Are you tired of low conversion numbers or struggling to close sales? Do you want to know exactly what to say to each prospect that will compel them to take action now? Throw away the scripts and cheesy closing techniques and join Chris Spaulding to discover how to exponentially increase sales by tapping into prospects deepest wants and needs. In this action packed session you will learn: * Why the way most sales professionals are taught to sell is ineffective * How to create deep, meaningful rapport with your prospects * Why nearly 80% of buyers make it to the end of the sales cycle and make NO DECISION * The secret to uncovering exactly what your prospect is looking for in any sales situation and how to give it to them so you can compel them to take action * How to close without using hard sales tactics * How to dramatically cut down your sales cycle so you can close more sales, faster and easier * And much more… If your company provides a valuable product or service, it is your obligation to ensure as many consumers as possible experience its benefits. By connecting your offer to their deepest wants and needs, it is almost impossible for any qualified prospect not to say, “YES!”

1. KEYNOTE
Chris Spauldingcspaulding@simplemarketingsystem.com
CHIEF EXECUTIVE OFFICER,
BUSINESS MARKETING SOLUTIONS
NEW YORK, NY ~ MAY 8 – 9, 2017 | SALESSUMMITEAST.COM
#SalesSummitEast
Uncover Your Prospects
"Buying Criteria"

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DID YOU KNOW…
80% Of Buyers Make It To
The End Of The
Sales Cycle And Make
NO DECISION!

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DID YOU KNOW…
They are not buying from
a competitor.
They aren’t buying anything!

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THIS MEANS…
Out of 100 prospects, only 20 buy from
you or a competitor.
Inaction is your BIGGEST competition!

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SO, WHERE IS YOUR BIGGEST OPPORTUNITY?
The 80% who take no action!
That is where you should
focus your attention.

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BUT, WHY DON’T THEY BUY?
Status Quo Bias
“Sometimes people are more
comfortable making no decision and
when presented with the option will take
the route that will have them avoid
having to make a decision, and not buy
anything at all” – Ben Simkin

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8 REASONS PEOPLE DON’T ACT

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8 REASONS PEOPLE DON’T ACT
1. Consistency
2. Selection Difficulty
3. Loss Aversion
4. Perceived Cost of Action
5. Values Conflict
6. Preference for Stability
7. Anticipated Blame
8. Anticipated Regret

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WE CAN GET PAST THIS…

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*DISCLAIMER
The things you’re going to learn are
so effective you can get people to
do things they shouldn’t do.

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THERE IS AN EASIER WAY TO SELL

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SELLING DOESN’T HAVE TO BE THAT HARD

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OUR PROSPECTS ARE GETTING SMARTER

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HAS THIS HAPPENED TO YOU?

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THESE ARE MY KIDS…

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DAD, WHO WOULD WIN…

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BATMAN VS SUPERMAN

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SUPERMAN VS THE INCREDIBLE HULK

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ME VS THE INCREDIBLE HULK
VS

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MY FAVORITE…
VS

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WHAT SUPER POWER WOULD YOU WANT?

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POWER TO KNOW WHAT PEOPLE ARE THINKING…

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BY OUR VERY NATURE, WE ARE SELFISH

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SO WHAT, WHO CARES, WHAT’S IN IT FOR ME?

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“You can have everything
you want in life
if you help enough people
get what they want”
-Zig Ziglar

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“Most people never succeed
at this, because they
are completely trapped
in their own wants and desires”
- Robert Greene - The 48 Laws of Power

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YOU ARE AN OBSTACLE

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FEATURES AND BENEFITS

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THIS CAN WORK…

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CHANGE OUR FOCUS

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CHANGE OUR FOCUS
Stop worrying about what other people are doing
Stop comparing ourselves to your competition
Fall in love with your client, not your
product/service

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THE SECRET TO SUCCESS
Find out WHAT people want and
show them how to get it…
But, this is incomplete.

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THE SECRET TO SUCCESS
We need to know WHY they want it…
The we need to show them how our
product or service can help them
get it.

