Thou Shall...
Thou shall overcome objections
Commandment #5
Thou shall embrace technology
What is commandment #10?
Commandment #2
What is Thou shall love thy product?
People are more willing to say, “Yes” to people they like—to people like them. They like receiving compliments and people that cooperate with them. Find commonalities and exchange personal information and compliments prior to negotiation and you will increase agreements substantially.
What is liking?
Thou shall respond to the client immediately
What is Commandment #9?
Thou shall be enthusiastic and have a positive attitude.
What is commandment #6?
People want more of those things there are less of. It’s not enough just to tell people about the benefits of choosing us, we must explain why we are unique, coupled with what they stand to lose by not choosing us.
What is scarcity?
People follow the lead of credible, knowledgeable experts. Before making your pitch, leverage third-party resources, including internal resources—employees answering the phone, to explicitly mention your credibility on your behalf while making the referral or transfer. Display all credentials and awards at your desk.
What is Authority?
Thou shall recap
Commandment #11
Thou shall have fun
What is commandment #1?
The 6-Step Sales Process
2. Trade Appraisal
3. Vehicle Selection
4. Present Figures
5. Close
6. Introduction to Finance
People like to be consistent. Look and ask for small initial commitments that can be made. Later, follow up with a request for the end-goal commitment. Get all commitments in writing, large or small.
What is consistency?
What is thou shall be a great listener?
Commandment #3
What is thou shall follow the process?
The Four Foundations
What is Client Obsessed, Sales Driven, Community Focused, Team Based?
People will look to the actions of others to persuade their own. Demonstrate to others how their peers have already taken the same actions, prior to asking him or her to make a decision. Leveraging the actions peers have taken, rather than just relying on your own ability to persuade will increase your conversions.
What is consensus?
Commandment #4
What is thou shall present options?
Commandment #8
What is Thou shall pay attention to the details?
What is To be recognized as a place of surprise and delight where world-class engaged team members regardless of their role take complete ownership of the client's experience with the goal of creating lifelong positive memories?
People feel obliged to give back after they have received. Even small gestures result in reciprocation, but the larger the gesture, the larger the reciprocation. Adding a personal touch further increases that reciprocation by substantial margins. Be the first to give. Make it unexpected and personalized.
What is reciprocity?