Archives for August 2011

Sales Presentation Tips: How to Use Stories to Close the Sale

In the last article on sales presentation tips HERE I talked about how to write success stories that sell.  I hope you have saved your sales presentation stories in your computer.  Now we will consider how to use success stories in your sales conversation to make your presentation more likely to close the sale.

Use Success Stories That Are Similar to Your Prospect

Use at least 2 or 3 success stories in every sales presentation you do.  There are no exceptions to this.  Use a success story similar to your prospect.  If they are a 60 year old man, try to have a story about a 60 year old man.  If they are a 24 year old woman, try to have a story of a similar person. This increases your chances of your prospect seeing themselves as successful as the person in the story. When your prospect sees themselves enjoying the benefits of your product or service, that leads to the prospect wanting to buy.    It is not always possible to have a success story similar to your prospect.  If you don’t have a story of someone similar, just use what stories you have.  Any success story is better than no success story in your presentation.

Where Should You Use Success Stories in Your Sales Presentation?

This is a great question.    Tell your prospect your success stories right before you start your close.  We will cover the sales process I’m talking about in another article.

What if You Don’t Have Any Success Stories?

What if you just started and don’t have any success stories?  That is fine.   You can borrow success stories.  Start with success stories your company has or your success story if you have had success.  Have you worked with people in the past to get results in the same area?  If so, go and ask them how you have helped them and you can turn those into stories.  If you go to my testimonial page on this blog you will see examples of this.

Sales is a profession you can make the same income that a doctor or an attorney can make.  You can even make that income without the student loans.  In order to make that income for your family you will have to treat your sales career with the same level of care that a doctor or an attorney would.  The only way you will accomplish this is if you take your career seriously.  Invest the time today to put these ideas into action.  If you do, you will help more people solve their problems and live the lifestyle you really want.

SPECIAL BONUS – Claim your FREE “Instant Sales Master Blueprint” video by clicking HERE

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Sales Presentation Tips: How to Write Success Stories That Sell

In the last article on sales presentation success stories HERE I spoke about why you should use success stories in every sales conversation.  Today I’m going to share with you how to write the success stories in your presentation.  Follow these steps to write success stories that make your sales conversation sizzle.

Re-Write Boring Stories to Success Stories That Sell.

When you hear about one of your client’s successes the story won’t be ready to use in a sales presentation.  Why not?  Here are a few reasons.

  1. Their success stories are almost always too long.  Have you ever had a friend tell you a story and after a while you wonder when they will get to the point?  I have, and I never want my sales presentation to be boring to my prospect.
  2. Their stories usually have too many extra words that communicate no benefit to your prospect.  Stories with meaningless words will cause your prospect to lose interest.
  3. Many other times stories are too short.  For example, “Jose Gonzalez is a great realtor” is a horrible success story because they don’t say why he is a great realtor.

Your goal is to have your prospect say out loud “wow!” after you tell the story.  How do you write a good success story?  Here is the formula.

1)      What was the problem they had and how did they feel.

2)      They did business with you and specifically what did you do to solve their problem.

3)      The measurable benefit they received.  (For example:  They purchased their dream home, found the love of their life, got the big promotion at work, etc.)

Here is an example of a true success story that follows this formula from my presentation.

“When Beth met me she was frustrated because she was bad at getting referrals.  Beth put me on her success team and I showed her how to easily get referrals from her network.  The next month she closed 5 new sales from referrals using the referral system I taught her.”

Whenever I tell the “Beth Story” my prospect almost always says “wow” and that is exactly what you want your prospect to say.

Document Your Sales Presentation Stories and Name Them

Next, write down your success stories and name the story.  Don’t make the mistake of thinking you will remember all the success stories you have.  Even if you remember the story, you won’t be able to communicate all the benefits from the story to the prospect clearly.  Write your stories down word for word and then give them a name like “picture frame story” or “car battery story” or “Beth story” like the one I shared with you today. Giving the story a name will help you keep track of your story so you have the story when you need it in your presentation.  Keep your stories in a book or a file on your computer so you can keep adding new stories to them over time.

I urge you to take action on this idea right now!  Take a few minutes right now and create a file in your computer called “success stories”.  Then go through your list of satisfied clients and write down how you helped them solve their problem.  Then re-write them to sell using the formula above and use them every time you sell.

How many success stories should you use in your sales presentation?  Where should you say them in the presentation?  What do you do if you are new and don’t have any success stories?  We will consider the answers to these questions in the next article HERE.

BONUS – Click HERE for FREE video on how to get referrals using the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Quick Fix for Your Broken Sales Presentation

You just closed your sales presentation. You asked for the order and your prospect said “I need to think about it”.  You thought you did a great job!  You don’t understand it, your product or service is a perfect fit for your prospect.   Why didn’t they buy?  Is there something wrong with your sales presenting skills?  You may even start to wonder if you have what it takes to be successful in selling.

Did you tell your prospect success stories in your sales presentation?  Too many sales people don’t tell success stories and it costs them the sale.  The quickest way to fix a broken sales presentation is to tell good success stories.  Why is it important to use success stories in your sales presentation?

