Archive for the ‘Sales Tips’ Category


These 3 Questions Are the Answer To You Closing More Sales And Putting More Money in Your Pocket

By: Dave Dee on: March 8th, 2014 11 Comments

You’ve probably heard the saying, “Telling is not selling” and that the key to sales success is to be a good listener more than a good talker.

Both of these points are true BUT they miss this key distinction: You need to ask the right questions in order to elicit the responses from your prospect in order to close this sale.

In today’s Psychic Sales lesson, I’m going to give you three specific questions to ask your prospect that will help you elicit your prospect’s buying criteria. You will know the deep, psychological reasons your prospect’s wants what you’re offering. Knowing this will boost your closing percentage and bank balance.

Here are the three simple, albeit powerful questions.

1. What’s most important to you in a ________?

This question helps you determine the conscious reason someone is thinking about buying a product or service like the one you’re selling.

It can be expanded by asking, “What are the three most important things to you in a ______?”

These are your prospect’s hot buttons and the benefits she is look for.

Here is a MAJOR, advanced sales point: The only benefits you should be talking about are the ones your prospect has specifically told you are benefits.

Read that again.

As sales people, we are taught to talk about the benefits of our product or service. This is true BUT a benefit is really only a benefit if the prospect says it is.

You will actually un-do a sales and bore a prospect if you start talking about benefits that don’t interest her.

This first question tells you what to focus on.

2. What is important about that?

You want you’re prospect to go deeper and give you the reason why the benefit(s) she wanted are actually what she wants. In essence, she is telling you how to sell her.

3. To make sure I clearly understand, ultimately what would that (whatever your prospect’s answer was to question number 2) do for you?

Powerful stuff. You are taking your prospect on a deeper psychological discovery process where she will tell you the real reasons, the subconscious reasons, she wants to buy a product or service like the one you are offering.

Let’s assume you are a financial advisor and you are talking to your prospect “Bob” and see how this might play out”

You: “Bob what is important to you in a financial investment?”

Bob: “Well, I’m looking for security and a double digit return.”

You: “I can appreciate that is important to, isn’t it. (Nod yes.) Bob, what is important to you about “security and a double digit return?”

Bob: “Well, in the past, I’ve lost a lot of money in the market and I need to make some of it back.”

You: “I understand, Bob. Let me ask you a question. Ultimately, if there was an investment that gave you security and a double digit return, what would that do for you?”

Bob: Hmm. That would let me retire by age 55 and be able to enjoy myself without having to worry about money.”

You: “That makes a lot of sense. And that’s the reason I…get excited…when I start talking about annuities. The best thing about annuities is they give you security and, although past performance doesn’t predict future performance, the annuity I’m going to recommend has averaged an 11% return over 5 years. If you…now take action…you will be able to retire by age 55 and be able to enjoy yourself without having to worry about money.”

Do you see how deep you went with your prospect by asking those three questions? You not only discovered what your prospect wanted on a surface level but what he really wanted on a psychological/ emotional level.

A couple important points:

1. Be sure to feedback the exact words your prospect says. Words have meaning and are attached to specific feelings your prospect has. You want to trigger those positive feelings by using the precise word your prospect uses.

2. There is a lot going on in the summary statement you make, including some powerful embedded commands including “get excited” and “now take action”. We’ll talk more about embedded commands in a future lesson.

For now, write down the three questions on index cards and keep reading them until you have them firmly implanted in your mind. Most importantly, start using them immediately in your sales presentations. You’ll be thrilled with the results.

NOTE: If you want to get more Ultra-Advanced Sales and Persuasion Strategies PLUS a special one-time only bonus available until midnight on Monday click here.

The Technique Used Throughout History That Gives Your Business Tremendous Advantage

By: Darcy Juarez on: March 6th, 2014 1 Comment

This weekend you have a free opportunity to grow your business.

Dave Dee is presenting a free live webinar broadcast that will reveal the secrets for attracting a flood of your ideal clients in 60 days or less using Magnetic Marketing. (You can scoop up one of the few remaining spots by going to www.gkic.com/mmwebinar .)

I believe you’ll take advantage of this. Why? Because the fact you are reading this tells me you are the type of marketer who is constantly looking to improve your marketing results.  Someone who wants to ensure that every one of your campaigns brings in the maximum ROI.

With that in mind, today I want to discuss a tactic that will give you one of the best advantages I know for persuading your audience to buy your product or service.

It’s one of the reasons Magnetic Marketing has worked predictably and reliably for over 22 years.

It’s the same idea that great copywriters use to generate millions of dollars with the copy they write.

The best speakers use this tactic too. So do parents I know.

And if you employ it, you too will generate more response and larger profits—consistently.

This technique has been used throughout history to ensure a message is heard and understood.

The idea?

“Say it. Say it again. And then repeat it a third time.”

Winston Churchill summed it up when he said, “If you have an important point to make, don’t try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and hit it again. Then hit it a third time—a tremendous whack.”

And that’s what Magnetic Marketing does. It teaches you how to “whack” away at customers so they get your message.

