Self-Limiting Beliefs: Taking Out Your Head Trash

Put Your Mind To It

Ever heard someone say “You can do anything you put your mind to?” It’s a common phrase and it’s really true. So much of your success or failure comes down to what you put your mind to. How is your mindset? Is your inner voice supportive and encouraging or questioning and doubtful?

On today’s show discover:

  • …how self-limiting beliefs influence your behavior and your success;
  • …that many of them simply aren’t true;
  • … and that When you stop limiting your belief in yourself there’s no limit to what you can accomplish.

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5 Ways a Sales Script Can Make You More Money

Everybody Uses a Script

If you’re in sales chances are really good you have a sales script. Even in face to face sales you have a consistent “pitch”, a standard way you greet your customer and a consistent way to answer the phone.  In phone sales the script is even more important, because you have to rely heavily on the words you use to convey value and close.  If you aren’t taking full advantage of your script you’re missing out on a powerful sales tool. Not using it could be costing you money.

On today’s show discover:

  • …5 Ways your Sales Script Can Make You More Money this year

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Silence, One of the Best Sales Techniques Ever

Best Sales Technique

Silence is an often overlooked communication tool that top salespeople use to keep their customers engaged and moving toward the close.  

On today’s show you’ll discover…

  • …when to use silence to convert shoppers into buyers;
  • …how to avoid common mistakes and
  • …why silence is One of the Best Sales Techniques Ever;

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The Powerful Secrets of Closing the Sale

Secrets of Closing the Sale

Over the years I’ve seen a lot of salespeople close sales and loose sales. Many times the difference between closing the sale and missing the opportunity comes down to a perceived lack of confidence. I’ll let you in on some powerful secrets top closers know about making sales!

On today’s show you’ll discover…

  • sales closing techniques that communicate confidence
  • … and assumptive variations you can use to write more orders and get to the top of the leader board!

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How to Present a Guarantee That Increases Results

How to Present a Guarantee

If you’re going to succeed in sales it’s important that your intended message is not contradicted by the hidden (or unintended) message behind the words you choose. One place you can really get tripped up is in presenting your product guarantee. Discover how to present a guarantee that increases results. 

On today’s show discover:

  • … the most effective way to present a product guarantee;
  • … how to avoid phrases that undermine your intended message;
  • … how to use the guarantee to help your customer feel more confident about their purchase;

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Why Have a Guarantee?

Product guarantees are sales tools and insurance policies that help the customer feel safer about making a buying decision. It’s a back up plan so they know they have nothing to worry about because you stand behind your product.

They can help skeptical customers because it’s one less thing to worry about. They are also very effective when you have an analytical buyer who wants to thoroughly investigate all aspects of the product before making their final decision. Since you have a guarantee, they can do that, in their home, and on their terms. They can feel comfortable putting the product through it’s paces. Ultimately, a product guarantee says that I’m so confident you’ll love the product I’m willing to let you try it and see for yourself.

Intended vs Unintended Message

All of this sounds great doesn’t it? So what’s the problem? Well, too often what we intend to say to our customer about the guarantee doesn’t match the hidden (or unintended) message behind the words we use to present it.

For example….you might hear a guarantee presented this way.

“….and it comes with a 30 day money back guarantee. So if it doesn’t work out for you, just return it and we’ll refund your money.”

The intended message is a good one…. “there is no need to worry because you’re covered.” However the unintended message is “it may not work for you, in fact that happens so much we have a 30 day money back guarantee. When it doesn’t work for you, you’ll need to return it and wait for us to refund your money.” Clearly the unintended message in this presentation is not going to lead to a sale.

Skeptical buyers are most likely going to assume it won’t work for them and analytical buyers may want to explore all the details about how to return it, and how your refunds work. Neither is a good outcome for you and your sale.

Aligned with the Intended Message

So how can we change the presentation so your intended message is received. First let’s look for “negative words and phrases in the previous example and replace those with more positive phrases. Here are the key phrases we’ll want to eliminate or replace… “doesn’t work out for you”, “return it”, “refund your money”.

Let’s try this….

“In fact, we’re so confident you’re going to love how Bob’s B Vitamins make you feel, we give you a 30 day guarantee so you can see the results for yourself.”

Much better! Let’s look at some of the positive words and phrases from this example. “Confident” “You’re going to love” “see the results for yourself”

Your communication of confidence will resonate with both Skeptical and Analytical buyers. Additionally, both will feel more positive about “seeing the results for themselves”.

Other Opportunities

While we’re really focusing on the guarantee in today’s episode you may find other opportunities in your sales presentation to rephrase your communication,  ensure it’s positive and inline with your intended message.

For example:

“Let me give you our customer service number in case you have any problems with your order.”

Why bring up problems with your order? Is that the only reason you have a customer service department? And who’s customer service department is it….it’s for your customer right?

So, let’s replace “our customer service” with  “your” customer service and get rid of the “problem with your order” phrase.

After a little modification it might sound more like this….

“Let me give you your customer service number. They are available to answer any questions you may have and we encourage you to call and let us know how well you’re doing with Bob’s B Vitamins. We love to hear about your success!”

Now it’s their customer service number, the team is available to answer questions and they LOVE to hear about your success! (because we know you’ll have success….we’re confident!)  (much more closely matches the intended message)

I challenge you to review your sales this week and look for opportunities to realign your communication with your intended message.  Whether it’s a more confident  guarantee presentation or positive phrasing elsewhere, improving your communication will impact your sales success.

Today’s One – Two Punch

Communicate Positively to Convert more Shoppers into Buyers

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