You all have heard it, but I'm going to share with you exactly how to do it and experience the power of visualization. You must visualize closing the sale and opening up relationships. Yes, I use the word closing. As you know from strategy number two, I don't have a closing mindset. However, your goal is still to close the sale after your presentation as well as open up relationships. The key is to see yourself doing it.
This is a strategy of all top salespeople. When I was in sales full-time, I went to every presentation with the paperwork and contract filled out prior to going to the presentation. I had everything filled out - all the boxes checked, the date of the presentation, name of the client, etc. The only thing that I needed was the person's signature. Before the presentation, I visualized myself delivering an excellent presentation and the person signing the paperwork.
I want you to do it right now. You're reading this, because you're a champion and you want to earn heavy six and seven figures year-end in sales, correct? If so, flip down your laptop computer so you're not checking your email, turn your cell phone off, and lower the sound that you have playing in the background.
Now, visualize the exact contract, agreement or paperwork that you need to get paid your commission. I want you to visualize it. Your eyes are closed. The paperwork is in your hand. I want you to literally visualize that paperwork in your client’s hand and imagine the client sticking her hand out saying, “I'm so excited that you shared your business with me. Thank you so very much! Here’s the signed contract.” Then see yourself saying back to her, “I look forward to building a long, prosperous business relationship with you.”
How does that feel? Can you imagine if you did that every single time before you enter a sales presentation? You literally have to visualize the paperwork being exchanged, the acceptance of the contract, the acceptance of the agreement, and/or the transfer of the product from you to them. It truly works. You have to talk yourself through the process. Self-talk is very important. Build up your self-belief by saying, “I am a closer, I am opening new relationships. Today is the day I will open five new relationships. Today is the day the number one sale I've ever done in my sales career will manifest. Today is the best day of my life.” You have to tell yourself that you are worthy of that type of success and believe it.
Let's say that you're selling insurance and you open up the door of a potential client. You have to visualize yourself leaving with the signed insurance forms. Always have the agreement entirely filled out. Here’s the most important part…Always use a yellow highlighter to highlight where they need to sign rather than using red pen to make an X before their signature. People don't like to sign contracts anyway so why would you use a big huge X red to mark the spot. It’s so negative. Using a yellow highlighter is less intrusive and more reader friendly than a giant X.
Also, never be fumbling around. When a person is ready to do the deal, you need to be ready to authorize the paperwork. You don't need to be filling out their name, address, and all that stuff that you could have done before hand. Do everything you can prior to entering the sales arena. Prepare to close the deal. Flip the paperwork around, slide it across the table to the buyer, review the details and explain to him that you need his signature on the highlighted areas. Use positive keywords like authorize, endorse, agree, and invest. Show the buyer that you are serious about your business and building a relationship with them.
I challenged you to test this for 90 days. Test out the power of visualization. As you're driving, obviously you can't close your eyes, but speak the words. “Today is the day that my client is authorizing the paperwork to own the $1 million piece of real estate that I am marketing to him. Today is the day that he will take ownership of the million dollar piece of real estate that I am listing.” How much would those positive words and visualization change your sales revenues? The power of visualization is unbelievable. In other words, not believable to the average person, but believable to the champion, and that's what you are. I guarantee this will close your sales. Test it for 90 days and email me with your results at John@LifestyleFreedomClub.com.
Champion Tip: Invest time in the power of visualization. Visualize the paperwork being completed and endorsed by your new client. Remember to use a yellow highlighter instead of a red pen. Simple strategies yield great results.
self help ebook
self help subliminal
Wednesday, May 12, 2010
Grab a Pen that Writes
When I speak, I always say, “Grab a pen that writes.” Make sure that you have an extra pen with you and even an extra notepad especially for those of you that are speakers and hosting your own events. When I speak, I always have at least twenty-five pens in my bag. Why? Just in case someone doesn’t have a pen. I want to keep them engaged in the presentation.
When you are presenting to someone with nothing to write with or nothing to write on, it’s great to be able to hand them a pen and a piece of paper or a notepad. It works even for those in real estate. If you are out showing a home, you can give your potential buyer the opportunity to take notes about what they like best about the house and write down questions that they may have for you after the showing.
When you give somebody the opportunity to write down any question, concern, or objection that means you are opening up the door. You are not trying to hide something. It goes back to the foundation that you have an ethical, moral product. So, when you give someone a piece of paper and a pen, guess what? It shows that you are confident enough and you believe in your product or service so much that when you conclude your presentation, you feel comfortable and you are looking forward to answer any questions or concerns that they may have. That goes back to self-belief. Fear of success gets replaced with belief in yourself and your product/business.
