Make It Happen

www.TimeBudget.org

Make ithappen

T I M E B U D G E T P R E S E N T S

Copyright © 2016 | TIME BUDGETA l l R i g h t s R e s e r v e d .

No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form

or by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior

written permission of the publisher.

““ Arthur Ashe

Start where you areUse what you haveDo what you can

4 www.TimeBudget.org

MAKE IT HAPPEN

Make it happenCOMPETITION IS AT AN ALL-TIME HIGH. WITH THE EMERGENCE OF THE INTERNET AND DISRUPTION OF MANY MAJOR INDUSTRIES, WE ARE LIVING THROUGH THE LARGEST CULTURAL SHIFT SINCE THE INDUSTRIAL REVOLUTION.

With this has come the rise of a much more sophisticated consumer, clients have developed a keen sense of awareness, and anything less than the highest order of professionalism is not acceptable. This book has been developed to provide a comprehensive process for direct sales and network marketing business professionals.

The magnitude and speed at which our industry changes is startling. The change that has taken place within the last decade alone has had an effect on everyone within our industry. Change has impacted critical areas such as: > Attracting and developing new business > Dealing with a prospect who has a negative image of the industry > Finding & keeping good people > Constant fear of disruption

More than ever before, there is a desire and need for network marketing. The question is whether or not you can counter the harsh reality of the marketplace and establish yourself to grow profitably into the future.

This book was written and will continue to evolve to embrace the ever changing marketplace we face today. Our goal is to equip you with the knowledge and tools necessary for massive success and to keep you in the top 10% of the industry.

Participants who take the knowledge provided in this book and apply it to their business can look forward to the following: > Increased awareness of marketplace trends > A better knowledge of the sales process > An overall increase in meaningful action

Our hope for the future of the industry is that you will leave this book ready to make YOUR impact on the world. Nothing we teach you here will be of any value if you do not take action to achieve your goals. As the great Tony

Robbins says, “You see, in life, lots of people know what to do, but few people actually do what they know. Knowing is

not enough! You must take action.”


MAKE IT HAPPEN

Habits and Skills of High PerformersHave you ever thought about the difference between high performers and average performers? Are some people born with the inherent skills that allow them to rise above the rest, or are these skills something that can be learned?Independent business owners and consultants on the inside, as well as those outside of the industry, have studied these questions and come to the following conclusions: > Top performers sell from a point of mastery, their power is knowledge > Top performers are able to meet a client at their level of understanding > Top performers develop constant meaningful activity;, they work hard and smart

It is a myth that someone without specific industry knowledge will be successful in the consulting / network marketing industry. In the fast paced markets of today, those who are masters of their craft and have the ability to effectively communicate are the only ones who will truly be rewarded. We live in an informational society, and the fuel that drives us is knowledge, but knowledge is only half of the equation. Action is the single most important determining factor in the success you will have. True power is the decision to act on the knowledge you possess. > High performers follow a consistent path for success: > High performers have a specific outcome that they are working towards > They develop an action plan to achieve the desired outcome > They are stubborn in achieving their goals, yet remain flexible in the journey > They constantly test and modify their behavior until they get what they desire

We have established that high performers do not leave success up to chance. Instead, a study of any leader in any industry will show that there is a formula for success. We have studied and broken down this formula into 3 segments: Motivation > To be successful, you must develop a sickening work ethic. Your motivation to succeed must be so great that you are willing to do whatever it takes to achieve the desired outcome. Power of Persuasion > The power to influence others is critical in the success you will have in business. People buy from those that they like, and in this industry the relationships you develop are paramount. Craft Mastery > A combination of product knowledge and the ability to be a perpetual learner is essential for success. Top performers assume the role of a student, and are masters of their craft.


MAKE IT HAPPEN

5 key Attributes of High PerformersHigh Performers are Goal & Action Oriented > Top performers are not afraid to dream big, but they complement these big dreams with the decision to take constant action to acquire them. > What are your dreams? > Dreams can be materialistic, achievement based, or philanthropic. > Intellectualized and meaningful activities > Top performers establish an action plan to conquer their goals > Top performers are rarely money driven, they chase a higher purpose, earnings simply allow them to achieve their dreams. > Practicality over romantic feelings > Top performers understand that we are in a constant state of innovation. > Top performers stay uncomfortable; their methods are always adapting to the marketplace. > They are not romantic about how they make their money. > The ability to be flexible and pivot in the face of adversity is what sets us apart from the average.

High Performers Focus On Authentic Customer Engagement > 80 / 20 Rule > Omni-presence > Valuable communication > Sensitivity to building relationships > Clients should always leave every encounter with you with a sense of value.


