*17* Highly-Guarded Strategies to Close Every Sale Guaranteed
Plus How to Combat the Fear of Closing
John Di Lemme
17 Highly-Guarded Strategies to Close (Open) Every Sale Guaranteed Plus How to
Combat the Fear of Closing © 2008 John Di Lemme
Di Lemme Development Group, Inc.
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ISBN:
Team@LifestyleFreedomClub.com to978-0-557-03078-1
1
Introduction
Seventeen highly guarded strategies to close every sale guaranteed! I have
to admit, that's a powerful title for a book and full of a lot of action. I'm going to
share with you seventeen specific highly guarded strategies to close every sale
guaranteed. Now, I know that you're saying,
That’s a great question especially since there
“John, how can you guarantee it?”are so many so-called coaches out there
that “guarantee” everything and follow through on nothing.
Based upon my experience in sales, I have a very high closing ratio because I
have a different kind of mindset than most people who teach sales and closing, and
you're going to learn that. I suggest that you sit back, enjoy, and get ready for some
serious revelations. Get ready to say to yourself,
that. That's what's holdin
“Wow, I can't believe I never knewg me back from closing my sales!”
This is just for champions! Only continue reading if you want to double your
closing ratio and close every sale. I'm going to share highly guarded strategies of the
top closers in the world. I am one of them, and I challenge you to join the team of
the champion closers. Also, if this is your first time reading this program, you have to
review it six more times before you truly understand the empowering wisdom I'm
going to share with you. It will take seven times until you chip away at all the useless
garbage that you’ve been taught in the past that simply doesn’t work
most people in sales fail. Ninety-seven percent of people in sales are failing
miserably. Do the complete opposite of what they're doing and you're going to
succeed.
You see the word highly guarded, stands for to protect, watch over and keep
. That's why
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confined. Most six and seven figure earners in sales will NEVER divulge their
protected strategies to their competition.
Remember, I’m your coach and want to
see you succeed so I'm going to share the highly guarded strategies that I have used
and am using right now to break all records in sales. I'm excited to share with you!
Strategies defined in the dictionary means a
action for obtaining a specific goal or result
salesperson does not know these strategies. The
specific systematic plan of. The general public…the generaly may hear them but they won’t
adapt them, because 97% of salespeople do not make six figures a year. They simply
can’t think big enough to implement these life
-changing strategies! It’s really a
shame, because the industry of sales is a great opportunity to earn huge income and
live the life that you’ve always dreamed o
That's why I know you're reading this. You want something more!
Acknowledge yourself. Pat yourself on the back, because today you're taking a major
step in your sales career, your life and your career. The strategies that you learn in
this m
f living.aterial will give you that edge that you’ve been looking for all these years. You
will surpass all of your competitors that just sit around doing the same old thing
producing the same old results.
Close means have no openings. That means when you go into a sales
presentation, you leave with no openings, no chance of that person not becoming a
client, customer, consultant, representative, or whatever your "end result" is to be.
It's to close every sale. That's awesome. Isn't it? Write that down: I will close every
sale, guaranteed! Now, I want you to keep that little affirmation somewhere so you
see it everyday and believe that you can truly close every single sale.
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Every sale? Do you really know what sale means to you and your business? In
the dictionary, sale is defined as the transfer of ownership of property from one
person to another in return for money. My mission through this book is for you to
transfer the ownership of the property that you're marketing or selling to the
individual that's in front of you
. These strategies will work for everyone! It doesn’t
matter if you sell real estate, insurance, clothes or you are involved in Network
Marketing. Let me repeat myself…these strategies will work for everyone reading this
material! Whatever product you have, you want to transfer it to the customer, but it
doesn’t stop there. You want them to remain your customer
time deal. It’s longevity that builds a successful business.
long-term. It’s not a one
Let's go over the word guaranteed. It
undertakes to secure another in the possession or enjoyment of something. I am
going to guarantee that after you read this material you will possess the skills to
’s an agreement by which one person
explode your results in sales and marketing. Here’s the catch…You can’t just read
the strategies and expect for them in some way to attract success for you. It’s
action not attraction that yields success in any business! You have to take action
and implement these strategies into your business.
The number on reason why people earn huge income is because they are
closers!
But like I said before, you don’t just close a sale and then you’re done.
Anyone that teaches that is completely wrong. Closing is actually opening up
relationships. When one door closes, another one opens. You are continually
opening doors of opportunity through your closing skills when you maintain those
long-term relationships with the customers that you have moved through the
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process.
Closing isn’t second nature to most people and can be
at first. Through these strategies, I am literally going to bulletproof your belief in
yourself and your ability to close.
you exactly how to achieve more success, overcome the fear of closing, and beat
the apprehension that builds when you think about doing a sale. The bottom line is:
You are going to get focused! You are going to get very clear on what you need to
do in order to develop and build your lifestyle and business.
a little intimidatingFear won’t stand a chance. I am going to teach
WARNING:
about them. I care about you. Believe in what you are going to learn in this book,
and understand that the art of closing will absolutely put an end to frustration in
your sales and marketing business.
This isn’t going to be popular with 99% of the world, but I don’t care
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Strategy #1: The Fear of Closing
You have to combat the fear of closing to overcome that obstacle. You
can’t even move forward in the sales process until you have conquered this fear.
The underlying fear of closing is the fear of success. Your
I actually create a relationship with the person, open up a relationship, develop a
bond with the person, and they trust me to do business. All of a s
mind is saying is, “What ifudden, I’ve got
the right to close the sale and earn that 6% commission
.” Let’s say 6% of $1,000,000
is $60,000.00. You have never earned that before so your internal belief structure is
full of fear. Not only is that a lot of money, but the responsibility that goes along
with it and the dedication to the client is terrifying for most people.
You must self-develop and stretch yourself. I have seen so many people
that have a great product, have a great service, and they have an absolute right to
earn huge income, but they have a fear of closing. They simply don
’t believe in
themselves enough to take a step of faith and just do it. The only way to combat
that underlying fear of closing that is holding you back is to get totally immersed in
self-
development. I’ve never met a person that invests time in personal
development material that is completely shell-shocked at the thought of closing.
Why? Because their belief in their own abilities and their business vehicle outweighs
that fear.
