Listening skills…

Every sales manager and director tells you how important they are but do they actually tell you how to improve them!

As sales people elevate their sales skills in other areas, often the area of listening begins to suffer, and usually it is the more experienced pros who are the biggest culprits. There are reasons that listening skills deteriorate over time in the sales business and below are the main three. Avoid these mental mistakes and you will increase your listening skills and close more sales!

Listening Mistake #1 = Knowing the questions and answers before you hear them
One of the main problems happens as sales people get to the point where they know all of the answers. You have heard all of the objections a thousand times and you believe you already know what the prospect is going to say. When this happens, it is easy to hear but a fraction of what the prospect actually says, as you mentally anticipate the rest of the question or statement. The problem is that often you are incorrect. You THINK you heard what the prospect said, when you really heard what was in your mind.

Solution: To help avoid this, look to discover new answers and thoughts. Try to make them tell you something you have not heard before. This can only help you get better. When the prospect begins that question that you know you have heard before; stop and try to find what is different about this question. To your surprise, you will find some new thoughts and ideas.

Listening Mistake #2 = Formulating your response before the prospect has finished
Following mistake #1, many sales people begin to formulate their response to the prospect as the prospect is still speaking. The prospect begins to explain his or her concern. You believe you know exactly what they are going to say, and you begin rehearsing in your mind what you will say back. Anxious to obliterate the prospect’s objection immediately, often the sales person will cut off the prospect in mid-sentence.

Solution: Wait until the prospect has completed their thought, and then count to three before you open your mouth. This not only helps you listen and digest exactly what the prospect said, but it also helps you avoid belittling the prospect. Do not be too quick to “have an answer for everything.” Take time and let the prospect see that you are thinking and that his or her concern is important.

Listening Mistake #3 = Lack of eye contact
Most sales people diligently try to maintain eye contact when they are speaking. However, many seem to wander as the prospect talks. Listening entails more than just your ears. You have to listen with your eyes and emotions.

Solution: Maintain constant eye contact every time the prospect says anything. Take in and note the prospect’s body language, facial expression and movements. You need to SEE and FEEL what the prospect is saying in addition to hearing it.

So, lose the sales Crystal Ball that tells you exactly what the prospect will say before they say it. Don’t write your thank you speech before the game is over and listen with your eyes as well as your ears.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

(Image by HigherSights)

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You made the initial contact through LinkedIn. You then directed the prospect to your company website for additional information. You emailed more documentation and now it is time to call to set an appointment. Fear begins to set in. Will you face a strong gatekeeper screen? Will the prospect have time to talk? Will your voice present the wrong image and ruin the sales process?

Right before your eyes, the phone seems to be growing larger, heavier and you wonder if it is your imagination, or if the handset suddenly grew teeth! You begin to think that maybe it is a good idea to try to set the appointment by email as well.

Depending on your business model and sales process, perhaps a purely or mostly e-selling process makes sense. However, for most sales people, the telephone is still an indispensable part of the sales process, and using too much email has increased their phone phobia.

Email and other e-prospecting and communication avenues are a critical part of doing business today. However, there are times when you need to put down the mouse and pick up the telephone!

5 Reasons Why You May Still Need To Make The Call

#1. Image Is Everything
To truly secure your image in the mind of the prospect, especially before your first face-to-face meeting, the prospect needs to hear you voice. Sending great emails, photos and everything else, cannot replace your voice.

#2. Personality
Has the prospect needs to hear your voice, you should hear his or hers as well. By speaking to the prospect, you can determine many personality traits not evident in email correspondence. Does the prospect speak very fast or slow? Is the prospect a formal, business-like person is she more laid back and casual? These are important things to know before a sales interaction, and people do not write exactly the way they talk.

#3. Rapport
Once you have some insight into the prospect’s personality, you can slightly adjust your approach to match. To create rapport, you need to appear similar or familiar to the prospect. You can accomplish this in a telephone call.

#4. Questions
Many questions and fact-finding methods require instant feedback. When you pose a question, often you need to know the prospect’s reaction right away to be effective. Sometimes, waiting for an answer just does not work.

