Profit-Rich
Sales
for
Lenders, Brokers, and Private Bankers
The Proven
Secrets to Guarantee More Sales
at Premium Pricing
Click on the
Report below to begin using a Microsoft Excel 30-60-90 Day
Report.
30-60-90 Day Report - Excel format
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you do not have Microsoft Excel on your computer, click on the
PDF version below to use as a model when creating your own
report.
30-60-90 Day
Report - PDF format
Chapter 1 ~ Road-to-Riches: How to Stop Being a Wimp:Be
Positively Negative
Write down five
of the most common negative responses you hear from your
prospects about doing business with you. Develop your negative
responses to match each of these comments.
Next, begin to
craft negative openings. Think of several and then test them.
While you are
testing this method, make a note after each call of what seemed
to go over better and what needed work. It might be a matter of
perfecting the WAY you say it, not WHAT you say.
Chapter 2 ~ Prospect Sifting: Quickly Disqualifying Time Wasters
Make a
checklist for both yourself and all members of your sales team
to use on calls. You will only pull those prospects that pass
the qualifying checklist through the sales process.
Reminder: Do
not move forward with any presentation until the prospect has
fulfilled all of the requirements on your checklist.
Chapter 3 ~ Fast-Track Situational Awareness: Discerning the
Reality of Your Position
After each call
with your prospect, determine which of the outcomes you and the
prospect have both agreed upon- Mutual Yes, Mutual No, Time Trap
or CPE.
Make sure you
are confident in determining the status of your prospect before
moving forward.
Chapter 4 ~ Beyond Logic: Getting to the Take-it-to-the-Bank
Emotional Buyer
With each
prospect, use the logical vs emotional list within the book to
determine what category your prospect falls under.
If it looks
as though the prospect has much more in common with the logical
list, move on to another prospect or find the person in that
organization that will get emotional.
Also,
re-examine your current sales funnel using this logical vs.
emotional list. For each prospective client that you have been
in contact with, identify whether they are the emotional buyer
or logical prospect within their organization.
Then, plan a
call with the logical prospects that have remained at the top of
your sales funnel to ask questions regarding who is directly
impacted within their organization by not utilizing your
solutions.
Chapter 5 ~ Salt in the Wounds: Helping Prospects Decide Quickly
Sit down with
your sales team and brainstorm possible pain points within each
industry that your team specifically targets. Make the list
exhaustive.
Before your
next call, narrow this list down to points pertinent to the
prospect at hand. Hit on these points during your pain
questioning.
Chapter 6 ~ Nasty Fat Words: Trapping Those Ugly Little Words
Prospects Use to String You Along
As you speak
with clients, keep a running list of the fat words you hear.
Craft responses to each fat word.
Try your
responses out. Take note of which ones seem to work best. You
may strike out a couple times with your responses before you hit
the bell ringer.
Vow to never
let a fat word slide again.
Chapter 7 ~ Pain Probes: Killer Questions to Help Amplify the
Pain
Examine the tool kit for questioning in relation to your
prospects.
Think about what pain probe tools and questions work best for
your prospect’s unique situation. Personalize the tools to fit
yourself and your clients.
Before your next call or meeting, write down the tool you are
going to use and how you will customize it to fit the prospect
at hand. Practice the third-party story technique, forced-choice
question, assumptive question, role reversal, and sweeper
question before you try it on your prospect. With these
multiple-step tools, you are sure to hit snags that will need to
be ironed out.
Choose three prospects that you want to become excited about
your solutions. For each one, list what you believe to be their
pains. Incorporate the scripted technique and sweeper question
to lead them down the path that you have made.
Chapter 8 ~ Flipping Stalls and Objections: How to Stop Them
Before They Become Deal Breakers
List the five
most common stalls you encounter. Construct a “recognition and
response” reply for each based on the samples given in Profit-Rich Sales for Lenders, Brokers, and Private Bankers.
The recognition
statements and the response comebacks below may help get you
started on the right track:
Recognition
starters:
That may be a
good decision…
I hear that
quite often…
Interesting
point…
That makes
sense…
I see…
Of course…
That’s probably
true…
Response
starters:
I’m never sure
where to start…
This may not be
important enough to spend time on…
It’s ok to tell
me if this isn’t important…
I’m sensing
that…
We may have a
problem…
I don’t
understand…
It varies from
company to company…
This may not be
happening…
That doesn’t
seem like…
It doesn’t
sound like…
And what you’d
like me to do is…
In
constructing your “response”, make sure that it ends with a
question and makes the other person feel intelligent, competent
and in control. Doing so keeps YOU in control.