NOTHING Sells Like Success in Your Sales Presentation

NOTHING sells like success.  Success stories act like invisible selling because your prospect can see themselves in the position of the person in the story getting similar results.  It makes them want the same results as the person in the story.  It also causes them to believe it is possible they will get the results they want. It will make them want to get the solution you are offering.

Success Stories Prove You are NOT a Liar

Have you ever had someone tell you “you can trust me”?  Did you believe them?  Probably not!  Too many salespeople TELL how they can help their prospect.  Don’t let this be you!  The problem with telling your prospect you can help them is that the prospect does not believe you.  Why not?  They don’t believe you because you are selling them something.  Past experiences with bad salespeople have taught your prospect that salespeople lie.  Success stories help to PROVE to your prospect that you are telling the truth. At the very least, success stories take away their doubt enough for your prospect to give what you’re selling a try.

I urge you to take action on this fundamental idea!  Take some time right now to find success stories to put in your presentation.  At least block out some time in your calendar to put success stories to work for you in your next sales presentation.  In my next article HERE I will share with you how to write success stories that sell.  Until then put the success stories you have in your sales presentation and use them right away!

Special Bonus – Click HERE Free Video “The Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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5 Steps to Close Your Network Marketing Recruiting Guests

Your network marketing recruiting probably isn’t going as well as you would like.  You have guests show up at your weekly business opportunity meeting.  Then they either leave right after the meeting is over or they tell you they need to “think about it”.  Next you call them and leave them messages and they don’t return your calls.   You go through a lot of effort to get them to show up at your business opportunity meeting but how do you close your network marketing recruiting guests?

Network Marketing Recruiting:  Don’t Try to Get Them to Come For YOU!

One reason why your guests may not be becoming recruits is because they are not going to sign up for just for YOU.  If you are marketing to your network to get recruits by saying “come down and look at my new business and tell me what you think of it”, then you are trying to get them to come for YOU.  They will feel like you tried to trick them into listening to a sales presentation and that makes your friendship change because it breaks the rules of friendship.

Know What to Expect and Prepare in Advance

Turn your recruiting guests into new team members by having them show up at your meeting because they want the benefits of coming. Favors are great for things like watering your plants or checking your mail.   When it comes to business or money don’t try to get them to come to do you a “favor”.
Here are 5 steps to turn your guest into a new recruit.

  1. Find out what they want in life.  What is their pain?  What is the pleasure they are seeking?
  2. Share with them the benefits to them of coming to the meeting.  What will they get out of it?  How will the information help them solve their pain or find the pleasure they are seeking?
  3. Pick them up and take them to the meeting.   If you don’t feel safe picking them up then bring someone else with you you will feel safe around.
  4. Arrange in ADVANCE to sit down with them after the meeting.  You need to make sure you talk with them before they leave.
  5. Be prepared with answers for the most common objections they will use to avoid making a decision.  They will say “I need to talk with my spouse”, “ I don’t have the time”, etc.  You already know they will say these things so prepare in advance what you will say in response.

By doing this you are far more likely to turn guests into new network marketing recruits the night of the meeting.   You will also save yourself a lot of energy following up with them by getting a decision on the spot.

SPECIAL BONUS – Claim your FREE “Instant Sales Master Blueprint” video by clicking HERE

Kris Thompson

Master Sales Coach

Increase Sales Training

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How to Increase Sales When You Need Money Today!

Everyone needs to increase sales in this economy.  It is one of the most common questions my clients ask.  Everyone from the biggest corporations to the average business owner and salesperson wants to increase sales right now.  The problem is that the more you need the money from a sale the more difficult it seems to be to close the sale today.

Money Flows Where it is Attracted, Not Where it is Needed

It is easy to have the wrong sales mindset when you must increase income to pay your basic bills.  When you worry about running out of money,  you are not likely going to run out of money today.  It is this future “someday” such as not being able to pay your mortgage or car payment in 30 days.  How do you think carrying that stress with you on your next presentation is going to affect your chances of getting the sale?  It will probably have a bad effect on your chances of increasing sales and that will only make you feel worse.  So what can you do to turn this around today?

2 Questions to Quickly Increase Sales

There are 2 questions to answer when you feel this fear and anxiety….

1)      Is what I’m worried about going to happen today?  The answer is probably NO.  If the answer is “no” then let it go out of your mind.  Now that you have let it go you can think from a “clean slate” or fresh mindset!

2)      What do I need to focus on to create money?  Then focus on taking action on the answer.  It could be making 2 hours of phone calls a day.  It could be asking your network for referrals.  In fact, if you click HERE you can watch a free video explaining exactly how to get referrals from your network.

If you don’t have the money for your mortgage payment in 30 days you will deal with it at that time.  Right now I want ALL your energy focused on income generating activities.

Most of the things you worried about in the past never happened. Think about all that wasted energy…..

Focus on what you CAN do today, EVERY day and you will be fine.

Special bonus – Claim your FREE “Instant Sales Master Blueprint” video by clicking HERE

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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