The Micro-Close

Are you aware that the customer is involuntarily giving off tiny indications about whether they want to buy from you or not? And what’s more, being able to recognize these minute signals is the main reasons some salespeople are able to close deals that leave others scratching their heads in mystery.

I call these tiny signals, micro-close indicators. They tell you the customer is leaning in the direction of closing the deal or not. Only professional salespeople are aware of these signs that are missed routinely by amateurs routinely miss them and as a result, constantly oversell the customer.

The micro-close is similar to the “tell,” which is something that expert poker players use to see through their opponents’ bluffs.

Once you become aware of the micro-tell, you can put it to use in predicting what people are thinking and what they are likely to do.

Daniel Jacobs, 2016

 

 

 

 

 

 

 

 

 

 

The Strength Of The Pack

“The strength of the Pack is the Wolf and the strength of the Wolf is the Pack.” – Rudyard Kipling.

Similarly, the willing contribution, caring, cooperation, communication and affection connecting the members of any group (and a family is a group), can form a strong, healthy and expanding unit.

For the relationship between the members is symbiotic, just as a family thus empowered becomes a greater source of strength and power for the individuals creating it.

By Daniel Jacobs
masteringthemystery.com

The “Crush” Close

A customer who is  “convinced” against their will . . . isn’t.
Forcing the customer to buy, or overwhelming them with a “crush” close will always come back to bite you and your reputation. The short-term “gain” is never worth the long term loss. Just don’t do it.
Daniel Jacobs, 2017

How To Get A Response

Over the usual cup of coffee before the start of the morning sales meeting the conversation drifted to what was always our favorite subject: what is the easiest way to connect with a customer and get a response?

We all agreed that the process of selling in the U.S. today has just about been ruined with the role of the salesman having been reduced to that of an order-taker. Real human interaction and interchange in selling is disappearing at an increasingly rapid rate and both the salesperson and the public suffer as a consequence. And now with the advent of voice mail questions and answers, the dehumanization of society was increasing rapidly. Where did the salesperson fit into this new, changing culture?

Then we came upon the answer. What is singularly missing in these “modern times” is genuine interest in the prospect. This is clearly something that is not found when interacting with the voice mail maze of most companies. It is also missing from the online orders that take place in spite of cookies and other devices designed to make you think they are interested in you only because they now have so much information on you!

This key is interest. It seemed clear to us that a sincere interest in another human being only comes from something else that is also alive. With this crucial element missing from the interchange between client and salesperson, is it any surprise that difficulties develop in the selling process?

An, we found it somewhat comforting to realize that this is the one thing that we can bring to the picture that is not found in a computer to add value to the process

INTEREST

I started thinking about this and was able to see that when I was interested in something it seems to become more real to me.

I recalled one time when I was interested in a new car, after going out to look it over the one I liked, I noticed that on the way back from the dealer it seemed that there were loads of this type of car that I had never noticed before? There seemed to be a direct correlation here as the car had now become more real to me because of my interest.

So, I began pulling a string on this train of thought and I realized, if you’re selling cars, why not ask the prospect, “What do you want to buy this car for?” instead of just talking about all the mechanical features and advantages? This way you maintain your interest in the customer and they become more interested in you as a result. Further, you become more real to them and you also might discover what they really want to buy.

In putting this all together, I also realized that the salesman must be genuinely interested in the customer and what is unique about him/her and not be thinking about “selling” him at all. And then the penny dropped!

I figured out that the moment anyone realizes that you find their problems interesting, they won’t leave you alone. They will want more of what you have (your interest in them!). They will want to talk to you which is the first step to any successful sale.

Apparently, having another person that is really interested is so scarce a commodity in the world today that you immediately distinguish yourself from the rest of the pack just by that fact alone.

This country is over-sold in the extreme. This over-communicated society has led to individuals becoming numb to the onslaught of the ever-increasing avalanche of information being thrown at them on a daily basis. It seems that I may have sorted out a workable answer to that age-old question about how to contact people and get a positive response.

So, I started thinking about what is guaranteed to turn them off and get a negative response. Here is what I came up with:

CRITICISM:

Just about the last thing they need is someone else telling them that they are wrong as they get enough of that on a daily basis from living life. You will almost never win by proving you are right at his expense. He will find a way to not give you the contract. Don’t criticize the competition; find a way to get him to see the value you are to him. Maintain friendly relations with the client. Remember that old saying:

IMPORTANT:

“All things being equal, people would rather buy from their friends. All things not being equal, people would STILL rather buy from their friends.”

EXPLANATIONS:

Logic never sells anything. It is a well-known fact that people buy emotionally and then justify it logically, after the fact. If they see only the “logical sense” of what you are saying but you have created no emotional impact, you will rarely close the cycle. An interesting note is that value is a subjective concept but it relates directly to how much something is wanted. If they consider that they want something it is valuable. They will want it when they develop the emotional connection with what you’re selling.