Now, list
the five most common stalls you encounter & ways you can
recognize them and respond. Use a template such as the one
below.
Recognize:
_____________________________________________________
Respond:
_______________________________________________________
Chapter 9 ~ Unique Selling Proposition: Asking For and Getting
Premium Pricing
Follow these
three steps to develop your USPs:
- As soon as
possible, make a list of all the areas where your
competitors are weak.
- For each
weakness, create your dramatic difference.
- Define that
difference as an explicit benefit.
Keep doing this
over and over again for each product. Follow this outline to
develop your company’s USPs. Have LOTS of USPs—it will keep you
out of the price war forever.
Chapter 10 ~ Fully-Loaded USP Questions: Making Your Iron-Clad
Case for Premium Pricing
Make your list
of USPs and craft them in the form of pain probing
questions.Have at least three USP questions in your arsenal
before the end of the day.
Chapter 11 ~ Show Me the Money!: Straight Talk to Profitable
Deals
Research how
and why your prospect is losing money. Develop questions to lead
them to the awareness of this loss. Make sure that they are
assigning a specific cost value (dollar amount) to their pain.
Practice using
the sequence of questions so that you know where you are leading
them and how you will overcome their “fat words.”
As you gain
more experience, make notes of the dollar amounts that pushed
prospects to want to find a solution. Take into account what
type of prospect and organization you were working
with—categorical pain, industry, size of organization, budget,
etc.
Use this as a
guide when working with future prospects, keeping in mind that
every prospect’s pain and associated cost will differ.
Chapter 12 ~ Decision Process Game Rules: Protecting Yourself
from Those Shocking Surprises
Use the
checklist below and expand upon it depending on the types of
prospects and organizations you encounter.
- key players – all of them (third parties, bosses, owners,
advisors, committees, boards, etc)
- Who don’t you know yet who’s in the picture?
- Who else is the prospect considering?
- What’s the sequence of steps in the process?
- When will the necessary meetings take place?
- Who makes the final call?
- When will the decision be made?
Now, use it!
Check off when the prospect has agreed and provided all of the
information that encompasses the question. These questions may
be answered over a time span as it is not always “easy” for your
prospects to find the answers.
Chapter 13 ~ Pile of Money Magic: Get the Commitment BEFORE You
Make Your Proposal
Remember that
before you present anything, get the three key commitments
nailed down.
- Last to present.
Any presentation position other than last lowers your odds
of closing the sale. Practice how you will ask and
confirm the best positions in sales…being last.
- Make sure you
are clear on what happen next. Here’s when you may
hear a lot of fat words. You must feel totally comfortable
with what the prospect is telling you will happen after you
present AND understand it. If no, you may have to take them
through the process again. Remember; once you present you
lose your leverage. Review a past lost sale where the
sales conditions (such as how, who, criteria, priority,
etc.) changed or you didn’t totally understand the next
phase. How would have knowing exactly what the sales
conditions were and/or completely understanding the next
steps more clearly have help you in closing the sale. What
would you have done differently?
- Agree it’s okay
to say “no.” Remember to give you and your prospect a
break. Agree upfront that “no” is an okay answer. Don’t
allow them to string you along. You’ve got better uses for
your time.
Chapter 14 ~ Gold Mine Call Planning: Preparing for Predictable
Results
What do you
plan to accomplish from the initial call with your prospect?
Write down your
call objectives AND your prepared questions prior to each call.
After the meeting(face to face or over the phone) review how it
went.
Answer these
questions:
- Did you accomplish your objectives?
If not, why?
- Were your questions effective? Tweak
the ones that bombed, and highlight the powerful questions for
future use.
- What did you learn from the call?
- What would you do differently next
time?
- What’s your next step with this
prospect?
Chapter 15 ~ Showtime: Unbeatable Presentations to Cinch the
Deal
Practice using
the “Death-to-Paradise” rating scale. Don’t wait until your next
crucial presentation to try it out. Instead, use it with your
current clients as you ask them how your solutions are faring.
