Critical Sales Secrets How to get what you want
December 7, 2015
Jerry Bellune
The FBI uses five hostage negotiation tactics.
These get hostage takers to change their minds.
Why would those help you in sales?
You want to sell prospects what you have to offer?
You ultimately want to get what you want?
OK. Read on and pay close attention. Take notes.
It’s called the Behavioral Change Stairway Model.
These five steps will help you get prospects to:
• Change what they’re doing or thinking.
• See the great value in what you have to offer.
It not only works with criminals holding hostages.
It applies to sales situations, even disagreements.
The negotiator begins with step 1, active listening.
Listen and make them aware you’re listening.
This if 70% listening and only 30% talking.
You want to find out what it is they want.
That’s followed by step 2 — empathy.
This is your understanding and sharing their feelings.
You learn why they do what they do.
How they feel, where it hurts and why.
Next comes step 3 — rapport.
Empathy is what you show how you feel.
Rapport is when they tell you they feel it back.
They start to trust and believe in what you say.
Now comes step 4 —influence.
When they trust you, you’ve earned a right.
You can work on solving problems together.
They will be ready to accept your recommendations.
They will follow the course of action you suggest.
The final 5th step — behavioral change.
They act, sign the agreement, place the order.
There’s one more problem.
You’re probably screwing it all up.
Want more sales strategies that work?
Order your own copy of “Selling by the Numbers.”
It’s $29 and comes with $300 in sales coaching.
Call Ashley or me at 803-359-7633 today.
Next: What you may be doing wrong
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©2015 The Bellune Company, Inc.
Neither MidlandsBiz.com nor The Bellune Company, Inc. makes any warranty as to the results that may be achieved from using this information. ©2015 The Bellune Company, Inc. All rights reserved. Requests for permission to reprint or circulate may be obtained by emailing [email protected]
