Marking the Brain Cells- - Profit Pointers Curriculum, Issue 10

       Marking the Brain Cells- - Profit Pointers™ Curriculum, Issue 10

From Christine Harvey (For application of these principles to:  business, real estate, network marketing, personal development, see APPLICATION TIPS below.)

Hello all,

Top sales skills are rare – and invaluable!

Having sales skills can mean a huge difference between profit or loss.

For business owners, sales people and corporate managers, profit is critical. This process of ‘Marking the Brain Cells’ will help you catapult your sales to higher profit.

In our Pursuit of Profit seminars, the single biggest skill we see in the top sales achievers is this ... It’s the ability to help customers recognize their needs – AND to verbalize their own needs.

The Profit Solution is this... When a customer verbalizes their own needs, their needs then become indelibly stamped on their brains. That’s what we call ‘marking the brain cells.’ We should think of ourselves as facilitators who interview to diagnose problems and propose solutions. By asking questions in this way, we help customers see their needs with more impact.

The opposite way, the way that achieves low results is this... It’s is to start by telling customers about our product or service BEFORE we do the needs interview. It’s only AFTER the needs interview, that we can explain the features and benefits that relate to the customer. To not do this, is to lose the sale.

Questioning is essential. Prospects who are told exactly what a product does, are NOT convinced. However, when asked questions about their needs, their answers reinforce their reason for buying. It marks their brain cells! And THAT makes the sale.

Let’s look at some examples.

If it’s health product, you could start by asking about the prospect’s health goals – do they want more energy or do they have a chronic problem that holds them back? Is it for themselves or for a family member or both? What are their combined needs?

If it’s an equipment sale, or a consulting service, or anything else - you want to ask what results they hope to receive – time saving, production efficiency, replacement of staff?

So if you want profit for your products and services, start by putting yourself in the frame of mind of a buying facilitator - asking questions in such a way that allows your prospect to verbalize his or her OWN needs. Now you are ‘Marking the Brain Cells’ for a yes to the buying question!

3 MINUTE ACTION TIP: Think about your life now. Who do you want to influence for a ‘buying decision?’ Maybe it’s a customer. But it could also be a family member or a boss. Think of how can you use the questioning process – how you can be the facilitator to get THEM to express THEIR NEEDS. Only then put your proposal forward.

APPLICATION TIPS:

Business, USE THIS ACTION TIP to train employees to use the questioning process with customers to increase sales and bring profit to your organization.

Real estate, USE THIS ACTION TIP with your assistant, team members and yourself to improve sales and profit.

Network marketing, USE THIS ACTION TIP with your team members and yourself to improve sales and profit.

Personal development, USE THIS ACTION TIP with yourself to improve your influence, and leadership performance.

REFERENCE RESOURCE: Chapter 6, Pages 63-67,  In Pursuit of Profit, by Christine Harvey - an international best seller, published in 8 languages and used by corporations and Institutes of Management around the world.

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From ChrisitneHarvey@ChrisitneHarvey.com
        Christine Harvey is the Author of 6 Business and Leadership Books published in 25 languages by 48 publishers worldwide,
            including international best seller ‘In Pursuit of Profit.’

Why not forward this to another person who can benefit – you’ll be helping them AND the economy at the same time.