MAKE IT HAPPEN

High Permormers Commit to Professionalism > Sell from a point of knowledge > Top performers are constantly honing their skills through attending seminars, conferences, webinars, and listening to podcasts. The minute you think you are done learning is the minute you become replaceable. > Networking > Applying the 80 / 20 rule. 80% of networking reaching upwards, and 20% helping others below you. > In this business your net worth is defined by your network!High Performers are Dedication to a Process > Prospecting > Unwavering commitment to a disciplined selling processHigh Performers Commit to Mental Mastery > Hard-wiring your game and letting it become your second nature. > The best didn‘t get there by accident, constant dedication to your craft is the only way to become a master at it.

What Separates the Good From the Great > Mental rehearsal is often referred to as the master skill because it is the cornerstone for all other skills required to be a top performer. It is a technique used by super producers, not only to improve skills they already have, but also a way to introduce and test new skills and tactics. > When we say mental rehearsal, we mean the process of literally imprinting mental images of successful action in your brain. Imprinting is defined as ‘to fix firmly on the mind and memory.’ Repetition is key to mastery, and this technique is used by top performers to mentally practice positive outcomes. This is not to be confused with daydreaming, it is a skill that must be practiced and repeated until perfected. > Research has shown that the human brain cannot distinguish between physical experiences and imagined events that have been imprinted deeply within one‘s mind. > This means that through mental rehearsal your brain will assimilate your desired outcomes with physical experiences. We have the ability to “hard-wire” ourselves for success we just have to be willing to go there! > Your success will be more dependent on your ability to deliver a product through a dynamic sales process than the features of the product or service alone. Craft Mastery > A combination of product knowledge and the ability to be a perpetual learner is essential for success. Top performers assume the role of a student, and are masters of their craft.


MAKE IT HAPPEN

ContentsIntroduction 4

Understanding the Current Marketplace 10

Current Cultural Shift

Sophistication of Buyer 11

Rising Above the Noise

Your dream client 12

Why Do People Buy? 14

The Process of Selling (Establishing the 3 step formula) 15

The Diagnostic Appointment 25

Presentation of Solutions 35

Ask and you shall receive (the art of the question) 37

BUILDING YOUR AVATAR

BUILDING A CLIENT DRIVEN CULTURE

UNDERSTANDING THE CLIENT DECISION PROCESS

ADVANCED COMMUNICATION TECHNIQUES


MAKE IT HAPPEN

ContentsWhy ask Questions? 37

The basic rules of questioning

Types of questions 38

Creating questions with purpose

Breaking down the barriers

Active listening 39

Precision prompters

Dealing Objectively with Objections

Overcoming Reactionary Defense Responses

Questioning Tools 41

Refer back to the rules of the game


MAKE IT HAPPEN

Understanding the Current Marketplace

> Over 18.2 million people are involved in a direct selling or network marketing opportunity. > Those 18.2 million people retailed the sale of $34.5 billion dollars in product or services. > (http://www.statista.com/topics/2247/consulting-services-industry-in-the-us/)

> A survey in 2014 showed that the consulting industry as a collective was responsible for 143 billion dollars in revenue. > (http://www.dsa.org/docs/default-source/research/research2014factsheet.pdf?sfvrsn=0)

> I show these statistics to dispel any notion that network marketing is anything other than a serious business, and a wonderful industry to be a part of.

CURRENT CULTURAL SHIFT.

> With the rise of the internet we have to opportunity like never before to own our own business, and network marketing is poised to make more millionaires in 2016 than any other industry. So if you ever question or second guess your decision due to the misunderstanding of someone who dislikes the industry, rest assured that this industry is here to stay. > Due to the rise in popularity, and the general discontent with working a 9 to 5 job, millions of optimistic people have turned to this industry as not only a source of income, but as the solution for the desire to live a life by design. > BUT, and what I am about to tell you might make you unhappy, network marketing is HARD, it requires constant engagement and a commitment to professionalism to truly be successful.


MAKE IT HAPPEN

SOPHISTICATION OF BUYER.

> In 2016 the days of hard selling a buyer are LONG gone. With the rise of social networks the general public has become almost immune to spam marketing. It is not enough to simply post your content and hope for the best.

> If you want to have success in this industry you have to be able to speak to your intended market. You must be able to grasp their attention, and you must be transparent in your actions otherwise you will never make it to the sale.

RISING ABOVE THE NOISE.

> Has anyone seen the most recent stats on the human attention span? It is said that the human attention span lasts on average 8 seconds. 8 SECONDS?!

> Simply posting 3 times a day to social will not get you the results you want in this industry. You have to find people who have a problem that your product or solution solves, then over deliver the goods!

