A Surefire Way To Turn Prospects Into Buyers

If you're running into resistance from clients one of the main reasons could be that you haven't gotten them interested. The path of least resistance is for your prospects to say, "Tell me more!" Today sales trainer Jim Klein shares several ways you can get your prospect excited and ready to buy.

Make a Big Promise

You need to break your prospects preoccupation, and make a big promise. A big promise is something you know you can provide, or you believe you can help them achieve, and you know there's probably a pretty good chance they want it.

State a Feature That Backs Up Your Big Promise

What is a feature of your product or service? It's something that your product or service has to offer your prospect. It should be a major feature of your product or service, and preferably one your competitors do not have. In other words, fire your big gun, if you know what I mean. Hit them with the biggest and best feature you can offer.

Don't save it till the end of your presentation, because if you don't get their interest, this will be the end.

Give Them a Logical Benefit

Step three is to give them a logical benefit. People buy products or services based on emotion; however, they justify their purchase based on logic. So give them a real strong logical benefit to justify their purchase. Something you're sure that most of your target market and your ideal clients would want.

Give Them an Emotional Benefit

I'm sure you already know, as I stated before, people are driven by emotions. They make decisions, especially buying decisions, based on emotions. So, you want to give them a real strong emotional benefit they will receive by buying and using your particular product or service. An emotional benefit they will feel at the very core of their being.

There are 10 emotional triggers to make people buy.

Here they are:

1. make more money
2. save money
3. save time
4. look better
5. learn something new
6. live longer
7. be comfortable
8. be loved
9. be popular
10. gain pleasure

Some other emotional benefits are feelings of luck, success, recognition, security and freedom.

Back Everything Up With Evidence

Talk about how you've done the same for other people or companies just like them. If you have worked with someone they might know or recognize, maybe a top person or company in their industry, then get specific and use the name.

You want to show them you understand the industry, and you've been successful helping other people or companies with your product or service. If possible, let them know the exact results you have helped others attain.

Ask For Permission to Ask Questions or Probe

Many salespeople will just jump in and begin the qualifying process, assuming the prospect knows you are meeting so you can ask questions about their situation. However, it is common courtesy to ask the prospects permission to ask your fact-finding questions, and it will put the prospect at ease. It also shows respect, and sets a positive tone for the sales presentation.

Furthermore, because many of your competitors will not employ this simple courtesy, asking the prospects permission will set you apart from your competition, and will continue to build deeper rapport and trust with your prospect.

Your lead in to the fact finding portion of the sales process can be as simple as:

"Now I would like to ask you a few questions, is that okay"?

"By creating interest before you start probing for the problems you can solve with your product or service, you put the prospect in a 'tell me more' mentality," says Klein. "Put it all together and you will create excitement and willingness in your prospect that will allow you to dig deeper to uncover their true motivation to buy."

Jim Klein is the president of From the Heart Sales Training, a company that wants to make all sales "from the heart," rather than "from the hip." Learn more and sign up for his Sales Advisor Newsletter at www.fromtheheartsalestraining.com

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10 Powerful Methods of Sales Lead Generation

Who couldn't use more prospects nowadays? The more, the better, in my opinion! Sales trainer Jim Klein has several ways for you to garner new prospects - try a few, and then try others to find out what works best for you.

Sphere of Influence
Create a list of at least 100 people you know. Send out an introductory letter telling them about your product or service. Talk with each person at least every three months. Send them information of interest at planned intervals throughout the year. Consistently ask for and receive quality referrals. Remember, if each person you know also knows 100 people, well you get the idea.

Cold calling
Using cold calling effectively for sales lead generation requires five key ingredients. Target the market you are going to call. Know your objective (get an appointment, get a name). Have a memorized script. Smile. Be prepared for rejection. Have fun!

Knocking on doors
This method is much the same as cold calling. I used this very effectively in real estate. I used to knock on doors year round. Do you think people would remember someone who knocked on their door in the middle of winter?

Farming
This is another technique that is used effectively in real estate and can be adapted to any product or service. Pick a market of 200 homes or businesses and become the only person they think of concerning your product or service.

