Friday, October 9, 2015

Selling Closing Game Power Science At Work: Deflection And Pattern Interrupt Explained

The most powerful way of engaging in a closing game in selling: your ability getting your own story in while answering the client respectfully.

Doing so, convincing clients to see it your way as you're answering their questions.

Let's start with a small exercise noticing the starting point of the client:

>> Make a x and a o on a little paper a few inches apart, like this:


>> Put one hand to your eye, yes, cover it.
>>Now, move the paper away from your face and find the point where the dot or the cross disappears

Ones you find that point, what do you notice?

Do you see a hole where the dot or the cross should be?

Answer: No, the brain just covered up the spot with the color of the paper

Reason: Blind-spot - the eye has a spot in the middle where no picture comes through.

And that is exactly what your clients do. In a blink they're thinking mode and want a fast as possible answers to their questions forgetting  unconsciously the key points of your product and service.


So, When meeting a client, his blind-spot are sometimes to obvious to you. But he doesn't know them. Ergo, the client will only seek answers to the area's of his conscious perception, leaving out important questions that actually will convince him to take the buying decision.

A beginning sales-rep starts out by competing for the available time in the clients nearness. A meeting only takes that long!
And disregarding the clients point of view completely.

More seasoned, dead-on, quick draw, professional account managers use subtile techniques to obtain fast, silver-bullet bellow the belt persuading results on the spot!

Yes, I understand and...

Yes, I hear you and...

Finding the blind-spot and fill it in immediately and without any delay by presenting the ideal picture.

Now, convincing a crowd of sales rep of this makes me do a exercise with amazing results.

So, next time when engaging in a conversation with someone just try using the words "yes, I hear you and" or "yes, I understand and" and then continuing with your own opinion, not even answering the question that they've asked you.

It's fun and enlightening, just getting feedback on that single one aspect of the closing game of selling. An Aha-experience, that's sometimes
to extreme and yet it works a lot of times.

We need more crafting and tweaking to make this technique a get your point across, go and lay in the ditch wonderful client-willing to buy go-getter, don't we?

Thus, when asked a client's question, deflect. BUT only for a minute, in other words, you use just a minute to get you own story in and then answer the clients question. At this point, the client gets what he wants and you got a piece of sales-talk into the conversation without even taking control of the conversation.

Of course you took control of the conversation in a secret, not so obviously and painless way that gets you unwittingly client's trust and understanding, bringing the closing game faster and easier to a positive sale-contract.

The blueprint of this deflection could look like this:

Yes, I understand, And ...MY SALES STORY..., ...Answer to the clients question.

Now, getting your sales story straight:

You want to have stories about three things:

1. Yourself as a expert sales rep
2. The company as the best company out there
3. The products features and benefits

So, start construction those stories, using them all the time, improving them every step of the way.

Pattern interrupt:

Along comes the single most powerful question ever asked on this earth by any sales account manager out there:

Does that sounds fair enough?

That's a closing question, executed with the utmost caution, paying attention to the clients every facial expression, way past the level of mastery of a first-year sales rep.

Yes, we ask for the close every single answer we give the client. Why? We don't know, for sure, when he will decide our strikes were good enough for him to crimp and flex our way.

So, we interrupt by asking for the close disguised as a non-disruptive, pleasant, asking-for-his-opinion question

Add this to the blueprint:

Yes, I understand, And ...MY SALES STORY......, ...Answer to the clients question..., Does that sounds fair enough?

Just watch the 10 minute video from a live sales account managers in-house boot-camp training session:

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