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|Sales Tips - Close that Sale...
For the past two editions we have been looking at
closing techniques and scripts. If you follow the
entire sales cycle, develop rapport, ask relevant
questions, listen and provide a solution suitable to
the client, you will not need to use any fancy scripts
because it will just be an assumed close - you just
start to complete the order form.
You would say things like:
Shall we commit to 50
Will that be okay with you
Pete, you seem to be in agreement, how do you
suggest we move forward
Mary, what can we do to speed up the process
Here are three closing scripts for this issue:
The High Costs Close - With this close you
need to make decision makers aware that by settling
for the cheapest price, they could lose on quality or
service. An example would be "That you can find this
product for less elsewhere may well be true, and in
today's economy, we all want the most for our
money. A truth that I have learned over the years is
that the cheapest price is not always what we really
want. Most people look for three things in making an
investment: one, the finest quality; two, the best
service, and three, the lowest charges. I have never
found a company that can offer all three - the finest
quality and the best service at the lowest price. I'm
curious. For your long-term happiness, which of the
three are you willing to give up? Quality, service or
The Puppy Dog Close - Let someone have a
puppy for a week and then ask for it back and you
will receive a lot of resistance: It has become part of
their life. The same applies to business, leave a
sample product with a client for a week and let them
get used to it, "Let me leave it with you and you see
how you get on with it..." If they see the benefit
they will purchase it. I see a lot of this on the
internet where companies offer free software on a 30
day trail, after 30 days you are so dependant on the
software that you purchase.
The Great Leader Close - You would use this
close if someone is really reluctant to make a
decision. Simply replace 'Winston Churchill' with a
great leader from your country e.g. (Benjamin
Franklin, Nelson Mandela). An example would be: "I
recently heard about something that Winston
Churchill, one of the greatest minds of our time, said.
Here are his words: "Indecision has cost the British,
British business, and the British government billions of
pounds. Far more than a wrong decision would have
cost. What we're talking about now is a decision,
isn't it? What will happen if you say yes and what will
happen if you say no? If you say no, nothing will
happen, and things will be the same tomorrow as
they are today. If you say yes, (you will have
financial freedom/you will have a hassle free holiday)"
|Technology Tools & Tips - The 60 Second Salesletter
One of the first things that I purchased when I first
became interested in internet marketing five years
ago was the entire product range from Corey Rudl,
the internet legend who was under 30 years old and
making over five million dollars a year. I constantly
use his methods to develop my one page sales sites
for each product, I use his 60 second sales letter
software (take a look at the software at the link on
Take a look at http://www.walkingwithtigers.com/
where I used the software to develop the letter and
The 60 second sales letter is an online service that
helps you to create long copy sales letters very
quickly. Even people already good at copywriting use
this because it saves a lot of time. If you sell
products or services on the internet and mess up the
advertising copywriting, you will fail miserably. You
MUST be able to write the words that move people
to action . . . to make them want to invest in your
products or services. The 60 second sales letter
saves enormous amounts of time and helps you
organize your thoughts quickly. It used to take me a
week or more to write a good sales letter and this
tool has reduced that time to a few hours at most.
If you're curious to see video footage of Corey Rudl
with a small group of his clients, talking about some
of the most advanced profit secrets he's been using
to make over $20,821 per day using the Internet,
this is your last chance......because he's only making
these video clips available for a very short time.
These video clips reveal a truckload of Corey's most
advanced Internet profit secrets -- techniques he
knows about making money on the Internet that he
never thought he'd share with anyone.
I'm talking about secrets like how to guarantee all
your e-mail gets delivered (and not accidentally
deleted as spam) by setting up "whitelist
relationships" with Yahoo!, Hotmail, and AOL... How
anyone can turn an idea into a profitable web site
with almost no up-front cash -- in less than a month
How Corey made $2,031,959 last year using JUST
one "forgotten" marketing technique... plus much
So if you want to see it, I highly recommend you
move quickly and visit the link below
P.S. Please don't underestimate the value of the
video footage on this page. Just ONE of the secrets
Corey gives away took him over 2 years to learn and
cost him $100,000 in research and expenses to figure
out... and he's just going to give it to you!
Often when the chips are down, we start feeling
sorry for ourselves and feeling like the world is
closing in on us. A real fact of life is that we all lead
privileged existences and 70% of the people in the
world would love to be in our position. Their biggest
goal each day is to walk five miles to fetch water or
to have a bowl of rice to eat. We should focus on
what we have and not compare ourselves to others.