Seminars
Seminars are great for sales lead generation. People who attend your seminar have an interest in the information you are presenting and a need for your product or service.

Mass mailing
Also known as direct marketing. Successful use of this method requires mailing a well-written sales letter to a targeted mailing list.

Newspapers
Pay attention to the local news, business and announcements sections. Look for the people who get promoted, have babies, buy and sell homes and start up new businesses. There may be leads here for your product or service.

Email publications
Getting email addresses of past and current clients, your sphere of influence and any one else you come in contact with is a great way to keep in touch.

Hairstylist
Most everyone has a barber or hairstylist they use on a regular basis. Whenever I'm in the chair, the conversation covers a variety of topics. Offer them $1 for every card they pass out or motivate them even more by offering a percentage of the sale that results from their referral. I've even picked up business myself while getting my hair cut. Keep your ears and eyes open at all times.

Daily Contacts
Every day when you leave the house take twenty business cards with you and make it a point to give them away. That is twenty cards times five workdays. If you're really ambitious, do it on Saturday and Sunday also.

"When you're looking to generate lots of quality sales leads, the more lines you have in the water the more fish you're apt to catch," says Klein.

Jim Klein is the owner of From The Heart Sales Training. He helps sales professionals attract new clients, close more sales and generate an abundance of referrals so they can increase their income and enjoy life more.

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The Final Four: More Ways to Become a Great Salesperson

Today is the final day in our series from sales trainer Jim Klein on how to become a great salesperson by changing your attitude. Check out these final four tips to live by, and be sure to read the other six from yesterday and Wednesday.

7. Treat Stumbling Blocks as Stepping Stones

So what if you didn't make that big sale, your girlfriend left you, your boss chewed you out or you made a big mistake. Your life isn't over. So keep your eyes on your goals.

What did you do right? What did you learn? How can you use this to make yourself better or stronger? What will you do different the next time?

Use it as a stepping-stone to take you to the next level. I've had some of my biggest periods of growth after major setbacks.

8. Help others to succeed

When you're gone, nobody will be talking about how much money you made or how many awards you won, they will be talking about the lives you touched and the difference you made.

Success is so sweet when you can share your knowledge and caring with others. Give of yourself. It will make the people you touch feel good and I know how it will make you feel. The sad part is when people come to the end of their lives and think about all the things they wish they'd done.

9. Reward yourself

When you sell that big account or reach a goal you set, reward yourself. Go buy something you've always wanted, take a trip, go out for an expensive dinner. Do something nice for you. You deserve it.

10. Tomorrow is a New Day

No matter what happened today, good or bad. You can go to sleep tonight knowing that tomorrow the slate is wiped clean. You get a fresh new 24 hours to accomplish anything you want.

Jim Klein is the president of From the Heart Sales Training, a company that wants to make all sales "from the heart," rather than "from the hip." Learn more and sign up for his Sales Advisor Newsletter at www.fromtheheartsalestraining.com

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3 More Ways to Become a Great Salesperson

Yesterday we started a short series from sales trainer Jim Klein about things you can do to lead a better life - and see it reflected in your sales. Here are numbers four through six on his list.

4. Post Your Goals and Read Them Twice a Day

Post your goals where you'll see them at different times during your day. Put them on the bathroom mirror, in your car, your office, near your computer. Write them on a 3 x 5 card and pull out the card every chance you get and read them.

Make two specific times when you take them out and read them. One is first thing in the morning before you do anything else. This will start your day focused on your goals and their achievement.

The second is right before you go to bed. This practice will give your subconscious mind something positive to work on during the night.

5. Be Grateful For The Little Things

Find time every day to be grateful for all you have. We all have something we can be grateful for. Some of these are little things that we take for granted like our health, our home, our friends, the food in the refrigerator. Focusing on what you're grateful for will bring more of it in to your life.

I'm grateful every day when I wake up and my feet hit the floor.

