Here's Day 6 of my Facebook Live Challenge: Power of Engaging: Three Steps to Quality Contact

There are 10 steps to sales mastery, and three overall phases

Phase 1: We must Engage the prospect

Phase II: Enroll them

Phase III: Compel

Engage
5 steps to engaging
Prepare and do your homework
Turn self on; Get in peak state
Make contact and get their attention
Connect
Create interest

Enroll
6) Qualify them and probe for problems

7) Create conviction

Compel
8) Make it real and assume the sale

9) Convert objection into commitments

10) Make it easy and create a future

Step 1 Prepare and do your homework

Six keys
1) Know who the customer is and anticipate their needs 
2) Know your own product or services

3) Know your competition but never knock them

4) Know all the potential objections and have answers ready in advance 
5 )Expect the best and prepare for the worst 
6) Create Demand

This course is about teaching you how to be a master influencer and marketer. Not just a closer of a one-time sale. The value of anything is all based on perception (such as stocks); Create demand for your product or service through branding.

Step 2 Getting in State

This should easy for you at this point!

Anchor yourself for success.

SELLING IS A TRANSFERENCE OF EMOTIONS
Every time you’re in front of the customer, your state will affect the customer

People associate your state to your product or services. Is this someone I want to work with?

Be forewarned, you associate your own state to your product; if you feel lousy and deliver your elevator pitch or talk about your product, pretty soon you’ll associate negativity with your services!

Step 3 Make Contact and Get their Attention

Being the best closer in the world in not worth much if you aren’t making contacts!

You want to grab their interest immediately.

1) Set specific prospecting goals 
2) Be creative, playful, make it fun
3) Bullet out what you want to say 
4) Get testimonials and referrals 
5) Commit to taking massive action

WHAT STOPS PEOPLE FROM MAKING CONTACT?

1) They’re not prepared
2) Not in peak state
3) They’re think of themselves as an interruption

You ARE an interruption but only until you grab their attention. So how do you get that? SCREAM PIGS!

Be a state inducer!! If you change their state, they’ll listen. Make it fun.
S -SMILE (put yourself in state)
C- COMPLIMENT (find specific things you can sincerely compliment; must be sincere)
R - REFERRAL (use a mutual contact)
E - EXHIBIT (do exhibit or demonstrate something)
A - ASK (ask a question that grabs attention)
M - MYSTERY (ask something mysterious)
P - POLL (take a poll that grabs attention)
I - INFORMATION (offer info they don’t already have; statistic)
G-GIFTS (give a free gift that induces reciprocation) 
S-STARTLE (come in make a statement that grabs attention)

ASSIGNMENT
Think for a second what it has cost you in the past three years not being in state before trying to persuade someone else of something? And I mean financially as well as emotionally, and socially and in your relationships.

What’s it going to cost you in the future if you don’t manage your state? How much more money would you make? This is CRITICAL! Plus, wouldn’t you enjoy the process that much more if you were in a great state?

Episode 6: Power of Engaging: Three Steps to Quality Contact

Here’s Day 7 of my 30-day Facebook Live Challenge: ON BUILDING I

Yesterday, we learned about the three phases of sales mastery:

Phase I: Engage 
Phase 11: Enroll 
Phase III: Compel

And the first three steps of Phase I:
step 1: Prepare and Do Your Homework
step 2: Turn Yourself On: Get into State
step 3: Make Contact and Get Their Attention

Today we went over Step 4: Connect, and Build Rapport. 

What factors determine the level of rapport, trust, friendship, and confidence in the other person?

By identifying and understanding these factors, you can consistently use them to generate rapport—not in some manufactured or manipulative way, but in an authentic way.

Clients will ultimately choose you or not because they trust you, like you, have confidence in you, and believe you can get the job done. 

Ultimately, they will either choose you or someone else because they believe you or that person has their best interests at heart. Not your own!!

My goal is to coach you how to generate these positive feelings in your clients --authentically.

The most important time in the sale is building rapport, which leads to trust! 

Trus is the single most important element in influencing a sale. If you want to influence anyone long term, you must obtain their trust.

It sounds cliche but it's true - “People don’t care how much you know until they know how much you care.” 

