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Post By Stephen
On 17 Nov 2016

Persuasion Tactic - Truisms

Objective

Truisms are used to pace the client to your way of thinking and then deliver a command.

About

Politicians often use the truism tactic. They are usually done in three’s and then the fourth is what you want them to do or believe. Here is a politician’s example:

“We all want an NHS that delivers the best service.” (pace)
“We want to make sure nurses are paid fairly.” (pace)
“And we want to make sure treatment is available to to those who require it....” (pace) “And that is why we need to increase taxes.” (command / belief)

How to incorporate it into your selling

• State three things that are so true they can’t argue with you • deliver your ‘close’ on the fourth

Example

“We have shown you our great track record.” (pace)
“You agree our testimonials show trust.” (pace)
“And I have provided you with a special discount.” (pace)
“So will we go ahead with this booking.” (close) 






 

Post By Stephen
On 12 Jun 2016
 5 Quotes that will help you stay motivated

"I hated every minute of training, but I said don't quit. Suffer now and live the rest of your life as a champion."
Muhammad Ali

"The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will."
Vince Lombardi

"Leaders are made they are not born. They are made by hard effort, which is the price any of us must pay to achieve any goal that is worthwhile."
Vince Lombardi

"Success is nothing more than a few simple disciplines practiced every day."
Jim Rohn

"Don't let the fear of the time it will take to accomplish something stand in the way of you doing it. The time will pass anyway; we might just as well put that passing time to the best possible use."
Earl Nightingale


Hope these quotes have helped. Keep your motivation strong. Just keep going. Never give up. Believe in yourself and dedicate yourself to mastery of a particular goal! If you would like to discuss how I can help with your sales people or sales leaders then get in touch now.




 

Post By Stephen
On 8 Apr 2016
The NO is even a YES Close  

Here's a great close to use when faced with prospects repeatedly giving reasons for not going ahead with your product or service.


This close is so good because even a no is a yes.               


“Is there anything else you need me to go over in great detail before we go ahead with this?”


Naturally this question will generate a "no", and you can proceed with asking for the business.

Should your prospect reply with a "yes" - it will often reveal the true objection.



Post By Stephen
On 5 Oct 2015
The Art of Deflecting Objections 

Below is a couple of approaches to deflect objections and get them back onto being persuaded by you. These examples are for booking an appointment however it can be used for numerous reasons.

 
Example 1

CLIENT: “I’m just too busy at the moment call back in a couple of months.”

 
YOU: “I hear what you’re saying let me ask you a question – Timing aside does it at least sound sensible to you?” (If client replies yes)
“Exactly and the true beauty of meeting now at this early stage is…” *Then close hard.
(Remember pace, pace, lead. Act like the guy then lead and he’ll act like you)

 
Example 2

CLIENT: “I don’t see any point at the moment. It’s just too early.”

 
You: “Yes, too early for gathering the in’s and out’s of your project, not too early for us to show you what we showed others at this early stage. After this meeting you will have a clearer picture of the options available moving forward in the future. How about (date) for 30 minutes yes?”

 
I have underlined the words show you and a clearer  picture  because they match the visual way the client sees the World. *Notice his visual language..."I don't see any point at the moment. It's just too early."

 
Deflecting objections is used masterfully by lawyers. Learn to use them in your selling.
  
 

Post By Stephen
On 5 Oct 2015

Why Tonality Affects Your Results on the Telephone


There are many keys to selling in B2B (Business to Business) and one of the main ones that a lot of sales training companies skip over is 'tonality' and they shouldn't because it's an essential part of success in B2B.

Think about it; over the telephone your voice is the main tool for selling.

When you get to Director level, Owner, CEO etc. you must sound like your at their level to instantly command respect. You have seconds to grab their attention and make them realise that you aren't a young call centre operative...even if you are!
It's all about PERCEPTION!


3 things that matter in every call on B2B are:
 

1. Trust / Rapport

2. Competency

3. Benefactors


Trust / Rapport

You must instantly build trust and rapport by sounding important and NOT sounding like your run of the mill call centre worker. Use their name and make it conversation not interrogation.


Competency

Are you competent of the job in the eyes or ears in this case of the decision maker your calling. They will judge this on how you sound, what you say and how you say it. Often people don't get past this because the decision maker has made a reactive choice that you're not at their level.


Benefactors

Are the benefits your offering worth their time and effort. The benefits have to be of value to gain any commitment in the sales process whether that's an appointment or an actual sale the benefits need to be of high value.


Till next time...keep closing!

