask

    • Reciprocate

    • Thank

Would you do business with you?


Client motivatedmastery4

Client MotivatedMastery

  • Create Top Of Mind Awareness

    • What do they say to friends & family?

    • How is your level of communication?

    • Remind them for referrals

  • Use Chuck’s “Status Board” technique

  • Apply “AttractionMastery” Techniques


Client motivatedmastery5

Client MotivatedMastery

  • Run your own marketing campaign

  • Develop a specific method of operation manual

  • Satisfy the clients needs for consistency

  • Provide exceptional follow up services

  • Advocates enthusiastically offer referrals

  • Plan – Do - Review


Salesmastery1

SalesMastery

  • Homework

    • Create your own T.O.M.A. campaign

    • Identify 3 personal selling distinctionsyou’ll be working on.

  • Biggest Ah Ha . . .

  • Questions & Debrief


Databasemastery

DatabaseMastery

  • E-Z Database

  • Mastery Database

  • Develop Passive Systems

    • Infrequent info

    • Significant & substance

    • 80/20 rule

    • Set procedures/methods


Databasemastery1

DatabaseMastery

  • Microsoft Outlook Practical


Client motivated mastery

Client Motivated Mastery

  • Earnthe right to grow by bringing value

  • 4 “Keys” to a Meaningful Relationship

    • Family

    • Occupation

    • Recreation

    • Money/Influence

  • Database skills must be CONSISTENT

Take

Chuck’s

“Once A Day”

Challenge!


Databasemastery follow up tools

PBW

Biz Cards

Main Point Cards

Promo Flyers

Press Releases

Tri-Folds

Media Kits

Faxed Material

Post Cards

Post It Notes

Newsletters

Fast Facts Profile

E-Mail

Letterhead & Envelopes

Goofy Letters

Thank You Cards

DatabaseMastery: Follow Up Tools

2nd Offers . . .


Chuck s top t o m a secrets

Write & publish articles

Once A Day – article or photo of interest

Once A Day – thank you card with insert

3rd Party Testimonials

Chuck’s Top T.O.M.A. Secrets


Databasemastery method of follow up

Immediacy

How to touch?

What if?

Call?

Mail?

E-mail?

Boss?

Immediacy

When to touch?

What if?

Store

Referral

Ad

Lead

DatabaseMastery: Method Of Follow Up

Regular correspondence brings the client to what?


Day three debrief

Day Three Debrief

  • Questions?

  • Discussion?

  • #1 Thing You Took From Today?

End of Day Three!


Ads in motion presents aim salesmastery day four

Ads In Motion

presents

AIM SalesMastery

Day Four


Day three debrief review

Day Three Debrief & Review

  • Questions?

  • Discussion?


Communicationmastery

78% of our day is spent?

We communicate at 30% efficiency

7 out of 10 messages are:

Misunderstood

Mistaken

Missed

Messed

CommunicationMastery


Understanding body language

50% messages impact comes from body language

The total impactbreaks down like this:

7%: Verbal - words

38%:Vocal - volume, pitch, rhythm, etc.

55%:Body language – mostly facial expressions

Understanding Body Language


Attractive listening

#1 need of a human being

Divorce Rate?

Dysfunctional Children?

Set a higher standard

Easy distinction

Attractive Listening


Communicationmastery1

CommunicationMastery

Master Intimacy – Master The Connection!

Ad Sales

Client

100 Words

When the “need” to be _______ is fulfilled, ______

is gained and we move closer to ______.


We communicate 4 ways

We Communicate 4 Ways

  • Novels ...........................................

  • Short Stories .............................

  • Lazer Phrases ….......

  • Bullet Points.

    One Concept - Different Time Frame - Same Result


Are you listening

2 Vs. 1

Bauers' Rule

Hear behind

Tell me a little

One word answers

Concentrate

Don't interrupt

Squelch advice

Keep filters in check

Have patience

Are You Listening


Characteristics of great listeners

Excellent eye contact

Asks questions

Entertains discussion

Repeats what is said

Stays focused

Acknowledges

Poised

Emotionally controlled

Doesn't interrupt

Doesn't change subject

Under reacts

Says “okay”

