An Undisturbed Prospect Will Not Buy

#1 Las Vegas Sales Expert Dan Lier – An undisturbed prospect will not buy.

Today we are talking about creating value and my rule is as follows: An undisturbed prospect will not buy. I’m going to repeat that; an undisturbed prospect will not buy. So in essence, part of the value you are creating is making certain they are fully associated to their real problems. In other words, what they are not getting from their current product, service or vendor.

In order to make the sale, the prospect must have desire to make a change… or at least the desire to improve their current situation. And with that being said, desire is created by the reasons they have to do something. If they don’t have enough reasons, they won’t have the desire, thus your prospect will not make a change. Your job as a professional is to uncover what their “pain points” are and to get them associated to what they will experience if they don’t make a change. We need to disturb them.

Let’s use my business as an example, and you can translate it into how you can implement it into your business. Let’s say I was calling on a company who had expressed interest in increasing the quality of their sales reps. After I created the connection and built trust, my job is to ask them questions and find out what their pain is. If I asked them a strategic question such as… “Mr. Prospect, what frustrates you the most about your current sales process?” … and my prospect responded with… “what frustrates me the most is the fact that we have qualified prospects that cost us hard dollars to get, and I feel my sales team loses a great majority of them before they prospect even demos our product. It costs us hard dollars, not to mention the cost of lost opportunity because we don’t actually present to over 60% of our leads.”

With that response, I know he is frustrated about spending hard dollars on leads and not even getting to present. Depending on the flow of the conversation, I may ask him something like this:

Mr prospect, how long has this trend of spending money on leads and not getting the return you feel you should getting been going on.   He responds with 6 months.

I may say… I’m just curious, what do you spend per month on marketing and advertising to acquire the leads to do get? His response: $60,000 per month.   I might say: and how much does each lead cost you? He says $300.

Remember, my job as a professional salesperson is to increase his disturbance level: Mr Prospect, you are spending over $700k per year on generating leads or increasing traffic and you’re telling me that over 60% of your opportunities are not even presented to? That’s over $400,000 that being thrown out the window. Wow, Mr. Prospect, if I were you, I would be incensed. How does that make you feel wasting over $400k per year? You see where I’m going here. A professional sales person asks meaningful questions and disturbs them. We have to create reasons for them to make a change. Remember, an undisturbed prospect will not buy. So here’s your assignment, when you are out in the field today, ask questions with the intent to uncover needs and to create a disturbance. You’re ON FIRE. Great job today!

How to Re-Frame Failure

Las Vegas Motivational Speaker and #1 Best Selling Author – Dan Lier: Failure is part of the success process. Understanding failure and how to reframe failure will change your belief about the value of setbacks. Question: If you knew you had to fail 100 times to achieve your goal, would you still want to go for it. If the answer is yes, then the follow-up question is this: If you knew you had to fail 100 times to achieve your goal, would you want that to take 10 years, 5 years, 2 years or 1 year? Game Summary: Fail as much as you can as fast as you can.

 

Don’t Shortchange Yourself – Building Value in You

Dan Lier – Las Vegas Motivational Speaker focused on sales, leadership and productivity and #1 Best Selling Author:

Today’s success track is focused on building value in you when people ask you what you do for a living?

So, what do you do? If you and I were to meet and I asked you “what do you do?,” how would you respond? So many people miss an opportunity to build value in what they do and separate themselves from the pack when they are asked the question.

For example, when people ask me what I do, which happens quite frequently as I’m traveling to various events… I could say, “I’m a speaker, an author, a consultant… or I could say, I’m a motivational speaker” yet that response throws me into the pack with the thousands of other speakers. According to the National Speakers Association, there are 40,000 paid speakers in the U.S. and 13.000 of them call themselves “motivational speakers.”

