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Niche Ideas - Evaluate Potential For Success In Your Niche

Niche Ideas – Evaluate Potential For Success In Your Niche

In this niche ideas post we will have a look at some of the free tools available to help you to make sure you can succeed in your niche.

Google Keyword planner:

Keyword planner is a tool available through google. Go to the keyword planning tool and type in your keywords and keyword phrases separated by a comma. The result will let you know 3 things

The average monthly search for those terms

It will reveal if competition is low/medium or high

It will give you other keyword phrases

To make sure you have enough volume, you are looking for keyword phrases who’s monthly volume is over 10,000.

Google:

Google is a great tool and helps you in so many ways. The first thing you want to do is to think about keywords that people are typing into google within your niche. When you type this keyword into google, it will give you how many pages there are. Ideally you are looking for less than 200,000. This is not as easy as it sounds and you will most likely need to use long tail keywords.

Whilst you are searching your keywords, check to see if people are placing ads in the search. You are looking for people who are placing ads, this is a good sign that there is money in this niche.

Then type the specific keyword phrase with “ “. This will let you know how easy it will rank with webpages in that specific keyword phrase. The fewer pages the better.

Type in the selected keyword phrase followed by affiliate program without quotation marks. This will let you know if there are affiliates paying commissions. If there are, then you know your keyword phrase is making money.

#keyword #keyword planning #keyword planning tool #niche ideas

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Marketing

Marketing is the first emotional step you take someone through in the sales process. The point of marketing is to get someone curious about your product or service. This is why curiosity is also referred to as marketing. Nobody will purchase your goods and services if they are not at first curious.

Marketing is letting people know what you do in a way that makes them curious. There are many many different ways of doing this. Advertising is a form of marketing (not recommended until you have a big business), so is google ad-sense (much more cost effective and able to be monitored).

The whole idea is to make sure that when you do your marketing, it must cost less than the return you make when you sell you service or product. When you know your return on investment (this is know as your return on investment or ROI), by this I mean your costs are less than the money you make, you have taken an essential step towards business success..

You only want to pursue marketing that can be monitored. You need to do this so that you know what the cost is. If it cost you $100 to get a client and your client’s lifetime value to your business is $1,000, then you have a good return on investment and you keep doing that marketing. If it cost you $100 and your return is $99, then you are losing money and you are on the way to a business failure.

When you first start out, you might not have much money to market with, so you will need to focus on ways to generating leads, getting people curious, without going broke. We will cover this on in this website, how you get good quality leads at a reasonable cost or even free.

If you’ve been busy and missed out, We are going to run the steps to creating Residual Income in 3 easy steps. Join this webcast to see how at 7pm.

===================================================

Go now to register at http://onlinebizzo.ontraport.com/t?orid=130&opid=5

===================================================

In this webinar you will:

• Discover how to create residual income in your own business • Understand what affiliate products you can promote that will give you ongoing revenue

• Access step by step instructions to setting up your perfect lifestyle business

• See how you can be earning over a Million / year passively within the next few months!

This information will be available ONLY when you come on the webinar. See you then

===================================================

Go now to register at http://onlinebizzo.ontraport.com/t?orid=130&opid=5

===================================================

This webinar is great if you:

• Have a “Big Idea” and want to get it out there

• Have an existing business that you want to improve on and accellerate sales and automation

• You don’t know anything about online marketing but you know you want to create financial freedom!

Kind Regards,

Niched Cashflow

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Response Module To Handling Common Objections In Sales

The response module comes about as you will discover in your sales career that common objections come up all the time. It is a tool in your sales kit that will give you more scope and you will make more sales.

As your career in selling progresses, you will come across the same objections from client to client. Things such as “I don’t have enough time”, “I don’t have the money” or “that’s too expensive”.

The way to prepare for this is to pre plan a response to a possible objection. To do this, start by writing down the most common objections you encounter as you sell and then come up with a response. This is a paragraph or a few sentences that scripts out what you will respond with when you get the objection.

