Yesterday afternoon, I decided to take a break from work and go to Starbucks around the corner from my house for a double espresso.
Usually I can resist the subliminal pull of the baked treats Startbucks has ingeniously put on display at the checkout counter but on that particular day my willpower gave out and I ordered a chocolate chunk cookie. (Did you know that all the calories are magically dissolved if you eat the cookie with esprresso?)
The young woman behind the counter smiles and says to me, "Today is buy one get four free."
"What? That doesn't make any sense," I say incredulously.
She laughs and says, "Well that's the special for you today," and hands me the package of four cookies.
At dinner the night before, the manager of the restaurant brought me a free dessert.
On a recent date, my companion and I were ungraded to to VIP seating at an improve comedy show – even though I did not know anyone at the theater.
So what does all this mean other than if I keep eating all these free sweets, my scale is going to be very angry?
There are big sales and persuasion secrets hidden in my tales.
In each of these cases, I was very friendly, I was present, I asked questions AND I brought the folks into my reality. This is cool stuff so let me explain each piece of the puzzle.
Friendly: I smiled, looked, really looked into the eyes of the people I was talking with and projected a positive, and fun energy. In my live events (the next one is happening in January) we do a lot of work with energy. It is a huge secret that is transformational once you learn it.
Questions: A cornerstone of sales is asking questions. In traditional, old-fashioned sales training these questions are self-serving and highly manipulative. In my Psychic Sales training, the questions are designed to learn about what your prospect wants, needs and desires on a deep level.
Being present: I really listened to the answers the people gave me. I was truly interested in what they had to say. Most people are never present. They are too busy thinking about what they are going to say or worse, their mind is completely somewhere else. People can feel when you are really listening to them and when you are pretending to listen to them
- Brought them into my reality: In each of the above scenarios, I also opened myself to these people after I got them to open themselves to me. I did this by asking them questions about a situation I was in and listened to their answers. For example, at the comedy improv show, I talked to the woman at the ticket counter about the date I was on. Tongue in cheek, I told her that the woman I was with really liked me. I said that I was still deciding if I liked her and asked her what she thought. By the way, my date was standing right next to me while the conversation was going on. (That's an entirely different strategy!) By opening myself up and sharing personal things, I brought the ticket counter woman into my reality in a fun way.
It's important for you to note that in none these scenarios, I was NOT looking to get free stuff. It just happened as result of what I did. As I've said before, the difference between manipulation and persuasion is intent.
My intent in all of these cases was simply to have fun, make people laugh and feel good. In a selling situation your intent should be NOT to just sell your product or service at all costs but rather to find a solution to your prospects problems and to fulfill their wants needs and desires. This will result is MORE SALES than if you focus on just selling your product.
HUGE: You want to be externally focused NOT internally focused when selling.
Re-read the four points above and you will see they are all externally focused, focused on the the people I was communicating with.
I would love to hear your thoughts on this post. Comment below.
Kick butt, make mucho "DEEnero!"
P.S. Tonight my son David and I are going to the season opener for the minor league hockey team, the Gwinnett Gladiators. I love spending time alone with him and being truly present when we are together. Years ago, it wasn't that way. I would be with my kids but not really be with them because I was worried about money, worried about where my next client was coming from, worried about my business. That all changed when I learned how to attract my floods of my ideal clients. Not only did my income skyrocket but my life was transformed. If you don't have systems for generating quality leads on demand, then I encourage you to invest in Dan Kennedy's, Ultimate Lead Generation Machine. It goes off the market today at midnight. Click here and check it now.