#5. Real Person, Not an Avatar
Until you actually speak with the buyer, you are in a sense, an avatar. That is, you are a graphic representation of your alter ego. We all know that people can represent themselves to be anything they want via a virtual environment. Pick up the telephone and put a real voice and personality behind the image.

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

(Image by Stuart Miles)

Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell…

Every sales person knows that today’s modern buyer has had enough of the old smile-and-dial cold calling methods of the past. However, as mentioned in, “4 Reasons Why Prospects Fear Cold Calls,” most buyers still seem to harbour fear and animosity toward receiving a telephone solicitation call.

Many feel a cold call…

#1. Is an invasion of their privacy
#2. Is a violation of their personal space
#3. Puts them at a disadvantage since, the caller has information about them, yet they know nothing of the caller
#4. Leaves them with no control

A Lack of Control
The main problem with cold calling is that the buyer feels as if he or she has no control over the situation. They could not stop the caller from gaining entrance. Once they just answer the call…that’s it…the caller is virtually right there next to him! The cold caller is essentially an intruder, who barges into the prospects place without invitation or announcement. That lack of control and power creates the fear buyers feel.

It is that fear that causes buyers to react in a defensive manner; saying things like they are not interested even though they do not know what you sell or hanging up the phone.

Turning An Intruder Into A Guest
However, there is one way such an intruder could become a welcomed guest, and that is by simply knocking on the door. Behind the closed door, the buyer has the option to allow the person in or not—they have the control. Since the buyer has control, they do not fear.

This is the problem with cold calling. There is no knock, no announcement and therefore no way to help the prospect feel in control. If you could knock on the telephone and give the prospect a sense of control, they would not fear you. When the prospect does not fear, there is no reason for them to raise defensives and you are able to speak to a more open mind.

How to Knock on the Telephone
This technique is so short, inconspicuous and simple, that at first it will appear not to make any logical sense. However, I urge you just to try it, as it is extraordinarily powerful and effective.

Follow these three steps:
#1. Fumble
#2. Raise the Tone
#3. Pause

#1. Fumble
Almost every normal, natural telephone call begins with a fumble; that is a short stutter or miscue, almost as the caller gathers his or her thoughts for just a second. When cold calling, sales people take out that and other natural tendencies that are present in everyday speech. Start the call with a little hesitation to give the call a normal and natural sound and prevent the prospect from immediately becoming defensive.

Instead of…
“Hi Sarah. This is Steve Smith with ABC Widgets…”

Try…
“Yes, uh, Sarah. Steve Smith…”

#2. Raise the Tone on Your Introduction
Next, slightly raise the tone of your voice at the end of your introduction sentence; making it a question. Just slightly, elevate your voice on the last word or two as if you are asking a question or seeking confirmation from the prospect.

“Yes, uh, Sarah. Steve Smith, ABC Widgets?”

#3. Pause
After your raise in tone…SHUT UP. Wait for the prospect to respond to your non-verbal question.

Now I could spend the better part of a week explaining what you actually accomplish with this. But here is just a few golden rewards…

1. With the fumble, you did not aggressively charge the prospect or burst in the door, like an intruder. Helping the prospect to stay relaxed and dispelling the image of the stereotypical cold call.

2. With the raise in tone, you essentially asked the prospect a question. You asked them to confirm who you are. In a sense, you are still on the outside of the door, as the prospect takes a gander through the peephole.

3. When you then shut-up, you give the prospect the power, the control. This is exactly why most telemarketers and undertrained sales people never pause or shut up. They fear giving the prospect any control and this is a mistake with today’s modern day buyer. When you pause and give the prospect the feeling of control, they again have no reason to go into defensive mode.

4. 80% to 90% of the responses to your nonverbal question will be in the form of a simple nod-of-the-head, “Uhm um” from the prospect. The prospect essentially says, “Yeah, ok…what can I do for you?” Or, “Ok, what do you want?”

5. Then with that nod-of-the-head confirmation, the prospect has, (in not so uncertain terms), asked you to explain the reason for your call. He or she has given you permission to continue.