Examples

I don’t have enough time objection: “Great. I’m so glad you said that. The fact you don’t have time is exactly why you should work with me (re-frame as it) [what’s the opportunity? To free up time] because you not having time is the problem and that’s exactly what we are going to work on. So if you don’t have time, that’s your problem and will change this till you make time to create more time.”

That’s too expensive objection: “Thank you. That’s too expensive compared to what”. Now your prospect will give you more information with which you can progress the sale.

Once you have used the response module to create a response, practice it until it becomes 2nd nature to you. Then when the prospect expresses their concern, you automatically slip into answering the objection without a second thought.

It might feel awkward the first few times you do this, however as you become congruent with your response it will flow naturally and keep the sale moving forward.

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#handling objections #response module #sales #selling

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Reframe Tool To Handle Objections In Sales

A reframe is a linguistic tool that shifts your prospects perception from a liability or a problem to an opportunity. Anything can be delivered as a problem or as an opportunity.

If your prospect has an experience which they don’t like, it’s not the experience but the response to it that they don’t like. The response itself is not based on what is going on in the experience – it is based on the meaning that the person applies to the experience. If you change what an experience means to a person you’ll change their response to it.

Just as we can change our response to a work of art by placing it in a different frame, we can change our response to an experience by placing that experience in a different frame – effectively reframing that experience.

As you reframe you will shift their experience from a problem to an opportunity so they go from an energetic stop to being inspired.

Object handling through re-frame

Reframe: A linguistic technique that causes your prospect to consider a different perspective then what they have. When they consider a different perspective, their experience of that topic will change. The person changes their perspective or reframes their view on something.

Example: Prospect – “Thanks we already have a someone who provides that service, we don’t need any more people.”

Objection: They have no need.

Possible Reframe: Salesperson – “Ok, that’s great that you already have a solution. Many times I am asked to be a backup solution to their current existing one, to help when their current solution becomes overwhelming. Often I find out that I far exceed their current solution. So I can already be another great resource for you.”

Possible Reframe: Salesperson – “Yes that’s great. It’s times like this when most of my clients choose to have a short meeting with me. It’s much easier for you to find a resource that can add your existing solution now, then when you are in drastic need for on, wouldn’t it?”

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#Reframe #Reframe tool #sales #selling

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Handling Impossible Objections In Sales

Handling impossible objections means you are okay with pissing them off. If you want a client bad enough you won’t let them live in their reality.

The objections they are giving you are not real. When they are certain many of the time you are dealing with fears, doubts and uncertainty. When they are certain, create more fear, uncertainty or doubt. If they are certain you have to create fears.

On the other hand, if they are fearful you have to create certainty.

All certainty is belief. The definition of belief is an acceptance that something exists or is true, especially one without proof.

For instance, not being ready is a belief. If you prospect tells you they are not ready, consider in another quantum world they are ready. If you are prepared to play in duality there is no reality, there is only the reality you have created.

Your prospect might be living in their reality of “I don’t believe you.”

To handle impossible objections, what are all the good things if they change their mind? You need to write down the response so you can codify it in your mind. Start with what’s bad, what’s the problem, what is missing by not using your services. Then go through all the good things they can get by changing their minds and working with you.

Get emotionally connected by switching into your prospect. When you do this you will experience and thus understand what their fears are. Imagine what the real concern underneath what was just said, get into their world and imagine what it would be like to be them. Then turn the objection into a question because your brain is good at answering the question. You will then get the answer.

Learn to feel what your prospect is feeling. The best sellers in the world can switch into the client and see the world from their perspective so they can handle their concerns, even the ones they can’t.

By listing the bad things you can re-frame for cracks. For instance, “awesome, I’m so glad you already have a vendor. That’s exactly why people meet with me because many times after meeting with me they find their vendor has been taking them for granted.” You’re looking to re-frame that concern into an opportunity. Then on the other side, what’s good.

