Post by joediggs on Mar 8, 2009 11:38:36 GMT -5
5 Steps To a Conversation
“The Basics of the Business”
1. Introduction: The 3 Non Verbals
• S.E.E. Principles
Smile: Mirror Effect
Eye Contact: Establishes Trust
Excitement: Excitement is Contagious
• Ice Breaker
Relax the Person and Yourself
2. Short Story: -K.I.S.S IT
• K.I.S.S. Principal
Keep It Short and Simple -(Use Humor)
• Qualify Yourself
Who, What and Why -(Keep It to 10-15 Seconds)
• Qualify Them
Ask Yes/Yes Questions
3. Presentation: -Meat and Potatoes
• Put the Product in their Hands
Possession is 9/10 of the Law
• Use the Circle Method
People Remember the First and Last Thing They are Told
Show the Value/Stress the Deal
• Paint the Picture
Help Them See that the Product will Work for Them
4. Close: -ABC (Always Be Closing)
• With Confidence
Listen and Watch for Buying Signs, Then Stop, Answer, and Close
Use your Jones Effect with Fingerprints and Others That Have Helped Out
Assume The Sale
5. Rehash: -PUBS
• Double Your Cash
Pitch Multiples (2,4,6,) Go for the Gusto
Use Examples (Gifts, B-Days, Toys 4 Tots, Fire Houses, etc.)
Be Direct (Takes 30 Seconds, Cash, Check, or Charge!!)
Stress the Deal (Suggested Retail for X Amt…Today Half Price)
“The Basics of the Business”
1. Introduction: The 3 Non Verbals
• S.E.E. Principles
Smile: Mirror Effect
Eye Contact: Establishes Trust
Excitement: Excitement is Contagious
• Ice Breaker
Relax the Person and Yourself
2. Short Story: -K.I.S.S IT
• K.I.S.S. Principal
Keep It Short and Simple -(Use Humor)
• Qualify Yourself
Who, What and Why -(Keep It to 10-15 Seconds)
• Qualify Them
Ask Yes/Yes Questions
3. Presentation: -Meat and Potatoes
• Put the Product in their Hands
Possession is 9/10 of the Law
• Use the Circle Method
People Remember the First and Last Thing They are Told
Show the Value/Stress the Deal
• Paint the Picture
Help Them See that the Product will Work for Them
4. Close: -ABC (Always Be Closing)
• With Confidence
Listen and Watch for Buying Signs, Then Stop, Answer, and Close
Use your Jones Effect with Fingerprints and Others That Have Helped Out
Assume The Sale
5. Rehash: -PUBS
• Double Your Cash
Pitch Multiples (2,4,6,) Go for the Gusto
Use Examples (Gifts, B-Days, Toys 4 Tots, Fire Houses, etc.)
Be Direct (Takes 30 Seconds, Cash, Check, or Charge!!)
Stress the Deal (Suggested Retail for X Amt…Today Half Price)