> You do this by building an “avatar” of your targeted audience, which we discuss further in the next chapter.


MAKE IT HAPPEN

building your avatar > The term “avatar” is used to describe your ideal client, and the common characteristics of that client or buyer. > This is important because you have to know who your prospect is and what drives them in order to: ■ Find them ■ Connect with them ■ Market to them ■ Serve them > If you don’t know your target market, how will you be able to speak to them on a emotional and intellectual level? > You must know what motivates your target market in order to know how to serve them! The single greatest factor in the success you have will be crafting your message to match the target you are trying to work with. > When narrowing down your targeted audience, ask yourself the following questions; ■ What are the biggest sources of “pain” that you can solve with your product or service? ■ What are the questions or fears they have, and how can you help them overcome those roadblocks? ■ What are their goals and dreams, and can you help them along their journey? ■ What products or services are they currently using? > Now, once you have answered these questions you can further niche your prospect list by asking yourself these demographic questions; ■ Do you want to work with men or women primarily? ■ What is the average age of your target market? ■ What kind of lifestyle do they have? ■ What kind of lifestyle do they want? ■ What is their level of income? ■ What are their common interests? > Take your time going through these, because the answers to these questions will save you the frustrations of spending hours trying to work with people who will never buy from you. > There is a famous saying in the sales industry, “if you try to sell to everyone, you’ll end up selling to no one”. Find the target audience that you can serve and serve well, then speak to them.

““ Eric Worre

Starting today, your life can change, because you control the meaning.


MAKE IT HAPPEN

understanding the client decision process > Overview: People Buy for THEIR benefit, not yours ■ The biggest mistake in sales is projecting our thoughts, feelings, and understandings onto the person we are selling. Instead we should take the time to learn and comprehend the needs of the prospect before offering any solutions, opinions, or reasons why they should purchase our product. THERE MUST BE A NEED BEFORE THE NEED CAN BE MET. ■ Every buying decision is an attempt to improve the buyer’s current condition. ■ There are always 3 options the buyer has: ■ They can buy from you ■ They can buy from someone else ■ They can decide not to buy at all ■ Professional selling begins by identifying the needs of the prospect, you must satisfy the following needs, in the following order: ■ Emotional (we buy off emotion) ■ Logical (we justify with logic) ■ Your prospect will be asking themselves “What’s in it for me”, and you better be able to answer this question multiple times, in multiple ways if you are going to have success. Each prospect will measure KPI’s and ROI differently, so you must know what their goals are to be able to answer this question. ■ You must approach every prospect asking yourself, “what is it about my program/ service/ product that will satisfy my prospect” ■ Every decision we make as humans is motivated by (1) the fear of loss, or (2) the desire for gain. A professional sales man/woman is able to find which motive the prospect will be moved by, and guiding him or her to that place in their own mind. This is where storytelling becomes so effective. You must paint an emotional picture to get the desired reaction from the prospect (ex. You don’t sell a yacht, you sell the lifestyle of a yacht owner which is shown in that every ad you see has beautiful women, champagne…not engine specs). ■ It is your job to (1) make the prospect question their current situation, (2) probe to find the specific pain points and needs of the prospect, (3) replace those feelings with the solution your product/service will provide.


MAKE IT HAPPEN

■ If the prospect avoids making a decision after you have guided them through this process, it simply means they are not convinced they’re better off with your product/service. This is where it becomes your job to identify your prospect’s specific needs, which is done through asking questions and participating in active listening. ■ It is a fact that people care much more about themselves and their problems, than you and your problems. The key to increasing your skills in sales is to be able to keep the dialogue open long enough for the prospect to tell you their specific concerns. > Prospects will tell you how they want to buy. People hate to be sold to, but they love to buy.

PRINCIPLE #1 PEOPLE BUY TO IMPROVE THEIR CURRENT CONDITION

■ Think of the buying process like a traditional scale, you must be able to win your prospect over by “tipping the scale in your favor”. Now a lot of salespeople leave this up to chance, and that is why they will never be considered a sales professional. ■ In order to tip the scale in your favor you must be able to demonstrate the following: ■ That your prospect will receive superior SERVICE working with you ■ That your prospect will receive superior RESULTS working with you ■ That your prospect will receive superior VALUE working with you ■ That your prospect will enjoy a better RELATIONSHIP working with you


MAKE IT HAPPEN

PRINCIPLE #2People want value, we create the “lowest price syndrome”