You can then guide them through an emotional process where they can feel the connection and you can close the deal. Handling impossible objections is a crucial element salespeople need to overcome to be successful in sales.

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#handling impossible objections #handling objections #objections in sales #sales #sales process #selling

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Holistic Selling

Holistic selling is a understanding that the sales process is where what you believe and experience you’re resonating off to the client. Many times the customer’s objections are not theirs, they are yours. Your customers will take on your fears and concerns. Your concerns become their concerns. Your fears become their fears. If you have concerns about money your prospect will have concerns about money.

With holistic selling you can take any side of a meaning. If somebody says that they have someone, notice what you let the meaning to be. If it’s ‘they’re not interested’, then this is the framework you have created for yourself and you have to now live within this framework. If you change the framework to “wow, they had made a decision because they hadn’t met me yet and now they have to make a new decision.” You have changed the framework that you live in.

Every opportunity can be a problem and every problem can be an opportunity. The better you get at seeing and explaining the opportunity in the problem, the more you will sell. An objection is experiences as a liability or a problem. When someone experiences this they have a certain energy about it. If you put your focus and experience this energy, it doesn’t feel good. This is the feeling between buyer and seller. Objections energetically feel like a brick wall.

Toe experience holistic selling, start by getting emotionally connected. This is done by switching into the person. When you do this you can understand what their fears are and voice them before they do. You can then guide them through an emotional process where they can feel the connection and you can close the deal.

Learn to feel what the client is feeling. The best sellers in the world can switch into the client and see the world from their perspective so they can handle their concerns, even the ones they can’t express.

If a prospect says “I’ve had that problem before” you’re thinking “how did they create that experience.”

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Tools To Handle Objections In Sales

Tool To Handle Objections In Sales

The tool to handle objections is called re-framing. The last process is handling objections, in business you require people to take a leap of faith.

Re-framing will readjust the prospective from a problem to an opportunity. Every opportunity can be a problem and every problem can be an opportunity. The better you get at seeing and explaining the opportunity in the problem, the more you will sell.

An objection is experienced as a liability or a problem. When someone experiences this they have a certain energy about it. If you put your focus and experience this energy, it doesn’t feel good. This is the feeling between buyer and seller. Objections energetically feel like a brick wall.

An objection is a call for more information, perceived concern, sabotage pattern or confusion. Don’t take that they don’t have a solution as the end. It’s just an objection. Every objection is the client leading to a yes. If they are genuinely not interested they would not generate any conversation.

Objections stop the flow. Selling is all about flow. If primary objection is to attempt to commoditise, that is it all becomes about price. The way to handle is to build a relationship. If this is the case, by finding out the primary objection you can build the whole sales conversation around this. Because the number one thing your prospect is going to come back to is price.

The tool to handle objections is re-framing. Start by getting emotionally connected. This is done by switching into the person. When you do this you can understand what their fears are and voice them before they do. You can then guide them through an emotional process where they can feel the connection and you can close the deal.

If a prospect says “I’ve had that problem before” you’re thinking “how did they create that experience.”

Once you have switched into the prospect, then you acknowledge that it’s a great question. This is a re-frame in itself.

Follow this up by letting them know you are glad they have (whatever they just said – the objection). These two steps are already starting to loosen the energetic problem.

The last step is to deliver the re-frame, for example, that’s exactly why you should (deliver the re-frame).

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Handling Objections In Sales

Handling objections in sales is an art in itself. When done correctly, the salesperson will get the prospect to answer his own objection.

Handling objections in sales is because emotionally, when it comes time to make an important decision to purchase, the prospect will go into meltdown. Their system will freak out because people are most afraid of two things

Losing everything they have

Getting everything they want

Logically the prospect will know that what you are offering will make their life better; however a by-product of the fear of getting everything you want are excuses. It’s these excuses that become the justification not to go ahead.

Things like its too expensive, or I can’t afford it are excuses. But they are also not excuses, they the elegant and brilliant solutions as to how your prospect got to where they are, their current experience of life.