You have knocked on the door and the prospect choose to open it…at least partly

6. In less than six seconds, you have…
a. dismissed the image of the stereotypical telemarketer and cold caller
b. created an unthreatening image in the mind of the prospect
c. given the prospect a feeling of control
d. obtained an invitation to tell your story
e. promoted the prospect to say “Yes” once already!

What more can you ask for?

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Stop scratching around for sales and learn how to sell the modern way with my FREE 40 minute online training session. Click on the image below to find out why you’ve got to be changing the way that you prospect and sell…

Hi all,

It’s Louise here again, filling you in on the latest news from the MTD HQ. November has been a very busy month for Sean and the team as we held our first ever Sales Summit recently!

MTD’s MD Sean McPheat has had many successful experiences keynoting at business events and conferences across the country, and he thought it was about time MTD had our very own sales event…and what an event it was!

Our 2011 Sales Summit was held on Thursday 17^th November in Heathrow, and with over 100 UK and international sales professionals in attendance it certainly was a packed day.  

The Summit played host to 3 fantastic speakers who presented four must-see sessions on all manner of topics, from prospecting, networking and building value during a sales interaction, right up to influencing, negotiating and communicating with potential customers.

Sean kicked off the day with his first session on “The Ultimate Sales Audit”, where he helped guests to thoroughly rip their sales approach to pieces and really analyse the way that they currently sell. Sean encouraged his guests to make the most of their sales interactions and gave great direction on how to pre-sell their products.

The second session of the day was taken by international public speaker Simon Hazeldine, who had our guests rolling with laughter during his fantastic session on “Bare Knuckle Negotiating”. As an ex-bouncer from a former life, Simon had plenty of real-life experiences to share with our guests as he took our delegates through the negotiation process – sharing with them the strategies, tricks and tactics they need to survive and thrive when negotiating with a client.

Following a networking lunch in the beautiful atrium of the Radisson Edwardian Hotel, guests took their seats once again as Sean McPheat returned to the stage to present his much sought-after session on eselling®. Sean is the creator of the alternative sales approach known as eselling®, which helps businesses to prospect and sell online through the use of social media and other internet based services. Guests, of course, were very keen to see this session in particular, as this is fast becoming one of the biggest successes of Sean’s recent accomplishments.  

During this session Sean showed his guests how they can use the internet to network with key decision makers, listen for leads, prospect online and position themselves as an industry expert.

One of the main focuses of the eselling® approach is to teach sales professionals how to use social media within their business, and to gain a real and substantial return on their investment – so Sean treated his guests to a 20 minute LinkedIn video tutorial, in which he gave guests a guided tour of the benefits of using LinkedIn as a business tool and showed them how they can create valuable business leads via this medium.  

The day was capped off nicely by a very entertaining session from Sean’s number one Sales Trainer Mark Williams. Mark presented a session on The New ROI, in which he showed guests how to get a return on influence with their clients. Mark taught guests how to better understand and communicate with their clients, how to get clients on their side and how to influence people on a subconscious level.

In a final flurry of magic and mystery Mark even turned four grown men into a human table which went down a storm with the attendees!

Following the event, both Sean and the team have received some brilliant feedback from our guest, with many commenting that they are very much looking forward to next year’s Summit. Here’s what a few of our attendees have said about the Sales Summit:

“Sean delivers an excellent approach to selling that has helped me tremendously with my sales techniques. The conference he set up was great and I would recommend attending it to expand your abilities as a salesman.” – Andy Naisbitt, Business Development Manager at Gen3 Kinematics

“Sean is an inspiring and well prepared presenter. His ideas on today’s buyer are clearly well researched and his modern day sales concepts are backed up with practical examples and his own living proof that they work – Sean “walks his talk”. An expert in his field, Sean is also down to earth, personable and appreciative of his audience.” - Stephanie Keller, Sales Coach and Consultant at S2 Strategic Skills

“A fantastic and informative Sales Summit day, full of brand new content. I have learned more than in any other course I have attended in the past, the event was well organised and the speakers were amazing. I really look forward to attending some other courses with MTD Sales Training and thank you very much for your on-going email support which I highly appreciate and respect.” Kubilay Tunc, The Cumberland Hotel

Both Sean and the team have been thrilled with the feedback we’ve received from the event and we are now looking forward to the 2012 Sales Summit – bring it on!