6. Spend Time Doing What Matters Most

We waste too much time on things that bring little enjoyment into our lives. It's time to spend our time doing the things that matter most.

Have dinner with your family. Attend your child's play or baseball game. Help an elderly person cross the street. Take a walk and enjoy the view.

Some things are more important than money, status, power and prestige. Invest some of your time into those activities and see if it doesn't change the way you feel.

Jim Klein is the president of From the Heart Sales Training, a company that wants to make all sales "from the heart," rather than "from the hip." Learn more and sign up for his Sales Advisor Newsletter at www.fromtheheartsalestraining.com

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Top 10 Ways To Become A Great Salesperson

"Being a great salesperson is more than learning new skills and techniques," says sales trainer Jim Klein. There's a lot you can do to improve yourself and your life that will be reflected in your sales. Today we'll start a three-day series with Klein's Top 10 Ways to Become a Great Salesperson.

Here are the first three:

1. Smile and Walk Tall

Changing your physiology is a great way to feel better about everything going on around you.

I want you to try an experiment. I want you to think and act as if you are totally depressed. Notice how you are standing. Your shoulders are slumped. Your head is down. Your face is sad and your breathing is shallow. Feels pretty awful doesn't it?

Okay, now I want you to imagine a time when you felt on top of the world, when everything was going your way, you couldn't lose. How are you standing? Your shoulders are back, head is up, your breathing is deep and you've got a big smile on your face. Feel the difference?

2. Surround Yourself With People Who Support You

One of the most important steps you can take in your life is to build relationships with people who genuinely care about you and will support you as you go through life.

I'm talking about people who will love you during hard times and celebrate with you during the good times. People who will be painfully honest and compassionately sympathetic. People who will make you laugh and motivate you and encourage you to be that person you were meant to be.

3. Read Positive Books at Least 15 Minutes Every Day

There's a wealth of information that has been written for you to absorb. What goes in your mind is what will come out. So fill it with good, positive information and good, positive things will happen in your life.

I suggest you start your own library. Go buy a bookshelf and set a goal to fill it with books you've read. Set up an account at Amazon or Barnes and Noble and invest in your education.

If you don't want to buy them, get a library card. They're free!

Jim Klein is the president of From the Heart Sales Training, a company that wants to make all sales "from the heart," rather than "from the hip." Learn more and sign up for his Sales Advisor Newsletter at www.fromtheheartsalestraining.com

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Eliminating Buyer's Remorse

It's every salesperson's worst nightmare: you've done the presentation, they've said yes, and now you're drawing up the final papers and planning what you'll do with the commission. The phone rings and it's your customers, saying, "I've changed my mind."

So what can you do to avoid this panic-inducing scenario? "Make it easy for your prospect to say yes by 'creating the future,'" says sales trainer Jim Klein.

To do this, "paint a picture of some future date after they have been using your product or service," says Klein. "Explain this picture in detail using lots of adjectives, and explain how the benefits of owning your product or service will change their lives. It's basically a review of the benefits using their emotions to insure them they are doing the right thing."

"I know buyer's remorse has happened to me many times in my life," says Klein. "However, as I began talking to other people about my decision, more times than not, I would get confirmation from others that I had made the right decision. You see, that's really what anyone is looking for; confirmation from someone other than themselves that they made the right decision."

Another way to ensure your client doesn't experience buyer's remorse is to create a future relationship with them. "Let them know you're not just going to make the sale and forget about them, or pass them on to another department in your company," says Klein. "A phone call the day after the sale is a great way to let them know how much you care, and will show them you mean what you say."

"Make the transition to the next step in their purchase a smooth one for them. If there will be a delivery of a product, take the time to be there on the delivery date. At the very least, make a phone call to the prospect to make sure everything went according to plan, and that they are satisfied."

Take time to make sure your clients are comfortable with their buying decision, and you won't run into any trouble down the line.

Jim Klein is the president of From the Heart Sales Training, a company that wants to make all sales "from the heart," rather than "from the hip." Learn more and sign up for his Sales Advisor Newsletter at www.fromtheheartsalestraining.com

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