Most sales people when it comes to making the close and handling objections will push back with canned answers. This does not work and in reality if the salesperson pushes harder the prospect will get that horrible feeling and the whole experience will be remembered unfavorably.

So when you get an objection, in that moment it is real for your prospect. You need to hold the paradox that it is real in the moment, however because it’s only a moment in time it is also not real.

The first step to handling objections is to step into the person’s emotional feeling. If they don’t have enough money, what is this better than.

Then get curious by asking them to tell you more. As you do this the objection will start to lose its grip over the prospect until you come up against the real objection.

Then you will keyword backtrack this objection and this is the first time you will put a bit of pressure on the prospect by offering the solution and before they can respond, you take it off the table and finish with what does he think. He will answer the solution himself.

For instance

Prospect: “It’s too expensive”

Salesperson: “It’s too expensive, tell me more?”

Prospect: “I have to pay off other debts before I can think of going ahead”

Salesperson: “So it’s a debt problem”

Prospect: “yes”

Salesperson: “If you didn’t have this debt problem would you want to go ahead”

Prospect: “Yes”

Salesperson: “So if I could show you how to afford this whilst coming up with extra money to pay off the debt, would you be curious… Of course, it’s your decision, what do you think?”

Prospect: Finds out the solution for himself.

This whole handling objection took the prospect through the emotional phase of finding his road block and letting him come up with the solution. Because of this will be ready to move forward and he will have felt no pressure at all.

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#handling objections #sales process #sales. selling

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Non Sequitur Examples

In this post we will look at non sequitur examples to make sure you continue to move the sale forward.

As a quick reminder, if you answer questions during the sales process, you will lose the sale. In sales there is a lot of domination and submission going on throughout.

Using non sequiturs, you keep the conversation focused on what they are curious about and what they want. On average, you answering the question derails the sales process and lets them take control of it.

Here are some non sequitur examples:

How much does that cost?

Prospect: “How much does that cost?”

Salesperson: “Great question, I’m glad you asked. I only know what it will cost if I know what we are doing together. What specifically do you want to get done?”

The word specifically allows you to chunk down into greater detail. In asking them to be more specific you automatically answer their question.

If after a few goes it starts to get confrontational, you might say something a little different (are you trying to avoid the question?)

What’s your unique selling proposition?

Prospect: “What’s your unique selling proposition?”

Salesperson: “Great question. (What your prospect is asking for you to prove yourself. Never prove yourself to them. You don’t have to play their game). What are you looking to understand specifically about unique value proposition?”

How is this going to work for me

Prospect: “How is this going to work for me?

Salesperson: “It’s a very good question, how would you like it to word out for you. What is the thing you want most?”

How do I know the increase in business is due to your marketing?

Prospect: “How do I know the increase in business is due to your marketing?

Salesperson: “Great question. What tracking system would you feel the most safe”

Prospect: “What tracking system would you recommend?”

Salesperson: “Would you like to leave it to me to work out?”

Persuade me why I should use you?

Prospect: “Persuade me why I should use you?”

Salesperson: “Great question. What’s missing currently that will even consider you talking to me?”

Do you have any references?

Prospect: “Do you have any references?”

Salesperson: “Great question. What would you be looking to know by calling and talking to my references?”

Prospect: “That you will be good.”

Salesperson: “Wouldn’t it be true that if you talk to them you will have no sense of how I am with you. Have you ever done work for a client and it’s turned out completely different.”

Prospect: “Yeah”

Salesperson: “Cool, so you could talk to a hundred different references and it still may not apply to you. So I think the real concern is what?”

Prospect: “Can I trust you.”

Salesperson: “Great so how about you and I design something where the risk is low and you can trust in the relationship.”

The reason why you don’t give them references is because they spend months chasing them down and nothing happen.

What’s different about you and why are you effective

Prospect: What’s different about you and why are you effective?”

Salesperson: “Great question, thank you. I’m just wondering, what is the concern underneath that. What are you wondering. I’m not sure specifically what you are wondering?”