Happy Selling!

Louise Denny

Marketing Manager 

MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

The old adage, “It is not what you say, but how you say it,” is true and valid.  In today’s business environment, the wrong words or tone of those words can cause misunderstanding and resentment.  As today’s buyers are more educated and sophisticated, sales management must realize that today’s sales people have evolved as well. 

You Said One Thing, They Heard Something Else
When communicating with sales people it is very easy to belittle or disrespect them inadvertently.  Your goal was to inspire and motivate; however, the conversation seems to have had the opposite effect and proved counterproductive.  When this happens, it is often because although your words may have been uplifting, the message the sales person received was not.  

Below are three effective techniques to help you communicate more effectively and positively with today’s modern sales professional.

#1 – Act As if You Have Never Heard “IT” Before
A member of your sales team comes to you with a question or problem that you have not only heard a thousand times, but have also answered repeatedly.  In addition, the answer to this problem is on page six of your training manual!

Your first thought is, “What is wrong with this person?”  However, you maintain your professionalism and quickly blurt out the answer, which is the mistake.  In such a situation, you need to exercise a little more patience and give the question legitimacy and importance.  

Should you quickly blurt out the answer, you minimize the importance of the question, which could be one of the reasons why sales people cannot seem to remember it.  Likewise, should you abruptly command the sales person go read the training manual, you also belittle the    sales person.   Instead, lend value to the question and simultaneously uplift the sales person. 

Sales Manager:          
“You know Steve that is an important question.  In fact, if you are not solid on how to handle that issue, it is sure to cause you problems in the field.  Let’s do this to make sure we get you over this problem: We have dedicated a few pages to this issue in the training manual.  Go over that material—study it.  Then come back to me and we will make sure you are really clear on it, ok?” 

#2 – Can You Help Me?
You can give commands and issue threats all day long.  However, you will find that people are much more inclined to help you than run errands for you.  You may have tedious tasks for someone or you may need to improve processes in a particular area of the sales process.  In either case, instead of commanding or demanding improvement, ask for help.

Instead of…
“Listen Claire, your team has to get sales up this quarter.  You have three new people assigned to you, and they have not been pulling their weight.  You have to get them on target right now or I have to let them go.”

Try…

“Claire, I wonder if you can help me?  We have a real problem.  We must raise production this quarter, it is critical.  Would you spend some more time with those three new people?  We need to get them up to quota, quickly.  Work with them, and let me know what you think.  I need to decide what to do with them and I need your help.”

#3 – Make it a Sales Training Session Rather than Pointing the Finger
You find you have a sales person who is making a critical error in the field.  It is costing them and consequently you a ton of money and lost sales.  You must correct the problem, yet try to keep things positive.  How can you correct a negative without bringing up the negative issue?

Instead of singling out that sales person and teaching or correcting in a one-on-one fashion, or pointing to the sales person as the one who is doing wrong in front of the group; make the issue a sales training topic. 

First, it is likely that others are making this same mistake.  Secondly, for those not having a problem with the issue, it still cannot hurt for them to hear it again.  Bring the topic up as a positive and train everyone on the issue.  If possible, have sales people demonstrate the issue during the sales training, including the sales person in question.

With this approach, you correct the problem without communicating a negative message.  Also, the sales person in question does not feel embarrassed.  Instead, he or she feels grateful for your incredibly on-time training sessions!

Happy Selling!

Sean

Sean McPheat
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

You’ll no doubt agree that one of the most important key skills you need to develop today as a salesperson is that of communication.

Ok, it’s a well-banged drum, but I’m going to say it again anyway…you simply will not be the success you could be without having excellent communication skills, especially with clients. How can you start to improve, so that you have the best chance to make an impact and create high level communications with clients that will persuade them they are making a good decision to choose your products and services?

