notes

Anxiety and nervous getting rejected. most experience a lot of anx. dont wanne
be rejected. greatest fear. eliminate cause of rejection. not pump up

Change way communicate

miss sales should be making. sell like never have before. connect with
prospects. help overcome own objections.
persuade influence, convince no pushy sleazy disrespecful
Moving others. All areas of life.

lots of objections, excuses, brush offs, etc. outdated skills. get others to
persuade themselves. dialogue nepq.

Average is average results

Traditional / consultative / dialogue
Most persuasive when others persuade self
Pushing is against psychology least persuasive
Trigger sales pressure is objections and rejections burnout
Foundation of the wrong assumptions.

Different consumer, new model

Not trust sales people look negative way
Outdated no longer congruent
Just try to sell you something, fight with prospect
Trust is king, discovery + trust is sale

Internet and social media. Different world. Consumer knows everything.

No longer pushed by salesperson. Protected from unethical sales ppl
Push is run the other way. Avoid conversation with sales person.
Discomfort of rejection. Negatively to you.

notes 1
 Traditional or old. not benefit them benefit yout. least persuasive when telling,
dominating, pushing etc. traidional model is not listening right things. too
anxious to pitch asap. objections rejection numbers. against human behaviour.
work into the ground try get few sales. mental anguish. need to present solution
before find out even problem in the first place or what caused it or how affect
and want to change. pushed in to buying get something is get defensive
withdraw etc.

Engagement is 85%, what are problems, causes, affect, will actually help them?
Get to know. Persuade self by answer skilled questions. They tell themselves.

1. Connecting - focus off me on prospect

2. Situation- find situation

3. Prob awr- what probs have, cause affect

4. solution - involve ideas cause emotionaly attach to solve

5. consequence - consequence of not changing

6. Qualify - how important it is to change

7. Transition - natural going into the solution

Presentation is take answers present back to solve them

Not hope magiaclly trigger buy from me. Already know mud stick already told
you.
Trusted authority and advisor vs pushy salesperson

Not too excited assume want to know everything. Unbelievable.

Sales is not for me but for other people. Find and help others solve their
problems.

Ask skilled question the right time. Not convincing persuade manipulate
pushing into doing something. talk too much too early. whiskers. too much too
soon.

notes 2
 Caused objections: dont do this, expernsive, heart this, what abt this

Triggers sales pressure and resistance, objections, more techniques.

Created in the first place

Questions bring out truths and emotions, design what you want em to say.
Dont persuade questions persuade themselves.

They know needs has answers, recognize solution resonates with them present
in way it makes sense to them
No use sales techniques this way. They talk about self reveal probs to self.

Ask questions identify solve own problems. Listening powerful too. takes
pressure of and enables feel understood. open listening no judgement. focus
on others. my agenda to side. differentiate. most ppl dont listen to prospect

Be aware- dont look away, sovial awareness calibration, not feel good, present
in conversation

Prospect ask question, silence from question, let them answer it, gap in
conversation, urge to fill the gap and speak. change subject. deflect etc.

feel invalidated. fear of losing control. silent puts in control let go attachment
more open to needs feelings prospects they open up more tell the truth. quiet is
respectful, chance to give answers. layers of onion, peel layers of onion.
Be understanding - even if wrong, no yes but, persuade to me. never win
debate. feel person suddenly chances. more understanding. subconsious
question self. ask skilled questions. reconsider pov. no desire to be right
actually listen. ask deeper question. where are they coming from no judgement
interpetation. more understanding them subc question own way of thinking.
Understand → understood. listen and accept. seem accepting and
knowledgable, change self, change prospect. stay open to understanding.

Accept without interject assummptions not assume what they mean. superficial
answers. answer what they mean. sales lost because assume know dont
understand how deep problems affect. ask and listen dont assume.

notes 3
 Accept without judging. interject own reality interpetation. demonstrate need to
criticise undermine. dont judge is free. give them some room. dont let beleifs
and ego in the way interpet, must have been, know how feel. how did that make
you feel. they provide answers thesmelv. think about words and own their
statements.