Don’t even think about giving me the excuse that you don’t have time or
the
day! Isn’t your success worth that? If you don’t know where to start, then
a member of our Lifestyle Freedom Club where you have the ability to immerse
money to invest in success and motivation. It’s literally minutes and pennies abecome
6
yourself in personal development 24 hours a day, 7 days a week. We bombard you
with incredible information that allows you to build a solid foundation of self-belief.
You see, I love to close. Why? Because I know that I am opening long-term
relationships with people that want to succeed. Print this out, circle this, and put it
in front of you:
Like I said before…W
“I love to close, because I am opening up a long-term relationship.”hen one door closes, another one opens. Isn’t it
amazing to know that every time you close a sale, you open a door of opportunity
not only for that customer but also yourself. You must internalize that opportunity
and look forward to closing the sale so that you can open those life-changing doors.
I am under the assumption that you are marketing an ethical and moral
product. When you have an ethical and moral product that will change someone’s
life, then you have a right to earn huge income through that product. You notice
that I did not say “make money”. Everyone that strives to just
usually broke. If you desire to earn a huge income so that you can change your life
and the lives of others, then success is inevitable.
If you have a fear of closing, then you have to develop within you the ability
to overcome that fear by developing yourself. Without your belief structure, you
can learn every how-to in the world of sales and still not succeed. I have outsold
numerous so-called experts and coaches in the speaking world and online.
make money isIt wasn’t
because I had any type of ad
something to you. Focus on this. I outsold them, because I out-believed them.
I absolutely believe in my products and services, which is self-development,
motivation, success strategies, internet lead generation, and marketing strategies. I
vantage that they didn’t have. Let me explain
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absolutely believe that my products and services will
change people’s lives,
empower them, and equip them to fulfill their goals and dreams in life. It is my
foundational belief in my products and services that empowers me to overcome the
fear of closing and outsell nearly everyone else in the industry.
Strategy #1 Champion Tip:
fear of closing”
“Develop yourself and build your belief to overcome the
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Strategy #2: Always Be Opening
I want you to lose the m
indset of “Always Be Closing.” That’s ridiculous! I
know that you are saying, “
mind.
See, the average mind, which includes the average mind of the average salesperson,
never succeeds. You must lose your mind and gain the mind of someone that has
achieved what you want to achieve in order to succeed. On a serious side note -
John, what are you talking about? You're losing your” Yes, I lost my mind over 18 years ago and gained the mind of a champion.
Don’t take direction from anyone that hasn’t done what
Over a seven-year period, I built a direct sales organization to over 25,000
reps in 10 countries. I know how to close. I know how to make people take action. I
know how to transfer property that I have to them for them to own and become a
long-term customer.
strategies. Once again, don’t take direction from someone that hasn’t done what you
want to do in life. Okay, back to this teaching…
you want to do in life.That’s why I have earned the right to teach you closing
Lose that mindset
want you to gain is this mindset of
presentation the sales arena, because it's a sport - the sport of sales and marketing.
You are preparing to win the sport so why would you use the negative terms like
of “Always Be Closing” and never find it again. What I“Always Be Opening.” I prefer to call a sales
“
always be closing”. Think about the last time you went to a football game or
watched any type of sports on television. Weren’t the athletes fired up to win? They
didn’t go into the game with a negative mindset. It’
You have to look forward to the presentation and enter the arena with a positive
mindset and outlook on the situation.
s the same in the sales arena.
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How good will it feel when you walk into your next sales presentation and
shake the potential customer’s
long-term. You believe that you will close the sale, but more importantly you will
open up a life-changing relationship. Even if the product that you're marketing (e.g.,
insurance, real estate, products, services) is not for this specific individual right now,
you have opened up a long-term relationship. You're creating a new contact and
increasing your mastermind team. Right now, I want you to think about these three
words: Your Best Friend.
Who is your best friend? Can you see his or her face in your mind? Now, just
think at one time your best friend was a stranger. You had no idea who they were or
that they would eventually be your best friend. At one point in time, you opened up
a relationship with them built upon trust. You acknowledge and respect their
opinion. That's exactly what you're looking to do every time you sit down with
someone in a sales arena. You want
hand with the mindset that you will know this personto open a relationship. I’m not going to promise
that every single person that you meet during a sales presentation will be your best
friend or even someone that you want on your mastermind team, but it’s important
that you enter that room with the “
Always Be Opening” mindset no matter the
person.
Just like when you open a window in your home and you let fresh air come
in. I'm blessed to live in the Palm Beaches of South Florida. I open my living room
door and the beautifully fresh air of south Florida blows in off the golf course. Any
cobwebs, dust or dirt gets blown right out the door due to the cross ventilation from
the front to the back of the house.
It’s the same with your sales presentation. You
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open that door to greet your potential client with an always be opening mindset and
all of the prejudgment and misconceptions go right out the window. Just imagine
that the person could be your next best friend so treat them with that courtesy and
kindness.
I have hundreds of thousands of students all over the world, and I always try
to treat everyone of them like friend of mine. I will do whatever it takes to maintain
our relationship and over-deliver. My mindset is under-promise and over-deliver.
With an always be opening mindset, I will give you whatever I can to empower you to
achieve greatness and go to the next level.
W
Do you want to be closed? Do enjoy the feeling that you get from a pushy sales
person that is just trying to close you?
hy is the “Always Be Opening” so important? Let me ask you that question.Of course, you don’t like that kind of
treatment. If you
clients would like it? Instead, create a comfortable atmosphere and keep the “Always
Be Opening” mindset. You will notice that your demeanor as well as the demeanor of
don’t like it, then why would you think that your potential business
your potential business partner will radically change.
Here’s a great example. Let’s say that you’r
a home, but the home is not for that person. Two years later, they're back in the
market for a home or have a friend looking for a home. Guess what? They call you.
Why? Because you they remembered how you treated them. You had an open
mindset and were looking to build a long-
e a realtor. You show someoneterm relationship. Although, you didn’t sell
the house the first time, you created a lasting bond with that person. Your level of
confidence stuck out to that person and they want to work with you again. Just think
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about having hundreds of people that ultimately come back to you or refer others to
you, because of your very first sales presentation with them. It’s re
alistic and
completely possible for that to happen if you have the “Always Be Opening” mindset.