I can see so many people at events saying, “Man, I wished I had a pen. I wanted to write that down. I forgot what you said.” If this is you, then you have to get focused. You can’t afford to miss an opportunity to take notes or write down important information that you know that you won’t remember later. It’s not only common sense, but a simple business strategy that will increase your sales ratio.
Always have a pen and paper. Consider those things part of your “sales uniform”. Wouldn’t a football player look foolish going to play a game without his helmet or a hockey player being on the ice without his hockey stick? It’s basic equipment for the sport of sales and marketing.
Champion Tip: Always have a pen and notepad handy to give to the potential client and advise them to write down their questions or concerns about your product.
self help hypnosis
tony robbin
When you are presenting to someone with nothing to write with or nothing to write on, it’s great to be able to hand them a pen and a piece of paper or a notepad. It works even for those in real estate. If you are out showing a home, you can give your potential buyer the opportunity to take notes about what they like best about the house and write down questions that they may have for you after the showing.
When you give somebody the opportunity to write down any question, concern, or objection that means you are opening up the door. You are not trying to hide something. It goes back to the foundation that you have an ethical, moral product. So, when you give someone a piece of paper and a pen, guess what? It shows that you are confident enough and you believe in your product or service so much that when you conclude your presentation, you feel comfortable and you are looking forward to answer any questions or concerns that they may have. That goes back to self-belief. Fear of success gets replaced with belief in yourself and your product/business.
I can see so many people at events saying, “Man, I wished I had a pen. I wanted to write that down. I forgot what you said.” If this is you, then you have to get focused. You can’t afford to miss an opportunity to take notes or write down important information that you know that you won’t remember later. It’s not only common sense, but a simple business strategy that will increase your sales ratio.
Always have a pen and paper. Consider those things part of your “sales uniform”. Wouldn’t a football player look foolish going to play a game without his helmet or a hockey player being on the ice without his hockey stick? It’s basic equipment for the sport of sales and marketing.
Champion Tip: Always have a pen and notepad handy to give to the potential client and advise them to write down their questions or concerns about your product.
self help hypnosis
tony robbin
Always Be Early
I refuse to wait around on someone that is late. Always be early! Pause there for a second, because I know that you're saying, “John, always be early? That’s a strategy? What do you mean? I know I should be early.” The keywords in that statement are I KNOW. I want you to make a mental note right now and take a look at the last ten sales presentations that you did. Were you early, were you late, or did you walk in at the same time as your prospect?
I can almost guarantee you that the times you were early, your closing ratio had a higher percentage. Why? When you walk into the sales arena and you're there first, the potential customer sits down and it's your territory. You own it, because you were there first. You have also had the opportunity to calm your nerves and build your confidence before the person arrives.
You're going to meet someone at a neutral location. Let's say you meet them at a local restaurant to sit down with them and share your business, product, etc. You get there first so they are entering your arena. It's just a mental mindset. Now, think about it this way. The prospect is sitting there waiting for you. I bet you can almost feel your stomach turning flips as you imagine walking up to the table knowing that they have been waiting on you.
When you are late, the person that has been waiting on you has already likely made up his mind about what you are about to offer him and the answer is simply no thanks. After all, if you can’t be on time for an appointment that was scheduled last week, then how on Earth will this person be able to depend on you if they invest in your product? If you are late, then you might as well just reschedule or call off the appointment all together. It’s over! I don’t care if you disagree with me, it’s the truth and you know it.
My original mentor that mentored me over 18 years ago had earned over $30 million dollars at that point in his life. When he introduced someone to his business in direct sales, if they were one minute late, he wouldn't show them the business. He would say, “Respect my time. I was here at 1:30. You showed up 1:31. Reschedule.”
You’re probably saying, “John, I can't do that!” Yes you can. Make a decision. I did. I refuse to let anyone waste a second of my time.
When I was building my business and conducted hotel presentations for business overviews, I started promptly at 7:35pm. The doors were actually locked at that time, and no one else was allowed to enter the presentation. One thing that aggravates me and upsets me to no end is when someone schedules a presentation that is supposed to start at 7:30pm and twenty minutes later they're still waiting for that one person to show up.
Respect the people who are there on time and get started on time. Don’t worry about those people that are late for a business or product that you're sharing. Instead, focus on the people who are on time. They want to hear your presentation, need it and are serious about investing in it. NEVER start a business presentation late. Always be there early and start on time. The key is to always be there before your potential client.