One of the best things that I have learned in setting
goals is that I don't have to compare myself to
anyone else, just strive to be the best 'me' that I
can be. Michael Baryshnikov once said: 'I don't try
to dance better than anyone else. I only try to
dance better than myself'.
I recently spoke in Scotland and enjoyed a lunch
with my friend Chris Moon. Chris is an incredible
person, speaker and writer. He is one of the few
westerners to have survived an abduction by the
Khmer Rouge, successfully preventing execution and
negotiating his release and that of two Cambodian
colleagues from a remote jungle base, finally walking
50km overnight through a patrolled and mined jungle.
In 1995, he stepped on a landmine in what he
thought was a cleared area. He lost his lower right
arm and leg but does not consider himself a victim
and accepts total responsibility because he chose to
work in mined areas, whereas people who live there
have no choice. He survived against all the odds
because of his high level of fitness (he was a keen
runner) and because of his knowledge of first aid.
Since then he has run numerous marathons and in
April 1997 he was the first leg amputee to complete
the 250km Great Sahara Run described as the
toughest footrace on earth.
His book 'One Step Beyond' is a must for your reading
|Speaking Tips - conquer the international market
I am fortunate enough to speak in forty four
countries on a regular basis. I love it because it gives
me the opportunity to travel to exotic locations,
meet fantastic people and enjoy wonderful cuisine. I
recently spoke in France where there were delegates
from 45 countries and eight incredible ladies who
were doing simultaneous translations including all the
expressions and enthusiasm of the speakers. Many
people have asked me how to break into the
International speaking market and I will be focusing
on this over the next few issues.
Your Business Plan
- If you want to work the International Circuit, you
need to plan for it. Work out how many days each
year you want to speak overseas, the market you
want to work, and develop an action plan.
Your Unique Market -
Choose your unique and niche market. My market
was initially the English speaking International
Financial Services market. Over the years this has
spread to include the IT, Software and any market
involved in sales in any country where people can
Marketing yourself - the key to success
- Identify clients you have spoken for in the past
that have international offices. Get a referral to the
decision maker in the overseas office. Email or send a
letter and follow up with a phone call.
- Dial and Smile - Pick up the phone and cold call.
When I started out, I identified companies and banks
that have international offices and phoned the
President. One of those calls resulted in a business
relationship with a company that spent between
$50k - $100k each year sponsoring me to speak to
their clients around the world.
- Find five clients that will provide you with 50% of
your work each year. I have five large international
companies that each book me for between six and
thirty talks each year. I also have two or three
Companies that I am developing should any of
the 'big five' drop out.
More next issue
|Sales Special Package
Sales Special Package - A one off
opportunity to invest in our total sales package at
Download the details.
Spring is in the air
Can you believe that it's May already? The year
seems to be flying by. I've just recently returned
from speaking in Singapore, Kuala Lumpur and Dubai
and preparing for my next trip to Australia and
Singapore (I leave on Thursday). At least Candice & I
have had a break visiting my son, Jared, in Portugal
where he is at University. He has just spent six
months at a Spanish University and is now in Portugal
for another six months. Porto is a beautiful city with
incredible restaurants on the river Dora, definitely
worth a visit.
I really enjoy working with companies that reinvent
their industries and create a new direction and
opportunities. About a year ago I was booked to
speak at a conference for Champion Accountants.
When I spoke there a few weeks ago I was amazed
to see that they had organised a conference for their
clients at a wonderful venue with four top industry
speakers and an exhibition area. Can you imagine
what value this adds for clients and how it sets them
apart from other traditional accountancy practices?
What are you doing in your business that sets you
apart from the competition? Think of ideas to do
things differently and create a client loyalty that will
ensure repeat and referral business.
Last weekend I worked with the Coaching Academy
and ran a session on sales and marketing and also a
day on product creation and internet marketing
which went incredibly well. Take a listen on the links
below to the live recording we made. If you would
like to attend the next product and internet
marketing day, please find the info in the links below.
Product creation has been going well with seven new
products created since November. There are some
great sales products and there is a one off special
offer to all subscribers of a 50% discount on the
special sales package. If it doesn't make you at least
ten times its value in the next year, please send it
back & I'll give you a full refund. 'Sales Success
Strategies' and 'NLP 4 Sales' will explode your sales if
you implement the strategies on these great audio
and DVD series. You will only be able to order
through the special link which will be open for
This month I'm also giving away over $100 of eBooks
and software as a free gift to all subscribers, just go
to the link below to download them.
If you enjoy the newsletter, please forward it to your
contact list to share the free gifts with them.
Sales Special Package....