Listening is not connection their thougts and you. already know is not what
need to know

Restate and summarize. Challenges and aspiration etc. Proper position and
trust. What look for why and how fix. present back is demonstrate
understanding of their reality. Present qualify commit.

You know how you said… and… logical becaus eof that… emotional

What i do is… what that means to you is…. benefits features personal side of
problem

Does that feel might be maybe what you looking for?

Paused tonality, clarify and probe, not sound like robot

Ask them why, they tell me and myself.

Connection, committing questions. feel like this be the answer for you?

Neutral, softeners, could be, not assuming, think really the answer, know
answer etc. show care. sound like could be etc?

Neutral language, what if could be etc, vs assumptive

Feel like could get where you want to go? / looking for / wanting to do?
Why? something could get you where you want to go in your life?

notes 4
 With your… Why feel like you would.
Do you feel like this is… why do you feel that it would…?

Probe up emotions look at solution and own it as their future

They tell themselves, more persuasive vs i tell they should

Next steps would be… would that be appropiate?… or how go from here…

do you feel comfortable with that?

Calendar statement commitment. Prior agreement. Feels momentum. Trusted

authority. in order to do this for you.. commitment. demonstate understanding.
fit correct solution. put it to effect = commitment.

Focus on see if made sales not attached to sale.

IF were to go ahead, when would you etcc…

is this something wanna do now or, when would you…

help customer overcome concerns.

if… what would be the next steps…

not use contract but agreement

ask adress concerns now

anything else?

Eliminate sales pressure, focus on find out if sale is to be made in the first
place, detach yourself from expecation of sale is pressure off

notes 5
 tell truth about their needs. move forward. trust based. neutral rejection vs
trigger rejection. pressure free.

Not assume but more what if..

Not a numbers game traditional techniques. constant rejection.

bypass rejection objections trust lowest point not quantity but quality of
conversations. deeper questions emotions creating trust detaching self of
expectation. problem finder problem solver.

not stuff agenda down throat. but find problem and offer solutions

Fear rejection, way communicate, cause rejection, not just have to accept, what
been told. rejected because trigger by way communicate. eliminate triggers

diffuse cause of rejection. enthousiastic if sees excited. not assume excited rub
off clients. motivation is different. overwhelm withdraw, defensive objection
reject, too excited

use questions find out if sale , build trust, persuade self no stress pressure
resistance

First questions can make or break you. welcome vs resistance. first

impressions.

Traditional selling techniques. just try sell something. solution before problem
etc. not what do but how helps them. paint picture whad do general challenges
can identify with and how it helps them.

position as someone who actually solves their problems.

notes 6
 problem finders and solver not product pushers

Discover

problems / dcauses / affects

Intro

problems 2-3 biggest generic problems. prospect can id generic

Solution

demo how solve challenges, simple language, be generic

Question

focus back on other person.

not sell but engage in 2 way conversation

Cold call without triggering resistance.

Not jedi mindtricks to overcome rejection. Wear off.

purpose is to set appointment, all about my agenda, too many calls like that all
making same claims best etc reading subtle not so subtle signals words and
voice just try sell something

notes 7
 not sound like every other salesperson. get suspicious. dont stand out. reject
turn down quickly.

perdictable sales pitch. hope listen. prospect feel try sel someting. sales
resistance defense mechanism is intrusion. pressure not know just want own
agenda. say no hang up is defend from attack.

get the gatekeepr to help. not attached to sale. focus sale first place. focus
their needs and issue. feel like they cn trust yu.

Normal: its me and im with x we do y - only focus on them not sale made, hope
get interest, pain
No trust no sale: rejection, brush off, objections

Reply relaxed conversational voice, no trust is lowkey and relax or else trigger
sales pressure is rejeciton objections.

normal reaction want to help is 2 way dialogue, no canned phrases

problem statement can identify with 1 problem know about

find out if they have and potentially help them

Slowly no robot paused tone calm

might be interested dont wanna lose sales.

focus customer and problems not salesperson pitcha nd solution, about them
not you

would you be open to…

notes 8
 if ask what is about respond with how what you do helps other people

Call leads not automatically assume interested. not even check

not say noticed website interested , immediatley pitch etc

Cold call is no request no idea

Leads is call someone back asked to call them, looking to make x change or not
responded

not chase is salesperson try pitch sell, not push problems

New:

hi its me with x, looks like you responded to y for z, curious found looking
for or still looking?