When it comes to influence, purchasing decisions, referrals, or even sales, people look to their friends first, even if that friend is a lousy salesperson—because they know their friend cares about their needs.

What’s one of the quickest ways to bond with people? It is through compliments.

An effective compliment can make people feel appreciated, noticed, and significant so long as it's genuine; not flattery. 

Anyone can be a Hallmark card.... doling out bland flattery and boring cliches! 

So Be a highlighter!

Here's the formula for giving an effective compliment and being a highlighter:

1. FIRST State the compliment.
2. SECOND Justify the compliment.
“/say that because... "provide a reason.
3. THIRD Immediately ask a question.

Asking a genuine question makes your compliment more real, it shows you really care, and AS A BONUS YOU GET to learn something about your customer and about what's important to them.

This rule, by the way, applies to any compliment you give 
be it to customers, clients, family members, or friends.

So what are some ways to Use Compliments More Effectively?

1. Give third-party compliments. 
2. Rave about other people behind their back. 
3. Don’t just compliment the obvious. 
4. Always send a gracious thank-you note after every sales encounter. 

How Can You Develop Rapport?

1. Find something in common.

When people are like each other, they tend to like each other. 

When people are not like each other, they tend not to like each other. 

2. Matching and mirroring. The most powerful tool for bonding is matching and mirroring—that is, aligning with the person through the use of your voice and body.

Most people try to develop rapport through words, but words represent only 7% of your influencing tools (http://www.rightattitudes.com/2008/10/04/7-38-55-rule-personal-communication/).

Words
7%
Voice qualities
38%
Physiology/body language
53%

By using your body and voice, you can create rapport with anyone. 

NONVERBAL COMMUNICATION & BODY LANGUAGE ARE KEY! 

ASPECTS TO MATCHING AND MIRRORING

VOICE
Volum
Tempo
Tonality

PHYSIOLOGY
Posture 
Eye Contact
Movements 
Breathing
Gestures 
Proximity
Facial Expressions 

Today's homework assignment is:

Think of three people in your life and write a genuine compliment about
each one. 

Commit to giving them the compliment within the next 24 hours.

and really have fun with it! Then deliver it to them! Make sure one of the three is your mother!

Episode 7: Connect & Build Rapport

Here’s Day 8 of my 30-Day Facebook Live Challenge: on Building Influence. Today we’re talking about Creating Interest.

The key here is to get the prospect really interested and hungry to hear your presentation before you dive into it. Otherwise, it’s going to go in one ear and out the other!

So how do you get the person eager to hear it?
I’m going to teach you certain tools to create interest in the other person.

First and foremost is:

THE “BECAUSE” FRAME. 

Researchers have actually found -- Even in instances where what follows the word because doesn’t make sense, most people will still comply as if the reasons were legitimate.

Why is this the case? Because the drive in people to justify behavior is so strong, we’ve learned to anchor in the word because to feel the reasons must be justified.

How else can you create interest? Well we’ve previously learned a way to get people’s attention is by using the SCREAMING PIGS acronym. We can use that here as well to create interest.

That is, we want to put people in states where they want to hear more.

So, how can you do that?
1. Ask a lot of questions.
2. Do a demonstration or exhibit.
3. “Social Proof.” Talk about something or someone they know.

There’s also a 6-step process to use, which is called Creating Units of Interest.

Make a BIG FAT CLAIM, something you know they really want. Get them to focus on it by asking them about it. You want to stir them up by asking them the consequences of not having it.

Just make sure you can back up the claim. Additionally, make sure you’re talking about something the prospect actually wants (remember it’s not about your needs and wants it’s about theirs).

This is why it’s so important to listen intently and be able to really understand what their needs and wants are.

Use the “Because Frame”

State a benefit: “Which means to you ... ’’Provide an emotional benefit.

State another benefit: “What that really means to you is ..." 

Provide a more personal emotional benefit.

Then Provide evidence to support your claim: “And the reason I say that is...”

Get permission to probe: “My purpose at this time is to get your answers to some questions. ”

What if you've made a big fat claim and shown the evidence but the prospect still doesn’t believe you?

Provide more evidence. Evidence DEFEATS disbelief!