■ Value is measured differently, and every person has their own definition. To get past the price objection you have to be able to determine what is the most valuable KPI (key performance indicator) to your prospect, then deliver on that indicator. For example, if I have a prospect who wants to raise their revenue by $5k / month, I must show him how my product/service will deliver that, and more so that the price is simply seen as a short term investment. ■ Value is not always measured by $, or ROI (return on investment). That is why it is so important to really discover what the prospect is looking for. Please understand, time is of the essence in this game. Time is the most important asset we have, and the quicker you can move the prospect through the buying process, the more likely they are to purchase. This does not mean you need to rush and be sloppy, what it means is be very clear in your intention, and ascertain what the client wants by simply asking. The persona of a “smooth salesman” is overplayed. Instead, you must be willing to truly care about the prospect, and ask guided questions to find the prospects needs and wants, then deliver on those KPI’s. If your prospect cannot tell you their wants and needs it means one of two things: ■ You have not built up enough rapport with the prospect and there is no relationship or trust ■ The prospect does not know exactly what they want or need. In this case you need to decide if you need to qualify them out for now, or walk away completely. But we will discuss this in detail a little further later.


MAKE IT HAPPEN

■ When competing against the incumbent business/consultant you have to think of the sales process as a game, the prospect is sitting on a wall built by the “bricks” of the incumbent. Your job is to tactfully remove those bricks so the prospect becomes uneasy about their current situation. Once they are uneasy you must show them why they need to move from that crumbling wall, to your wall that is built by the better bricks. Bricks being: ■ Service ■ Results ■ Value ■ Relationships

■ If you are working against a competitor you have to remember the following: ■ If you can only remove one “brick”, you will rarely win the business ■ Relationship is the strongest brick, people want to do business with those that they like. This is the most important brick in the wall. Even if you can knock out all the other bricks, if the relationship is strong enough, the prospect will not budge. ■ Results and value are the 2 bricks that are yours for the taking, you always have the ability to improve their results, therefore providing them with more value. ■ The easiest way to take the relationship and service bricks away is to uncover hidden pains, concerns, or white spaces in the prospects business or life that they might not know about.

■ Always remember, we all have a different set of values, NEVER make the mistake of projecting your value system on your client or prospect.


MAKE IT HAPPEN

PRINCIPLE #3People are motivated by fear of loss and a desire for gain

■ Depending on what you are selling, one of these factors will be stronger than the other. ■ Determine what motivation you can play on, and paint an emotional picture to the prospect.


MAKE IT HAPPEN

PRINCIPLE #4People’s needs are met in ascending order. You must address basic needs before moving to the complex. ■ Maslow’s hierarchy of needs shows us that basic needs must be met before we can focus on higher needs.

■ If you can understand where your prospect is at on the hierarchy you will be able to deduce the following: > If the prospect is in the survival stage, unless your product speaks to their survival as a business, you will have very little chance to make the sale.


MAKE IT HAPPEN

■ If the prospect is in the survival stage, unless your product speaks to their survival as a business, you will have very little chance to make the sale.

■ Determine where the prospect is, and sell your product/service on the understanding it will help them move up the hierarchy (or help them avoid moving down)

■ YOU MUST LEARN TO COMFORT THE DISTRESSED, AND DISTRESS THE COMFORTABLE.

PRINCIPLE #5People buy emotionally and justify their decisions with intellect

■ Your ability to paint an emotional picture directly correlates with your ability to sell.


MAKE IT HAPPEN

PRINCIPLE #6Always speak to your prospect on THEIR level of understanding

■ Storytelling is key ■ Avoid technical phrasing ■ Speak clearly

■ Speak with conviction

■ Speak the language of the prospects business


MAKE IT HAPPEN

PRINCIPLE #7People inherently avoid change ■ People inherently avoid change, which makes it your job as the seller to impose the magnitude of the “issue” your product or service addresses. Unless the potential loss or gain is great enough, the prospect will not want to change the status quo.

■ This is why we keep stressing the importance of painting an emotional picture. You have to take your prospect to that place of discomfort.

■ The distinguishing factor between good and great is your ability to remain poised in uncomfortable situations. As long as your intentions are to help and serve your prospect, it is your duty and obligation to help them understand the magnitude of the potential loss or gain.

■ You need to tie their pain to real world factors ( dollars gained or lost)

■ Then tie that pain to the solution you are providing ■ It is not good enough to merely tell them it is true, you must get them to tell you. > It’s like in the movie “Inception”. For an idea to stick, it must be self-conceived.


MAKE IT HAPPEN

PRINCIPLE #8No quick fixes ■ Naturally, we as humans want to find problems then immediately fix them.

■ If you find a pain point or problem and immediately fix it, do you really think the buyer considered it a big problem?

