Thursday, February 25, 2016

My Secret 3 step sales system with Actual Script and Outline

The System

Step 1: Get to know your clients

Make a good first impression. The first step to making a sale is making a good first impression. Practice the following:

·         Eye contact with a genuine smile and a handshake
·         Offer your name, and address the other person by first and last name
·         Displaying interest in the person’s wants and needs

Build rapport. This step is perhaps the most important, because you can collect more information and work on advancing the relationship. It’s not complicated. It’s about trust and exceeding expectations. If you can do these things, success follows. The goal is to do everything with excellence in both attitude and spirit. As the rapport builds, you can begin asking basic questions about what people want from your business.

It’s often easiest to build rapport by finding things in common with clients and showing genuine interest in their lives. Let them see you as a person, not just a business person. If they love their kids, tell them about yours or about your friend’s kids. Get them talking, and when you address them, use their first name if appropriate. The key is to stay genuine.

Perhaps the most important thing to building powerful conversational skills is to listen to and take interest in people. Simply being a good talker doesn’t make you a good communicator. Find a subject that the clients are passionate about. Ask them about their job, family, hobbies, or goals. If they aren’t interested in talking about these topics, they may be money oriented so strike up a conversation about how to invest, make or save money.   It won’t take long to find what they’re most interested in. The key is to get them talking so they open up about their reason for buying. This is ultimately what you are after.  I call the emotional motive the emotive.

Step 2: Find the emotive for buying

Behind every purchase is a motive with thoughts and emotions. The motive is why they picked up the phone today as opposed to tomorrow or yesterday. It’s easy to get prospects to tell you their motive. All you have to do is ask for it. Asking a specific question gets a more specific answer. Ask, “What are you specifically looking for?”

After you know what they want, dig deeper to find the emotive. This is done by asking why. Ask why they came to you for their problem or why it’s important to them. You may have to ask why a few times until you find the deeper emotive reason for taking action now.

The emotive could be frustration, pain, or fear. Often the emotive serves to avoid a loss or negative experience rather than to gain something. This is known as “loss aversion.” It refers to the idea that people tend to prefer avoiding a loss over acquiring a gain. The example below shows how this might look in a conversation.

Example Script

Chiropractor: “So you want to schedule an appointment to get adjusted. Why is that?”
Client: “My back hurts, and I’d like to fix that.”
Chiropractor: “Wow, that doesn’t sound like fun. Why does your back hurt, and when do you usually experience this pain?”
Client: “It hurts because I drive a lot, which aggravates it. It usually hurts when I’m playing with my kids.”
Chiropractor: “It sounds like you are missing out on important moments with your kids. Do you find yourself spending less time with them because of your back pain?” (Emotional pain from missing time with his kids)
Client (pauses): “Yeah, I don’t want to miss any more time with my kids.”
Chiropractor: “Well, let’s get you scheduled for an appointment.”
Client: “Great!”

If the chiropractor stopped at “my back hurts, and I’d like to fix that,” he or she would have missed out on finding the emotive. This can be the difference between having a one-visit client and a lifetime client.

Simply having back pain isn’t a compelling enough reason for most clients to stay for the long term. As soon as the client’s back feels better, he will probably forget all about the chiropractor. He may even hire another chiropractor for his next adjustment.

By finding the emotive and getting the client to associate the adjustment with building a better relationship with his kids, you build a much more powerful connection. The trick is to find the emotive and focus on it throughout the relationship with the client. If you look for the right thing and watch the client’s body language and verbal language, finding the emotive is easy. Be observant, and go along with the conversation. Place importance on what the client places importance on. Once you find the emotive, subtly remind clients when they are about to make a decision to buy again.

Once you know the emotive, it’s crucially important that you stay on point and focus on what’s important to the client. Match the offer’s features and the resulting benefits for the client. Build value while showing that your business is the best place for them to get what they want. They should feel that what you’re offering is the best match for their needs.

Step 3. Close the deal with confidence

Explain to the client the science, facts, and figures that support your profession. For example, chiropractors would explain how they work with the spine and vertebrae to relieve pain or discomfort. Similarly, a personal trainer would explain how fitness or weight loss is achieved through exercise. This basic step is important to especially for clients who haven’t hired anyone in your field before.