Yes, that’s right another acronym for you -- DEFEATS

D stands for Demonstrate
E stands for Example 
F stands for Facts.
E stands for Exhibition
A stands for Analogy 
T stands for Testimonial 
S stands for Statistics

Your Assignment

Create units of influence for your product, service, or something you want to influence someone to do. Use the six steps you learned in this session:

Make a big fat claim:
State a fact: because
State a benefit: Which means to you
State another benefit: And what that REALLY means to you is
State your evidence: And the reason why I state that is.
Get permission to probe.
Once you get permission you can move on to the next step and you can qualify them.

Episode 8: Create Interest

Here’s Day 9 of my 30-Day Facebook Live Challenge: on Building Influence. Today we spoke about Phase #2 of the buying process: the Enroll Phase: How to qualify and discover your clients’ buying strategies.

Have you ever been in a situation where you created interest, spent time with the person, and then found out at the end of your presentation that your product didn’t fit their needs, or that they weren’t the decision maker, or that they weren’t financially qualified to purchase your product?

Qualifying is an important part of the sales process!

Step 6: Qualify Them—Probe for Problems and Magnify the Hurt

Step 6 will help you enjoy the sales process by teaching you how to develop a simple systematic program for finding out what your prospects really want and need and how they make decisions or justify taking action. 

Questions for Qualifying Customers
When you’re qualifying prospects, you need to know their real problems. What’s an emotional feeling that’s not being fulfilled?

This step is about discovering and magnifying that feeling so they’re motivated—so they have enough desire.

Use the acronym NWWAM
N-eeds
W-ants
W-ounds
A-uthority
M-oney

Find out the person’s NWWAM before you do your presentation!

How People Make Decisions

Knowing people’s metaprograms—their patterns for sorting out their world—can help you offer the type of information that will help them make an effective decision. You can easily identify their patterns by asking the following questions.

1. Toward or Away
Question: “What do you want in a job?"

2. Internal or External
Question: “How do you know when you’re really good at something?

3. Possibility or Necessity
Question: “Why did you choose your present job?”

4. Matcher or Mismatcher
Question: “What is the relationship between these three coins?”

5. Self, Others, or Details

6. Completion or Process
Question: “What do you enjoy most in life—getting things done or being involved in the process?”

7. Convincer Strategy
Question: “How do you know when people are really good at what they do? Do you have to see it, hear it, do it with them, or read about it?’’

8. Generality or Specificity
Question: “Do you want the big picture or do you want the details?”

9. Past or Future
Question: “What's most important to you: a product's past performance or its future possibilities?”

10. Cost or Convenience

Question: “Which is more important to you: that this product is cost-effective or that it makes things easier?

Your Assignment
Talk to your spouse, friends, kids, and co-workers, and see how many metaprograms you can uncover. Use the space below to jot down your observations.

Episode 9: Enroll! How to Qualify & Discover Your Client's Buying Strategies

As a bonus to my podcast on "Strengthening Your Strategic Communications, Influence, & Impact," I'm including audio of Tony Robbins at UPW on the Unstoppable Power of Absolute Certainty and Raising Your Standards!!

Enjoy it! and don't forget to SHAKE THAT ASS & MAKE TODAY COUNT!

-Ryan Rudominer

Bonus Audio - Tony Robbins on the Unstoppable Power of Absolute Certainty & Raising Your Standards!

Here’s Day 10 of my 30-Day Facebook Live Challenge: on Building Influence. Today we’re talking about Creating Conviction. 

If you’ve done a good job with the first six steps of the selling process and you sit down to meet with a prospect, here’s where you’ll be:


1. You’re prepared. 
2. You’re turned on so you can deliver in a powerful way.
3. You’ve made contact.
4. You’ve made a friend, somebody who feels connected with you, and trusts you
5. You’ve made some big fat claims and backed them up with evidence and benefits.
6. You’ve qualified them

Which takes us to Step 7: Convince them that they’re justified in buying

How​ ​do​ ​you​ ​create​ ​conviction?
1.​ ​Work​ ​on​ ​your​ ​personal​ ​congruency.​ ​​

