How to Keep the Deal Closed- - Profit Pointers Curriculum, Issue 8

       WomenForWealth.com, How to Keep the Deal Closed- Profit Pointers™ Curriculum, Issue 8

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

Hi all,  

Have you ever faced this situation? You work hard to recruit someone or make a new sale, only to discover that the person changes their mind shortly thereafter.

How valuable would it be to you to have a method for not letting this happen? For keeping the decision intact?

Here it is – simple but powerful. You can master it immediately. You can use it in business, in meetings in the community, even in personal relationships. It’s called Positive Feedback – linked to the person’s goals.

In all my years of selling and training in sales, I’ve never seen a person use this method more effectively than Michael Renz of Mercedes Benz. As I quoted in my book, Secrets of the World’s Top Sales Performers, Michael kept customers from changing their minds in this way.

Here’s an example of how it works. After they agreed to buy a certain car, he’d simply say “Mr. or Ms. Customer, you told me that your objective was to have three things – luxury, high performance, and top safety features. Now you’ve gone through and made your selection. Let’s go down the list of your choices one by one - you see that you’ve achieved your objective of this, this and this. Those are excellent choices. Congratulations.” In this way, the customer feels confident.

By giving a person positive feedback about their commitment - which links to their goals, it reinforces their commitment. They suddenly see that their decision was beneficial to them, and they feel comfortable about it rather than ambivalent or fearful. Thus they don’t change their mind.

The trick is this... you MUST find out what their goals are in advance. The best way is to ASK. Don’t assume you know what another person wants. Don’t assume that each person wants to join your organization to make money, for example. Maybe they are motivated by learning and stepping up the ladder. Don’t assume that one customer wants what the other wanted. Don’t assume that your spouse wants what you want. Find out by asking first, then reinforce their decision afterwards. Guessing or assuming leaves you dead in the water!

So if you want to keep a deal closed, whether it be a sale or a commitment from someone, simply give the person Positive Feedback – linked to that person’s goals.

3 MINUTE FOCUS TIP: The next time someone makes a commitment, tie it down by reviewing their goals and how this commitment meets those goals. In this way, you’ll have far less reversals of decisions.


APPLICATION TIPS:

Business, USE THIS FOCUS TIP to keep sales closed or hire employees.

Real estate, USE THIS FOCUS TIP with your buyers and seller, and all team members to keep decisions intact.

Network marketing, USE THIS FOCUS TIP for recruitment and with your current team members to keep commitments intact.

Personal development, USE THIS FOCUS TIP with yourself to keep your commitments to yourself and others. Also use it with anyone who makes a commitment to you.

REFERENCE RESOURCE: Chapter 4, Pages 49-53,  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.

From ChrisitneHarvey@WomenForWealth.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.’
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