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Greg Nanigian and Associates, Inc. | Braintree, MA,

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We talked about Negative Reverse Selling and using strip-lining techniques to get neutral prospects talking about issues with their business and any related pain caused by those issues. Negative Reverse Selling is saying and doing the opposite of what the prospect expects salespeople to do. Strip-lining is giving the prospect more line to swim with, and allows the prospect to keep talking, making it one of the more effective tools in the NRS toolbox. It’s much easier to gather information once you set the prospect into motion, and Negative Reverse Selling is a great way to get the pendulum moving.

Let’s take a look at a scenario where strip-lining can be very effective in getting a negative prospect moving in the right direction. The prospect says to the salesperson...

Our most recent blogs have been covering the Dummy Curve. Using the Dummy Curve you would be acting like you are a little "less okay" than the prospect (inside you feel great though). It's disarming and it helps with bonding and rapport to the point where your prospect feels empowered talking to you. When using Dummy Curve techniques the prospect lets down their defense wall. Then it gets very easy to find out if they have pain - a deep seated emotional need that compels them to buy your product or service.

The Dummy Curve works great, however, it’s not just the words you say, but your.,.. 

 

In the past few blogs, we’ve been talking about a very effective sales technique called Reversing. When using reversing the salesperson answer a prospect's question with a question. When done properly it is very disarming and will result in the salesperson gathering more information. When done properly the prospect will feel like the salesperson really cares. The ultimate goal of reversing is to have the prospect quickly feel at ease and reveal their personal pain or reveal they the prospect doesn't have any pain. Remember, no pain equals...

In our most recent blogs, I’ve been talking a lot about using the Sandler Pain Funnel to increase your sales. What I haven’t said yet, is, you should also adapt the Pain Funnel to your own style of selling. The questions used in the funnel are great and will easily help you uncover a prospects pain and quickly lead you down the path to closing a deal. However, if you combine the funnel with the other techniques you learn in the Sandler System, and adapt them all to your personality, your results will likely explode.

Don’t wait to start using the pain funnel. You should implement what you are learning here in your every day sales calls, and be careful to keep your...

Fishing is very popular down in the Florida Keys, and one of the favorite catches for fishermen and tourists, is called the bonefish. Most people fish it for sport rather than food, and there is an art to catching one. If somebody from New England goes down to the Florida Keys to fish for bonefish, that person would probably do what I was at first tempted to do: bait the hook with shrimp, cast out, and wait for a nibble on the line. As soon as that nibble comes, we New Englanders start to reel the fish in, like we do with Cod and Haddock in our cold waters. However, more often than not, the hook...

In our last blog, we put the “Dummy Curve” in to action, showing how being a “dummy” can help you in the sales process. We showed an example, using a young, inexperienced salesperson named Carlos, who had great results when he didn’t know much about what he was selling, terrible results after getting trained on the products, and then good results when he went back to his beginner, or “dummy” stage.

Take a look at what happened to Carlos...

In our most recent blog, we introduced strip-lining as one of our favorite sales techniques under the Negative Reverse Selling umbrella. Remember, Negative Reverse Selling is doing the exact opposite of what your prospect is expecting from a sales person, thus throwing them off guard. Continuing down that negative selling path, let’s take another look at setting a neutral prospect into motion by strip-lining or throwing him or her some more line to swim about before you reel them in.

In our most recent series of blogs, we’ve been reviewing Negative Reverse Selling and how it is very effective in creating great bonding and rapport with sales prospects. Negative Reverse Selling is a way of saying and doing the opposite of what the prospect expects from a salesperson, disarming them and creating trust with them. We’ve also spent the past couple blogs reviewing the very effective NRS sales tool called Strip-lining, where, using a fishing metaphor. you cast your line to the prospect but instead of reeling them right in, you let... 

In the past few blogs we’ve been talking about the highly effective Dummy Curve technique, where playing the dummy pays off big time when it comes to sales. By playing the dummy and disarming your prospect’s concern, you can get them to reveal pain and establish trust with you. In this blog, we will finish up this series on the Dummy Curve with some math.

At a well-known stock brokerage firm in Boston, 44 Rookie Brokers make over 100 calls each per day as tracked by their telephone system. During my first “Prospecting Clinic” for this group, I polled the group of 44 Rookie Brokers.

I asked all to stand who had gotten one or more referrals over the past 30 days. Just about all stood up. Then I continued, “Please remain standing if you’ve gotten five or more referrals over the last 30 days” – most sat down at that question. By the time I asked who had gotten twenty or more, only one person remained standing; only one person was getting one referral or more per weekday!

So, why is it that salespeople are lousy at ...