Ian Stephens asked:




 

Sales Tip No. 1: Speak their learning and languaging preference

We use all 5 senses in learning and speaking, ie sight, sound, touch, smell and taste. And yet, we are genetically hard-coded with one which is our dominant languaging preference. You can tell by listening to the words or phases people use.

 

For example:

Visual: see, looks like, picture this, view, show me

Auditory: hear, tell me, music to my ears, rings bells

Kinesthetic: feel, sense, in touch, feels solid, grasp.

 

Effective salespeople are able to  track for the persons dominant languaging preference and then match it by talking the same way. This builds incredible rapport at a sub-conscious level.

 
If a person has a visual preference, (s)he will tell you in the conversation with the words that are used… example, “I see what you mean, but I don’t have a clear picture of how it applies to me!”

BUT if you are an auditory person, you might reply “ok, well let me tell you about it again in respect to your needs, and let you hear how it applies”. You have sub-consciously snapped rapport!

 

Talk their language (visual preference), not yours (auditory preference). A better response would have been ‘Ok, well let me show you the big picture, and you will see where you fit in the overall picture”.

 

My overall advice: Track for the languaging preference and match it!

 

 

Sales Tip No. 2: Match their speed of voice!

Particularly over the phone, this is one way to create strong rapport and sameness. If you are a slow and deliberate talker, and are speaking to a fast-talker, you will snap rapport at a sub-conscious level. Speed up a touch to increase the LIKENESS. Conversely, slow down if they are a slow thinker and talker. Nothing snaps rapport faster than someone finishing your sentences for you does.

 

Sales Tip No. 3: Master the art of subtle body language – matching and mirroring

This one needs to be subtle, or it can come across as mimicking. And yet, if done well, builds very strong rapport.

Ever notice yourself adopting the same tilt of the head, or stance, or seated position as the person you are talking to? It is very nature process that occurs over time when parties are comfortable with one another.

We can fast-track rapport through the use of body language. I prefer to avoid direct copying, and apply what’s called cross-matching or mirroring. In other words, if they cross their arms, I cross my legs. If they lean on one elbow with hand in face, I just put my hand near my face. Subtle, and yet there is a LIKENESS. Again. People like people who are like them!

 

A final word… Something I pre-suppose to be true is this… There is no such thing as resistance, just insufficient rapport building! What if it is true? If a potential client is resisting, stop selling, and go back to rapport building. You have more work to do yet!

 

 

Yours in sales success

Ian Stephens - 

Australia’s No. 1 peak performance coach

 

For more sales tips & resources go the official Ian Stephens page

 

 



How To Be The Ultimate Bad Boy Women Jealously Compete And Fight For

kalu asked:


You’ve heard it time and again, the Monee’s in the list. Just about anybody with a list will tell you that. If you have your own list, you know it.

But how do you build a big list?

There are multiple methods of list building, and if you are just getting started, until you have gained mastery over one or two methods, it is advisable to use multiple methods of list building strategies.
There is some sort of special force in massive action–so do just that–use massive action. Take one of these strategies each day and take massive action with it. For example, in part 2, I cover articles. What would massive action be?

How about write 3 articles and post them to at least 100 article directories? That is massive action. Then the next day, take massive action regarding part 3, forums. Become a member or 100 forums and answer 100 forum questions everyday. And so on day after day. If you truly work at building a list and taking massive action, you can build a huge list and do it faster than you ever dreamed possible.

One thing to note here: if you are using multiple sources for your list building, track every source. Not just for traffic, but for source-specific sign-ups and for sales. You might find that one list source gives you 3x the number of sign-ups, which is exciting. But if you aren’t tracking things deeply enough, you might not know that the bulk of your sales are coming from another list, one that is a little slower to grow. Just keep that in mind. Know more about it you can visit www.list-management-secrets.com.

There are three stages to building a list:

1) Preparation. You must get a squeeze page and an auto responder sequence up and running. A squeeze page is basically a web page that has a brief introduction, offering the reader an incentive to join your list. Perhaps you are offering an online course or a free ebook or a free tool for their business. After that brief introduction and call to action, you will have an opt-in form, provided by your auto responder service, to collect names and email addresses.

For your auto responder sequence, unless you already have product to pitch, you should just send the subscribers useful information every few days. If you do not have a main web site or product yet, that is OK, just send an email once or twice a week with useful information. For more details you can login to www.build-own-list.com. You could even send them the articles that you write in part 2. But you must keep in touch with them, because if you add them to your list today and then don’t mail them for two months, they will not recognize you and they will see you as SPAM. Bad. So write once or twice a week, and you will build rapport with them.

2) Getting in front of qualified subscribers. You see, I say qualified, because any old name on your list is not what you are looking for. You want people on your list who are genuinely looking to improve themselves, their business, or their hobby. How do you do this? In each of the list building strategies that you employ, be sure and offer people great content, not just a free gift.

www.autoresponder-money.com

www.37-list-building-secrets.com



How To Create Instant Attraction With Any Woman

Jason Wier asked:


It is usually in a “Buyers” property market that the opportunity to engage a professional pre-purchase building inspector becomes more prevalent. The lack of competition between buyers and the overall lower level of positive sentiment for the market, generates a sense of increased caution and fear.