■ This is where high performers differentiate themselves from the pack. Once you have found the pain points of the prospect, expose them early and often. As we said earlier, you must be able to move the prospect to an uncomfortable area. But you have to know how they need to stay there before they are ready to change. If you provide a solution to quick, you have not gotten the emotional trigger needed to force the prospect to make a decision.

■ Do not get this confused with good content marketing, we are speaking to the close of the sale. This is personal and specific information that you have taken the time to uncover.

““ Thomas A. Edison

Your greatest weak-ness lies in giving up.The most certain way to succeed is always to try just one more time.


MAKE IT HAPPEN

The Diagnostic Appointment ■ The goal of this appointment is to gain a clear understanding of the prospects needs, to establish the “rules of the game”, and to assess your opportunity to win that prospect into a client or customer.

■ This appointment can be done face to face, over the phone, or over a video chat. The more personal the appointment is, the more you increase your ability to win the sale. It is always harder for someone to say no face to face.


MAKE IT HAPPEN

■ Step One: Build Rapport > Selling can also be called influencing, and to influence anyone you must have a relationship with them. > Selling always requires a relationship. > Never begin speaking to a prospect about anything other than themselves. Everyone’s favorite topic is themselves, and the quickest way to establish a relationship is to genuinely show interest and appreciation for the person you are speaking to. > People will only buy from people they like, or who are similar to them. > To establish this type of relationship your prospect must feel: ■ Your confidence ■ Your sincerity ■ Your product or service knowledge ■ The chemistry with you > The goal of this step is simply to establish a relationship. ■ The ability to build this relationship quickly is paramount to your ability to be successful in this business. Having a strong social media presence will help in building this relationship because people will be checking you out prior to agreeing to speak with you. ALWAYS BE AWARE OF THE CONTENT YOU POST TO SOCIAL MEDIA AND HOW IT AFFECTS YOUR BRAND. ■ When first speaking to a new prospect, it is said that they will decide within the first 3 minutes if they like you or not, and that perceived relationship will dictate your ability to turn that prospect into a client / consumer. Now, this is not all left up to chance! Building Rapport is a valuable, yet simple skill to learn. The 3 important factors that you can control are: > The words you speak > The tonality of your voice > Your body language (even when not meeting in person!) ■ The secret to mastering these 3 factors is mirroring the person you are wanting to influence. You must be able to make the other person comfortable by matching their physiology, tonality, and words. ■ To be effective in building rapport it requires you to accept that humans are different in fundamental ways. > As we stated earlier, each individual has their own motives and values. You must be able to quickly identify these values and assimilate your words and actions accordingly. > To be able to do this you must understand that even though you may differ in what you think, perceive, and understand, the prospects view is the only one that matters if you plan to have massive success in this industry. You cannot sell the same to any 2 people, each interaction is different. ■ So how do you know how to communicate to others? Do you know your own communication style? Isabel Briggs Myers had a few things to say regarding personality types. If you have ever taken a personality test mostly likely it was a variation of the Myers Briggs. For times sake we have broken down the full personality test into one segment regarding communication styles.


MAKE IT HAPPEN

1. When speaking in a sales setting I am... Most Least

Soft spoken C ALoud and assertive B DQuietly confident A C Unemotional D B

2. When speaking in a sales setting I am...

Calm & friendly C AUneasy and speak quickly B C Avoiding small talk D AIn control of the conversation D A

3. When listening to a prospect I am...

Quick to answer A CFriendly C BVery excitable B DAttentive and slow to respond D B

4. When asking questions to a prospect I am...

Inquisitive about feelings B DQuick to get to the point A BAlways asking for more information D CAsk “how to” questions C A

5. My physical behavior in a sales setting...

I move around a lot A CI speak with my hands B DI am still and rigid D BMaintain good eye contact C A


MAKE IT HAPPEN

6. In general, when I respond I am... Most Least Enthusiastic B DRelaxed C ARestless A CLacking emotion D B

7. When I interact with others I generally...

Am friendly C AWait for my turn to speak D BTake charge of the conversation A CExpress my true feelings B D

8. When I respond to tasks I…

Shoot from the hip B D Make quick decisions A C Take time to think D B Look for the input of others C A

9. When responding to stress in a sales setting I…

Respond aggressively A C Talk a lot B D Remain calm C A Become critical D B

10. When meeting new prospects I…

Follow a procedure D B View it as a game A C Find common ground quickly B DProceed carefully C A

■ Count all of the “A” symbols that are circled in both columns, then put the total in the correct box. Do the same for “B”, “C”, and “D”.


MAKE IT HAPPEN

■ This test will allow you to determine your particular communication style, which is the first step in effectively communicating with your prospect. But this is only 1 half of the equation! To be a high performer you must adopt the communication style that complements the style of the person you are speaking with.