Well, as with all skill development, it starts with laying a solid foundation to build on. And any message you send will only be listened to and dealt with if you lay this foundation.

Think of the acronym PIMMS, and you have laid the foundation.

PIMMS stands for:

Purpose: What is the purpose of your message? What are you trying to achieve? Without the answer to this most basic of questions, you are going on a magical mystery tour.

Intent: What do you intend to accomplish? If you’re purely giving information, you may approach a client differently than if you wished to motivate them to change suppliers.

Meaning: What meaning do you want the client to get from your communication? How do you want them to react? What decisions should they make? Identify this meaning before setting out to communicate.

Message: When you’ve gone through those three stages, you can determine the best method to send the message. Would an email suffice? Should you send a personalised, hand-written letter? Should you call in person? Would a phone call be best?

Structure: How should you structure the message so the message gets through first time to the person?

Think of these steps every time you need to communicate a message. If you know the destination first, you have a better chance of finding the right route and achieving the goal, because the person will know what benefits the communication will have for them. That will set the scene for you to deliver your message and get the results you were hoping for.

Happy Selling

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

My wife Donna said the other day that I wasn’t a good communicator because I don’t listen to her.

At least, that’s what I think she said…I was on my iPad at the time!

It got me thinking about how we salespeople react when customers talk to us. We sometimes run an exercise on our sales courses where the trainer will read out what a fictitious customer is looking for in a supplier. Then the trainer will ask delegates to write down the main points the customer made.

It’s amazing the diversity of answers we get from delegates! Sometimes we don’t get the same answers from ANY of the delegates! Every single person hears something different to everyone else!

Here are some ways you can improve your listening skills when next with a customer:

1. Don’t talk too much: Yes, you know you’ve got twice as many ears as mouths, so use them in that proportion. How many times have you sold your product and then bought it back by talking too much? After you’ve sold the solution…stop. Listen to what they have to say.

2. Linked to the first point, we feel comfortable talking about our product, so we continue talking. Instead, get the customer to open up and make them feel comfortable talking about their company, their needs, their wants, their desires. That way, you get to know more. No-one ever got sacked for listening too much!

3. Resist the urge to interrupt. Many salespeople tell me they have to interrupt because they lose their train of thought. This is crass thinking. Design a way that helps you remind yourself of what you were going to say without interrupting. Practice at home or with colleagues, and then you’ll resist the urge when you’re with a customer.

4. Follow Steven Covey’s advice and ‘listen to understand’. Be careful not to prejudge. Slow the pace, if necessary, so you completely understand what is being said. You can’t prescribe a complete answer until you’ve got a complete diagnosis.

5. Take notes, summarise to yourself and confirm with your customer. That way, you and they know that you have been listening effectively and have got all the information. They will thank you for your close attention and you won’t have to apologise for getting something wrong.

Follow these simple tips and you won’t suffer the same fate as I did…a slap from Donna!

Happy Selling

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

Robert Cialdini, in his great book “Influence”, tells a story of how people working in an office went to another floor to take some photocopies. They went to the front of the queue and asked if they could jump in to take some photocopies.

The majority of people rejected their request, so the person had to go to the back of the queue.

The experiment was held again, with one minor difference. The person who jumped the queue just asked if they could take some photocopies, and then gave a reason. The reason was immaterial. The fact that they gave a reason was the only difference between the two experiments.

This time, the majority of people accepted their request and allowed the person to jump in. And the only difference was the fact that a reason had been given.

I wish everything in life was that simple. But it got me thinking about when we ask for things that we want others to do for us. Many times we just ask for the favour, or the request is made without outlining the main reason for it to be carried out.

Try asking someone with a reason. Just something like, “The reason I need this so quickly is…” or “The reason I’m asking for you to do this is…”. If you put the word ‘because’ in there, it adds power and meaning to the request, and helps justify it.

People may well become more responsive when they have a reason to do something, so try it out and see what a difference it makes. You might find your customer reacts differently to your requests. And that can only be good for business!

