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Overview
If your success is dependent on your ability to build relationships and increase revenue, you will find this book invaluable. Persuade will help you grow in your confidence to communicate, connect, and successfully persuade customers through the stages of the sale.
Top salespeople become the best because they learn from the best. The author includes insightful intelligence from sellers and executives at Facebook, Google, iHeart Radio, Amazon, New York Life, Hawaiian Airlines, Dell EMC, Microsoft Xbox, Clear Channel Airports, and Zillow who share stories & case studies on how they deploy the powers of persuasion discovered in Persuade.
Product Details
| ISBN-13: | 9781641464994 |
|---|---|
| Publisher: | Made For Success Publishing |
| Publication date: | 04/07/2020 |
| Pages: | 308 |
| Product dimensions: | 6.00(w) x 9.00(h) x (d) |
About the Author
Scott started selling at the age of 20 in the fast-paced radio industry. He learned how to sell and lead from mentors, then combined these skills with his ability to connect with customers. Scott’s experience from decades of leading sales organizations empowers others to communicate confidently and naturally persuade others to make buying decisions. He lives in Honolulu, Hawaii and is married with two sons.
Table of Contents
Foreword xi
Acknowledgements xiii
Dedication xiii
Introduction xv
Chapter 1 The Law of Connection 1
Connect within minutes of meeting someone 1
Five Positive Outcomes of Creating Connection with the Customer 4
Why connecting is the first sales skill you must master.
Connecting is the Most Important Sates Skill 7
Four ways connecting makes closing possible.
Headwinds Created by the SalesMaker 9
Five behaviors that create a disconnect.
The SalesMaker Must Connect First With Themselves 10
How to identify and play to your connecting strengths.
Connecting in Sales = Building Relationships 14
How to connect with the unconnectable.
Connecting is All About Heart 15
Give yourself a relationship check-up.
SalesMaker Strategies for Connecting with the Customer 18
Ten simple-to-use strategies to help you connect every time.
Chapter 2 Law of the Listener 35
Listening is not the Same as Hearing 37
SalesMakers pick up on all that is being communicated, not just what is being said.
Are you a Good Listener? 38
Evaluate your listening skills, if you dare.
You can Fake Hearing, but not Listening 40
Listening is the gateway to improving all relationships, not just customer relationships.
SalesMakers Develop a Trained Ear for Listening 42
Four ways a SalesMaker develops a trained ear to help close the sale.
The SalesMakers C-Suite of Listening 47
Seven specifics a SalesMaker listens for to lead the conversation and customer to the close.
When a SalesMaker Listens, How do they Listen? 50
Five requirements of focused listening.
SalesMakers are Strategic in how they Approach Listening 57
How to develop a trained ear to hear more, a trained eye to see more, and a strategy to sell more using the powers of listening-simple steps to becoming a focused listener so you can close more sales.
Listening Strengths-are you a Natural? 60
Ten Portraits of great listeners.
Chapter 3 The Law of Relationship 71
Good Service Closes More Sales than Skilled Closers 72
Customer retention through service attention: five insights to relationship success.
Attrition is Enemy #1 78
Three service gaps that sink the sale.
Service Secrets that Close More Sales 82
Seven ways in which today's service closes tomorrow's sale.
Identifying Relationship Expectations 85
Relationship Research-customers speak out, regarding twelve transforming truths about what moves money.
Exceeding Expectations Means Doing More than is Expected 89
Evaluate Yourself-are you missing, meeting, or exceeding customer expectations?
Increase Your Relationship Equity 91
Eight principles of the SalesMakers service account. Know what grows relationship equity and what reduces it.
Reputation Management is Relationship Management 97
Twenty-one impressions that forge a reputation.
Your Reputation is Your Brand 102
Your service signature is your brand in the marketplace. Customers remember you for what you deliver, not what you advertise.
Relationship Insights Lead to Consistent Return and Referral Business 105
Do you have depth of insight into your customer?
Chapter 4 The Law of Discovery 117
Become a master communicator in the art of questioning 117
Discoveries of a Seasoned SalesMaker 116
Six principles of a successful SalesMaker.
Conversational Powers of a SalesMaker 118
Twelve powers in the hands of a SalesMaker when asking questions.
Discovery is a Place to which Seasoned SalesMakers Lead Customers 119
Seven secrets found in the place of discovery.
SalesMakers Communicate in Questions 126
Four ways to retrain your brain to think in questions so you can probe your way to the close.
SalesMakers Put Themselves in the Customer's Shoes 127
Fifteen motivations that will drive your customer to buy or bolt.
SalesMakers Create a Navigational Roadmap of Questions 131
Twenty-one probing questions that create a path to the close.
The SalesMaker's Toolbox of Questions 140
Ten questioning strategies that move customers from deliberation to decision.
Chapter 5 The Law of the Sixth Sense 153
You can't reach your potential without developing the SalesMaker's sixth sense! 153
Examples Of Timing, Intuition, and Emotion While Communicating 156
Five qualities of the SalesMaker's sixth sense you need to know.
Your Sixth Sense is the X-Factor 159
How to leverage your timing, intuition, & emotion to close more sales.
Timing 161
Right time vs. wrong time to close; the clues to good toning.
Intuition 167
Four characteristics of intuition; Develop your own Sales GPS.
Emotion 175
Identify buying signals-you must see the close before you can seize the sale. Eight ways to create momentum on a sales call.
Chapter 6 Law of the Close 187
Everyone Sells, But Not Everyone Closes 188
Seven secrets of a seasoned closer.
Six Principles of SalesMaker Success 193
Insights to guide you toward closing more sales.
Do you Have the Triple Threat Talent Set of a Closer? 196
SalesMakers communicate strategically, convert emotionally, and close conversationally.
SalesMakers Communicate Strategically 196
Seven communication strategies to help you wield the wand of persuasion.
SalesMakers Convert Emotionally 207
Six ways to convert customer concerns into closing currency.
SalesMakers Close Conversationally 216
Six strategies for developing the closer within you.
Twenty-one ways to ask for the order, some simple, some sophisticated.
Become a wizard of words by writing your own closes.
Chapter 7 Law of the Prospector 233
Discover your career calling in sales, or call it quits 233
Potential Has no Value Unless it is Developed 234
Develop the potential within you to discover the opportunities around you.
How high you climb determines how far you see.
Why character will sustain you when selling skills fail you.
Prospecting is the Cure for the Comfort Zone 237
Performers vs. pretenders, winners or whiners.
Purpose Driven Mindset 243
Develop a purpose-driven mindset to learn more, sell more, and earn more.
Relationally Discerning 245
You need relationship rehabilitation! Eight ways to judge good vs. bad relationships.
An Overcomer at Heart 248
Conquer F.E.A.R., call reluctance, and become an overcomer at heart.
Four steps to control your emotions and channel their energies to create success.
Being System Minded 252
Fifteen tips, tricks, and techniques for creating a dynamic prospecting system.
Planter's Passion 256
Are you a planter or procrastinator?
Emotionally Self-Controlled 259
Seven ways to deal with sales rejection and bounce back emotionally!
Cold-Calling Mogul 262
Five mindsets to make you a cold-calling mogul.
Tactical with Time 266
Six strategies for a SalesMaker to maximize their return on time.
Opportunity-Oriented 268
Three optics of a Prospector.
Restorative 272
Six secrets for restoring your energy level when you find yourself selling on empty.
Conclusion 281
The 7 Empowering LAWS of the SalesMaker 285
Bibliography 286