MAKE IT HAPPEN

■ Next we will outline common traits of each personality type:


MAKE IT HAPPEN


MAKE IT HAPPEN

The Promotion Statement

> Get their attention QUICK, or it is over before you began

■ You have on average about 120 seconds to capture the attention of your prospect or they will mentally move on.

■ This is where a planned statement (promotional statement) comes into play. ■ It is very important to have a basic outline of your talking points rehearsed that way you do not fumble or mis-speak during these crucial 2 minutes.

■ Unless your thoughts are rehearsed it will be your natural reaction to retreat in the conversation, and the prospect will lose confidence in you and your product or service.

■ Your promotion statement should touch on the following topics:

> How you offer a unique product or service (yes YOU, not the product or service you represent). This is where you begin to build your personal brand.

> A specific endorsement or referral (this could be a celebrity endorsement, or if you have a referral from a friend that you have in common. Use this to build trust in the service or product).

> Target the prospects specific value system (use what you found to be important to the prospect to connect with them and paint an emotional picture)

> Stress the importance of time (don’t be pushy, but you must be able to convey that there is a limited opportunity to join. This will cause the prospect to fear missing out).

> Gain agreement by “taking the temperature” of the prospect (ask questions like, “fair enough”, “how does that sound”...etc.)


MAKE IT HAPPEN

Discovery & Qualification

■ Once you have given your promotion statement or “pitch” you will likely be met with objections. Instead of thinking of these objections as negatives, think of them as steps leading to the sale. Objections are simply questions that the prospect needs answered before they are going to buy. Meet the objections with kindness and enthusiasm!

■ Some things to consider during this stage are: > The prospects budget > The prospects goals for working with you > Any health concerns if it is a nutrition product > What are the benefits of the service or product that are most important to the prospect

■ This is a critical time in the sales process. At this point you have to determine if you will have the ability to make a sale, or if you need to qualify the prospect out and move on. It is important to understand that not everyone will buy from you, and you need to focus your time on the people you have a real chance at working with. This does not mean you completely block out the ones you decide are not ready to buy, it simply means you need to put them aside and let them see you continue to be successful. Check in with them from time to time, and once they start reaching out to you more, you will have the ability to sell to them as well.

■ You will also run into people who will never buy from you, and at this point you must wish them well and move on. Do not take it personally, because it has nothing to do with you. Stay positive and keep moving forward onto the people you truly can help.

■ This is the most difficult step to master in this process. The ability to understand that not every prospect is your prospect.

■ It is important to remember that your time is valuable, and wasting time on a prospect that will never be converted directly relates to the loss of money (because your time = money!)


MAKE IT HAPPEN

■ When qualifying a prospect ask yourself the following questions:

■ Do I know every factor in the making of the decision?

■ Have I determined exactly what values the prospect has?

■ Do I have the ability to satisfy the prospects values and requirements to do business with me?

■ Does this prospect have the budget to afford my product / service?

■ Have I built enough rapport to continue with the selling process?

■ Is this prospect someone I would want to work with?

■ Have I been able to find a problem, and attach enough emotion to it to force the prospect to need a solution?

■ If you are able to answer these questions, and have decided to move on with the sales cycle you must establish the “rules of the game”. This means you will figure out exactly what it will take to win the prospect over. It is critical to take the time to confirm each rule, because you will use these later to close the deal. Rules of the game are simply solutions, that if you are able to provide, guarantee that the prospect will do business with you.


MAKE IT HAPPEN

the presentation ofsolutions

■ This is the final step in the sales process.

> This is the point in which you answer the prospect’s objections then practice “active listening” to guide the prospect through solving their own objections and making the sale (we will discuss active listening in the advance client communications section).

> Through the advanced communication techniques we have laid out in the next chapter you will work through the objections so the prospect will feel comfortable working with you.

> This is why establishing the rules of the game is so important. As you gain agreement with the prospect you continue to remind them that if you are able to overcome their objections they should have no reason not to work with you.

““ Eric Worre

In the end, you only make what you are.You only earn what you become as a person. To have more. Become more.


MAKE IT HAPPEN

Advanced Communication Techniques

■ Ask and you shall receive (the art of the question) ■ If you only take one thing away from this training it needs to be this, the art of asking questions is the most critical skill you can learn in sales! ■ High performers know that if the prospect is dominating the conversation, then you are very close to winning the business. ■ People want to hear themselves talk much more than they want to hear you talk. Knowing the right questions to ask will allow you to guide the prospect to selling themselves, which is what you want right?