During a buyer’s market it becomes more common for property sales to fall apart because a building inspector has reported on defects or faults that would normally be considered minor or typical for age. In a buyers market there is more stock to choose from and “another opportunity” is always around the corner.

In a “Sellers” market the buyer’s are in almost a race to purchase and their actions are fuelled by competition for their slice of the property profits pie. It becomes more common for buyer’s to neglect the importance of spending a few hundred dollars for an independent and impartial opinion of a building’s condition.

During a Seller’s market it is more common for buyer’s to still proceed with a sale, even when building reports have identified repair and maintenance works that would be considered significant. In a Seller’s market there is not enough property to go around each property auction could be the Buyer’s “last opportunity” to enter the market.

Before a buyer in any property market sets out to engage the services of a building inspection service, they should have clearly identified parameters for the expense they are willing to pay beyond the purchase price and legal costs. It’s not reasonable to expect that nothing will go wrong within the first 12 months. Even something as simple and common as a hot water service failure can cost a $1000 dollars to replace.

If you have seriously assessed and set your limit on repair costs at $10,000 and discover through a professional building inspection it is more likely to be $30,000 then you need to consider pausing the process, is further negotiation an option or should you be pursuing another property.

If you are having trouble assessing what a reasonable sum of money is to have set aside for likely repairs of your next purchase you should seek the advice of a local building inspector. Ask them what the typical defects are for homes in the area you are intending to buy? Ask if they can tell you, the most common maintenance required? Ask if you can have a ball park estimate of the average repair costs required of homes in the local area? Try to get tips or hints on what particular areas of the property should require close attention during your first inspection.

If you can get a local experts picture of what defects or maintenance to expect then you will be better prepared to assess the results of an inspection typical for the location. If you can build rapport with a local inspector you will also find, that when it comes time to get it professionally inspected, that by using a local inspector, they can organize to complete the inspection in a shorter space of time.



First Practical, Step-by-Step Blueprint for Talking and Flirting with Women No Matter If You?re Short, Old, Ugly, Flat-Broke, or Get Less Action Than a 40-Year Old Virgin!

Adam Khoo asked:


There are four main classes of people in NLP and we normally refer to them as the “Visuals”, the “Auditories”, the “Kinesthetics” and the “Digitals”.

Each of these groups of people has certain general observable patterns of behaviors. Of course, these models are not meant to be cast into stone and followed like a set of rules. There are some exceptions and combination patterns.

However, we can say that at the point of interaction with the person, you can get clues as to what the other person’s representational type is. Finding out this representational type can help you establish rapport with them.

Here’s the first category, the “Visual”. You will tend to notice that a visual person is someone who tends to sit upright, is well organized and well grouped.

They have a tendency to speak rapidly in quick bursts, have a higher pitch of voice and they tend to visualize images in their minds. They have an active mind that wonders unless you have a good visual presentation. They also tend to look upwards in order to access information.

These are people whom I classify as high frequency people. If you take a look at their breathing patterns, they tend to be breathing high up in their chest. Neurologically, these people operate based on the neuro firing that takes place in their brain. When electrical impulses go off in their head, they generate images more rapidly than any chemical changes released.

To the other extreme, there are people who are much slower in their speech and tend to have deeper, resonant sounding voices. You will also notice that their breathing is much lower and takes place in the stomach area.

These people have difficulty sitting down for long periods of time, and are accustomed to moving around, touching and doing things. There is also a tendency for them to look down to get a feel for the environment around them.

Next are “Kinesthetic” people.

There are two kinds of “Kinesthetic” people.

The first kind tends to be more active. They are usually sports people, who enjoy the outdoors very much. The other kind of kinesthetics person tends to be more of a couch potato, who does not like outdoor activities and prefers to laze around and allow his mind to wonder.

The “Auditory” person is the type of person similar to the DJ we hear on the radio.

They usually have impactful and attractive voices that characteristically have wider variations and articulations. These people love discussions and are able to repeat things to you easily. There is also a tendency for them to lean forward and tilt their ear towards you or their hands might be on their cheek or close to their lips and ears. Their eyes tend to move to the left and right. Most auditory people also tend to be musically inclined.

They also have the ability to tell the difference between sounds, tunes, and melodies. These people tend to breathe in the diaphragm and I would classify them as mid frequency people.

The “Digital” personality is what you might consider a procedure and sequence person. He tends to do things step by step and is a person who loves abstract concepts.

There is plenty of internal dialogue and this person tends to process information logically. The digital personality tends to look downwards and to the left in order to access information. A person from this category exhibits characteristics of the other representational systems as well.

Knowledge of these four representational types will allow you to recognize differences in body language and gestures in order for you to be able to establish rapport with others more effectively.