2.​ ​Work​ ​on​ ​your​ ​ERBNs​ ​and​ ​LRBNs.​​ ​

3.​ ​Give​ ​prospects​ ​enough​ ​units​ ​of​ ​conviction​ ​to​ ​justify buying

A​ ​unit​ ​of​ ​conviction​ ​has​ ​7​ ​PARTS:​ ​

1. You make a big fat claim, about a fact or feature about your product or service Just like we did with creating units of interest.
2. State a fact: "... using the because frame
3. State a Benefit: "Which means to you”
4. State a Benefit: "And that really means to you
5. Give them evidence in the form of "DEFEATS", give either a demonstration, an example, a fact or a testimonial act. "AND THE REASON I SAY THAT IS ..."
6. Permission to probe: "My purpose at this time is to get your answers to a few questions. Would that be all right?"
7. Test Close: "In your opinion, do you feel"


TODAY’S ASSIGNMENT: Write out six units of conviction & commit them to memory so you can automatically deliver them with conviction and power to anyone who starts giving you reasons not to buy.

Episode 10- Creating Conviction.mp4

SHOW NOTES: Day 11 of my 30-Day Facebook Live Challenge: on Building Influence. Today we’re talking about Test Closing.

THE TEST CLOSE IS AN OPINION-ASKING QUESTION: A CLOSE IS A DECISION-MAKING QUESTION.

There is a big difference in how people respond to decision making questions versus opinion-asking test closing questions. Opinion questions are not so heavy, and people are more apt to respond to them. In doing so they are giving you a commitment, but it doesn't feel as strong. The keywords to use to soften a closing question for a test close are:

“In your opinion” and “Do you feel.”

The greatest power a test close gives you is the choice to never ask a sales closing question that potentially could mean rejection until you know the person is ready to buy.

Normal closes would be like "So will you purchase a new car today or Thursday?”
Ways to turn this into test closes would be to say: "In your opinion do you feel like?" "If you were going to go ahead would you want to do it on Tuesday or the following Thursday?"


People will answer these questions. What a test dose does is let you find out where the buyer really is in terms of purchasing. You will notice if they respond in a cold way or warm way or hot way, ready to buy right away.

There are three types of test closes:
1. Opening test closes:
Purpose: To start your presentation by finding out where the buyer is:

Ex Q. "How long have you been considering owning...?"

Benefits: You find out if they’re serious and you learn some of their Emotional ERBN and logical LRBN reasons to buy now

2. Trade off test closes:

Purpose: To contrast the reasons for not buying DRAB with a benefit

Ex Q. "Would it be worth XXX in order to have YYY?"

Benefits: If the benefit is strong enough you have leverage

3. Progressive test closes:

Purpose: To get the prospect focused on buying.

Ex Q. "If you were to go ahead with this, when would you want your service to begin?"

Benefits: You get them to stop focusing on whether they should buy and on to when.
---------------

That takes us to The ABCs: which stands for Always Be (Test) Closing

Don’t wait until you get to the last steps of the sales process. 


Test closing is your secret weapon!


Test closing gets the no’s out early.

You never want to actually close until the prospect is absolutely ready to buy.

If you’re always test closing, you’re that much more likely to notice the state the customer is in and properly be able to: 


Know Your Outcome
Take action. Or not to take action.
Know that if what you’re doing isn’t working, change what you’re doing. If that doesn’t work, keep changing until you find something that does.

The key is having the sensory acuity to know whether you’re getting closer or further away.

KEY BUYING SIGNS are things you should notice while you are test closing and also nonverbally while you are presenting or talking about your product.


Their facial muscles pull up and there’s more color in their face
Suddenly the person begins to relax more during the presentation.
They have their hands open towards you.
They keep putting their hand near their chin or lips.
They keep touching the literature, or the product itself.
They become extremely friendly during the process.
They start talking in terms as if they owned the product.


Your Assignment

Write at least three examples based on the product or services you sell for each type of test close.

1. Opening test close

2. Trade-off test close

3. Progressive test close

Episode 11: Always Be Test Closing

Ryan Rudominer designs and executes successful communications strategies that engage, educate, and empower target audiences. He considers his super-powers to be empathy, contribution, learning, and growth.

A communications strategist with fifteen years of experience, Ryan excels at leading branding and advocacy campaigns, rapid response, and proactive earned and paid digital media programs. An innovative thinker and strategist, Ryan blogs on trends and emerging priorities in sustainability, corporate social responsibility, and social innovation. He also hosts his own podcast on influence and impact.

Ryan Rudominer

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