Incorporate the
0–10 scale into your presentations. After every presentation,
make a note of which solutions earned you a 10. If you didn’t
get 9s or 10s throughout your entire presentation, analyze what
went wrong.
If you have a
certain portion of your presentation that receives lower
ratings, think about possible alternatives.
Chapter 16 ~ Unshakable Commitment: A Surprisingly Simple System
to Ensure the Deal Won’t Unravel
Write down and
practice the phrases you will teach your newly committed client
to say when they talk to the losing competitor (therefore
squelching the opportunity for them to re-bid). With a partner,
practice your phrases before showcasing them to your new client.
Chapter 17 ~ When It Didn’t Work: Conducting the Autopsy
Create a plan for implementing a lost
sale autopsy into your sales system. It will be an
invaluable learning tool for you and your co-workers.
- Write your script for an autopsy call. Practice
it.
- Schedule your autopsy calls on your daily
planner. They an important learning opportunity for you, so
don’t waste them. You never know, you may resurrect the deal.
- Consider doing a group autopsy during your sales
meetings. Bring your deal to the group and talk about where the
deal went south. Make it a learning experience for everyone.
Chapter 18 ~ Big Money Messages: Voice Mail Strategies That Get
Business
If possible and
if you don't already have one, set up your separate voicemail
box that your prospect will call back before the week is out.
Practice
leaving messages on your voicemail to see what sounds best. Make
sure your words are flowing and the timing is right.
Make a check
list so that you commit to follow through on all four messages.
It’s the last call that gets the most returns!
Determine which
pains you will cover with each call and put your system in
place.
Chapter 19 ~ 2 + 2 = 4: Following the Formula to Guaranteed
Results
Before the end of the week, calculate your
sales “cookbook.”
- How many approaches/cold calls did it take you to
receive a face-to-face meeting?
- How many of those face-to-face meetings did it
take to find a viable, qualified prospect? How many
presentations/proposals did you do?
- How many closed sales did you have?
Now that you have your sales “cookbook,”
determine your sales goals for the quarter and year. Breakdown
how the activities you need to be doing on a daily, weekly, and
monthly basis to achieve the goals based on your “cookbook.”
Remember that everyone’s “cookbook” may
look different. As you apply the Profit-Rich Sales system, track how your closing ratio rises and your “cookbook”
changes.
Chapter 20 ~ Ten Times Multiplier: The Enlightened Path to
Wealth
Today, for each
product and service you offer, create a process or plan to make
sure you give 10 times the use value. What can you give that
costs you little but gives clients great value.
Chapter 21 ~ Conquering Yourself: Going to War with Your Mental
Roadblocks
Follow the
review at the end of Chapter 21 provided again (this one is hard
to master):
- List the
new results that you want to achieve.
- Identify
the results you don’t like.
- Be brutally
honest with yourself about the behaviors you are doing and
not doing that are creating the results you don’t like.
- Figure out
the underlying belief about yourself that you are acting out
by doing inappropriate or non-productive behaviors. If you
have trouble figuring it out, attempt to do the behavior.
Take note of the message you’re receiving from your
emotional thermostat in the form of your internal self-talk.
- Write out
the belief system you would like to have governing your
performance.
- Read it out
loud several times a day. At the same time, see yourself
doing it successfully and enjoying it. The combination of
saying it out loud, seeing it in your mind’s theater, and
feeling victory combine to create a powerful and effective
change experience.
- At the same
time you are reprogramming your mind you must be acting out
the new behaviors. After all, it is the behaviors that
provide the wanted results.
Make it a
priority to read one of the recommended books within two weeks:
- Thee Power of
Your Subconscious Mind by Joseph Murphy
- Success
Principles by Jack Canfield
- Learned
Optimism by Martin Seligmann
Chapter 22 ~ The Whole Shebang: The Ten No-Fail Rules for
Profit-Rich Sales
Review these
rules for as long as you need to get them engrained in your
“sales mind.” After reviewing and using on a daily basis, the
steps of the Profit-Rich Sales System will become acquired
behaviors.
Templates
For information on
group purchase price of Profit-Rich Sales for Lenders,
Brokers, and Private Bankers call us at 1-800-236-5885 or click here to order online now.
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