■ Why ask Questions? ■ Questions help you steer the direction of the conversation naturally ■ Questions help you uncover the value system of the prospect ■ Questions show genuine interest in the prospect ■ Questions build rapport ■ Question force self-examination, they require the prospect to think instead of just blowing you off

■ The basic rules of questioning ■ Always ask questions with a intended purpose or outcome ■ Prepare a “desired flow” of the conversation and build a list of questions to guide from point A (intro) to point B (sale). ■ Ask a mix of short answer and long answer questions ■ You should only ask questions you can pre-determine the answer to (i.e. don’t ask too many questions that might lead you away from the intended purpose). ■ Use questions to test for reactionary defense responses, never accept a defense at face level. ■ Use questions to go deep with the prospect


MAKE IT HAPPEN

■ Types of questions ■ There are generally only two types of questions in the sales process, and they are short answer (yes or no), or long answer (require thought and a description). > Short Answer: ■ Use these questions when asking guided questions you typically know the answer to. ■ Objective in nature ■ Use when seeking to close a discussion or reinforce a decision > Long Answer: ■ Use these questions when you are seeking a discussion ■ Subjective in nature, use these to focus on feelings or attitudes you are trying to discover or attach emotion to.

■ Questioning with a goal in mind ■ To be able to guide the prospect by questioning, you must have a clear goal or objective for the conversation. ■ Questions are not only used to gather facts or information, they should be used to uncover motives and bring emotion into the conversation. Remember people buy based off emotion, so if you only use questions to gather information you cut yourself short, and make the selling process much more difficult. ■ Your goal in questioning should be to move the conversation from fact gathering, to a deeper level where emotions are brought into play. ■ Selling does not occur through simple data collection & cliche questions. Selling occurs when you are able to understand the prospect’s emotions, and connect those emotions to the understanding that YOU have the solution.

■ Breaking down the barriers ■ Top performers use questions to uncover issues ■ You can use questions to discover the issues the client already knows (being overweight, wanting to make more money...etc.) ■ You can use questions to guide the prospect to uncover issues they may have never considered (potential lifestyle risks, financial risks...etc.). ■ If you cannot find a pain point, you use questions to create the pain. ■ Top performers find the “elephant in the room” ■ Your ability to discover what‘s not being talked about is key to attaching emotion to the decision process. ■ To break down the barriers the prospect may have you must uncover or create enough issues, and tie those issues to potential loss, or potential gain. Once you have done this, you allow the prospect to reflect on these emotions. Then and ONLY then do you present your solution!


MAKE IT HAPPEN

■ Active listening ■ Top performers understand that the sales process is a process of improvisation. ■ Top performers are able to make the prospect engage without creating feelings of interrogation or forced conversation. ■ We spoke of mental mastery before, and having an outline and planned responses is very important. In addition top performers are able to play off of their prospect, their responses are fluid and do not come off as scripted or rehearsed. ■ You can have the best questions in the world lined up, but if you do not take the time to truly listen to the prospect, you will never be able to convert a prospect to a client or partner. You must follow the pattern of asking a question, then truly listening and determining what question to ask next. Your prospect will sell themselves if you allow them to discover their own need for the solution your business provides.

■ Prospect Prompting ■ When trying to move the prospect to higher level questioning, sometimes the use of prompts is needed. Prompts are phrases to spur the conversation forward. Prompts include: > “Such as?” > “Which means?” > “And?” > “In what way?” > “Because?” ■ You use prompters to extract that extra bit of information from the prospect through being natural and inquisitive. You must use these prompters in a way that will not interrupt the prospects train of thought. ■ You can also use prompts to gain further insight if you are unsure of the meaning of the answer the prospect gives you.

■ Overcoming the prospects defenses ■ It is no surprise that a new prospect will be hesitant to share their real situation with you. That is why building rapport quickly is so important. ■ Transparency is a must in today‘s market, you cannot expect a prospect to be vulnerable with you if you are not vulnerable first. ■ Through the conversation you are bound to run into objections. These are tests to see if you have the ability to be persistent, they will test your conviction. We like to call these objections “reactionary defense responses”. > Reactionary defense responses are programed responses we build from birth. Think of the last time you spoke to a telemarketer or door salesman, you most likely cut them off with a programed response like it was second nature. > These responses are used to protect ourselves from the untrained, but if you tactfully handle this response you show that you are the real deal, and you believe in the service or product you provide.