Show respect for your client's schedule. My mentor said, “Look, if this person doesn't respect me enough to be here on time for the presentation that we set up, then I'm not going to show it. He must reschedule.” People know I'm like that too. I’m known for always being on time for my appointments or always early. All of my coaching clients know. They don't even have to look at the phone when I call them. If I'm scheduled to call you at 2:00pm on Friday, then you can bet your last dollar that between 1:58pm and 2:00pm, that phone will jingle and John Di Lemme will be there to mentor you and coach you. I am always a few minutes early.
Here’s another inside tip for you. In a restaurant setting, always drink water. Why? Coffee and soda give you bad breath. Remember, you are being judged on every aspect of your presentation. I also suggest that you never drink alcohol at a sales presentation. It’s unprofessional in my opinion. Drink water and that will be one less thing to worry about.
If you don’t agree with this, that’s fine. Just continue to lose sales. I’m giving you tips about the subconscious mind of your potential client. If you show up late drinking a cup of coffee, sweating, running behind schedule, looking like a slob, why should anyone buy from you? Think about that. Show up early. Dress professionally. Drink a glass of water. Be relaxed and then go for it. Get laser-focused and open up a brand new relationship.
Champion Tip: Always be early. Respect your potential client’s time and put yourself to ease before the sales presentation.
tony robbins
self help cds
I can almost guarantee you that the times you were early, your closing ratio had a higher percentage. Why? When you walk into the sales arena and you're there first, the potential customer sits down and it's your territory. You own it, because you were there first. You have also had the opportunity to calm your nerves and build your confidence before the person arrives.
You're going to meet someone at a neutral location. Let's say you meet them at a local restaurant to sit down with them and share your business, product, etc. You get there first so they are entering your arena. It's just a mental mindset. Now, think about it this way. The prospect is sitting there waiting for you. I bet you can almost feel your stomach turning flips as you imagine walking up to the table knowing that they have been waiting on you.
When you are late, the person that has been waiting on you has already likely made up his mind about what you are about to offer him and the answer is simply no thanks. After all, if you can’t be on time for an appointment that was scheduled last week, then how on Earth will this person be able to depend on you if they invest in your product? If you are late, then you might as well just reschedule or call off the appointment all together. It’s over! I don’t care if you disagree with me, it’s the truth and you know it.
My original mentor that mentored me over 18 years ago had earned over $30 million dollars at that point in his life. When he introduced someone to his business in direct sales, if they were one minute late, he wouldn't show them the business. He would say, “Respect my time. I was here at 1:30. You showed up 1:31. Reschedule.”
You’re probably saying, “John, I can't do that!” Yes you can. Make a decision. I did. I refuse to let anyone waste a second of my time.
When I was building my business and conducted hotel presentations for business overviews, I started promptly at 7:35pm. The doors were actually locked at that time, and no one else was allowed to enter the presentation. One thing that aggravates me and upsets me to no end is when someone schedules a presentation that is supposed to start at 7:30pm and twenty minutes later they're still waiting for that one person to show up.
Respect the people who are there on time and get started on time. Don’t worry about those people that are late for a business or product that you're sharing. Instead, focus on the people who are on time. They want to hear your presentation, need it and are serious about investing in it. NEVER start a business presentation late. Always be there early and start on time. The key is to always be there before your potential client.
Show respect for your client's schedule. My mentor said, “Look, if this person doesn't respect me enough to be here on time for the presentation that we set up, then I'm not going to show it. He must reschedule.” People know I'm like that too. I’m known for always being on time for my appointments or always early. All of my coaching clients know. They don't even have to look at the phone when I call them. If I'm scheduled to call you at 2:00pm on Friday, then you can bet your last dollar that between 1:58pm and 2:00pm, that phone will jingle and John Di Lemme will be there to mentor you and coach you. I am always a few minutes early.
Here’s another inside tip for you. In a restaurant setting, always drink water. Why? Coffee and soda give you bad breath. Remember, you are being judged on every aspect of your presentation. I also suggest that you never drink alcohol at a sales presentation. It’s unprofessional in my opinion. Drink water and that will be one less thing to worry about.
If you don’t agree with this, that’s fine. Just continue to lose sales. I’m giving you tips about the subconscious mind of your potential client. If you show up late drinking a cup of coffee, sweating, running behind schedule, looking like a slob, why should anyone buy from you? Think about that. Show up early. Dress professionally. Drink a glass of water. Be relaxed and then go for it. Get laser-focused and open up a brand new relationship.
Champion Tip: Always be early. Respect your potential client’s time and put yourself to ease before the sales presentation.
tony robbins
self help cds
Subscribe to:
Posts (Atom)