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WHAT DO THEY WANT?
What does your prospect
want to achieve?
What do they want to avoid
or eliminate?
Move towards or away?

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IT’S ALL ABOUT GOALS AND VALUES
Values: noun -a person's principles or
standards of behavior; one's
judgment of what is important in life.
Goals: What they want

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IT’S ALL ABOUT GOALS AND VALUES
Values: Why they want it
Goals: What they want

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VALUES SHAPE OUR WORLD
“Our values are like magic glue. They
glue together the tiniest little actions
to the biggest, long-term goals.”
- Russ Harris, The Confidence Gap

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VALUES DETERMINE CRITERIA
No two of us are exactly alike
In any given situation we have
certain expectations which are closely
connected to our values
We call this CRITERIA

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VALUES DETERMINE CRITERIA
The decision and choices we make,
Including the purchases we make, are
are consistent with our values.
If a product or service doesn’t align
with our values, we won’t buy it.

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TRIGGERS OF INFLUENCE
Commitment and Consistency
People want to appear
consistent in their behavior.
Dr. Robert Cialdini

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WHY ARE YOU HERE TODAY?
My core values
Family
Freedom
Self-reliance
Stability
Respect
Generosity
Fitness
Contribution
Friendship
Pleasure

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WHY ARE YOU HERE TODAY?
Gain new skills…
Be better positioned…
Increase income to benefit…
family and finances…
Build strong relationships…
Find new opportunities…

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SO, IF WE WANT TO ELIMINATE FRICTION…
Find out what they want.
Find out why they want it.

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HOW DO WE KNOW?

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WE ASK THEM…
Our prospects will tell us everything we need to know
to close the sale if we ask them…
“People are silently begging to be led” - Jay Abraham
So lead them!
But…
You have to listen to them.

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BUT FIRST…
What we are talking about today
is only one piece of the sale process
1. Establish Rapport
2. Needs Analysis
3. Connect the need to your product or service
4. Close

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THREE MAGIC QUESTIONS
What are you looking for in a ______?
What’s important to you about _____?
What will having _____that do for you?

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FOR EXAMPLE
What are you looking for in a
Financial Advisor?
I’m looking for an advisor I can trust.

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THREE MAGIC QUESTIONS
What’s important to you about Trust?
Well, this is my families future we’re
talking about, college, retirement,
We need an advisor we are confident
won’t mislead us or put our future at risk.

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THREE MAGIC QUESTIONS
What will having an advisor who
you are confident in, one that
won’t mislead you, do for you?
It will allow us to relax. It’s one less
thing to worry about. We’ve heard
horror stories of people who…

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THEN, CONNECT THE DOTS…
Show them how what you offer
fulfills what they want…

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MORE GOOD QUESTIONS
What has changed that’s caused you to?
What is your single biggest challenge?
If you had a magic wand…

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MORE GOOD QUESTIONS
How will you know?
How will you decide?
What does _____ mean to you?

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MORE QUESTIONS
Don’t forget to ask permission
to ask questions.
We only work with a small number of the companies who
contact us so we need to be completely confident we can
deliver the types of results we’re looking for before we
move forward with someone. I bet you have an idea of
the type of ______ you are looking for. So, is it OK if I ask
you a few questions?

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WHY DOES THIS WORK
People will do anything for those who
encourage their dreams, justify their
failures, allay their fears, confirm their
suspicions and help them throw rocks
at their enemies
Blair Warren - One Sentence Persuasion Course

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USE THIS THROUGHOUT THE SALES PROCESS
Build desire
Handle objections
Trial close
Knock them off the fence

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IN CLOSING…
Alternate Choice
What do you want to do next?
This makes sense to me, what do
you think?

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REMEMBER!
• It’s not about you, your product,
your service…
• It is about your prospect, what
they want, and why they want it.
• Ask good questions.
• Listen.
• Connect the dots.
• Ask for the sale.

60. © 2015 The Simple Marketing System
THANK YOU!
Chris Spaulding
Business Marketing Solutions
SimpleMarketingSystem.com
Cspaulding@SimpleMarketingSystem.com
www.linkedin.com/in/ceespaulding/