Strategy #2 Champion Tip: It
the champion
’s not “Always Be Closing”. Lose that mindset and gainmindset of “Always Be Opening”.
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Strategy #3: Never Prejudge
Let me share with you what the word prejudge means. Prejudge means
making a mental decision prior to even engaging in a sales conversation or
presentation. In your mind
have what it takes to invest in this home. This person doesn't have what it takes to
invest in this network marketing opportunity. This person doesn't have what it takes
to invest in this product or service.
prospect. This will be one of the worst mistakes that you make in your career!
Remember, I was never prospected for the industry of network marketing.
No one ever prospected me. I was a stuttering twenty-four year old kid from Yonkers,
New York that was simply not
kicker…If someone would have prospected that stuttering kid, they
over $1.1 million off the business that I built. I learned the industry, and I was looking
but no one ever approached me and gave me a chance to show my potential. Please
, you're already saying “You know what? This person doesn't” Never prejudge a potential client, customer, orattractive to the average business builder. Here’s thewould have earned
don’t e
and retired from network marketing. I still get prospected several times a day, but
my answer will ALWAYS be no. Why? Because I respect the fact that many of my
students are involved with various companies and I would never jeopardize those
relationships by joining any company.
Back to the topic...people prejudged me. They looked at me and saw a 24-
year old stuttering kid that worked for his successful family business and had a good
education. They assumed that I was completely content with my great level of
success. That mindset cost numerous people millions -- literally over a million
-mail me and prospect me now, I earned my financial freedom many years ago
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dollars. What they didn’t see
was actively looking for another way of achieving financial freedom. I was hungry for
change!
Think about it for a second. I lived in Yonkers, New York. I was often in
Manhattan or Long Island. These are very heavily populated areas yet no one, no one,
no one (I'm not stuttering)
are you looking to earn extra income? Do you love what you're doing? Do you want to
was that I was tired of working around the clock and– NO ONE ever walked up to me and said, “By any chance
be free?” Instead, people prejudge
definitely their loss!
Never prejudge.
d me. They walked by me every single day. It wasYou must internalize this by saying to yourself, “I will
NEVER prejudge someone in my business.
from. Don't judge them by their dress, by the car they drive or where they live. You
never know what's going on inside their mind. Most people who you think have money
don't have it, and those you think that don't have it, have tons of it.
When you meet a potential client, have an open mind. This was one
strategy that catapulted my level of success. I treated every single person that I
showed my business presentation to like they were my next top business partner.
When
think this person has what it takes to invest in my product. I don't think this person
has what it takes to get involved in this business
” You never know where someone's comingyou walk into a sales presentation and you’re already saying to yourself, “I don't”, you are wasting your time. I don’t
care what you are selling - alarm systems, high-end art, furniture, kitchen cabinets,
real estate, insurance, etc. If you prejudge that person before you even begin your
business presentation, you are setting yourself up for failure.
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Instead, enter the sales presentation saying to yourself,
product/business the exact same way to everyone with the belief that this person will
become a customer of mine long-term
“I will show my.” Once again, you're walking in with the
“Always Be O
this potential client, customer, prospect, etc. Your mindset going into it will allow
you to do a better presentation, and allow your excitement, enthusiasm, belief,
conviction, and commitment to flow through. That's what people buy! They buy who
you are. They physically buy your product, but they were sold on you.
If you're in one-on-one sales or if you're in network marketing, the potential
client buys into you. They have to believe in you. If
pening” mind set. I'm opening up a new relationship. I'm not prejudgingyou walk in with a mindset of “I
don
they're going to feel that. They'll feel your non-belief. I love walking into some of the
snooty shopping areas of Palm Beach in my gym clothes. If the sales person judges
me on my clothing and gives me an attitude, then I walk right out the door. I refuse
’t believe this person has what it takes to invest in this product or service”, then
to sow my money into bad ground. In other words, I ain’t giving my money to
someone that treats me like garbage. That’s exactly what your potential client will
be thinking in their minds too if you pr
they won’t know. They will notice the minute that you walk into the room.
feel your non-belief in them, and that will dramatically cut your closing ratio down by
80 percent.
As I'm writing this I'm in beat up sneakers, my workout tank top and my
workout pants. If you looked at me during the day, you'd walk right by me and say,
oh,
ejudge them. Don’t fool yourself to think thatThey will“Who is he? He doesn’t have a job. Only a loser walks around in the middle
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afternoon with a hat on and unshaven.
because you know that you have prejudged someone that looks exactly like that for
your own business. Little do most people know, I can walk around like that in the
middle of the afternoon, because I am free to do what I want, when I want and with
” You are probably smirking right now,
who I want to do it with. That’s far from being a loser!
up with assumptions will cost you millions.
Allow EVERYONE the opportunity to own and take advantage of your
exclusive offer to own your products. Enter every sales presentation with the belief
that the person in front of you is your next big sale. I believe everyone has a
champion inside them. Remember who I was and where I came from. No one ever
prospected me. I had to answer an ad to get involved in network marketing and earn a
million dollars. Is
A prejudging mindset backedn’t that incredible? No one gave me a chance. Don’t you fall into
that same trap of judging people. An open mind leads to a bountiful harvest!
Strategy #3 Champion Tip: NEVER prejudge or assume a potential client, a customer
or prospect will not be able to afford or need your product.
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Strategy #4: Dress for Success
You know as well as I do that you feel better when you take a physical
shower. Think about it. When you come home from the gym or work,
there’s nothing
like taking a nice hot shower.
backyard, and when the landscapers f
my backyard, they blow grass into the pool. I am a maniac about my pool. I simply
For me, it’s cutting the lawn. I have a pool in myrom our home owner’s association come into
couldn’t take it anymore so I posted a sign in Spanish that said “Stop. Do Not Cut
the Grass!”
Now, I cut my own lawn, and there’s never any grass in the pool. My friend,
Bob, assists me with the lawn and when I’m finished I am sweaty
says that I smell like a little stinky kid that just came off the playground and pretty
much demands that I take a shower right away. The refreshing shower washes away
all the dirt, grim and most of all the smell from the hard work.
On the other hand, when you see me speak live, I am always dressed sharp.