Characteristics of Great Listeners


Characteristics of poor listeners

Constantly interrupts

Jumps to conclusions

Finishes sentences

Is distracted

Changes subject

Is impatient

Loses temper

Fidgets

Speaks too fast

Characteristics of Poor Listeners


Directors listening characteristics

Positive

Get to the point

Give clear feedback

Concentrate on task

Help others focus

Encourage organization

Identify inconsistencies

Negative

Impatient w/ ramblers

Jump ahead

Reach conclusions

Get distracted

Critical

Minimize feelings

Directors Listening Characteristics


Socializer listening characteristics

Positive

Manage & save time

Set time requirements

Set guidelines for meetings

Discourage wordy speakers

Give clues when time is wasted

Negative

Impatient w/ time wasters

Interrupt

Time affect concentration

Look at watch or clock

Limits creativity by time pressures

Socializer Listening Characteristics


Relater listening characteristics

Positive

Care & concerned

Non-judgmental

Identify emotional state

Want relationship

Notice moods of other’s

Negative

Over involved w/ feelings

Avoid seeing faults

Internalize

Overly expressive

Non-discriminating

Relater Listening Characteristics


Thinker listening characteristics

Positive

Value data

Test everything

Encourage others support

Welcome complex info

Look at all sides

Negative

Detail orientated

Intimidate others

Minimize non-data info

Discredit non-experts

Long decision making

Thinker Listening Characteristics


Circle of communication

Circle Of Communication

  • Turn complaints into requests

Negativity

Request


Listenable rate of speech

Preferred speed

Best connectability

Hear, comprehend, understand

140-160 words per minute

L.R.S. activity

Listenable Rate Of Speech


Listenable rate of speech activity

Listenable Rate of Speech Activity

As a representative of Ads In Motion, it is important that you speak

clearly. That means that you must articulate. It also means that you

must speak so that you can be understood. Although there is no set

rate of speech, most expert speakers talk at between one-hundred-

forty and one-hundred-sixty words per minute. That is a good speed for

verbal communication. It is not too fast to be understood. It does not

give the listener the impression that you are under pressure, nor is it too

slow. The one-hundred-sixty word rate adds an element of dignity to

your voice. The one-hundred-sixty word rates also gives a sound

image to your audience that establishes both you and Ads In

Motion as efficient and well-organized. To give the audience the kind of

impression of yourself and Ads In Motion that you wish, speak

correctly, speak at one-hundred-sixty -- that's one-hundred sixty

words per minute.


Communicating presenting tips

Communicating / Presenting Tips

  • Seussem'

  • Database management

  • Turn complaints into ________

  • Who cares? So what? What does it buy me?

  • Vocabulary . . .


Building intimacy

Words/Statements To Use

Appreciate

Respect

Agree

Okay

May I comment?

Recommend

Because

Yes

And

Honor

Challenge

I'm sorry

My apologies

Building Intimacy


Decreasing intimacy

Words Not To Use

Can’t

Possibly

Try

Maybe

Yeah or yeah but

But

Whatever

Decreasing Intimacy

  • Problem

  • Um

  • I dunno

  • If

  • Hey or Hey you

  • I'm busy


Intimacy building questions

Tell me about you?

Tell me about your business?

What do you think about?

How do you feel about?

What would you suggest?

What will you accomplish by?

What would happen if?

What do you think is a betterway?

What's your biggest concern?

How important is that to you?

Why is it being done that way?

Give me an example of?

What do you like most about?

What do you like least about?

What do you find is effective?

Intimacy Building Questions


Communicationmastery2

CommunicationMastery

  • Biggest Ah Ha . . .

  • Questions & Debrief


Vocabularymastery

Sell

Buy

Payments

Sign

Contract

Pay

Credit App

Give

Deposit

Own

Own

Investment

Ok/Approve

Agreement

Invest

Customer Statement

Pay – Buy

Partial Payment

VocabularyMastery

Negative Connotation

PositiveConnotation


Vocabularymastery1

Demo

Allowance

Appraisal

Prove/Explain

Depreciation

Inflation

Appointment

Manager

Discount

Evaluate

Pay – Buy

Sell

Share

Usage Value

Improvement Cost

Get Together

Team Leader

Savings

VocabularyMastery

NegativeConnotation

PositiveConnotation


Vocabularymastery2

Asking Price

Deal

I’m Sorry

Why Don’t

Help

Plus Tax

How far apart

Thank You

It’s Not Worth It

Market Value

Transaction

Forgive

Let’s

Be Of Service

And Fee’s

How close are we?

Congratulations

Market Value

VocabularyMastery

PositiveConnotation

NegativeConnotation


Vocabularymastery3

They can’t do it

Finance Man

Finance Company

Problem

Lady

Sir

You’re wrong

Trade-In

Bypass/why sure

Biz Manager

Lending Company

Challenge

Name – Miss – Mrs.

Name – First – Title

Truth

Car you would sell us

VocabularyMastery

NegativeConnotation

PositiveConnotation


Vocabularymastery4

Today

Lease

Spot Delivery

Thinks about this

Now

Alternative Program

Preferred Delivery

Evaluate This

VocabularyMastery

NegativeConnotation

PositiveConnotation

Flexible:

Would you be a little flexible?