Great copywriters, speakers and even parents find different ways to deliver what is essentially the same message so that eventually the reader or listener hears and understands the point you are trying to make.

While repeating important ideas is the big idea Churchill was trying to make here, there are a few more take-a-ways that will help you be even more successful when using this idea in your own marketing.

1)     Don’t use clever wordplay.  Clarity is paramount. While it’s tempting to be clever or cute or witty, realize that cleverness often creates confusion. Use words that give your message maximum clarity and you’ll deliver a more powerful punch.

2)     Develop your big idea. It’s not always easy to find, but if you take the time to find the one big important idea that will have the strongest impact on your audience, it will pay off. This is what will grab your customer’s attention and set you apart from the competition. (You’ll learn more about how to do this in the free webinar.)

3)     Be persistent. The truth is you can’t repeat yourself too many times. So just because someone didn’t respond the first time doesn’t mean they aren’t interested. It might just mean they didn’t get the message.  So deliver your message. Then deliver it again. And again. Often just about the time you think you should give up, your customers will respond in the greatest numbers.

There’s no scientific reason why three is the right number to try, it just is. Two isn’t enough but four seems too many. And as the saying goes, “If at first you don’t succeed, try, try and try again.”

NOTE: THIS WEEKEND ONLY Go to www.gkic.com/mmwebinar right NOW and learn how to create a flood of business. Discover the steps anyone can master. Create a fast Cash Flow Surge. And attract your Ideal Customers in a non-salesy way. In 60 days or less.

This is a FREE event and spots are limited. Register now: www.gkic.com/mmwebinar

Could This Simple Thing Be Stopping You From Achieving More?

By: Dave Dee on: February 25th, 2014 2 Comments

“Why do you want to succeed?”

That was the question I asked during our recent Magnetic Marketing training.

Throughout the dozens and dozens of answers I received there was one common thread…

You want to have enough money to have the freedom to do whatever you want in life.

So what does having freedom mean to you?  Here are some of the main things you told me.  You want to…

  • Work for yourself and avoid having to work for anyone else ever again.
  • Give back.
  • Work less and “play” more.
  • Spend more time with your family.
  • Help other people live better.
  • Travel more.

All of these are great reasons and, of course, they just scratch the surface.

Identifying the reasons why you want to succeed is a critically important activity.  Because as American entrepreneur, author and motivational speaker the late Jim Rohn often said the only real reason more people don’t succeed is because they don’t have enough reasons why.

But is having a good list all it takes?

I have observed that sometimes people do indeed have a good list of reasons, yet they still struggle to succeed. So why is this?

It certainly can’t be attributed to lack of opportunity. Look around and you’ll see and read about people reaching extraordinary wealth and success with ordinary ideas and every type of profession.

It’s not because there aren’t tools to help.  We have proven resources that will show you how to market, create wealth, and sell better, even step-by-step plans to build a business from scratch and more.

And it’s not because there is no one to show the way. Coaches, mentors and mastermind groups are readily available to help with that.

So what’s the answer to this riddle? Before I tell you, there are a couple of things you need to have in place.

First of all, you must define exactly what success is to you. Because if you don’t know what success looks like then how can you expect to hit it?

So take out your notebook or get in front of your computer and begin to write a detailed picture of what success looks like to you.

And I’m not just talking about how much you’ll earn. Get detailed about how many hours you want to work each day and how many days you want to work each year.

Then go into detail describing what exactly success looks like to you.

For example, if giving back is part of your vision, how do you envision your role?  What organizations will you donate your time and money to?  How many hours a week and how much money?  And so on.

If you want to travel more, how many days a year will you travel? Will you work while traveling or will you step away from your business with no communication for days at a time? Will you stay in five diamond resorts or is camping more your style?

You must define exactly what these things look like so that you know what you need to do to get there.

Second you must reach peak personal productivity. To do this you must define what peak personal productivity looks like and have enough reasons why achieving it is important to you.

Dan Kennedy defines productivity as “the deliberate, strategic investment of your time, talent, intelligence, energy, resources, and opportunities in a manner calculated to move you measurably closer to meaningful goals.”

Once you have those in place, you are ready for the real trick and that is to link “your reasons why” to your goals.  

In his book, No B.S. Time Management for Entrepreneurs, Dan points out that to achieve your goals, you have to maximize your productivity. And to do this “You have to fight to link everything you do (and choose not to do) to your goals.”

In other words, you must measure everything you do against your goals.

Is the time you are spending doing something (or not doing something) moving you closer to your goals or further away?

For example, if you choose to check email, Facebook, and phone messages multiple times throughout the day, will that move you closer to your goal or could it be that the multiple distractions are making you less productive and keeping you from reaching your goals?

Linking “your reasons why” to your goals will give you clarity, help you make better decisions and accelerate your progress.

For instance, a GKIC member mentioned her decision to say “no” to certain types of projects with clients that were requiring an enormous amount of attention yet paid her much smaller fees than other projects. Realizing this wasn’t moving her closer to her goals, she decided to focus on getting more of the projects that would pay her a higher fee.