IMPORTANT:

Sell the feeling not the object. In this way, you’ll connect with what is really important to the customer. Logic makes people think . . . emotion makes people act!

SALES TALK: By this, I mean any kind of a canned or rote script that is “guaranteed” to bring about a closed sale. The minute a prospect gets the idea they are being “sold” they will put up resistance.

Any conversation with the customer must be from you as a result of your interest in them, only then it will you become real to the customer.

And here is the opposite side of the coin of what gets people to respond positively:

INTEREST:

This is far and away the most important thing to know about dealing with people on any level. They are interested in themselves, their own lives, their business, its problems, challenges and difficulties. Why not parallel this by you being interested in them? At least you’ll both be on the same page at that point. If you are not interested in them, you really should not be selling to them because of the link between interest and reality. No interest = no reality = no sale!

IMPORTANT:

They will be interested in you only when you’re interested in them!

Also, if you haven’t done your homework, it will be visible in your delivery. If you are not interested in him or you go into the presentation thinking, “ This is a waste of time,” it will communicate to him and he will resent it.

If you secretly believe that the world is composed of suckers and you are “putting one over on them,” in your selling activities, this attitude will show up and communicate to the prospect. You will fail in the long run. No matter how numb he’s gotten, he can still dimly recognize insincerity in your lack of reality on him. He will react negatively to this.

It will be found that if you are passionately interested in your product or service AND you are interested in him, he will become interested in YOU.

Still, it is your interest alone that will carry your message across to him.

So, ideally, don’t even try to “sell” at all. If you really communicate with reality, you’ll end up with more business than you can handle. They can’t get enough of it.

KEY POINTS

  • INTEREST IN THEM MAKES YOU MORE REAL TO THEM
  • IF YOU’RE INTERESTED IN THEM, THEY’LL BE INTERESTED IN YOU
  • INTEREST CREATES AGREEMENT
  • AGREEMENT CREATES SALES

Copyright © 1998 by Daniel Jacobs

Embrace “No”

“No” means different things to different people. Sometimes, it means “maybe,” sometimes it is a defensive reaction to safeguard against saying “yes.” Other times, it is a just a habit and a tactic to try and negotiate a better deal.

“No” usually indicates fear, insecurity, and uncertainty. The either don’t understand something about the deal, or they’re afraid of making a bad decision or commitment.

Your job is to embrace “no” and not take it personally.

A rebuff of your suggestion, idea, or proposal doesn’t translate to a rejection of your ability, product or service. It commonly only suggests a fear or resistance to making any decision at all, to anyone.

The word “no” does create an emotional impact, doesn’t it? But, above all, you should recognize that “No” is a generality. It is not specific. You need to find out why they are saying “no.” Is it rational or irrational? Logical or irrational?

Try this approach. Instead of reacting emotionally when you hear the word “no,” try something like this instead.

“It seems like there may be something that you don’t understand.”
Or “If I hear you correctly, you feel the value as doesn’t appear to align with the cost.”

Am I right? Get them talking about it, and the “no” will often morph seamlessly into a “maybe” and then into a “Yes.” And that’s a win for both of you.

Daniel Jacobs, 2017
crackingthecodeofclosingsales.com

Too Many Prospects?

Do you have too many prospects? Neither do I. Yet, one of the oldest, time-honored ways of generating income is prospecting. Believe me, if you don’t have enough sales, you should be doing MORE prospecting!

If potential customers don’t know who you are or what you do, they can’t turn into customers, will they? You would be better served to change the “A.B.C.” of sales (or “Always Be Closing”) to “Always Be Prospecting” or “A.B.P.” and you’ll get better results.

Who you know is not as important as important as WHO KNOWS YOU!

Prospecting is about showing up, contacting people, getting to know people and letting people know you. You’re not trying to sell anything, you’re trying to establishing a line of communication. That’s all. Selling comes later.

To maximize your profits first MAXIMIZE YOUR PROSPECTS.

Daniel Jacobs

Decision Time

“Well, let me think about it and I’ll get back to you.

Have you ever run into this response when asking a closing question? Yep, so have I. It’s one of the most common stalling techniques that customers fall back on. This is because MAKING A DECISION is one the most uncomfortable things for them to do.

It’s one of the most common stalling techniques that customers fall back on because you’re asking them to do something is one the most uncomfortable things for them to do.

They don’t want to make a decision because they lack confidence and certainty in themselves. They doubt you because they don’t trust or believe in themselves. They’re not delaying because of you, the price, the product, your company or anything else. It’s because they’re afraid of making a mistake and need your help in boosting their confidence and certainty to make a decision today.

Don’t shy away from these reactions. After all, it IS your job to help customers deal with the internal pressures and reactions keeping them from getting what they really want, isn’t it?

Once you understand the power, inner pressures that kick in when they have to decide anything, you’ll be able to better help them get past them and they’ll get what they really want!

 

Daniel Jacobs, 2017