To separate myself I use a Value Statement. When someone asks me what I do, my response is this:

I run a consulting firm that helps companies increase sales and develop leaders by changing behavior.” And then I naturally pause, and then run into another quick statement providing the person a clear picture of what I do. So let me put it all together for you. When someone asks me “so what do you do” – I run a consulting firm that helps companies increase sales and develop leaders by changing behavior. For instance, you know when companies have kick-off meetings, national sales meetings, regional meetings or leadership meetings, I perform custom designed, interactive, high impact keynote talks or trainings which lead to increased performance in sales and leadership.

What I’ve done is separated myself from the “idea” or “image” that person may have had in their head if I would have just said a speaker. If they are a potential prospect, they typically follow with some questions and ask for a card.

My message to you is, don’t shortchange yourself my giving a common response that most people give – I’m a financial advisor, I work for New York Life, I’m a consultant… boring… and you’re thrown in a pile with all the others they may have met in the past.

Take a few minutes right NOW and design your value statement and separate yourself from the rest.

Make it a productive month and remember, this is your year to #RiseAbove

“If You Knew”… Asking for the Sale

Dan Lier – Las Vegas Motivational Keynote Speaker and #1 Best Selling Author:

Today’s success track is focused on the power of language in regards to influence and selling.

In my trainings there are 5 modules in the sales process, but today I’m going to focus on the psychology of closing the sale, specifically using language. From a psychological perspective, in order to influence another person, you must know their needs, their values or both.

If you have three kids and you are in the market for an SUV, yet an auto sales professional is attempting to sell you a new 2 door coupe just because it’s listed below invoice. Most likely, it has no value to you.

As we all know, the job of any sales professional is to uncover the prospects needs, fill those needs and then take away the uncertainty.

Think about it, assuming a person is in the market for a product that you are selling and you’ve done a solid job of building rapport, creating connection, uncovering needs and presenting your product. Assuming it’s the right product, why don’t people buy?

Well, there’s more than one answer to that question, yet in short script the answer is Uncertainty. They are not certain they have the best price, or the best warranty, or they are uncertain about something… meaning they feel there is a possibility they could do better somewhere else. This feeling of uncertainty is common with people during many purchases or decisions.

Years ago, when I earned my certification in NLP from Tad James, the most respected NLP practitioner in the world, my sales numbers skyrocketed because of my understanding of language and how certain language patterns affect human behavior.

The language pattern I’m going to share with you today is “IF YOU KNEW.”

The 3 simple words of “IF YOU KNEW” will increase your sales and influence skills.

I’ll give you a real example – When a prospect is interviewing me to find a speaker for their upcoming event, I know it’s my time to lead the conversation and uncover their needs before talking about me. In summary, in a series of questions I’m looking to find out what type of speaker they are looking for, what they are looking to achieve in their meeting and possibly what type of skill they want their team to learn from the event.

For the sake of the example, let’s say the company indicates they are looking for a high-energy speaker that is both engaging and entertaining that will get their team recharged for the last six months of the year and understand the value of prospecting. After I share with them what type of speaker I am, my background, my sales experience and of course sell my strengths into their needs… depending on the engagement level of the buyer, there is moment when there could be a transition in the conversation.

At that moment, I will ask them the question to remove the uncertainty and close the sale. It sounds something like this:

Mr. or Mrs. prospect, as you know, there are many speakers to choose from and yet picking the right speaker to impact your team is extraordinarily important, so I have a question for you… If you knew, I mean if you absolutely knew that I was a high-energy, entertaining speaker that will engage with the audience from beginning to end, get them focused on the power of prospecting, and when they walk out of the presentation, they will be recharged and re-energized for the final 6 months of the year… I mean if you knew that was going to happen, would you want to move forward today and secure the date?

What I’ve done is taken away the uncertainty and given myself a chance to close the sale now.

Obviously the answer is not always yes, yet at that point I have a chance to use my sales skills by aligning, reframing and overcoming objections.

If you knew this strategy would increase your sales, would you use it today? I think you get the picture.

Great job today… make this month a fantastic month as you uncover your prospects needs and take away the uncertainty.