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The Key To Success With B2B Selling Is Understanding The Secret Language I Call "Emotional Communication"...
- And I'd Like To Teach You This Powerful Language So You Can Enjoy The Kind Of Success With Selling That Most Sales People Only Dream About...
What if I were to tell you that there was a "secret" language that outstanding sales people use to delve into the "emotional interests" of their prospects and clients
And what if I were to tell you that if you KNEW that language, you would be able to start making your prospects and clients feel ATTRACTION for your ideas INSTANTLY... but if you DIDN'T know that language (as most people selling B2B don't), your prospects and clients would instantly "turn off" and never give you a second chance?
What if I further told you that I could teach you this "secret language" of EMOTIONAL COMMUNICATION, and it would INSTANTLY change your success level with prospects and clients for the better?
As you know, truth is often stranger than fiction... But after more than thirty-five years of carefully plying the B2B sales trade, studying successful sales people, and doing tons of research, I've figured something out that has gone UNDETECTED (or at least UNDISCLOSED) by almost every sales person that has ever lived.
An Important Discovery I Made
Before I tell you what the secret is, and how it works, I want to share a very interesting story with you... This is the story of how I came to discover "Emotional Communication" the HARD way.
About thirty years ago, when I had my first real territory, I was working for IBM.
In the late 70's we obviously didn't have the communication tools we have today. There was no Internet, no cell phones, not even faxes. The only tools we had were the phone and snail mail. So we couldn't demonstrate our systems with Webex, or any such tools.
However, being IBM, many of our clients were very helpful at allowing us the privilege to demonstrate to prospects how they were using their IBM system. So, we could take our prospects over to our client's premises.
I remember the day like it was yesterday. Isn't it funny how the human brain works. We remember disasters almost better than we can recollect good times. Anyway, a few days earlier, I had spent some time at the client's site, ensuring everything was ready and all systems were a go.
I met my prospect at my client's premises, and after some idle chit chat, we moved inside.
We went through the demonstration of how my client used the system. The demo went ahead without a flaw. My prospect asked some great questions, and my client answered them without hesitation.
I was on cloud nine, counting my commission cheque as I stood there.
After the demo, we thanked our host, and my prospect and I went outside to discuss what I thought would be - when would we deliver the new system to his office.
Well, I got the shock of my life as we began to speak.
He told me that it was a great demo of how my client was using the system for his benefit. However, my prospect didn't need or want a system for the same uses my client did. He wanted a system that fit his needs.
Now, isn't that a big surprise. My prospect wanted what he needed, not what someone else needed. What a novel idea. DUH!! But I was a rookie salesman, with big ideas, and I was stopped dead in my tracks.
My prospect thanked me for the demo, but told me he was going with a competitor, and no other demos were necessary. I was dumbfounded. Or more accurately, I was just plain dumb.
What Did I Learn?
That was a huge lesson for me. And that is when I realized I really didn't know diddly squat about selling. I knew I had to change my ways, or I'd end up in the same situation over and over again.
Now, I suppose you might be asking; "How does this relate to Emotional Communications?" Obviously, you can see that I did not communicate with this prospect the right way at all. So then, what is the best way to communicate with prospects and clients?
Just before we get into the best way to communicate, let me ask you a question. Do you drive a car? Have you ever noticed how other people drive? They are very much within themselves. They don't care what you think. They don't care what you do, as long as you don't hit them.
All they care about is getting themselves from A to B, no matter what. And they want to be in control. And if they have their radio on, they are listening to WIIFM. This is not a local radio station. It is a universal station that everyone listens to, including yourself.
The Concept Everyone Needs to Know
WIIFM stands for "WHAT'S IN IT FOR ME". People are only concerned about themselves. They don't care if you have an appointment. They don't care how late or early you are. They only care about themselves.
You need to understand this to the nth degree, in order to succeed, not just in marketing and sales, but in every aspect of business and life. If you want to be successful, this phrase will help you surpass all of your dreams, if you constantly refer to it and think about it, with all of your communications.
If you don't understand this concept, then you will end up in the trap most sales people end up in. You will start telling people about how great your product is, as soon as they ask you a question.
How many times have you been with a prospect, had a good conversation going, and you believe the prospect is interested. You have asked some good questions, answered some objections, and things seem to be going great.
Then the prospect asks you to send him a proposal.
So, you fly back to your office with a great big smile on your face, already counting the commission dollars you are going to get. You put together the standard proposal, with a few minor changes, to show you listened to him, and send it out right away.
Three days later, you call the prospect, he's not available, so you leave a message. He doesn't call back. After a few more days, you call and leave another message; something like, "I'm following up on the proposal I sent you, and was wondering if you have any questions."
After a few days, you still get no response from him. And the cycle goes on, and on, and on!
Sound familiar?
What went wrong? He wanted a proposal, and now he isn't answering me? "Where do I go from here?" you ask. "I guess I need to get more proposals out," you reflect.
Deep down you believe you did everything right, and yet it keeps happening to you. You put out proposal after proposal, because that is what you have been taught to do. It worked in the past - some times. Why isn't it working now?
If this scenario sounds all too familiar to you, you need to make some changes NOW. Even if it is not the same scenario, I am sure you can relate to similar situations where you do not hear back from prospects.
So what can you do to change this?
But Why Listen to Me?