. My wife, Christie,
People say, “
the sharpest looking spea
success. I completely disagree when people say,
that to be successful
major strategy for success is to dress the role. Can you imagine if I just came in
from cutting the yard in my old shorts, tank top and hat smelling all gross and went
John, you are always dressed to the ultimate. You are always one ofkers or presenters”. Absolutely! I believe in dressing for“Well, you don’t need to dress like”. Everybody has a right to their own opinion, but I believe a
straight to a seminar to speak? That’s just simply absurd, right? Yet, many so
sales experts enter the sales arena looking almost as bad.
Clean up your act. Men, go out and invest in some sharp ties. Buy some
called
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shirts with cufflinks. At the recommendation of one of my billionaire friends, I now
get my nails manicured. Notice, I said BILLIONAIRE. If it works for him, then it will
work for me too! Whether you believe it or not, people notice. The first impression
is the most important imp
ression. I usually let my wife handle the women’s issues
with dressing for success but let me talk to the ladies for just a second. I will put
this gently…You don’t have to
I’m just reiterating what my wife says, and I agree with her. Whether you are a
bare all of your assets to make a sale. I didn’t say it.
man or a woman, make sure that you dress appropriately when you are in the sales
arena. It will definitely have an effect on your sales presentation.
I disagree with a coach, who teaches success principles, and they look
slothful. They don’t look cleaned up. They’re
you, their clothes are wrinkled, and they are not dressed as a champion. It disgusts
me when I see someone like that on stage trying to coach other people on success.
Look at someone like Donald Trump. Donald Trump has a great wardrobe. You may
half asleep when they are talking to
not like what he says, but you can’t dispute the fact that he is always dressed to the
nines. Do
n’t try to make the excuse that you can’t afford his clothes. It’s not
expensive to look professional.
When you walk into a presentation, the first thing people notice is how you
look. They notice if your hair is a mess or if you are not clean-shaven as a man, or if
you are wearing a suit that is too short or if you just threw on some jeans instead of
dress slacks. Being dressed professionally not only influences your potential
business partner, but it also gives you more confidence. When you clean up, you
feel better. If you don’t believe that
, then don’t take a shower for two weeks and
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see how you feel. With that said, why would you walk into a business event where
you can market your product or services and you do not look like a champion? You
don’
Make a decision today. Implement this strategy. For realtors or anyone that
t look like who you know you want to be.
uses their automobiles to transport clients, make sure that your car isn’t a pigpen.
If a potential buyer gets in your car and there’s
garbage in the floorboards and it
smells like three day old McDonald’s food, I doubt that they will want to book
another appointment with you. They simply can’t get past your trashy car long
enough to think about buying a house. I’m not saying that you
Mercedes, but your automobile does have to be clean so that your client is
comfortable when they get in. I believe in cleanliness. I believe in excellence. I
believe you should act and believe who you are.
Personal responsibility is the key. If someone is lazy and slothful, then they
probably dress like a slob. If you consider yourself a business professional, then
simply dress the role.
Strategy #4 Champion Tip: Dress for success. Feel good about the way that you
look when you present your business or product to a potential customer.
have to drive a
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Strategy #5: Always Be Early
I refuse to wait around on someone that is late. Always be early! Pause
there for a second, because I know that you're saying,
“John, always be early? That’s
a strategy? What do you mean? I know I should be early.
statement are I KNOW. I want you to make a mental note right now and take a look
at the last ten sales presentations that you did. Were you early, were you late, or did
you walk in at the same time as your prospect?
I can almost guarantee you that the times you were early, your closing ratio
had a higher percentage. Why? When you walk into the sales arena and you're there
first, the potential customer sits down and it's your territory. You own it, because you
were there first. You have also had the opportunity to calm your nerves and build
your confidence before the person arrives.
You're going to meet someone at a neutral location. Let's say you meet them
at a local restaurant to sit down with them and share your business, product, etc.
You get there first so they are entering your arena. It's just a mental mindset. Now,
think about it this way. The prospect is sitting there waiting for you. I bet you can
almost feel your stomach turning flips as you imagine walking up to the table knowing
that they have been waiting on you.
When you are late, the person that has been waiting on you has already
likely made up his mind about what you are about to offer him and the answer is
simpl
” The keywords in thaty no thanks. After all, if you can’t be on time for an appointment that was
scheduled last week, then how on Earth will this person be able to depend on you if
they invest in your product? If you are late, then you might as well just reschedule or
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call o
it’s the truth and you know it.
ff the appointment all together. It’s over! I don’t care if you disagree with me,
My original mentor that mentored me over 18 years ago had earned over $30
million dollars at that point in his life. When he introduced someone to his business
in direct sales, if they were one minute late, he wouldn't show them the business. He
would say, “
You’re
refuse to let anyone waste a second of my time.
When I was building my business and conducted hotel presentations for
business overviews, I started promptly at 7:35pm. The doors were actually locked at
that time, and no one else was allowed to enter the presentation. One thing that
aggravates me and upsets me to no end is when someone schedules a presentation
that is supposed to start at 7:30pm and twenty minutes later they're still waiting for
that one person to show up.
Respect the people who are there on time and get started on time.
Respect my time. I was here at 1:30. You showed up 1:31. Reschedule.”probably saying, “John, I can't do that!” Yes you can. Make a decision. I did. IDon’t
worry about those people that are late for a business or product that you're sharing.
Instead, focus on the people who are on time. They want to hear your presentation,
need it and are serious about investing in it. NEVER start a business presentation
late. Always be there early and start on time. The key is to always be there before
your potential client.
Show respect for your client's schedu
person doesn't respect me enough to be here on time for the presentation that we set
up, then I'm
le. My mentor said, “Look, if thisnot going to show it. He must reschedule.” People know I'm like that
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too. I’m known for always being on time for my appointments or always early. All of
my coaching clients know. They don't even have to look at the phone when I call
them. If I'm scheduled to call you at 2:00pm on Friday, then you can bet your last
dollar that between 1:58pm and 2:00pm, that phone will jingle and John Di Lemme
will be there to mentor you and coach you. I am always a few minutes early.
Here’s another inside tip for you.
water. Why? Coffee and soda give you bad breath. Remember, you are being judged
on every aspect of your presentation. I also suggest that you never drink alcohol at a
sales presentation. It
In a restaurant setting, always drink’s unprofessional in my opinion. Drink water and that will be one
less thing to worry about.
