Donald Moine - Estrategias Exitosas de Ventas
Donald Moine - Estrategias Exitosas de Ventas
Donald Moine - Estrategias Exitosas de Ventas
Strategies
For Unlimited
Selling Power
Table of Contents
Page#
3. Mesmerizing Pacing:
The Key to Building Trust 11
Pacing for Agreement 11
Pacing Beliefs and Opinions 12
Pacing the Customer to Take Action 13
Pacing the Future 14
Picking Up the Pace 15
Turning Objections into Advantages 16
Glossary ...25
I N T R O D U C T I O N
2
The Four Key Skills of Hypnotic Selling
3
Here are four ways to send practically irresistible
suggestions...
Example:
"You are going to love what this computer can do!"
Example:
By adopting the body language of your customer, you
send a subliminal message that says,"Trust me, be-
cause I am like you."
Example:
"Think of how haaaapppyyyy your wife will be with this
new car!"
2. As a jewelry salesperson, you rub your eyes and ask, "Aren't you
tired of looking at the same old watch every day?"
4. As the customer glances at the new car you're offering her, you
say, "You're going to be very glad you bought this car!"
5. When the customer tries on the diamond ring you're selling you
exclaim, "That's beeeeauuuutiful!"
5
Mesmerizing Techniques that Say "BUY!"
7
Amnesia is another hypnotic technique that can help you
close deals. Sales superstars have an uncanny ability to
triggerthis "forgetting" response in their customers, especially
about the products of a competitor.
In the space below, write a brief script in which you create mesmerizing amnesia in selling your
product or service to a customer.
Write a brief script in which you combine the techniques of positive ideosensory images with
hypernesia to create positive hypernesia. Hint: You will probably help the customer to
remember all the positive aspects of your product or service.
Positive revivication is used by top salespeople, politicians
and religious leaders to cause listeners to relive past experi-
ences. The purpose is to tap into the positive emotions
associated with those occasions or events. On the other hand,
negative revivication can cause a prospect to relive the
disappointments, frustrations, and delays caused by not
owning your product or service.
1. "Do you remember what it was like when you could leave your
door unlocked? When you could leave your window open on a
hot night without fear?"
2. "It sounds like you missed out on the real estate boom, when
property values skyrocketed. And you seem to have also missed
the bull market in stocks during the mid-1980s."
9
10 Now write a script, in dialogue form, in which you use the
techniques you've learned in this section to overcome two major
objections and to sell your product or service to a customer.
Mesmerizing Pacing: The Key to Building Trust
On a winter day, for example, you might begin, "I can see you a r
e well dressed forthis cold weather." By gettingthe prospect's
agreement from the outset, you communicate, "I am someone who
understands you." This establishes a foundation for building a
relationship.
When encountering a customer forthe first time, what can you say
that will cause him or her to begin agreeing with you?
11
Pacing beliefs and opinions
How can you handle prospects whose very strong beliefs you
don't agree with? Begin by simply repeating back what the
customer says. If your prospect declares, "I can get a lower
price somewhere else," you can pace that opinion by saying,
" Y o u think that y o u c a n get a better p r i c e from someone else."
This turns a potential argument over price into a form of minor
agreement.
Suppose a customer stated, "I simply don't like the design of your
product" What can you say to pace this objection to cause the
prospect to agree with you once again?
Pacing the customer to take action
13
Pacing the Future
product or service.
14
Picking up the Pace
When you pace a customer, you are telling him something he
already knows. Therefore, you never encounter objections.
When you lead a customer, or pick up the pace, you may face
resistance, but you can also build excitement that will close
the sale.
15
Turning Objections into Advantages
As your mesmerizing sales skills develop, you can even use
pacing to turn objections into sales-building advantages.
16
Using the 2-to-l ratio, write a picking up the pace script for
your product or service.
What are the five most common objections regarding your product
or service?
17
18 One of the most effective forms of picking up the pace is
cause-effect leading. Cause-effect words include "make,"
"require," "must," "have to," and "force."
19
Table of Contents
21
Now write responses to two other common objections:
22
On page 17, you listed the five most common objections to your
product or service. Now write your three best responses to each of
those objections.
Objection 1:
Responses:
Objection 2:
Responses:
Objection 3:
Responses:
Objection 4:
Responses:
Objection 5:
Responses:
23
To make y o u r script b o o k as effective as possible, follow the
guidelines below:
24
Glossary
25