Prospect: “Everybody claims they are great and I’m not sure which way to go?”

Salesperson: “Great, so the concern is that we will not produce the results for you?”

Prospect: “Yeah.”

Salesperson: “Great, is it ok if we talk about that?”

This will go deeper than the level she asked you to prove yourself to her. You re-control the conversation. You can say great, can you share with me a few of the concerns and things you’ve been screwed on in the past so we can make sure you are not screwed on. What would you like to make sure happens.

What is the warranty?

Prospect: “What is the warranty (guarantee)?”

Salesperson: Warranty falls in concern. “Good question. Thank you. May I ask you what your concern in terms of warranty is?”

Prospect: “Who is responsible if thing go wrong?”

Salesperson can answer the real question.

When responding to their questions, ask them about their values. For instance “It’s fair to say that one of your core values is that you would like it to be done fast? So, if I can get it done faster than guy number 2 would you be willing to work with me.”

Every single question they ask you can redirect and have them feel it’s absolved and heard. Anything you answer destroys the sale. As soon as you are answering the question the person has control of the frame.

Once you have gone through the sales process and it’s time to ask for the sale, you will often come across their objections. Find out how to handle objections.

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#buying #non sequitur examples #sales process #sales. selling

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Techniques To Answer Questions In Sales

Having techniques to answer questions, or not answer questions in order to progress the sale.

Automatically responding to questions is a learned habit. From a young age as human beings we are programmed to respond to questions. Because of this, it often is an instinctual response when asked a question. As such, not answering a question without offending your prospect is an art in itself.

Remember, when asked a question, the first thing to do is to acknowledge the question. If you ever watch a politician, these beasts don’t answer questions and it is frustrating because you know they are hiding the truth.

Thank you, that’s a great question often will be enough in your prospects mind to answer the question. Sometimes they want more.

Techniques to answer questions are

Specifically

What is the concern or fear – Great can you share with me the concern underneath that question.

When asked a question such as what’s different about you and why are you effective?

The first thing to do is to assess if this kind of question is going to move the sale forward or stall it. It’s a shit test question and to answer this then the prospect will lose respect and feel he can dominate you. So to move the sale forward, you need to not answer the question.

The first step is to acknowledge the question such as, “Great question, thank you”.

The next step is to not answer the question such as “I’m just wondering, what is the concern underneath that. What are you wondering. I’m not sure specifically what you wondering?”

You have now taken back control of the sales process and you are guiding your prospect through his fears and concerns. You have actually dug deeper to find out the real concern your prospect has.

Your prospect might respond “Everybody claims they are great and I’m not sure which way to go?” This is a valid concern and now you can address it by following up with the question “Great, so the concern is that we will not produce the results for you? Great, is it ok if we talk about that?”

This will go deeper than the level she asked you to prove yourself to her. You take control of the conversation and you can say “great, can you share with me a few of the concerns and things you’ve been screwed on in the past so we can make sure you are not screwed on. What would you like to make sure happens?”

If it becomes a cock-fight (usually happens with men and not women) then you have to become submissive to answer that question. If they do it too often then they are not a match because the way they are going to work with you in the sales process is the way they are going to work throughout.

Occasionally someone will have a high importance for a question to be answered. You can ask them if that is normally how they engage with vendors. If they go like what, you say like a dickhead. You can be this direct if done with love.

Every single question they ask you can redirect and have them feel its absolved and heard. Anything you answer anyway is just to destroy the sale. As soon as you are answering the question the person has control of the frame.

It’s not answering the questions with the intention of moving the conversation forward. You have to or else they will have the experience of you avoiding the questions. You’re not avoiding the questions, you’re ultimately holding a bigger framework which is what you want to lead them where they want to go.

Find out some more examples of techniques to answer questions.