If you don’t agree with this, that’s fine. Just continue to lose sales. I’m
giving you tips about the subconscious mind of your potential client. If you show up
late drinking a cup of coffee, sweating, running behind schedule, looking like a slob,
why should anyone buy from you? Think about that. Show up early. Dress
professionally. Drink a glass of water. Be relaxed and then go for it. Get laserfocused
and open up a brand new relationship.
Strategy #5 Champion Tip: Always be early.
Respect your potential client’s time and
put yourself to ease before the sales presentation.
22
Strategy #6: Grab a Pen that Writes
When I speak, I alway
have an extra pen with you and even an extra notepad especially for those of you
that are speakers and hosting your own events. When I speak, I always have at least
twenty-five pens in my bag. Why? Just i
to keep them engaged in the presentation.
When you are presenting to someone with nothing to write with or nothing
to write on,
notepad. It works even for those in real estate. If you are out showing a home, you
can give your potential buyer the opportunity to take notes about what they like
best about the house and write down questions that they may have for you after the
showing.
When you give somebody the opportunity to write down any question,
concern, or objection that means you are opening up the door. You are not trying to
hide something. It goes back to the foundation that you have an ethical, moral
product. So, when you give someone a piece of paper and a pen, guess what? It
shows that you are confident enough and you believe in your product or service so
much that when you conclude your presentation, you feel comfortable and you are
looking forward to answer any questions or concerns that they may have. That goes
back to self-belief. Fear of success gets replaced with belief in yourself and your
product/business.
I can see so
wanted to write that
s say, “Grab a pen that writes.” Make sure that youn case someone doesn’t have a pen. I wantit’s great to be able to hand them a pen and a piece of paper or amany people at events saying, “Man, I wished I had a pen. Idown. I forgot what you said.” If this is you, then you have to
23
get focused.
important information that you know that you won’t remember later. It’s not only
You can’t afford to miss an opportunity to take notes or write down
common sense, but a simple business strategy that will increase your sales ratio.
A
uniform”. Wouldn’t a football player look foolish going to play a game without his
lways have a pen and paper. Consider those things part of your “sales
helmet or a hockey player being
equipment for the sport of sales and marketing.
Strategy #6 Champion Tip: Always have a pen and notepad handy to give to the
potential client and advise them to write down their questions or concerns about your
product.
on the ice without his hockey stick? It’s basic
24
Strategy #7: The Power of Visualization
You all have heard it, but I'm going to share with you exactly how to do it
and experience the power of visualization. You must visualize closing the sale and
opening up relationships. Yes, I use the word closing. As you know from strategy
number two, I don't have a closing mindset. However, your goal is still to close the
sale after your presentation as well as open up relationships. The key is to see
yourself doing it.
This is a strategy of all top salespeople. When I was in sales full-time, I went
to every presentation with the paperwork and contract filled out prior to going to the
presentation. I had everything filled out - all the boxes checked, the date of the
presentation, name of the client, etc. The only thing that I needed was the person's
signature. Before the presentation, I visualized myself delivering an excellent
presentation and the person signing the paperwork.
I want you to do it right now. You're reading this, because you're a champion
and you want to earn heavy six and seven figures year-end in sales, correct? If so, flip
down your laptop computer so you're not checking your email, turn your cell phone
off, and lower the sound that you have playing in the background.
Now, visualize the exact contract, agreement or paperwork that you need to
get paid your commission. I want you to visualize it. Your eyes are closed. The
paperwork is in your hand. I want you to literally visualize that paperwork in your
client
you shared your business with me. Thank you so very much! He
’s hand and imagine the client sticking her hand out saying, “I'm so excited thatre’s the signed
25
contract.
” Then see yourself saying back to her, “I look forward to building a long,
prosperous busines
s relationship with you.”
How does that feel? Can you imagine if you did that every single time before
you enter a sales presentation? You literally have to visualize the paperwork being
exchanged, the acceptance of the contract, the acceptance of the agreement, and/or
the transfer of the product from you to them. It truly works. You have to talk yourself
through the process. Self-talk is very important. Build up your self-
am a closer, I am opening new relationships. Today is the day I will open five new
relationships. Today is the day the number one sale I've ever done in my sales career
will manifest. Today is the best day of my life.
belief by saying, “I” You have to tell yourself that you are
worthy of that type of success and believe it.
Let's say that you're selling insurance and you open up the door of a
potential client. You have to visualize yourself leaving with the signed insurance
forms. Always have the agreement entirely filled out.
part…
using red pen to make an X before their signature. People don't like to sign contracts
anyway so why would you use a big huge X red to mark the spot.
Here’s the most importantAlways use a yellow highlighter to highlight where they need to sign rather thanIt’s so negative.
Using a yellow highlighter is less intrusive and more reader friendly than a giant X.
Also, never be fumbling around. When a person is ready to do the deal, you
need to be ready to authorize the paperwork. You don't need to be filling out their
name, address, and all that stuff that you could have done before hand. Do
everything you can prior to entering the sales arena. Prepare to close the deal. Flip
the paperwork around, slide it across the table to the buyer, review the details and
26
explain to him that you need his signature on the highlighted areas. Use positive
keywords like authorize, endorse, agree, and invest. Show the buyer that you are
serious about your business and building a relationship with them.
I challenged you to test this for 90 days. Test out the power of visualization.
As you're driving, obviously you can't close your eyes, but speak the words.
the day that my client is authorizing the paperwork to own the $1 million piece of
real estate that I am marketing to him. Today is the day that he will take ownership
of the million dollar piece of real estate that I am listing.
“Today is” How much would those
positive words and visualization change your sales revenues? The power of
visualization is unbelievable. In other words, not believable to the average person,
but believable to the champion, and that's what you are. I guarantee this will close
your sales. Test it for 90 days and email me with your results at
John@LifestyleFreedomClub.com
Strategy # 7 Champion Tip: Invest time in the power of visualization. Visualize the
paperwork being completed and endorsed by your new client. Remember to use a
yellow highlighter instead of a red pen. Simple strategies yield great results.
.
