Truls Ljungström’s Reviews > The Little Red Book of Selling: 12.5 Principles of Sales Greatness > Status Update

Testimonials

The obvious way to sell: Eliminate the risk of buying! Replace risk with a powerful closing tool: Risk removal.

Humor som nyckel

Scott asked “If you owned your own cable channel, Ms. Jones, what would be on it?” WOW, what a question—it draws out all the likes (and perhaps the dislikes) of the customer, and puts every answer in terms of the sale being made.

1. Qualify the buyer.
2. Establish rapport.
3. Create prospect disparity.
4. Eliminate or differentiate from the competition.
5. Build credibility.
6. Know the customer and their business.
7. Identify needs.
8. Find hot buttons.
9. Get personal information.
9.5 Close the sale.

”Bill, how will this decision be made?” Bill will give you an answer. AND YOU FOLLOW UP WITH THE QUESTION: “Then what?” And Bill will begin to give you the saga about how the decision is really made. You ask “then what?” four or five times and PRESTO!, you’ll have the name of the real decision maker.”

handouts

Don’t give a sales pitch, but do speak on your topic. Speak about interesting stuff to the audience that teases your stuff—BUT give a great speech.

Create response vehicles or mechanisms in everything you write.

Market with stuff and information about prospects and customers