We need to be a little flexible.:

Requesting:

What are you requesting?


Vocabularymastery5

VocabularyMastery

  • BiggestAh Ha . . .

  • Questions & Debrief


Attitudemastery

AttitudeMastery

  • Positive Mental Attitude

    • Customers “sense” & “feel”

  • Resourceful

    • Owner vs. employee attitude

  • Proactive solver

  • Servant attitude – 10 Ft Rule


Attitudemastery1

Realistic

Values time

Accept responsibility

Discipline

Good attitude (I can)

Self-esteem

Looking for ideas

Action

False hope

No value on time

Blames others

No discipline

Poor attitude

No self esteem

Quit looking for ideas

No action – all talk

AttitudeMastery

Failure95%

Success5%


Attitudemastery2

Inspired

Corrects wrong actions

80/20

Good reader, listener

Goals & plans

Saves money

Lives today

Does homework

Not inspired

Continues wrong action

20/80

Poor reader, listener

No goals & plan

Spends money

Lives in past/future

Wings it

AttitudeMastery

Success5%

Failure 95%


Attitudemastery3

Focuses on others

Has options

Compliments others

Majors in majors

Does it right

Student of consequences

Persistence

Adjusts to change

Self focus

No options

Complains

Majors in minors

Takes shortcuts

Ignores consequences

Gives up

Does not adjust

AttitudeMastery

Success 5%

Failure 95%


Attitudemastery4

Has humility

Steward of resources

Giver

Law keeper

Open minded

Organized

Simplifies

Good vocabulary

Has pride

Mishandles resources

Taker

Law breaker

Prejudice

Disorganized

Complicates

Poor vocabulary

AttitudeMastery

Failure 95%

Success 5%


Attitudemastery5

AttitudeMastery

  • BiggestAh Ha . . .

  • Questions & Debrief


Goalmastery

GoalMastery

  • Survey Of Sales Pro’s

    • 82% had documented goals, and of these

    • 23% felt their goals were unfair

    • 50% would not reach their goals

    • 85% had no plan to reach their goals

    • 73% had no plan to develop their Top 5 Accts


Goalmastery1

GoalMastery

  • Sales Management

    • Most sales people gave high marks to managers

    • 1/3 rated them at 50% in their capacity as a mgr.

    • 78% had no sales strategy or plan

    • Most consider their sales force to be their “plan”


Goals types

Goals: Types

  • Daily

  • Weekly

  • Monthly

  • Yearly

  • PhasePlanning


Goals weekly method of operation

NEW Approaches

Interviews Set

Interviews Held

Sales/Commitments

Production Credit

Referred Leads

Commission

Referrals

Thank You Cards / Letters

Touches

Goals: Weekly Method Of Operation


Goals most important m o o

Goals: Most Important M.O.O.

  • Must be in writing

  • The plan must be clear and concise

  • Must have an e.t.a.

  • Benefit / consequence

  • Accountability squad

  • Visualize & publish your goals


Pro s pointers

Pro’s Pointers

  • Define obstacles

  • Capitalize on best skills

  • What resources can help you make it

  • Knowledge or education

  • Create a “Goal Getting” book

  • Get focused on your rewards

  • Have a goal bigger than you


Why some don t have them

Why Some Don’t Have Them

  • No belief in themselves

  • Don’t know how to set them

  • Afraid of the outcome

  • Dislike accountability

  • Lack self-esteem

  • Procrastinate


Goalmastery2

GoalMastery

  • BiggestAh Ha . . .

  • Questions & Debrief


Objectionmastery this is when it begins

List out your most common objections?

ObjectionMastery: This Is When It Begins


Objectionmastery

ObjectionMastery

What is the most important skill used

in overcoming objections?


Objectionmastery1

ObjectionMastery

  • How do we PREVENT?

    • Anticipate

    • Make them want to do business with you

    • Pain vs. pleasure

    • Sell to their personality style

    • 3rd party testimonials or stories

      • “It’s As Easy As 1, 2, 3”


Objectionmastery2

ObjectionMastery

  • Prevent

  • Listen

  • Take a deep . . .

  • May I comment?

  • Thank - you, ARA

  • Check in with feelings - truth

  • Are you open & available to discussion?

You Must Take Them Into ADiscussion!


Objectionmastery objections exercise

ObjectionMastery: Objections Exercise

  • List Objection:

  • Prevent?:

  • Tools To Use?


Objectionmastery3

ObjectionMastery

  • Biggest Ah Ha . . .