27
Strategy #8: Shotgun Versus Sniper
No, I’m not talking about the military. Listen up…
presentations like a shotgun. They try to blow up their prospects with tons of
information, details, statistics and other useless knowledge. The presentation is not
structured and takes too much time. The tactic is to confuse them to close them.
Unfortunately, there are
Everyone walks into salesmany sales managers that teach this tactic and it’s
completely unethical. I can guarantee you that anyone that teaches or uses that type
of closing strategy does not have long-lasting, profitable relationships.
Instead, be a sniper during your presentation. Know exactly what you need
to cover briefly in order to close the sale and open the relationship. Share with them
just enough to pique their interest and generate questions. If you expect to handle
every objection and every concern during your presentation, you are wasting your
time. You can handle the majority of them
, but there’s simply no way that you will
be able to tackle every question and concern during the initial presentation.
Unlike a shotgun, a sniper will focus in and take one shot at their target. No,
I’m not saying to annihilate your customer, but you have to be as focused as a sniper
on your ultimate goal. Your target is to close every sale and open up a long-term
prosperous relationship. You don’t want to just confuse the daylights out of the
person, close the sale and move on to
the next victim. Once again, that’s unethical
and no way to build a prosperous business.
Here’s a bonus for
you. Most sales presentations should be limited to one
hour. Yes, that’s only 60 minutes in which you will present your business/product for
the first 30 minutes. The remaining 30 minutes will be completely devoted to any
28
questions or concerns voiced by your customer. After you finish your presentation,
ask them, “What did you like best about it?” This empowers the person to speak
positively about your presentation. This is their time so just let them talk and ask
questions. You basically shut-up and listen at this point.
Let’s say for real estate, the time of the showing will vary due to the factors
involved in showing the home, but still don’t drag out the showing. Be prompt and
courteous of the buyer’s time. After the showing, ask the buyer, “
What did you like
best about the house?” Of course, they will tell you the positive side of things after
the question. Th
is question will lead into them telling you what they didn’t like about
the house such as they really wanted a view of the ocean. You still have the upper
hand in this situation, because you can respond with something like,
matter of fact, I have three more homes with that a view of the ocean that I can show
“Excellent! As a
to you tomorrow.” Even though that house wasn’t for the buyer
, you listened and
focused in on the buyer’s need to have the opportunity to show them a few other
properties.
I know that I can sell product that I believe in, and I mean anything - real
estate, high-end cars, furniture, nutrition, kitchen cabinets, anything under the sun,
etc. Give me a sales presentation to do, and I will outsell the number one salesman, I
guarantee it.
It’s not based on my knowledge of the product. The end result of the
sale is all about my belief in myself, the product and the snip
er sales process. I’m
confident that I can show the plan, handle the objections, close the sale and open a
relationship with the prospect. It’s not difficult. You just have to be laser
-focused!
29
That's why most salespeople never achieve any success, because they never
get to the point. They just go on and on and on and on and on and on. Excuse my
language, but I call it diarrhea of the mouth. By the time the salesperson is finished,
the client has already decided not to invest in the product. All that useless
information is highly ineffective and completely unnecessary.
You have to out-listen your competition. Since you know that most sales
professionals talk too much, just make the decision to out-listen them. Listen to that
potential client’s ques
the world. You have to have ears like Dumbo tuned into every word that they are
saying. Of course, your ultimate goal is to outsell your competition, but you have to
out-listen first and then your sales will skyrocket.
Strategy #8 Champion Tip: Become a sniper and focus on your target. Out-listen to
outsell your competition.
tions and concerns like you are being told the biggest secret in
30
Strategy #9: An Offensive Mindset Versus a Defensive Mindset
When you enter the sales arena, you must have an offensive mindset
knowing that you're going to win the game. You have to be confident in your abilities
to close the sale and open the relationship. Your potential business client will take
notice of your offensive mindset the minute you enter the room. It will be evident
that you believe in yourself and your business so much that you do not waiver when
answering their questions or handling their objections.
Too many people in the sales process are worried about everything when
they enter the room
going to hate my presentation?” Stop it!
value of what you are selling and you have to constantly defend it, then stop selling
it. You have to fully believe in what you sell
I love it and I believe in it.
– “Will the client think my product is too expensive? Are theyLose that mindset. If you're questioning the. That’s why I can sell personal selfdevelopment,It’s my product, and I use it daily.
Allowing yourself to become defensive when faced with objections,
questions, or concerns in the sales process will decrease the likelihood that you will
close the sale or open a relationship. You should embrace questions and concerns.
Think about the last big investment that you made. Did you have questions and
concerns? Of course, you did. It would be foolish not to ask questions or raise
objections about a product or service that you are going to invest your money in. If
you expect the questions and handle them with an offensive mindset, then your
potential client will acknowledge that and feel comfortable doing business with you.
There are many people that I meet at seminars, but many of them never "do
business" with me that
particular day. I don’t huff and puff about their decision not
31
to invest in my products and services. That’s fine, because
relationships. I believe in the near future, they will invest in one of my product
or services. Maybe they become a member of the Lifestyle Freedom Club, attend a
boot camp or hire me to do a motivational seminar for their company. I handled that
initial rejection of my products and services appropriately and welcomed them to tie
into my emails, tele-classes, etc., which led to their investment at a later date.
Creating long-term relationships despite not closing that initial sale is a huge part of
maintaining an offensive mindset.
I believe in creating longterm
What if I would have responded with a defensive mindset? “I don’t need
their money anyway. I would rather keep my products, becaus
e they aren’t going to
use them.
investing at a later date just flew out the door. Who wants to do business with
” The chances of that person tying into my company resources and
someone that gets so defensive over another person’s decision not to do business at
that time? More importantly, why would that person refer you to anyone else that is
looking for the product/service that you have to offer with an attitude like that? For
most people, it’s easy to get hot under the collar when a buyer is talking bad about a
business that you believe in, but always remember the importance of opening those
relationships.
You can remain strong in your convictions about your business without
completely ruining the sale. Just focus on the question or concern and address it with
the reasons that you stand behind your product. You can even say something like,
“That’s an excellent question.”
If they say, it costs too much, then simply say, “I see
you
’re concerned about value?” Instead of giving off the feeling that you think they
32
are just being cheap. Strive to satisfy their questions with your belief. Remember, if
you don’t believe in what you are selling, then stop trying to sell it to others.
