Sales Machine Methodology
Mindset → Building Rapport → Setting Expectations → Uncovering Pain → Budget → Decision → Predestination and Close → Locking In
You need to feel good about yourself, you offer services better than what they have and you are going to help them
2. Building Rapport
Rapport: Building a human connection with someone and making them feel comfortable
People buy emotionally and
justify their decision logically
- You must feel comfortable with yourself & other people and They must feel comfortable with you
- Pitch – the tone
- Pace – the speed
People feel comfortable with other
people who act and look like themselves
3. Setting Expectations
- Making clear what will happen during the meeting and making an agreement about what will happen next
- Make sure the main points of interest are covered for both sides
I’ll take a yes or no, but
I’ll never take a maybe
4. UNCOVERING PAIN
DIQ Formula Example:
• D – I noticed a lot of cafes in the LA area have been using Instagram to promote their business
• I – And it seems like they’re getting a lot of foot traffic and generating more revenue because of it
• Q – I was curious to know what were your strategies around Instagram marketing
Ask questions to uncover the pain
• What do you mean by…
• Can you be a little more specific?
• What’s an example of that?
• Have you tried anything to solve this?
• Why do you think that didn’t work?
• How much do you think it’s costing you?
• Has anyone at your company tried anything else?
• What happens if you do nothing?
• How does that make you feel?
• Does this directly affect you?
• Are you going to give up?
• How do you think I can help you?
• This seems like a huge problem, why haven’t anyone solved this yet?
Four Techniques for Active Listening
1) I understand (most effective)
- I understand what you’re saying
- That makes sense
- That’s not unusual
2) Parroting – repeat their words exactly
3) Rephrasing – rephrase and send back to them
4) Feeding Feedback
- Capture prospects emotion in your mind as you listen
- Feed their emotional back to them later
- Example: Sounds like you’re a little frustrated with…
5. COUNTER & NEGATIVE COUNTER
Countering is when you answer a question with another question
Example Counters Question
• How important is that to you?
• Is that a big concern?
• If we can help you, what would be the next step?
• It seems this is really important to you, can you explain why?
• And what would you like me to do?
• When you say you’re not satisfied with our service, what do you exactly mean by that?
Softening Statement Combined with Counters
• That’s a good question. Can you explain why this is important to you?
• That makes sense. And why is this so important to you?
• I’m glad you asked that. Let’s say we can deliver this to you in 2 weeks, what would be the next step from here?
• I appreciate your question. If you were me, what would you do?
• I understand. If we could do that for you, what would be the next step?
Handling a Positive Prospect
|I’ll buy it right now! How fast can you get this to me?||Hey I’m not sure we’ll be able to deliver this so quickly.|
What’s your time frame.
|I’ve been looking for something like this for a long time. It looks amazing!||I’m honestly a bit surprised. I didn’t think we were there yet.|
How did you get to that conclusion?
Handling a Neutral Prospect
|• Let me think about this.||Sounds like we might have missed something|
|I’m not sure if this is what we’re looking for.||Seems like we’re both wasting our time here, huh?|
Handling a Negative Prospect
|We already have a distributor.||I’m sure they do a great job and you probably would never|
consider another distributor.
|We’ve had a terrible experience with you and your|
|Looks like there’s nothing we can do to get you to love us|
again. I guess we’re both wasting our time here.
Always go negative. Let the prospect close themselves.
You’ll know when its closed when they tell you
6. Let them feel OK
- That they are better than others
- Do not use any term they might not understand
- use words, please help me to understand
- let them feel they are the experts