MAKE IT HAPPEN

■ Dealing Objectively with Objections ■ To deal with objections you must change your mindset on what they are. Instead of viewing objections as a negative, you must view them for exactly what they are; guideposts that if you handle correctly, lead to the sale. ■ Think about it, if they didn’t offer an objection that means they have so little interest in you that they don’t want to spend another moment with you. Very few sales ever come without objections. ■ Think of objections as your time to show the benefits of your product or service. ■ There are only 4 real forms of objections: ■ Lack of trust ■ Lack of need ■ Lack of urgency ■ Lack of value ■ The prospect will not just come out and tell you the cause for the objection, so you must be able to decide what category the objection falls into and handle it accordingly. ■ Lack of trust > This objection is very simple. All you have to do is flip the objection on itself by leveling with the prospect. You can simply ask, “is there anything I can do to make you more comfortable with (insert objection)”. You will find that this helps set the prospect at ease. Always remember the “gift of gab” has little to do with being good in sales. The ability to earn trust, and make the prospect feel at ease is much more important. ■ Lack of need > This objection is most likely caused because you did not build enough need during the beginning of the sales process. If you meet this objection you can probe to develop deeper levels of need. If you are unsuccessful at this, back off and try to redirect the conversation. ■ Lack of urgency > This can show up in many different forms of objections. The classic “I need to think about this”, or “I will have to ask my wife, husband...etc.”. While there may be some truth to this objection, you must determine if they truly need time, or if they just don’t want to make a decision. If they truly need time, always agree upon a set time to follow up and hold them to it. If they are just putting you off, don’t press to hard. Just be sure to plant some fear of missing out by putting time on the table. This is sometimes called a scarcity tactic. ■ Lack of value > This issue commonly comes up during a “price objection”. If price is the only objection you are very close to the sale. At this time you need to redirect their thinking to the emotion behind the decision. Bring up the benefits, and use that to show how the value they will receive will bring back 10 times the price they pay today (note: this is not an excuse to overpromise and under deliver. If you are not confident they will receive at least twice the value of what they pay, you might want to consider upping the value before asking for the sale).


MAKE IT HAPPEN

■ Questioning Tools

■ The key to handling objections is understanding the hidden meaning behind the objection, then deciding if that objection can be overcome or not.

■ Some objections are real, and if they cannot be overcome it means you must move to qualifying the client out for now or for forever.

■ The greatest questioning tool you possess is your ability to create mutual understanding through active listening. When a prospect voices a concern, you must take the time to repeat your understanding of what they said that way you know exactly what they are looking for in your response. Never offer your opinion, advice, or a solution until the real issue is confirmed.

■ Another questioning tool that is helpful is your ability to “match” the level of emotion being presented by the buyer (i.e. if a prospect is telling you something that made them very angry, you wouldn’t want to play that emotion off by saying they were simply “bothered”).

> You must also understand the emotional state of the buyer so you know your next move: > You can use words to heighten the level of emotion if needed > You can use words to lower the level of emotion to bring the buyer back from a intense situation


MAKE IT HAPPEN

■ Probing for answers

■ When trying to figure out if an objection can be overcome or not it is essential to use “probes”. When you probe the objection you are trying to ascertain if the objection can be met, or if it is time to start focusing on gracefully ending the conversation. ■ There are 4 types of probes: ■ Situational probe Example: > Prospect: “I don’t know if ABC will help me reach my goal” > You: “I understand your concern, let me ask, is there anything situation that I can help you overcome so that you are comfortable with ABC? ■ Specific probe Example: > Prospect: “I don’t know if ABC will help me reach my goal” > You: “I understand your concern, let me ask, is there any situation that I can help you overcome so that you are comfortable with ABC? > Prospect: “I heard from a friend that ABC is a scam” > You:“I am sorry your friend had a bad experience. Can you tell me specifically what about ABC makes you feel that way?” ■ Value probe > This is your last attempt at overcoming the objection. You will use the value system you uncovered at the beginning of the process to redirect the prospects attention from the objection to the solution. > You: “So help me understand, earlier we talked about your goal of living a healthier lifestyle while also having the ability to earn extra income along the way. If I can provide you with examples of how ABC has been able to provide both of these and more you still won’t consider joining me?” ■ Rules of the game probe: > This is where creating the rules of the game comes back into play. At this stage, if you have successfully given the prospect what they asked for and they are still not able to make a decision, you test their character in this subtle way. > “When we first started this conversation, we agreed that if I was able to show you a way for you to live a healthier lifestyle, while also providing the opportunity to make some extra money that we would begin working together. Help me understand what has changed? > If you have truly followed all of the steps laid out in this book, you will have created a moral obligation for the prospect to buy. If you have delivered on all of the values that the prospect told you, then they should be able to make the decision to work with you. > Now, this doesn’t always mean you will make the sale, because some people just don’t honor their word and that is okay. What this process does do is allow you to up your closing ratio significantly by following each step.

make ithappen

Make It Happen

Documents

Transcript of Make It Happen