Before I get into the way you can change this, and it doesn't take a lot of changing. Let me explain why you should listen to me. Because I'm sure you are wondering how I can help you, and who I am.
I have been in the B2B business for over 35 years. I started out as a sales rep for IBM, selling large computers. I then worked for a small consulting company selling their services. I have owned and operated two
Selling B2B is very different than selling to consumers. There are many more players, and the selling process is much longer. It is a more complex process, and needs to be understood to be successful.
However, once you learn the process, and the why and how companies buy, you can use this process over and over to become extremely successful, and make an outrageous income, if you are motivated by money.
My Big Realization
As mentioned earlier, when you are driving your car, you certainly begin to realize that everyone is out for themselves. People are constantly cutting you off, simply to gain a ½ car length. You honk, and you get the finger back.
I began to study this phenomenon a few years ago. It is worth your while as a business person to study it too.
The next time you at a party, especially one where you don't know very many people, try this experiment. Mix with a group of people you haven't met before. Introduce yourself, and don't talk about yourself again. Just ask questions.
You will soon find out that you are the most popular person at the party. Why? Because YOU SEEM INTERESTING. You are letting other people describe their own interests and feelings. And people LOVE to talk about themselves.
The only time you should talk is when asked, and then only tell stories. They don't have to be about yourself. And if they are about you, try a self-deprecating story. You'll be very surprised at the reception you get.
This will show you that all anyone else is interested in is WIIFM. Now you are learning how to understand people, and to get them to talk. Again - people love to talk about themselves. Remember WIIFM? Now you are learning about Emotional Communications.
One question I want you to ask, when someone tells you something, is - "How will that affect you?" you will be surprised at how quickly strangers will open up, when you ask that question.
The big realization here is that people dont really care about you, but they want you to care about them. When you approach a prospect or client, if you keep this in mind at all times, you will be incredibly successful.
That is my big realization, and I want it to be yours too.
Remember, people don't really care what you do. They really care about what you can do for them.
So, what I have done is put the entire puzzle together for you. I have put together a program that shows you how to "EMOTIONALLY COMMUNICATE" with your prospects and clients.
Here's How To Learn And Master "Emotional Communications" Over the past few months, I have put together what might be the most cutting-edge program for communicating with prospects and clients. And it boils down to teaching you how to communicate with your prospects and clients, so that you understand the personal business issues they face every day, and how your solution solves those personal business issues for them.
I know this sounds a bit unbelievable. But with all of my years of experience in selling and marketing, topped with many years of research and coaching, I sincerely believe this book is the best way you will ever find to soar your sales revenue.
I call this book, "How to Triple Your Income in One Year"
I know that sounds a bit outrageous, but it can be done. Now, much of it depends on a number of factors.
These are just a few of the factors that can affect the amount of money you make. However, you really can triple your revenue stream, within a year, if you use the methodology outlined in my book. So what will you learn? You will master the following factors that are essential to you becoming the success you want to be, in your chosen career of selling to other companies.
Ø Marketing Issues & Inhibitors - what are the major issues and inhibitors that keep you and your company from becoming a great marketer?
Ø Marketing Challenges: Facing Today's Reality - there are many challenges that you face in your world as you start each day. You must understand what is happening in today's world, and how you can meet those challenges head on, and how to ensure you know how to face them.
Ø The Three Building Blocks of Great Marketing - in order to become an expert marketer, you must start with these three building blocks. By mastering these three building blocks, you will lay the foundation for becoming great as a marketer, and well on your way to tripling your income.
Ø Cultural Habits of Great Marketing Companies - the culture within your company must be geared to great marketing. if it is, you will succeed even beyond your own expectations. If it is not, you still need to understand what it is that is necessary for you to become a great marketer.
Ø Who Makes the Buying Decisions: The Four Influencers - as mentioned earlier, you need to know how buying decisions are made in companies, especially your prospects and clients. By understanding who makes the decisions, and how and why they buy, you will be away ahead of your competition, and start to win more deals.
Ø Why Business People Buy: The Five Factors - there are five major reasons business people will buy from you. Once you understand why they buy, you will be able to adjust your selling process to ensure you are selling to one or more of these reasons. The real key is understanding the 5th reason. This reason shows you the "Emotional Way to Communicate" with your prospects and clients. Once you do that, you will really see your income soar.
Ø Unlock Your Client's Needs: The GAIM Plan - most sales people struggle when they get face time with a prospect. The GAIM Plan will teach you the right way to question these people for unlocking their needs. As you know, once you unlock your client's needs, then you can determine if your products or services are a fit or not. You can then hone in on the right benefits to help you close the sale.
Ø Hyper Growth: Becoming a Strategic Business Advisor - once you have turned your prospect into a client, that is when the real challenge begins. How do you turn this client into a hyper-growth client for your business? This chapter will show you the methodology for doing just that. However, there is a word of caution here. You will learn what that is too.
Ø The Road to Great Marketing: The Process Beginning-to-End - finally I run through the A to Z formula for attracting new clients and keeping your current clients. This process shows you the steps involved in ensuring you contact and nurture your prospects and clients so you can become a Strategic Business Advisor to all of them.
As you can see, this book is packed full of all the right ways to reach your goals, and triple your income within a year. It will show you how to draw out the emotions of your prospects and clients, through better communication's tools.
How Do I Get the Book?
P.S. The price is going up soon, probably before the end of this month. So act NOW, before it does increase.
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