just curious what was it about x that got your attention

might…

Connect quesitons, focus prospect trust eliminate anxiety

found looking for

what attracted attention

introduction demonstrate purpose and identify problem aware and relate-

problem finder solver not product pusher

call no sales resistance, neutral languaging. focus on customer

notes 9
 Engagement - getting to know each other. trust is relationships. factor succes.

listen, understand, right question

find out problem cause, affect

situation problem solution consequence qualify

open up skilled questions. listen and ask prospect tell not before

Need X Desire need both, well questions, answers is signpost follow the signs

more appointments commitments sales = no matter product service sell

Build trust / learn what looking for / help think own problems and persuade self
want change with my product service

trusted authority

what emotions they feel. why behind what looking for. question bring up their
emotions.

help by qualify can i help do they want to change?

Skilled questions listen for answers, relaxed and skilled

Situation = foundation of conversation: connect → get facts, situation

not more than 3-4 in a row, interview, facts not emotion, learn situation, what
do right now etc, from there expand into problem awareness

understand present where coming from → foundation rest

notes 10
 Problem awarness - based on answers situation, isolate problems define needs
help them paint picture, match their needs problems to my solution. learn about
their world feelings emotion. gain trust by understanding their problems.
decision motivated by emotion. what present situation is not my reality interpet
they tell me their pain picture attached need concentrate their story take me
back in time etc.

Compose statements into questions not just make statements. Adress by ask
questions to fully understand concerns. persuade themselves. allow to become
open to ideas.

what if..

what do you think about…

Do you think…

If you could…

Make suggestions with questions

uncover what they know not just solution, involve in proces more attached
listen to self answer question process internally think about tproblems own idea
change problems, internalize what they say own beliefs ego, why present
situation going on? why problems have cause? change? think to self. why do i
keep… something could happen. . question themselves

Allow same situation vs change situation. start persuade self rady to do now.
convince themselves based on my question vs me tell reasons. internal vs
external feel natural their idea not mine facilitate

Customer 2 truths principles. specific examples. use in engagement stage

already love current x..

Probing / Clarify

notes 11
 Once tell what problem is, relive what has done to them, relive story. bring up
emotions and feelings. bring out side of prospect need to change.

Has that have an impact on you?

What bothers most on this?

How tough position did put you in?

Calm collected.

Neutral language

Not assume anything to see if can help her

might be

Solution awareness.

problem awareness is demonstrate different. discover feelings. seen as more

qualified. trusted authority.

i sense you might be frustrated by that?

what type of impact has that had on you? in what way thoug?

Whats bothering you most about this?

Why is that important for you now though?

Do i sense this means something to you?

Has that put you in a tougher position? in what way?

pull out more emotion. understand. they know their world. only not how product
service fits. help them find a solution

notes 12
 what have you done about changing your situation?

What would you do if you could?

Ask to clarify what they mean. layers onion. you is solution.

Features, benefits, advantage that fit the prospect

focus help not sell, reveal advantages and benefits they need

Different other sales persons. Trusted authority.

What ais it they, re they looking for. how many how much do they want.
when is the product or service gonna be used. how long how often. who
involved on their side/. where product service gonna be delivered or used?

Pretend questions

get potential customer make smaller decisions move forward buyer process

Vs put pressure, assumptive, not ready for this sales pressure, move away

imagine future see themselves in future see own role in future responsible for
shaping it. pretend questions. responsibility.

calm relaxed conversational

how do you see being different than it is now?

how would it be different making that change?

notes 13
 how would that make you feel?

Pretend

conditional language if… could…

when would you / what kind would you / where would you? how many
would you?

neutral language pressure free no i and we only you

Clarify probing questions bringing out deepest feelings and emotions

Own problem and you as solve problems.
See present situation, problems, caused, what solved

Consequence: what would be like if dont solve problem

Qualify: how important it is to change their situation
. presentation

Solution awareness

prospects tell you what they see as benefits and advantages of solving
problem

understand how prospect hinks prepared to do

ideas become part of soluton. tell how changes make fel

attach emotions outcome own prob solving

Consequence
Discover how important it is to change situation.

