Key Messages
How To Establish Rapport With The Prospects You’re Selling To In The 21St Century: The Power Of Status Alignment
In the twenty-first century, many customers come to the bargaining table already knowledgeable about what they want.
To get them to take your point of view seriously, you’ll need them to believe that you’re an equal.
Selling today requires salespeople to build a rapport with their customers by raising themselves to the same status as the individual they are trying to sell to.
This can be established through external clues like speech and body language.
For instance, if someone is a doctor and they meet with another doctor, they will probably use a certain level of medical jargon that only they understand.
This creates an equal level of respect between both parties and encourages communication.
The same rule applies when it comes to sales.
If a salesperson understands their client’s industry and speaks on their behalf using the right language, it will create a sense of understanding and respect which may lead to trust further down the line.
Furthermore, people tend to be more willing to listen if there is an existing bond between the buyer and seller – this level of trust can be achieved by offering insightful information or stories about other transactions similar in nature or scope that you have completed for other clients recently.
Overall, when trying to make a sale in this day and age, raising yourself up as an equal is essential in order for prospects to give you over their attention during potential sales negotiations.
By following these steps, you will increase your chances of closing A sale!
Convincing Clients With A Flash Roll: Establishing Credibility In Seconds
In order to establish your credibility quickly and unquestionably, you need to understand the concept of a “certainty gap.” This is the feeling a customer gets when they are not sure if you will be able to deliver on your promises.
To bridge that gap, you need to reassure them that you have the expertise and knowledge necessary to do so.
One way to do this is through a technique known as the “flash roll.” A flash roll is an expert demonstration of your knowledge condensed into roughly 60-90 seconds.
You should start by casually addressing their issue, then provide detailed technical information about it, and end with your solution – all without using words such as “I think” or “in my opinion.” The best way to make sure your message sticks in the client’s mind is by scripting it and practicing it until it becomes second-nature.
By providing this expert demonstration of your knowledge base quickly, confidently, and effectively, you can fill any certainty gap that exists and show beyond doubt that you are an expert who can deliver on their promises – ultimately leading to more sales for you!
Using Pre-Wired Ideas To Get Your Message Across In Sales
In Flip The Script, it is highlighted that addressing pre-wired ideas allows us to anticipate potential questions posed by potential buyers before they ask them.
We all have natural reactions and responding in the right way to these reactions can make all the difference when it comes to making a sale.
For instance, we all naturally respond to threats, rewards, and fairness.
Ask yourself if you can unearth any of these qualities in the product you’re trying to sell.
This means acknowledging what makes your product a threat or disadvantage for the buyer if they don’t purchase it, offering rewards (such as cost savings or increased productivity) with minimal effort from their side, and demonstrating that you’re invested in their success by offering rigiourous follow through upon purchasing the item.
Answer these questions in a short but salient phrase so that potential buyers are satisfied before they ask them aloud.
Addressing pre-wired ideas allows us to tap into our clients’ natural instinctive predictability and shows them that we understand their needs.
It also gives you an edge over competitors who may not be taking this step when marketing or selling their products
Frame Your Proposal In Familiar Terms To Close The Deal
When selling a product or service, it’s important to present your proposal in a way that your clients can identify with.
People tend to be more hesitant and cautious when presented with something completely new.
That’s why it’s essential to frame your sell in terms they are already familiar with.
Think of it this way: if there were 1,000 flavors of ice cream, the most popular one wouldn’t be some crazy mix of many flavors.
It would be plain vanilla – because it’s familiar and reliable.
The same applies to selling.
When pitching any idea, whether revolutionary or not, you should describe it in simple terms that make your clients feel comfortable and confident in their investment.
Give them the sense that what you’re offering is the new normal so they don’t perceive too much risk when purchasing from you.
For example, if presenting an idea for a bar and restaurant with a playable mini-golf course, focus on all the ways in which guests will enjoy themselves like an extensive beer selection or great food without necessarily emphasizing its distinguishing factor (the mini-golf).
To introduce that part of the sell explain how themed bars such as sports bars and arcade bars have become increasingly popular among college kids since they provide something special compared to traditional bars.
Show them how what you offer is part of the new normal!
At the end of the day, even the most groundbreaking ideas have elements which can be traced back to something familiar.
Consequently, frame your proposal accordingly by focussing more on these recognizable components rather than solely highlighting its unique features.
Leveraging A Buyer’S Pessimism Is The Key To Success In Sales
The key to success in sales is to use the buyer’s initial skepticism as a tool.
Instead of trying to brush aside their pessimism, you should take a step back and take a buyer-first approach.
This means understanding what your customer needs and what their concerns are, then leveraging that information for yourself.
One way of doing this is by creating a script known as the buyer’s formula.
This helps ensure that the buyer feels like they’re in control of the process while still allowing you to direct it towards your advantage.
By anticipating the buyer’s concerns and addressing them head-on, you can easily overcome any objections they might have and reduce the likelihood of an unsuccessful sale.
You can do this by highlighting both problems (like additional costs) and positives (such as convenience) so that your customer can make an informed decision based on what works well for them.
Additionally, focusing on key areas will help keep the conversation on track and get you closer to closing the deal!
Always Be True To Your Authentic Self And Demonstrate Your Expertise For Compelling Sales Results
When it comes to selling, charisma isn’t actually the defining trait of success.
What matters most is if a buyer can trust and believe in you.
To get the best results possible, you need to be confident, relaxed and true to your own self.
Flip The Script tells us that it’s essential to present yourself as an authentic individual.
You may encounter buyers who recognize typical sales tactics and don’t trust them.
Therefore, it’s important for you not to change personas during one encounter with a customer.
Instead, exhibit confidence by being yourself as well as showing expertise in what you are presenting or selling.
When you really believe and stand firmly behind your idea, product or service, such beliefs will become evident and inspire people’s confidence even more.
Make sure that whatever it is you’re trying to sell – no one knows more about it than you do!
Ultimately, always stay true to your own authentic self and hold firm to your core beliefs and values – then any idea you want will become persuasive!
Wrap Up
The final takeaway from the book “Flip The Script” is this: selling isn’t just about products and services – it’s about conveying ideas, projects and points of view.
And to do that successfully, you have to be able to control the conversation, build credibility and present your ideas in a way that buyers find natural and foreseeable.
This book provides insight into how to come across with confidence while also understanding what goes into making a successful sale.
It addresses topics like establishing trust with clients, managing client expectations and leveraging data to maximize results.
By utilizing these tips and tricks, you can master the art of sales.
