Spending the day on a boat in the middle of a lake drinking beer is not a bad way to spend a day. And I’m about to test out that theory again in just a few minutes but before I do, I want to tell you a secret.
This is a secret most independent professionals will never know about closing more sales. In fact, most entrepreneurs don’t have a clue about it BUT it is of major importance.
In fact, it is infinitely more important to the success of your presentation than learning the newest “close.”
I’m talking about pre-framing yourself to your prospect.
You must establish yourself as the authority, celebrity and expert before you start a sales presentation. Preferably, you want to do this in advance of ever meeting with a prospect but you can do it if you’re in a sales scenario where appointments aren’t made.
Either way, you must amp up your status in the eyes of your prospects. If you don’t have status, then you are going to have a difficult time closing the sale.
You must be seen as “the man” or “the woman” if you want your prospects to do what you tell them to do and play by your rules. You cannot be seen as a commodity or worse, just another salesperson.
When you properly set up yourself up as the authority and the on whatever it is that you’re selling not only does your closing percentage increase but so does your lead flow and, if you’re smart, your fees as well.
Tomorrow, I’ll talk to you about exactly how to preframe. It’s powerful stuff.
One of the most powerful things you can do it to put personality into your marketing doing so increases your celebrity and makes your customers, clients or patients stick with you. You can learn how to do that here.
Kick butt, make mucho DEEnero!
Dave “Preframe Game”