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Use Mirroring Techniques to Improve Trust and Rapport with Prospects
Use Mirroring Techniques to create trust and rapport with prospects. Mirroring is not copying. Instead, focus on mannerisms and mirror them. People notice at a subconscious level they are similar. This can help to create a deeper level of trust and rapport. In this video, I’ll explain the 5 components of mirroring you can use to create a deeper level of trust.
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Sell with Confidence,
John Kurth
Sales Script Writing Expert and Coach
Closing Techniques to Preframe the Sale
One of the most powerful Closing Techniques you can use to close more sales is the preframe. And the best part is that it’s easy to use. It just requires some preparation.
Selling is a thinking man’s game. Selling is a thinking woman’s game. Selling is like mental chess.
Preframing is a way to shape someone’s listening. It is also a way to handle objections before they come up.
Reverse engineer the sales process. This means begin with the end in mind. What is the end result you are looking for? You can use preframing to assist you in getting that result.
A preframe is simply letting someone know in advance what is going to happen. The close is the natural conclusion to a well delivered sales presentation. By preframing the sale, you are letting someone know in advance what is going to happen.
Let your Prospect Know in Advance What Will Happen!
So, how do you actually preframe the close? Here’s the exact language I use, “I have 2 outcomes for our presentation. My first outcome is to share some great ideas with you. My second outcome is to share with you how my ongoing coaching program works. I will give you all the details at the end of our meeting.”
How do you normally deliver your presentation? What can you say early in your presentation to preframe the sale. State the outcomes up front. That way, your prospect will know what to expect. That’s how to preframe the sale.
Eric Lofholm
Master Sales Trainer and Sales Script Writing Expert
Remembering Sales Benefits and Re-living Positive Experiences with your Product
If you want to bring the sales benefits of your product or service to life, there are two powerful techniques you can use. You want to get your prospects to remember the benefits of your products and services. And you want to help your prospects to re-live a positive experience. In this short video, I will explain this technique step by step and share several sales scripts you can use.
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Sell with Confidence,
John Kurth
Sales Script Writing Expert
Sales Scripts: Seven Secrets of Persuasion and Influence Secrets 5: Reverse Engineering and Stage Selling
Sales scripts are one of the most powerful ways to persuade and influence your prospects and can help transform you into a Master of Persuasion and Influence, only if you know the secrets.
Secret #5 Reverse Engineering
Sales pros look at their Sales Cycle and Sales Presentation strategically. The strategic viewpoint yields insights as to how all the various pieces of the presentation fit together. Sales Pros transition from one section of their sales presentation to another; it is practically seamless! The prospect may not know or sense that one part of the sales presentation has been reached; however, Sales Pros definitely know what section of the presentation they are in.
How do the Sales Pros do it?
Sales Pros reverse engineer their sales presentation, and this is how it works. They start at the end of the presentation where the prospect buys; then the Sales Pros ask themselves: “What would need to happen before that?” The Sales Pro then analyzes all the components of the phase where the prospect presents an objection. Then the Sales Pro asks: “What would happen before that?” Sales Pros continue this process of Reverse Engineering from a happy customer who bought the product all the way back to when the customer was just a lead. The Reverse Engineering process in your sales presentation is what Stephen Covey calls: “Begin with the end in mind.”
Each Stage of the Sales Process has its own Unique Characteristics!
Stage Selling
Stage selling is another concept that Sales Pros handle differently from most salespeople. A Sales Pro understands it at a deep level that each stage of the sales process has its own unique characteristics. They do not try to do too much too soon! At the Lead Generation stage, Sales Pros know that the only goal is to just get a lead. That’s it! The goal of appointment setting is just a scheduled appointment. If your only goal is to set an appointment, this takes the pressure off and makes it much easier to make more appointments.
On the other hand, some salespeople make the error of trying to do too many things at once! When the prospect has agreed to an appointment, the salesperson then tries to sell the whole product right then and there! More often than not, the prospects are not ready to hear a full presentation because they thought they were just agreeing to the appointment, so they become scared and cancel it. Sales pros don’t make that mistake.
Be sure to check out my next blog post:
Secret #6: Handling Objections
Secrets to Write Persuasive Sales Scripts: The 3 Prospect Thinking Types
Are you interested in learning how to write persuasive sales scripts? Prospects have 3 distinct thinking styles. Learn how to write sales scripts that will persuasively influence all three types. According to the science of Neuro-Linguistic Programming (NLP), there are 3 types of thinking styles. By learning to communicate in ways that appeal to each thinking style, your message will be received and have the greatest effect. In this video, I will explain each of the 3 thinking styles and share specific words you can use to communicate with each type of prospect. This is powerful!
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Sell with Confidence,
John Kurth
Sales Script Writing Expert
Sales Scripts: Seven Secrets of Persuasion and Influence Secrets 3 & 4: Program Questions and Probing Statements, Benefit Bridges
Sales scripts are one of the most powerful ways to persuade and influence your prospects. Sales scripts can help transform you into a Master of Persuasion and Influence, only if you know the secrets.
Secret 3: Probing Questions and Probing Statements
Many salespeople agree that asking questions is a key component of discovering the prospect’s needs and making the sale. It is the level of detail and the types of questions asked that separates the average salesperson from a Sales Pro.
Sales Pros write out all the possible questions they would want to ask a prospect and then objectively choose the most effective probing questions and probing statements to use in their sales presentation. The probing questions and probing statements are then scripted for maximum impact. A Sales Pro decides what is the best order to ask those new questions.
Probing questions are fairly self-explanatory and Probing Statements encourage a prospect to reveal other important information that will help the salesperson to close the sale.
Here are two examples of probing statements:
1. “Tell me more about that.” or
2. “Describe to me your investment style.”
A Fundamental Principle of Selling is That People Buy Benefits
Secret #4: Benefit Bridges
A fundamental principle of selling is that people buy benefits. Sales-people, who have been selling for a while, sometimes fall into a trap and feel that the benefits of their product or service are so obvious and self-evident that the prospect will automatically “get it.”
Part of selling is education. Use Benefit Bridges to help the prospects understand how the product or service will help them. The structure of Benefit Bridge looks like this:
[Benefit] [Benefit Bridge] [Explanation of how the benefit helps the client]
Here’s how the Benefit Bridge works in action using the above format:
[Benefit] ”What that means to you is…” [Explain how the benefit helps the client]
John Kurth
Sales Script Writing Expert
Click here to read Seven Secrets of Persuasion and Influence Secrets Part 1 & 2
Using Standalone Benefits to Set More Appointments
Learn how to Set More Appointments by using stand alone benefits in your appointment setting script. One of the keys to sales success is to talk to more people. And not just that, you need to talk to qualified prospects. In this sales training video, I share expert sales script tips to identify standalone benefits for scheduling appointments. This will make it easier to book more appointments.
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Sell with Confidence,
John Kurth
Sales Script Writing Expert
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