Happy Selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

The quality of your questioning and listening skills can have a profound effect on your professional success in sales. Ask most prospects what skills they most admire in their suppliers’ representatives, and you can rest assured that ‘listening to our needs and wants’ will be high up their list.

But why is listening such a valued skill? And what are the benefits of active listening in the collaborative relationship? Here are some reasons why you should hold this key communication skill in high esteem:

Top quality listeners make their prospects feel cared for and special

Questions show that you care, and listening adds to that impression. It shows your deep respect for the other person’s opinion and helps you understand their reasoning behind their statements.

The fifth of Stephen Covey’s Seven Habits of Highly Effective People revolves around ‘listening to understand before making yourself understood’. When your clients are made to feel special, they are more likely to open up to you, confide in you and trust you. Remember; no-one ever lost a deal by listening too much!

Top quality listening reduces the chances of mistakes

How many times have you finished a conversation then realised there were several points you weren’t that clear on? Or even some points that you thought you understood, but afterwards leave you puzzled and confused. Quality listening means you are able to back-track, ask clarifying questions and confirm your clear understanding of what’s being discussed, with less chances of mistakes.

Quality listeners actually appear more intelligent

When you have asked appropriate questions of your prospect and got quality answers, you are able to dig deeper and request more information, as the prospect opens up and trusts your viewpoints on ideas for their business. This increases your value to them and makes you appear trustworthy and intellectually and emotionally more intelligent.

Qualty listening opens up opportunities and problems that you didn’t know existed

Deep listening will create a bond between you and the prospect, allowing you to find out more about the problems they face, especially if you probe deeper to uncover the problems and rewards that your services could deal with.

By identifying the reasons why listening can help you in the collaborative interactions you have, very soon you will reap the benefits of trust and respect that create long-term business partnerships with your key clients.

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…

Do you know how many brains you’ve got? Some people I’ve asked that question of look at me kind of strange! Surely it’s just one, isn’t it?

Or have I been duped all these years?

Well, most people think we have one brain in our heads. Actually, that’s only partly true, as our heads contain three parts of our brain, and it’s important you know what they do, if you are to appeal to as many prospects as possible.

Many salespeople are excellent at describing their products in such a way that they can answer any question the prospect may come up with.

Their product and service knowledge is second to none and they would win any quiz show about their offering. That’s great. But that only appeals to one part of the prospect’s brain…the thinking brain, or cerebral hemisphere. This is where we logically think of answers, using rational thinking.

Another part of the brain is the reptilian brain, responsible for our fight or flight responses, and a part that, as the name suggests, we share with reptiles.

But the area that plays the biggest part in decision-making with our prospects in mind, is the second brain, the limbic brain or commonly called the ‘emotional brain’. This is where our emotional decisions are made and, interestingly, it overrides the logical thinking brain in many decision-making roles.

What does this mean to us as salespeople?

Well, we have to be aware that our client’s thoughts are being over-ridden in many areas by the emotions that drive decisions.

They may think they want the lowest price (and their thinking brain is probably telling them that), but how many times have they chosen something that looks like a rational decision, but is, in fact, based on how they really feel about something?

Emotions are the key drivers of choice and those drivers may well be influenced by how you elicit positive feelings for your products and services, creating an emotional need in your prospect that they hadn’t considered before.

We had an example of this when discussing a training programme recently with a prospect. He had compared our services with another training company, and said that we were more expensive. If we had simply discussed price, we would have been appealing only to his rational thoughts, and logic would have dictated that we negotiate.

However, we asked what was most important to him to achieve as a result of the training, and he stated that he wanted a partnership that would work in the long-term, a programme that would guarantee results and sessions that would be energising and interactive.

All of these were linked to the emotional brain, and we discussed how these would be delivered. Our prospect was so pleased with the planned programme that his wants overcame his needs and we agreed on a complete programme at our original price.

So think how your prospect could be driven by their emotional brain to agree with your suggestions. You may be surprised how powerful those emotions might be!

Happy selling!

Sean

Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

Have you downloaded my latest report “The Sales Person’s Crisis”? Over 10,000 sales pros have.

Click on the image below to find out why you’re very existence as a sales person is in doubt…