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#buyging #handling objections #non sequitur #sales #sales process #selling

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Using A Non Sequitur To Answer Questions In Sales

Using a non sequitur, you keep the conversation focused on what your prospect is curious about and what they want. The definition of non sequitur is a conclusion or statement that does not logically follow from the previous argument or statement.

A Non sequitur makes the use of the fact that people think the brain must link linearly but in actual fact that it does not at all need to think linearly. During the sales process, your prospect will ask you a question. On average, you answering the question derails the sales process and lets them take control of it.

If you answer questions in the sales process, then you will lose the sale. So how do you handle questions?

The first thing you need to establish is if the question is going to move the conversation forward or derail it. You will not answer questions that you determine are to prove to dominate you.

The sales process is a 5 step emotional process you guide your prospect through. Questions asked at the wrong step are the questions you determine are to dominate you. For instance, if you are asked how much it costs, this is one of those questions. To answer questions will derail the whole sales process.

If it’s a simple question, you might answer with a quick statement and then follow up with a question.

Answering important question will give the experience that you are trying to convince your prospect. You’ve taken the energetic stance that they are more important than you and you have to prove to them and beg them to buy from you. This energetic shift will decrease your ability to sell.

If you answer important questions and other questions such as ‘are you credible enough to do this?’, ‘how much does it cost’ – all these questions completely derail the sales process. On average there are very few questions you should answer till you are ready to answer them. You know you are ready to answer them because you know what phase you are in the sales process and you know what questions are appropriate to ask. If in the value stage and they ask an appropriate question, you’ll answer it.

When someone asks you a question, the first thing to do is to acknowledge it, (that’s a great question). As soon as you acknowledge it and it’s good, their brain shuts off. You’ve essentially got it answered. Always thank them. If you miss this you will come across as aggressive.

Find out how to use a non sequitur to answer questions when selling.

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#answering questions #buying #handling objections #non sequitur #sales #selling

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Non Sequitur – If You Answer Questions You Will Lose The Sale

If you answer questions during the sales process, you will lose the sale.

In sales there is a lot of domination and submission going on throughout the whole sales process. Your prospect is talking to you because he wants something he doesn’t yet have. You are the expert and he needs to get the experience that you can solve his problems. As such, during the sales process he will test you by asking questions.

If you answer his questions, he will get the experience that he can dominate you. He wants to work with someone who can lead him to the solution to his problem, not someone who is easily led.

When your prospect asks a question, if you answer it this usually hurts the sales process. The person asking the questions is in control, so if you are answering questions you are losing control of the sales process. There is an emotional ride you need to take them through and when they are asking question they are taking a different emotional ride.

The client will try to change the direction of the conversation to illicit a description of what you have to offer. Answering questions produces two negative effects

The conversation becomes an intermediate sale rather than a value salesperson. You client has just commoditised you and now it all becomes about getting the cheapest price. If that is not you, they will go somewhere else.

The client proves to themselves that they can dominate you, and there for you cannot help them.

Using a non sequitur, you keep the conversation focused on what they are curious about and what they want. The definition of non sequitur is a conclusion or statement that does not logically follow from the previous argument or statement.

Non sequiturs makes the use of the fact that people think the brain must link linearly but in actual fact this is not the case at all. The brain does not have to think linearly. During the sales process, your prospect will ask you a question. On average, answering the question derails the sales process and lets them take control of it.

Find out what to do when someone asks you a question.

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#answer questions #non sequitur #sales #sales process #selling

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How It Works - Capability

How It Works – Capability

How it works is the final step before your prospect becomes a client and you start a relationship. At this stage, they are excited and expecting results promised through the sales process. But they don’t know how it works yet.

This is where you give them the details of how it works moving forward. The experience of your prospect is that of hope, a sense of having begun. If they don’t know how it works, they will make it up in their mind. This opens up the real possibility of you not being able to meet their expectations because they will have created expectations in their mind that you can’t possibly meet. As you can imagine, the can cause you problems during the whole relationship.

