Convincers
Posted by John | Mar 05, 2013
Today we'll discuss the use of the Convincer script. An important part of selling is influence. In today... Read more
Connect the Known to the Unknown and Staying Present
Posted by John | Oct 26, 2012
Connecting the Known to the Unknown Connecting the Known to the Unknown and Staying Present are two keys to closing more sales.... Read more
Reasonable Request at a Reasonable Time and Helping Scripts
Posted by John | Sep 25, 2012
Many sales people overlook two important areas in their sales presentation: Helping Scripts and a Reasonable Request at a Reasonable Time. Let me explain how they work. Reasonable Request at a Reasonable Time A reasonable request at a reasonable time involves timing.... Read more
Undeniable Truth and Mind Reading
Posted by John | Aug 14, 2012
Top-Producing Salespeople use the techniques of Undeniable Truth and Mind Reading because they are very persuasive.... Read more
Future Pacing, Trigger Words, and Trigger Phrases
Posted by John | Aug 07, 2012
Future Pacing and Trigger Words and Trigger Phrases are some of the most powerful scripting techniques.... Read more
Benefit Scripts Part 5: the Benefit-of-the-Benefit
Posted by John | Jul 24, 2012
The... Read more
Benefit Scripts Parts 3 & 4. Benefits of Taking Action & the Consequences of Not Taking Action.
Posted by John | Jun 05, 2012
Benefits of Action vs. Consequences of Not Taking Action: Top-Producing Salespeople create a sense of URGENCY in their potential customers to get them to buy the product or service TODAY.... Read more
Benefit Scripts Part 2: Intangible Benefits
Posted by John | May 30, 2012
5 Types of Benefits Top-Producing Salespeople know that benefits are what sells products or services, not features.... Read more
How to Sell Using Benefit Scripts. Part 1: Tangible Benefits
Posted by John | May 22, 2012
The Five (5) Different Types of Benefits Top-Producing Salespeople know that benefits, not features, are what sell products or services.... Read more
How to Use Stories to Sell, Part 2: Learn Where to Strategically Place Your Stories
Posted by John | May 15, 2012
Top-Producing Salespeople use stories throughout their presentation.... Read more