There are five steps to completing the deal after building rapport and focusing on the emotive. Let’s look like how the process works in a conversation. The following example is of Dr. Henry, a chiropractor who is offering a program to a prospective client named John.

Example Script

Chiropractor: “John, we had the chance to talk about the treatment process. You can see how this can help with your back pain, right?”
John: “Yes.”
Chiropractor: “I’m sure you are probably looking forward to spending pain-free time with your kids, huh?”
John: “Yes. That would be great.”
Chiropractor: “Can I show you a few of the options you have?”
John: “Sure.”
Chiropractor: “With your level of pain and misalignment, it’ll take around six weeks before your pain goes away. You have several options.

1 session per week                                   
2 sessions per week                                  
3 sessions per week                                  

"Based on your schedule, I’d say either of the first two options would probably be best for you (circles the options). Which one can get you started today?
John: “How much does a session cost?”
Chiropractor (smiling, warm and reassuring): “It’s 40 per session.”
John: (stares options thoughtfully, looks up at doctor)
Chiropractor (silently meets his gaze with a warm smile)
John (looks down again): “Let’s go ahead and meet once a week.”
Chiropractor: “All right. Let’s get you scheduled for your first adjustment. What time works best for you?”

Outline of the Script: The Five-Step Closing Process

1.                              Get several positive confirmations. You are getting indirect and direct confirmation toward the purchase. This requires two to five yes responses. The doctor said, You can see how this can help your back pain, right?”

The idea is to get the client agreeing with you to the point where saying no feels inconsistent when you finally ask for the sale. I find that two or three yes responses five minutes before the sale is sufficient (although many sales coaches suggest ten to twenty).

2.                              Present your programs by asking permission. “Can I show you a few of the options you have?” Remember, the person said yes to you a second ago. It’s human nature to try to be consistent, and it feels awkward for people to say no after just saying yes.

Always ask for permission before presenting options. When you do this, it’s their choice and not something that you’re forcing on them. When you get a yes, be subtle so that the prospects don’t think you are trying to trick them. You are delivering what they came for and are making it easier for them to buy.

3.                              Show three or four options. Showing two options doesn’t give them the feeling that they have a real choice. Oftentimes, showing five to ten options confuses the client, kills your momentum, and kills the sale. Keep it simple.

4.                              Become the assistant buyer. Imagine that you’re advising a friend about which car to buy. You don’t want to push the sale, just offer useful advice.

Key phrase: “Based on your goals, I’d say either one of these options would probably be best for you. Which one can get you started today?”
(Circle two of the three to four options)

4 session per month                
8 sessions per month              
12 sessions per month

When you use this phrase, be friendly, natural, and sincere. You are asking for the sale, and you want to come across as trustworthy and confident, not pushy. Again, it’s about the client’s needs, not yours.

Voice intonation helps dramatically. Speak at an even tone until the word started. At the word started, use a slightly higher pitch, indicating excitement and friendlyness, and at today, bring your voice back down. Practice this before using it, and you will succeed at asking for the sale while putting the prospect at ease.

Again, start by asking if you can show the options, and then make a suggestion. All the while, the prospect stays in the driver’s seat and feels in control. This step is powerful because it no longer becomes a decision of yes or no. When you display options, you change the mindset from yes or no to Option A, B, or C. This improves your chances dramatically, whereas with a yes or no response, you have a 50 percent chance.

5.                              Maintain silence. If prospects don’t say anything, wait as long as it takes until they break the silence. Jumping in to say something makes you appear pushy and, worse still, may break their concentration right when they are about to say yes. Even if the prospect sits for several minutes without saying anything, don’t say a word. Kindly smile and wait for the response.

Friday, February 12, 2016

Call Options vs Put Options

Iv been reading about options for a few weeks now, much of the information presented is poorly presented or presented for a experienced trader.  Id suggest if you are interested in learning about calls and puts(dont worry about spreads understand the basics first), that you make a list of the terms in this video and as you watch this if there are things you dont understand.