How To Be The Ultimate Bad Boy Women Jealously Compete And Fight For

Jason Wier asked:


Before a buyer in any property market sets out to engage the services of a building inspection service, they should have clearly identified parameters for the expense of repairs and maintenance.

If you have seriously assessed and set your limit on repair costs at $10,000 and discover through a professional building inspection it is more likely to be $30,000 then you need to consider pausing the process, is further negotiation an option or should you be pursuing another property.

If you are having trouble assessing exactly what a reasonable sum of money is to set aside for potential repairs and maintenance? You should seek the advice of a local building inspector.

Ask the local building inspectors what the typical defects are for homes in the area you are intending to buy? Ask if they can tell you, the most common maintenance required? Ask if you can have a ball park estimate of the average repair costs required of homes in the local area? Try to get tips or hints on what particular areas of the home should require close attention during your first inspection.

If you can get a local building experts picture of what defects or maintenance to expect then you will be better prepared to assess the results of an inspection typical for the location. If you can build rapport with a local building inspector you will also find, that when it comes time to get it professionally inspected, they will have a better understanding of your specific interests and may fit your job in with less delay.



How To Be The Ultimate Bad Boy Women Jealously Compete And Fight For

surya asked:


The Internet has many sources of free-leads. Online directories (such as YellowPages.com, SuperPages.com etc), association websites, membership directories, White Pages, MLS listings are some of the sources that you can use to build a list of prospects for e-mailing / tele-calling.

And, ListGrabber helps you to capture contact details of prospects from all such online sources and automatically add them to your Outlook.

Download your 10-day trial version of ListGrabber today.ListGrabber can directly affect the way you do your business and help you sell more.

Make your Offer Irresistible

Prospects hardly spend 3 seconds on your message. So, you need to come up with an irresistible offer that satisfies your prospects both emotionally and logically.

There are 4 elements that make such an offer.

* Show high return on investment for the prospect – the value and benefits derived should be greater than the price.

* Your message should be clear, simple and brief. Focus on just the unique selling proposition of your offer

* Give reasons why the prospect should believe you (testimonials, endorsements, etc). This will definitely get them to reflect on the offer even if they do not want to buy now.

* Finally, add urgency (limited period offer, added value, etc) to make them buy immediately.

Build Rapport with your Prospects

It is important for a salesperson to build a rapport before selling anything to a prospect. Most successful sales people can guarantee that the faster a rapport is established, the easier it is for a sale to be completed. Connecting with the people to whom you sell is a skill that can be practiced to perfection.

Do your homework before meeting your prospect. Get an insight about the prospect – both personal and company information – that can help you build a relationship. This can be an icebreaker to gain your potential customer’s trust. Make sure you listen attentively and read the body language of the prospect. Avoid common rapport killers like being late for an appointment, dressing inappropriately and becoming overly familiar with the prospect.



3 Secrets That Women Will Never Reveal To You

Rachelle Ann asked:


As a business owner, your goal is not only to gain more and more clients. You have to find ways so that you can retain all those while adding up on the list. If you feel like you are failing on some parts, maybe rush printing services can help you to catch up.

Thanks to the advent of rush printing services, the competition becomes more exciting for advertisers like you. If the other company has done well with a type of ad that you didn’t think about before, there is a way for you to still be noticed by consumers.

Get into the rush and come up with the same type of ad. You can follow their lead but it doesn’t really need to be obvious. If they have done exceptionally well with postcards, then you can have your own postcards done by the right printing company. Come up with better ideas that will fit right with your image and style.

Rapport Building

You have to get to the core of your costumers to be able to serve them better. You need to establish a connection. And you must learn how to develop a good business relationship with them. You can do this better in person. But ads will also help. Here are some ways to do so.

1. Know what they want.

You can only take the final decision about the designs of your ads when you have great knowledge of what your market wants.

2. Talk to them with words they can understand.

This is why you are dividing your target market according to demographics. You cannot talk hip-hop with the elders. You cannot talk classical with kids. You must create ad copies like you are talking to a friend. Always make sure that your friend understands what you are saying.

3. Know where they are.

Having knowledge of what places your target market usually frequents will help you decide about where to place your ads. Ad placement is very crucial to the effectiveness of your materials.

4. Address their needs.

To give your clients the type of service that they are looking for, you must first know what are they looking for in the first place. You must tweak your ads in ways that it will appear like you want to help them solve their problems.

This way, they will be able to see you as a friend they can depend on. And in the long run, they will think of you when they have the same needs.

5. Personalize your ads.

When using the print medium, you must not alienate your readers. You must let them know that you are talking to them. Use the right words. And make your ad copies more personal.

Those are simple rules that when applied on your ads, they would be powerful tools that can lead you to success. Now you don’t have to worry about being left behind by the stiff competition.

Avail rush printing services whenever you need to. But make sure that every material will carry out the quality that will appeal to your market. Help them choose you over your competitors. Let the relationship grow and find ways to sustain it for a very long time.



How a Former Stuttering, Shy Nerd Cracked the Code to Flirting with Women and Creating Sexual Attraction…