Strategy #9 Champion Tip: Maintain an offensive
excitement, focus and strength. When questions arise, get excited. Stand behind
your business product/services and allow your belief to drive you to handle all
questions and concerns.
mindset that’s full of energy,
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Strategy #10: Closing/Opening Words
When you show your sales presentation, never use the words
“if” or
“think.” I hear so many people say, “If
about getting a hold of it today. These words are deadly words. If and think are
fear-based words that cause your potential buyer to question whether or not they
really want to close the deal.
Instead, use words
“What did you like best about it?” Did you see the flip switch there? The language
you like this product, you may want to thinklike “I believe” or “When you invest in the package” or
went from questioning the sale to empowering the buyer to invest in the
product/services. Every word that you say during your presentation has to be
focused on closing the sale and opening up the relationship.
These are the top four closing/opening phrases that you must use at the end
of your presentation:
Let’s recap
Let’s summarize
Let me tie it all together for you
With that said, do you have any questions?
No, you don’t use all of them at one time. You can just use one phrase to sum up
your entire presentation for the customer.
Many of you have seen me use these same phrases in e-mails and at live
events when I present my product offer from stage. It’s a closing strategy that
brings it all together. If you don’t have a recap after your presentation, you often
34
lose key points in the mix of things. It’s also a great way to transiti
presentation to your close not matter what you are selling or who you are selling to.
I highly suggest that you record every single presentation that you do so you
can listen to your words and hear what you sound like. You will be able to
determine how effective you were in not only tying everything together, but also
on from your
using positive keywords. Don’t make it so obvious to the client that’s listening.
Just stick a recording in your briefcase so that you can hear yourself. Believe me.
After you do this a few times, you will pick up on everything that you said that may
have jeopardized your sale or relationship with the client.
Strategy #10: “With all that said, let’s recap. Let’s summarize. Let me tie it all
together for you.
have just presented.
” You are preparing for your closing and confident in what you
35
Strategy #11: The Opening Million Dollar Question
I’ve already shared a little bit of this strategy with you, and m
have seen me teach this live at boot camps. It is so crucial. Close your sales
presentation with an open ended, positive question. Let me break that down for you
before I get to the million dollar question.
Open-ended means that you are stating a question in a way that it is going
to encourage a full answer.
any of youYou aren’t going to allow your potential customer to
get away with saying something like no, yes, uh-huh or any other answer that
doesn’t give the opportunity to know exactly what they are thinking about your
product, service, business, etc. This type of question also clearly lets the business
prospect know that you are finished with your presentation, and it’s their turn to
ask questions or voice concerns.
Let me give you a few examples for those of you that sell real estate:
“John and Christie, what
did you like best about the home?”
Do you see how that question empowers the buyer to not only answer the question
fully, but also to focus on the positive things that they like about the house first?
What you are doing is you are extracting, developing, and building from them a
positive response. What if you would have said this instead:
what did you think about the home?”
That’s a horrible question! Why? Because most people “think” negative.
“John and Christie,
You never want to ask anyone what the
business or whatever your selling. Those are weak words and don’t empower the
y “think” about your product, service,
buyer to do anything other than to complain.
36
After you ask the open-ended, positive question, you just listen to their
response and then build off of that response to handle their questions and concerns.
I already let the cat out of the bag in which it is likely obvious to you that the real
million dollar closing question is “What did you like best about it?” You will just
replace the “it” with whatever you are selling.
The next few strategies are short and sweet and tie together so make sure
that you are taking notes and not skipping ahead on the reading.
Strategy #11 Champion Tip: Always use open-ended positive questions at the end of
your presentation to empower your buyer to answer the question fully and in a
positive manner.
37
Strategy #1
2: You’re Right About That
When the realtor that showed me the home that Christie and I currently live
in asked me,
“So, what do you like best about the house?” I actually said, “I
absolutely love the view. I am so close to the course that I can actually chat with
the golfers.
important to us. I also liked the pool, but the view was the selling point. However,
there were other things in the home
” We wanted a view where we could see the sunset. That was reallythat we didn’t like, and we knew that we were
going to have to remodel the majority of the house.
In my situation, I negotiated a great price with the realtor due to the fact
that we did like something really great about house. But let me show you how the
“You’re right about that” strategy would have worked for the realtor. After I told
the realtor my thoughts about the view, he should have said:
“John and Christie, you’re absolut
the sunsets are absolutely spectacular
ely right about that. That is a gorgeous view and.”
Why would it benefit the realtor to make that statement during the sales
process? He would have enhanced the one very thing that we absolutely loved about
the house. Let me give you another example. You are in car sales and your buyer
just drove the new BMW 5 series. You can tell that she absolutely loves the car, but
has
some price objections. After the test drive, you ask her “What do you like best
about the c
response begins with “You’re right about that.” Then you
driving style of the car and what she really likes best about it.
You see, we are moving through the successful sales process:
ar?” She says something like “I love the way that it drives.” Yourexpound upon the unique
38
Opening
Presentation
Asking, “What do you like best about it?”
Listening to their answer
Agreeing with the buyer with “You’re right about that”
Focusing on the strengths of the product, service, business, etc.
Closing the sale with the paperwork that you have already prepared
Strategy #12
Ultimately, creating a long-term relationshipChampion Tip: Use “You’re right about that” enhance what the buyer
really likes about the product.
39
Strategy #13: Actively Listening
Ninety-seven percent of people that are in sales and marketing simply do
not listen to their buyer. They think they know everything about what the buyer
wants. If they would simply listen to the buyer instead of talking, then they would
really know what the buyer wanted and understand how they could close the sale
for their product/service. Before I speak at an event, I will ask the promoter,
“W
point, I shut-up and listen. By actively listening to the wants and needs of the
attendees, my sales increase and I build relationships.
These are two powerful words: Shut-up and listen. After you ask your openended,
positive closing questions, you have to be silent. The cool thing is that if you
hat do you believe the attendees need to hear to change their lives?” At that
rearrange the letters in the word “silent”, you will get “listen.” Further proving
that the two go hand-in-hand. When you are actively listening, you are focused.
You are not distracted or multi-tasking while your potential client is speaking.
Multi-tasking equals multi-
respect the client’s words and listen
successfully close the sale and open a relationship.
