Jacob Daugherty, Insight Eye Clinic – Vacnouver, WA

Dear reader,

I started this training only three weeks ago. I had fears and limiting beliefs that were so strong that people around me seemed to pick up on it. Many years of study and grinding has gone on to improve me as a person. I did not think it was possible to make a change in one session, that is because I believed it was “another one of those sales trainings”. It was not until I met Thomas that it all seemed to click.

I could fill this post with all the things that have taken place in three short weeks. The one that I would like to highlight is that my first time with him in person resulted in me getting rid of some of those limiting beliefs. Then one week after that, Thomas was on the phone with me, we went over getting rid of some of the other troubles going on in my head. After about an hour, Thomas helped me clear out some of the strongest feels I have that I went to counseling for two years to reconcile with! The next seven days resulted in 100% closure rate, patients began to laugh with me, I am getting better results with my kids, and I even put on a talk for 45minutes at my grandfathers church without fear!

If you want to hear more feel free to contact me personally, 503-535-9620. It is fantastic feeling this confident for the first time in my life.
This is for high achievers, you may not be up to the challenge.

Thanks Thomas!

Sales Strategy

Usually these people are fear of loss motivation.

How do you know they are fear of loss? You can easily tell from the answers they give you about past decisions which usually involved avoiding pain.

That means, when you are giving them the great sales pitch that is very positive only you can see the positive outcome not them. They see it not working then the boss or some else yelling at them or possibly getting fired for going with your offering. What are they really telling you? Troubleshooting this movie starts with how good of rapport did you have with them thruout the presentation? Did you build the movie of ownership as if it is happily working for them? (that close is on page 38 of Sales Mastery # 2 finger) When you qualified them, did you get them to tell you how they have successfully bought in the past? Did you write this all down and then feed it back to them using the same words for your offering?

If you can get them to recall several past decisions where they successfully went ahead, this builds up a sense of confidence in them they could do the same thing with your offering. Also, you can mention to them that making a decision on your offering is a lot like making those past successful decisions. Also buy making their pain much worse by not going with you by getting them to visualize their pain in the future, they will go with you to avoid the pain.

This ratio of fear of lose people could be around 80% of your prospects. Learning to ask more questions about how they did things in the past will give you the ammo you need to sell them in the present more easily. Sometimes breaking things down into smaller payments will get them to sign.

Sometimes blowing up their loss by doing nothing stretched out to over a year or more comparied to the gain of using your offering works.

But if you don’t maintain very good rapport thruout the presentation with them good luck.

Hopefully, this gave you some tips to make your selling job easier.

What happened when a Farmers Insurance agent applied the training skills?
Local Realtor setting more appointments and have more success with face to face deals
One of my new clients Ernie, a successful realtor had this to say about the workshop he recently went thru with me.
Good News!
One of your customers just left you favorable feedback on your business.
Rating: 5
Your Feedback: Loved the workshop. Wish it was longer. My number of appointments has increased, and I am winning more face to face meetings. Thanks, Thomas.
Reviewer: Ernie
Customer Email: erobledo@bhhsnw.com
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