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Cold Calls NEVERMORE quoteth the salesman- part 3 July 1, 2010

Posted by truenorthtrainingsolutions in business, internet marketing, Professional, success.
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Step 3: Modeling

So you have found your customers who can afford what you’re selling, you have used education based marketing to START the ball rolling, now you have an appointment, or better yet your standing in front of your client! Now What?

Well obviously you will want to IMMEDIATELY launch into your big loud sales pitch about how you’re going to do GREAT things once he signs with your company. His customers are going to LOVE everything extra that you do and charge and. then of course there is the big purple inflatable guerrilla that you’re going to park out front! – WRONG.

I could give an entire history lesson on this next idea, but I won’t instead let’s just jump into it and talk about the concept of modeling. Again this idea has been taught ½ dozen ways by 6 dozen folks and called everything from Modeling to NLP Physical Adaptation. As a matter of fact there is one particularly successful internationally known trainer (real tall, good tan BIG smile) who has actually changed what HE calls it 3 different times just in the periods that I have been learning from him.

Right or wrong, good or bad I can tell you one thing point blank, every single time that I have REMEMBERED to put this technique in place I have increased my closing rations and brought them up to OVER 50% for that time period. For those of you not good at math let me say it this way. When I remember to model my clients I have been able to approach EVERY single appointment knowing for a fact that would SELL every OTHER appointment I went to! How would THAT change your outlook on Monday mornings?

So on to the meat of it, what is this mysterious modeling and how can YOU acquire the skill? Well for all intents and purposes you probably used to do this when you were little, in a game kids call “Mirror Mirror”. You and a friend would sit facing each other and try and mimic each others movements as though you were looking in a mirror. This time however, as an adult you are going to model, not mimic, your prospective customer. For example, if your client invites you to sit down and they lean WAY back in their chair, arms folded across their chests, most folks would correctly assume that this is a NON buying signal. But for a minute here lets also take it as a challenge, instead of seeing a customer with his defenses up, lets see them as saying “Go ahead I dare you, convince me!”

So while most folks will LEAN into the client’s space and do their best to draw them into the conversation, instead let’s lean back and cross OUR arms, and see if we can match their tone. Now I will admit there are some folks out there who will advise you to get SO involved in the modeling as to raise YOUR voice if the client raises theirs! Although you can do that somewhat, MANY people, especially men, find that anyone in THEIR office raising a voice had BETTER BE them! So if you’re going to go that far, do so with care. But very simply match their tone and perhaps, if you can do so without mocking them, their speech style. Use this for a few sentences; most busy clients will only give you a few in order to make your point. What you will find is that as you start to model his tone, inflection and mannerisms, he will begin to relax, as he begins to relax he will start to listen more closely (now here comes the important part). As your client begins to relax and listen you need to start drawing them IN to your way of thinking, start asking those questions that they HAVE to answer with a YES. As they start agreeing with you THEY will naturally start to model YOU! Meaning that as you lean in slightly, so will they as you start to show more interest, so will they. What you will find is that within a few short minutes you will have successfully drawn your client IN to your way of thinking and feeling. Once they are on YOUR side, you can start to close.

I am not going to tell you that this works EVERY time, after all its YOUR job to get in front of your client long enough to apply a technique such as this, and some clients wont give you 20 seconds, much less 2 minutes, but when you can GET 2 minutes, use modeling and you should notice a HUGE increase in your closing percentages. As I stated earlier, EVERYTIME I used this technique I closed more than ½ of all the clients I saw. That makes for a REALLY great day!

Need more? check back tomorrow  for our conclusion or better yet, head on over to:

http://www.TrueNorthTrainingSolutions.com

and ask about our Remote Control Management Kit!

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