  • Questions & Debrief


Closingmastery starts with

ClosingMastery: Starts With . . .

  • The first ten words out of your mouth

  • “Positive” first impression

  • Personal & professional distinctions

  • Immediate & impeccable follow up skills

  • Making them wantto do business with you

  • Ability to attract & drive intimacy


Closingmastery

ClosingMastery

  • Why You Didn’t Get The Money

    • They don't like you

    • You didn't explain it correctly

    • Youtriggered a negative past experience

    • You did not attract


Closingmastery starts here

ClosingMastery: Starts Here

  • Speak as a professional persuaderwith persuasion

  • Be sensitive to personality style

  • People buy or don’t buy based on feelings (truth)

  • Three connotation areas that affect a client:

    • Attitude

    • Emotions

    • Mental Picture


Closingmastery avoid

ClosingMastery: Avoid

  • Feel – Felt – Found

    • I know how you feel . . .

    • I felt the same way . . .

    • Until I found . . .

Old School – Do Not Use!


Closingmastery six choices

ClosingMastery: Six Choices

  • Reddi Test / Test Close

  • Choice Close

  • Assumed Consent with Physical Action

  • Cushion

  • Smoke Out

  • 3rd Party Sales Story


Closingmastery reddi test test close

ClosingMastery: Reddi Test / Test Close

  • Find out what the prospect thinks/feels about the product or service:“Does a plan like this make sense to help you to take care of your needs –or- challenge?”


Closingmastery choice close

ClosingMastery: Choice Close

  • Use with personalities that need choices or options in an effort to persuade to closure:“Would the $_______ you committed to earlier be comfortable, or would starting with a little more or less be better?”


Closingmastery consent with action

ClosingMastery: Consent With Action

  • Beginning to fill out the application assumes consent and it is a physical action:“Perfect, I’ll need some basic information to get you started. What is your ________?


Closingmastery cushion

ClosingMastery: Cushion

  • Non-threatening phrases takes the edge off of objections:“I can appreciate that.”“I agree, that’s a normal reaction.”“I respectand can agree with your position.”“Tomorrow, you’ll wake up glad that you did it.”


Closingmastery smoke out

ClosingMastery: Smoke Out

  • Get to the heart of the stall:Direct: “Would you mind sharing with me why (echo) . . ?” Used with atime objectionIndirect: “Would you share with me why you think/feel(echo) . . ?” Used with a moneyobjectionBracket: “Would you mind sharing why (echo) would prevent you from getting started now. . ?”Isolate: “In addition to (echo) is there any other reason that would prevent you from starting now?


Closingmastery 3 rd party stories

ClosingMastery: 3rd Party Stories

  • Remember: “It’s As Easy As 1,2,3” -deal with the real stall:

    • http://www.chuckbauer.com/article.asp?ID=3

    • Stories and testimonials increase the “believability” or “persuasion” scale.


Closingmastery1

ClosingMastery

  • SalesMastery Assessment

  • Biggest Ah Ha . . .

  • Questions & Debrief


Sidebars

Sidebars

  • Chuck’s PurposeStatement:"My purpose is to contribute to God & Mankind by utilizing the utmost in values and integrity, while offering wisdom with everyone I come in contact with."

  • Chuck’s Action Statement:"Set the example by exceeding the standards!"

  • Chuck’s Most Favorite Quote:"You become the average sum of the five people that you associate with." -- Jim Rohn


Chuck s articles

What They Remember Counts!

Attraction In Action

It's As Easy As One, Two, Three!

Ten Ways To Be Attractive

Thank-You's Advance Intimacy!

Listenable Rate Of Speech

GOALS: Set 'Em and Get 'Em!

We Have A Long Way To Go!

Questions Advance Intimacy

Eat to Live!

Tribute to Jim Rohn

Tribute To My Dad

Empower With A Website

Say What? Pay A Buck!

Stop Internet Pollution

T.I.P.S: To Insure Prompt Sales

The CQQkie Man Strikes Again!

Chuck's Articles


Most important accountability

52 Week Accountability Program

Partners - fill out first page

2nd Tuesday Of Each Month 10 a.m. CT1.641.297.7200 Pin # 843741One Hour National Conf Call. Put # in cell phone

AIM Workshop Starts: This coming Monday

Most Important? Accountability


From here

From Here?

Fill out evaluations & turn in to front of room!

  • Web:www.chuckbauer.com

  • E:[email protected]

  • Cell: 972.740.4559

  • Services:Seminars & KeynotesExecutive Sales Coaching Consulting


Photos certificates

Photos & Certificates


Ads in motion presents aim salesmastery conclusion

Ads In Motion

presents

AIM SalesMastery

Conclusion


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