- Understand who you are in front of using what you learned about Everything DiSC. If you have questions about Everything DiSc or would like to learn more, email me here at steve@stevelentini.com. For D’s be direct, for I’s be expressive and show your passion, S … relate to them… spend more time bonding…. C’s… let them ask the questions… you can say “you probably will have a lot of questions for me and typically people ask me ( you suggest three to four questions here and they will ask them and more – no presenting … just answering their questions will suffice. Remember to reverse questions that you are genuinely curious why they are asking that.
- Objections? Ask “how would you like to see us address that?”
- Detach from outcomes. In my ongoing workshops that I conduct all over the country and on Zoom, I remind folks to “resign as General Manager of the Universe.” You do not control any outcomes… only your behavior.
- Remind yourself before a sales call to be fully present, mindful and authentic. No sales technique required if you have fully prepared questions so that you help you prospect hear themselves say “they need you or not”, help them find the fit. Remember you cannot lose what you don’t have. If the prospect is talking 70% of the time or so, your only close will be as follows..: “Based upon what you have heard during our back and forth, what do you see as our next steps..?” You can also use “ on a scale of 1- 10 with 1 meaning I totally missed the mark and 8 being you have some remaining questions about next steps… where are you on that scale…?”
- Match and mirror all throughout the call… tone, body language, the speed of their speaking… even their breathing pace if you can catch it. You match body language when they are talking.
- Manage your energy by thinking strong positive thoughts …(not listening to the little acorn voice of anything negative) and send good energy out by wishing your prospects “joy, happiness and health or wealth etc… some even suggest silently blessing them. I do and it works or me. Test things yourself. See what works. Watch for body language that indicates you have turned someone off. Moving away from you, crossing arms, furrowed brow… shifting uncomfortably …
- Beginning with the end in mind… picture how you want things to work out this year and work backward to develop a behavior daily, weekly and monthly that will get you there and keep you focused on those positive behaviors.
- Use the experience on your team, your sales manager, your RVP’s, SVP’s and your fellow reps that offer to mentor… (putting you experienced folks on the spot)… whatever the title of your leaders, use their experience.
Tune in every week for a tip on Fridays and as often as you like as I will be adding tips frequently.
Gratefully yours,
Steve