Prospect might not be thinking whar think. is it about safety, preformance,

clarify why do you ask?

notes 14
 Ask for a reason? Better position answer real question.

Not assume know why they ask question

When should ask qualify question?

solution awarness q qualify themselves

Ask in beginning in conversation.

Cant waste time. if could find something could be looking for.. what type of
funding do you have in mind?

Light neutral question

Why is that so important to you now? is this important to change? how

important is it to solve it?

focus on me is defensive, sales resistance, defensive

more neutral

if there was a way, i could show you how to do that, would you be interested?

Scripted + practes not sound scripted sound natural.

Consequence → qualify → presenting

notes 15
 Transition to presentation

Open door to present solution, benefits based on answers asked

Skil questions, care about them.

summarize main logical and emotional problems

briefly explain wyd\

go over solution that solve prob

ask question

Objections is concerns. help them overcome own

Discover 1 vs multi concerns, coming from other outside conversation

deal with factors. skilled questions. first concern and whats behind concerns.

any other concerns possbily hold back.

suppose question. , uncover

lets suppose were able to resolve that issue, know its not resolved but lets
pretend we could, are there any other issues you might have you wanna be
resolved

Invision both of you,

lets suppose we were able to resolbe that issue with you

i know its not resolved rn but just lets pretend we could

are there any other issues you might have that you want to see resolved

Demand beyond control.

notes 16
 let me make sure i understand what you want. give me a second while i put this
into your perspective. i want you to know why thats further than i could actually
go

thinking about their concern, understand and agree, view trusted authority.

would you like to over with me what i think might work for you?

i might have a possible solution to this, would you like to go over that with me?

invite work concerns with me WANTS solution, agree to get there. briefly
adress concerns. explore solutions.

how see yourself able to resolve your concern?

they tell how they think how resolve…

emotionally involved

diffusing questions

lets suppose it wasn what thougt it was

suppose you could

what if we / you could

if there was a way you could… and have a … that would… so that you can…
would you feel comfortable working with me on helping you get to that point?

plug it in as the benefit. to him get what he wants.

check for agreement before comitting question

notes 17
 would you feel comfortable for that

how does that look so far to you

would that work for you

would that be appropiate

would this help you

is there anything else you would like to adress with me at this point?

not only concerns

We cant afford it / dont have budget / price too high

if you did have the money do you think this might work for you

Why do you feel it would work for you

I can appreciate that money might be an issue for you. how do you tink you
can resolve that where you can find the money so that you can…

what avenues do you have to find the funding so you can,..

Avoid words that trigger sales pressure, standaard zinnetjes etc = numbers
game. push forward vs pull you in. go trough numbers try sale. going for the
kill.

Chase is run away: defensive or withdraw

Avoid the push pull dynamic.

Dont assume the sale. objection mode. ABC. close techniques. focus on me
need to proof myself.

notes 18
 change languaging.
if there was.. would you…

neutral position no resistance no need to proof myself. Asked heard.

dont talk about just closed you

Comitting questions.

No old school pushy closing techniques. look at you different. trusted advisor in
the market.

is this something you can do to get you to where you wanna go…

ask for commitment, in momentum., look at authority, biz is logcial conclusion

in order to do tihs for you, calendar and schedule the next steps

Cold calling, not stressful

1. Eliminate words behabviour viewed negative stereotype view

2. Think about challenges prospect might be aware of

Practise and tone sound natural. sound just like friend or fam. prepare prob
statement. top 3> 1. prospects think about.

prepare the call 2 way convo

trigger curiosity languaging and tone

notes 19
 avoid sales pressure

problems and cause how affect and how help them

Present not presenting. if proposal only go over with them.

Only present directly to the issues they mentioned customize for them.

If case studies use it, results oriented, how will it help them

Checking for agreeement. not jsut brag about best etc

enage in conversation, more credible

does that make sense

see how that works

etc

problem-solution

5-10 checkin questions

what is most important. check for agreement

Sense you have some hesitation

Have still some concerned about this

notes 20
notes 21