If you really take a hard look at the above list, you will note that all of these things are an Inflow, they will somehow benefit you. One of the things I ask my clients to do when I cover this specific topic in my seminars is the write the word, ‘Desire’ in parentheses above the word, ‘Inflow’ in the above equation and the word, ‘Interest’ above ‘Outflow.’

In case you didn’t know it, genuine interest in your client or prospect is the cheapest form of outflow you can make.

What is wild about this is that if you are dealing with a client and all you are thinking about is the commission you will earn when you close the deal, no matter what you say, the client will instinctively know that all you really care about is that darn commission and they will fight you every step of the way.

However, if you really care about the client, and do NOT look at them as a big dollar sign, they will feel this and be much more willing to work with you to overcome any objections they may have.

The next time you meet with a client, be very certain that you like them and can be interested in helping them achieve their goals. Be willing to walk away if this is not possible.

You will both be happy that you did!

Technorati Tags: Buy Car, Car Purchase, Dollar Sign, Face, Genuine Interest, Inflow, Investment Property, Money, New Car, Objections, Outflow, Parentheses, Referrals, Seminars, Word Desire

There is a way to make sure that all that effort was not in vain! That tool is the Sales Debug Checklist.

The best way to use it is to get with your sales manager, a business partner or a friend and have them ask you the questions listed below so that you can use a failed opportunity to be stronger at the close in the future.
If you can’t find someone else to do this with you, you can also ask the questions of yourself.

Sales Debug Checklist

1. Did you talk to the decision maker?

2. Was the prospect well qualified?

3. Was the meeting well prepared?

4. What was your/my emotional tone level before the meeting?

5. What was the prospects emotional tone level at the start of the meeting?

6. What exactly was the prospects final decision?

7. Which objection did you/I fail to handle?

8. How did you/I try to handle it?

9. Did you attempt to handle with ACCORD?

10. What was the prospects reaction when you attempted to close?

11. When did you/I start to lose control?

12. Did you like the prospect? Have something in common with him/her? Have a willingness to communication with him/her?

13. Was the prospect closed on you/me? My company? My product/service? The price? The timing?

14. Did you/I have strong agreement from the prospect on why he needed my product/service?

15. Was the prospect convinced by my arguments as to why this was best for him/her?

16. What was the prospects emotional tone level during your/my attempts to close? At the end of the meeting?

17. Why did you/I fail to close the prospect?

Drill the situation with your friend/colleague until you have found the optimum way to deal with the same situation in the future. Your sales WILL increase as a result.

Technorati Tags: Attempts, Business Partner, Colleague, Decision Maker, Emotional Tone, Face, Final Decision, Objection, Prospects, Tone Level, Tool Sales, Willingness