Letting the prospect know how it works will also relieve buyer’s remorse. It’s a big deal for your prospect to make this decision, and he will have his doubts if he has made the right decision. So many sales are lost after the sale is actually made, once the prospect gets home and thinks about it.

When building trust with your potential client, they are going to be assessing three key areas. These are capability, commitment and character. Giving them an outline of how it works goes a long way towards building trust.

This is how I work- an example for a coach

Start by asking for 3 months up front. In that 3 months we’ll get a crystal clear view if we can work together or not.

We will meet via skype every fortnight.

(more details of how it works)

If in the first 3 months it goes haywire and you get absolutely no value, I’ll come in and train your team, even after we have done coaching. The best I can do is to is to apply my skills to your team even if you destroy and sabotage everything we do together. I’ll train your team so they can help train you after I’m gone.

You ask them if there is anything else they need to know before making a commitment. Then ask them how they would like to pay.

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#how it works #sales #selling

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Being Right When Buying – Experiencing Worth

The final emotional state when buying is being right. The emotion you want your prospect to feel is that of worth. They need to know that they have made the right decision, buying your product or service is the right thing to do.

In the ready to act step, you asked “If you could have a solution for (what they want) now, are you ready to do something about this now” or “If we can work together to (getting what you want) are you ready to do something now.” With the answer being yes, the being right stage is the money phase. This is when you ask for their business.

The benchmark question is “Is x amount of time and y amount of money an amount you are willing to invest to have (keyword backtrack value points done in the value phase).” For example for a fitness instructor “is 1 hour 3 time a week and $1,000 a month an amount of money an amount you are willing to invest to get your body into shape so you look fabulous at your school reunion?”

If the sales process has been done correctly, the answer should be yes. However, this is also where objections will surface as they now need to make a decision. For instance, if they say it’s a little expensive, they are saying yes. The negotiations have started to get a win/win. For instance, “what is an appropriate amount to pay to have (what they want)? I can understand you want a good deal, I get that it’s important to you and you’re going to invest X to get Y, what is this worth to you.”

Once you have handled all the objections and they have made a commitment, congratulate your clients as they have taken an important step. Reassure them. They need someone to say to them “you’ve make the right choice”. They need to experience being right.

You have taken your client through the 5 emotional steps they need to experience before making a purchasing decision. They feel good now, however they don’t know how you work and they need to know how you do this or else they will make up their own rules which can cause a lot of confusion moving forward in your relationship.

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#being right #buy #buying #experience worth #sales #selling #worth

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Ready To Act – Urgency In Sales

Your prospect is ready to act when you get a yes to what they want. The emotion that they need to experience is urgency.

To know if they are ready to act, the benchmark question is “If you could have a solution for (what they want) now, are you ready to do something about this now” or “If we can work together to (getting what you want) are you ready to do something now.”

It is during this phase that the objections will come up. If their response is “I need to think about it” then you need to put more attention on the urgency phase.

Their fears will surface because they are starting to get connected to what they want. They start to envision themselves moving forward and getting what they want. The fear of “What if it doesn’t work?” comes up.

It’s in the ready to act phase you might need to put more pressure on. This is done through urgency. If they don’t have a sense of urgency they are commoditizing you. Be OK with the pressure. You are going to change somebody’s life. If your prospect leaves without signing, you’ll never see him again.

Urgency has an art to it. It is urgency that draws your prospect to make decisions. One way of doing this is though limitations. When you say you only have a small amount left. When this is done through the decision making process, in other words the last moment, this is not the right place to do it. Do it earlier in the sales process. If you do in in the decision making part it feels cheesy and feels like a tactic to the person. Say it earlier is better.

There is always ways to create limitations. Find limitations that are in integrity with your business though.

You want to get them to take action because they are living within a sabotage pattern. That pattern is varied. An example could be they want to get the cheapest price. A sabotage pattern is a finely tuned pattern that keeps the prospect stuck. There is always an excuse behind the sabotage pattern and a professional sales person would have discovered this pattern earlier in the sales process and dealt with it already.

