Another way is to write as many of those objections down and include them in your presentation after you've elicited their criteria. That is bring them up before they do. Your thoughts?

Warmly,

Jack

Meeting the customer at their needs is a long-established and often-overlooked rule of relationship building. Once they have told you what they want you know exactly what to give them. And once you give them what they want you have established a mutually beneficial relationship. Goal!

I find personality analysis is a key skill to own. If you can mirror a prospect's personality profile you can eliminate a lot of barriers and build a solid trust-based relationship. By asking a few key questions you can analyze their tendancies and predict their profile.

Please share more!

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.../Paul
No Limit Success

Agreed, 100%.

I do see value in scripting answers for handling their objections and then diligently training myself to deliver those responses as naturally as possible. For example, let's take your course, Maximum Persuasion, and run it through the process:

Some *possible* (although not wise) objections:
1) It's too expensive.
2) I don't have time to go through it because it's too long.
3) It'll make me sound manipulative.

Possible answers AFTER eliciting their Criteria:(More money, less stress, peace of mind, more free time for my family)

1) "It's too expensive."

I was first introduced to him (via the net) about 5 years ago and was lucky enough to talk with him. What I discovered was a person who truly understood persuasion, NLP and the lot at its purist form. There is an extremely fine line between manipulation for our benefit and persuasion for the customer's goals & desires and (he) truly understands that differentiation.

This article is exactly right on the money, so to speak. As a real estate agent I employed a very well known trainer’s company that focused upon scripting to coached me - follow the script, to the letter, all the way to the bank. I discovered that this became a very silly, antiquated way to conduct business because it assumes that the customers do not think or matter - just shut up and sign the dotted line… isn't this a similar rapport system that is used by doctors??

Back on point -

Scripting for me is only useful for me in keeping me on track - like flying to Europe - drive to LAX, fly to Atlanta, then to NY, then to London then to Paris. All planned, scheduled and off load, reload & refuel. If there is a storm in Atlanta does the pilot fly into peril? Hardly, he/she simply changes direction and go about achieving the goal.

The base flaw with scripting is it does not allow for any outside influence to be considered i.e. the customer, spouse, friend etc (I believe that we all have some sort of a pitch when it comes to the aforementioned). Some sales people (me included in my early days - my first 15 years!) will still try to land the plane regardless of the storm because we must stay upon our only path/script.

The first thing I learned from Kenrick's tape series I purchased made me literally $10,000, no kidding. What I did was to abandon my old style, which meant I had to get over the ego, and my silly sales methods that I clung to for dear life (for perspective - I had years of success selling 100 homes a year and making lots of money). Then, I forced myself out of my comfort zone & focused upon the client's needs and goals, which included a very, very high desire not to make another bad Realtor choice - which were voiced quite strongly.

I went through a different type of presentation and when it became time to sign the contract, the process flowed naturally. I used a technique of explaining the various clauses (terms and conditions) while holding it AWAY from her, in my space, and asked if she was comfortable to proceed forward. She said yes and there was no resistance whatsoever. Again, completely natural.

The only resistance I did encounter was with my coach who told me to stay on the scripting! So, I decided to ditch the pitch (KC) and subsequently the coach.

Probably the best thing that has happened is my business is that it has gone from a daily, undesirable grind to daily fun and excitement. The money I have earned has increased and my working hours are substantially more effective. I continue to work on my persuasion skills daily, little by little.

If you really think about it, scripting is not natural and, in my opinion, creates dead space.

By the way, I practice Jiu Jitsu and have found that I learn far faster because I incorporate many of theses persuasion ideas into a physical form.

Think about how many times a salesperson just recites what is on the company brochure. I could have read the brochure and saved us both a lot of time.

On those rare occasions where a salesperson displays the skill in implant their product and service directly into making my life better or my business more profitable, I just plain feel better about the purchase. It even allows me to feel like I want it and want to buy it a whole lot more than the salesperson trying to sell me.

In my humble opinion, the more the internet produces features and benefits the more people will have a desire for their needs and criteria to be met. And that can only be done in person with people that have these skills.

Regards,
Dave