Post By Stephen
On 10 Sep 2015

 

5 Tips for Generating Appointments on the Telephone

Still to this day one of the best ways to generate leads is by cold calling. A lot of people will say it's a waste of time and they're sort of right. Let me explain, most people don't know how to book appointments on the telephone and have never been trained. Make no mistakes it is a skill. Hence why they feel it's a waste of time.

With so much that can be covered on appointment setting I'll keep it simple and share with you 5 tips to increase your chances.

1. Attitude - You have to be prepared to hit the phones and hit a high volume of calls. Get your mind ready for it by setting a target. Set a target for yourself to make the first 25 calls and aim for one or two decision makers to talk to from that. Remember on each call you should get one of these three things...progress, kill or book! Progress would be finding out vital information from gatekeepers or whom ever you speak with that progresses the call. You want to make sure it's a company that you can help if not then kill it. Get it off your list. Remember killing something from your list is progress too. Or book a meeting!

2. Tonality - You MUST sound important and professional. The gatekeeper has a job to do of filtering out calls he or she feels is a waste of time. Don't take this to heart. Play the game. Use deep powerful tonality and say thank you with the same deep powerful tonality at the end. Here's an example:

"Hello XYZ company how can I help?"

"Hi it's Stephen Tierney calling back for Dave Jones please thank you."


If you've tried calling before then use the 'calling back' routine because it sounds more important to the gatekeeper. It's almost as if you're returning their call.

So remember deep powerful tonality creates more respect. At all costs do not sound like a call centre operative or they will drop you like a bad habit!

3. No wasted calls - If you can't get through to the decision maker or they're in a meeting make sure you gather information that will support and help you on the next call. And get a time when the meeting is finished. Be relentless because there is no wasted calls.

4. Prepare your answers - Gatekeepers pretty much work in similar ways and say similar things so have your answers prepared for the most popular questions. Here are two and how to combat them:

"What's it regarding?"

Do not go into a huge spiel about your products or services keep it short, sharp and a little greyish at this point because your objective is just to get past the gatekeeper.

"It's regarding the correspondence we've had so if you could put me through please that would be great thank you." The correspondence could be an email you've sent and you're also finishing the sentence with a command and a please and thank you. This makes it a lot more difficult for the gatekeeper to say no.

"Is he expecting your call?"

"Not today, I was suppose to call him last week so if you could put me through please that would be great thank you."

He may have been on your list to call last week but you never got round to it however the gatekeeper thinks he was expecting your call last week.

So work on popular questions you get fired your way and have your answers ready.

5. Be nice - If gatekeepers are short with you and you feel their being rude please don't take it personally. Put yourself in their shoes nowadays with all the calls that they have to deal with. Remember to be polite, professional but relentless.

Hope this has helped to get you started.

Stephen Tierney is one of the top telephone sales trainers and lead generating experts in the UK today. If you would like to have a complimentary visit from Stephen to see if  he can increase performance in any way for your company  then call now on 
03333 444 147 or email info@mindcell.co.uk  quoting "comp visit"

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Post By Stephen
On 28 Jul 2015

Telecoms Lead Generation - The Importance of Tonality


With today's outbound calling market being so saturated, it becomes very apparent that what worked in years gone by no longer works today.

Decision makers are having to respond to more and more calls from not only lead generation companies but the telecoms companies themselves with their in-house teams.

So what do you do to stand out from all the others. One of the main things to work on is 'TONALITY'.

It really is 50% WHAT you say and 50% HOW you say it. It is very important nowadays to work on these following key points on tonality:

  • Sounding professional & authoritative
  • Inflection in your voice 
  • Do not sound monotone
  • Match the speed of customer
  • Talking with pauses at the right times
  • Talk with clarity and not rushing your words
  • And not sounding like a call centre 

Often sales training companies that train telesales staff don't do a lot of work on 'HOW' the staff sound and this is a big mistake. Today more than ever telesales staff must sound like they themselves are a decision maker.

Are you transferring enthusiasm or are you putting people to sleep?

So work on improving how you sound and see if this makes a difference to the responses you get. I have got no doubt that you'll be pleasantly surprised.

For our expert telecoms lead generation training email info@mindcell.co.uk or call 03333 444 147 now!

Post By Stephen
On 20 Sep 2014


3 Persuasion Tactics


Here is a short snippet on 3 persuasion tactics to implement today!



Enjoy!

Stephen
 

About the author

Stephen Tierney is one of the UK's leading experts in sales peak performance. For more than 19 years, he has proven his tremendous ability to transform sales teams, grow businesses and help thousands of sales people create massive success and wealth.

As the owner of one of the UK’s leading sales training companies and the Director of a successful lead generation company, Stephen has real-world experience and expertise in this arena that is unmatched. Stephen delivers sales training for the new breed of sales people.
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