Strategy #13 Champion Tip: Shut-up and listen to really hear the needs of your client
and close the sale.
failing in this situation so don’t do it. You have toto what they really want in order to
40
Strategy #14: Follow-Up
How do you close? Remember, not everybody makes a decision the first day.
Many people want to wait and see if you are going be around six months from now.
They want to be assured that you believe in your product/service so much that you
are sticking it out for the long haul and would be there to support them if they
invested in what you are offering. Your clients have every right to do that based on
97% of people in sales and marketing skipping from one product to the next.
So, how do you handle that type of situation? You follow-up and maintain
contact with them. You likely have their email address, phone number and mailing
address so just keep them posted on what you
are doing. No, don’t pester them.
Just keep them in the loop.
but Christie just wasn’t interested at the time. Since the initial presentation at the
There’s a lady that tried to sell my wife some cosmetics,
department store, the lady has mailed postcards to Christie to let her know about
upcoming sales. She followed up with her after the initial presentation, and Christie
has invested in the products from time to time.
Strategy #14 Champion Tip: Take the time to follow-up with your customer and prove
to them that you believe in your product and you are dedicated to building your
business.
41
Strategy #15: Take Follow-Up to the Next Level
Thank you cards. You must send out thank you cards. Preferably a
handwritten thank you card instead of an e-card, because people get bombarded
with e-mails. This is something that I do regularly in my business to thank people
for their time and consideration. It’s not enough to just sign your name to some
random thank you card. Take just a few moments to actuall
y write the person’s
name and a short blurb thanking them for their time, consideration or whatever it
was that they did for you. You must do this even if the person did not invest in your
product. Remember, the key is to build long-term relationships.
I also suggest that you go online and invest in a birthday card system. You
can actually send birthday cards, thank you cards, and holiday cards to your entire
database of clients. It’s that little bit of extra that makes you extraordinary and
stick out from your competition. Your clients remember these added touches when
they are in the market for your product or have a referral.
Strategy #15 Champion Tip: Send out thank you cards just to let your clients know
that you really do appreciate the time that they invested with your business.
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Strategy #16: Become a Record Breaker
This is my favorite strategy, because I love to set goals and break records.
It keeps me motivated and focused on achieving more than I have already
accomplished. If you are a record breaker, then you can never become complacent.
What is your personal sales record? What is the most that you have ever
earned in sales? Write it down right now.
Now, what’s your record breaking goal?
Write that down. Also, write down when you want to accomplish that goal. Now,
put that record breaking goal and the date in front of you so that you see it
everyday. Let me give you the three steps that will guarantee that you will break
the record.
First, you must know it in order to break it. Sales records are developed,
recorded in the books and then broken. Someone in your sales organization, business
or in the same industry is the top earner. Find out what their check is per month
and set a goal to break it. I broke records in every single network marketing
company that I was involved in. How? I set the goal of being the top earner and the
date of when I would achieve it. I got focused and did it!
If there’s no one for you to compete with in your industry, then strive to
beat your own personal record. What is your personal sales record? What's the most
you ever earned? If you're an independent contractor, what's the highest 1099 filed?
Find it out. Look at it, cross it out and commit to breaking that record. This works
for anyone in sales and marketing.
Secondly, you must own it. Create a check of the exact amount that you
want to earn by a certain date and put it somewhere so that you can see it
43
everyday. One of my students wrote out a check for $7,000 and dated it three
months out from that date. She posted a copy of that check everywhere so that she
challenged herself everyday to break that record. She actually earned a check that
was seventeen percent more than what the amount was on that check. Take action
today and write down the exact amount you want earn 90 days from now.
Thirdly, understand that records are made to be broken. When Roger
Bannister broke the four-minute mile, within the next three years over twenty other
people did it too. What happened? Did legs and feet get different? No. The mind
believed that it was possible. Because one person did it, everyone else knew it was
possible. Well, guess what? You can do it too. Find out the record numbers in your
company or within your own sales and commit to breaking them by a certain date.
You can do it! Don’t let any tell you that it’s impossible.
I'm in full agreement with you that you CAN break records. There is no
doubt about it! Just set the date and break the record. Go for it!
Strategy #16 Champion Tip: Determine the most that
sale and strive to break the record. Write out a check with the date that you
believe that you will break that record and put it in a place so that you see it every
day.
you’ve ever earned on one
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Strategy #17: Commitment - Most People Quit. Will You?
Let
’s say that you are in real estate and you show a home to a couple in
September 2008. They don’t purchase the
card and keep them in the loop of your business. Three years later, they are looking
to purchase another home. Most likely, the realtor that sold them a home quit,
moved or changed phone numbers, but you have been dripping on them. Now, they
are ready to upgrade. Maybe they purchased a townhouse for $150,000.00 from the
first realtor. Now, they want to purchase an $800,000.00 home. They see the
yearly refrigerator calendar that you mailed them during the holidays and called you
to see property.
home from you, but you send a thank you
Isn’t that awesome? That’s what happens when you commit to opening up
long-term relationships with clients. It actually happened with me and my current
broker. I didn’t use his services initially, but he kept sending me information and
caught my eye with some of his promos. It was nearly four years before I engaged in
any type of business with him. I saw that he was committed to his business and
believed that he would be just as committed to my business with him.
Are you committed? Will you quit? If you are going to quit in whatever
product or service you are doing right now, just please quit now for the benefit of
the other ethical, moral champions involved in sales and marketing. Please quit now
and let those who have a right to earn huge income do it when they have an ethical
and moral product and/or service. BUT if you are truly committed to the process,
then take action and start implementing the strategies that you have learned in this
book to radically increase your sales ration and open up hundreds of long-term
45
relationships.
Strategy #17 Champion Tip: Stay committed and follow-up on the relationships that
you have opened up. You will build trust with them through your commitment of
opening up long-term relationships and earn the right to do business with them.
Conclusion
I have shared my most high-guarded sales strategies with you and I expect
for you to learn them. Don’t just let this book sit on your desk and become shelf
help. Implement these strategies into your current sales presentations and watch
your sales skyrocket. Remember, opening relationships is the key to long-term
success. I want to hear your record-breaking sales testimonials so email me at
John@LifestyleFreedomClub.com.
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