Once the prospect has taken action and bought your product or service, then the final emotional stage you want to take them through is the experience of worth – your prospect has made the right decision.

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#ready to act #sales #sales process #selling #urgency in sales

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Wants Analysis, Discovering Value When Selling

Wants analysis is commonly referred to as needs analysis. People buy what they want, not what they need so you will be more successful by selling what they want and giving them what they need.

This is the next step in the sales process after you have established that you are speaking with the decision maker.

In this step you are looking for discovered value. It’s a discovery process with all questions. It’s pure inquiry. It is also the longest phase of the sales process.

Value is experienced as a difference of what they want and what they have. What they want is called the desired state, it’s out there in the future. What they have is called the present state, what they are experiencing now.

When doing wants analysis, most times you’ll discover what a client wants is not what they are telling you. One of the key factors is identifying what they want and what they really need. When you can do this, you’ve got them because they’ll start to listen and take note.

Wants analysis is about asking questions. Men tend to make the mistake by making too many statements to show how smart they are. Shut up, ask questions and listen. Ask questions about what they would like or what they want and explore the desired state they are seeking. Asking questions allows you to all the information.

There is an 8 step wants analysis process to get all the information needed. This being

Tangible result – What would you like?

Experience sought – What will having that do for you?

Criteria (What exactly is the experience?) – How will you know when you have that specifically?

Biggest fear – So we are finished with this project, and you are (reply the experience they want), what might have to change, or what risk might you have to take to ensure that is going to happen?

Key frustration – What is it like now?

Get present to the cost of not taking action – What will likely happen if you don’t solve this the way you want? What is the impact on your business/life for having it like this?

Prospects history – What have you tried to solve this problem before in the past? What happened?

Benchmark – What would be essential in the result that will tell you that our work together was worth your time and money?

Never ask ecology questions, eco-system questions, sabotage questions like what would you have to give up in order to get this? This creates hopelessness. If you are asking something that creates hopelessness, then the sale is gone.

The benchmark question to ask to know that you have done the wants analysis is “So what you want is ….? Did I get that right? If you get a yes, you can move onto the next stage which is ready to act.

#needs analysis #sales process #selling #wants analysis

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Decision Maker: Empowering Your Prospect

Finding out if your prospect is the decision maker not only empowers them, it also will let you know if you are wasting your time. If you are not speaking to the decision maker, then your focus should divert to getting in front of the decision maker. This is a very important step.

This phase of the process empowers them by asking them if they are the decision maker.

Psychologically we are also starting to build a ‘yes’ ladder. What’s in motion stays in motion, having a ‘yes’ ladder there is a lot less resistance then ‘no’ when the time comes to ask for their business. Getting 21 or 22 yes’s will get you a yes when it’s time for them to make the decision.

Not having all the decision makers will change the whole meeting you have with the prospect. It will change from getting them to make a decision to buy your product to a meeting to organise another meeting with all the decision makers. If you proceed in the hope that the non-decision maker will encourage the decision maker, then you are fooling yourself. The non-decision maker can never explain your product or service the way you do, they will never be able to handle any objections either. They will not do a proper job and as a result the decision maker will not even schedule a meeting with you.

If you meet with the non-decision maker you can wave the sale good bye. Reschedule to have the decision maker present.

The person writing the cheques is the real decision maker. In a couple, more often than not the wife is the decision maker.

If there is more than one decision maker there is usually one main influencer. If the prospect is not saying yes, then you don’t have a relationship with the main decision maker.

If you can’t get to the decision maker find a way to take them out for lunch or dinner.

Benchmark question: “Assuming we are going to work together and assuming you’re the decision maker, is there anyone else that you have to check in with before making a commitment.” When they say they are the decision maker, follow up with ” So you are the decision maker, correct.”

If you ask them if they are the decision maker without using the assuming in the beginning they will always say ‘yes’ because he wants to feel important. They are actually answering “yes, I am important” not that they are the decision maker.

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