By clearly defining your reasons why and your goals and linking everything you do to them, you will have a very simple formula for determining if you are; a) being productive and b) consistently moving closer to your goals.

NOTE:  Internet marketing legend, Frank Kern, has just released his latest book “Convert: The Simple Little Formula That Sold $50 Million Dollars Worth of Products And Services Online” In it he reveals how to create internet campaigns that sell, regardless of your industry.  In Franks book you’ll discover…

  • All you have to do is basically “show up” and you can dominate your marketplace in a matter of days using this one simple method. (See page 3)
  • How billion dollar CEOs, politicians, and even cult leaders control people’s opinions without ever even meeting them. Major discovery on page 27
  • Go behind the scenes of a six-figure promo beginning on page 65
  • Discover the single biggest factor in increasing the money in your pocket …even if your sales stay the same. (Page 7)
  • The fastest way to make someone want what you’re selling. (Whatever you do, DON’T talk about your product!) Page 50
  • How to charge MORE than your competitors …The secret is this two-step formula that works even if you’re an “unknown nobody”. (Page 9)

For a limited time Frank’ll send you his book for just $5.60 shipping and handling.  If you’re interested just click here now and he’ll ship this out to you pronto.  For those of you who know who Frank is, you’re probably already taking advantage of this.  For those of you who don’t know who Frank Kern is, you owe it to yourself and your business to get acquainted with him asap.  To learn more just click here now.

8 Tips For Maximizing Referrals In Your Business Or Professional Practice

By: Darcy Juarez on: February 20th, 2014 No Comments

In your February 2014 No B.S. Marketing Letter (available by clicking here for members, FREE Trial For Non-Members), I mentioned that my family couldn’t stop talking about how nice the people from Cambria (the producer of custom counter tops we ordered) were.

While I was giving you an example of Outrageous Advertising, I think it’s important to note that my family and I don’t tend to talk about products or service that just meets our expectations. We only talk about the kind that either fails to meet or significantly exceeds our expectations.

As I said, my family told no less than 15 people within 10 days of their experience with Cambria. Had Cambria not gone the extra mile and had they just received adequate or good customer service, they probably wouldn’t have told anyone about Cambria.

What about you? When do you talk about businesses or professional services?

If you’re like most people, it’s only when customer service dramatically impresses or exceeds your expectations that you begin to create word-of-mouth advertising and referrals.

Conversely, service has to be really bad before you starting warning people to avoid a company at all costs.

The thing is, often it only takes one or two “little touches” to create exceptional service.

Some examples, the Omni Hotel in downtown Chicago is known for their extra touches. For instance, a guests travelling with young children receives a rolling backpack filled with toys, books and fun things to do for their kids upon arrival and milk and cookies at bedtime.  The doorman knows guests’ names, high-fives kids as they come in and goes the extra mile to get guests what they need.

Not too long ago, a friend of mine had her car serviced by Toyota. She needed her headlight changed which unexpectedly ended up being a rather pricey repair due to the labor involved to replace it. Her service handler found additional items that needed repaired and did them for her at no charge, had her car washed and vacuumed and gave what she described as “extra attention to every detail.”  Despite the unexpected hefty price tag, she was much more focused on the great service she had—going so far to say that it was the best service experience she’d ever had at a car dealer.

The little things that Omni and Toyota do set them apart from competitors and encourage people to talk about them—which creates referrals.

Dan Kennedy suggests you adapt the idea of doing “little things” in your own business. These little things can make a big difference in your word-of-mouth advertising and referral campaign—and ultimately in your bottom line.  Here are some tips for getting the most out of this idea:

  • Become a serious student of word-of-mouth advertising. Look for the “little things” other businesses do that make you want to talk about them and note when people tell you about positive experiences they’ve had. Is it something you can adapt to your business?
  • Define your customers’ expectations and set up a plan to exceed those expectations. Create a list of what your customer expects, then continually amend and add to that list as your understanding of your customers grow.
  • Rate your business or professional practice on your workplace environment. Dan Kennedy suggests you rate your environment on the five senses: sight, sound, smell, touch, and taste.

Are there things you could do to improve any of these that would create a better environment that might get people talking about you?

For example, an eye doctor created a “kid zone” separate from his regular waiting room complete with kid movies, a video game, kid books and games.  A dental practice offers earphones to their patients so they can listen to music and block out the sound of the drill while the dentist is working on their teeth. A hairdresser offers an assortment of drinks including wine, specialty coffees and teas, and always has a plate of cookies out for their clients.

  • Continually look for new ways to exceed customer expectations. Create a suggestion box and ask employees for ideas. Try new ideas to see if they elicit a reaction from your customers and get them talking about you. Always look for ways to adapt ideas you observe other businesses doing.
  • Implement the “little things idea” program. Ask each employee to do one “little thing” that goes above and beyond your customers’ expectations in order to exceed them.
  • Ask your customers. Use surveys, questionnaires, conversation, etc. to ask your customers about what they need, want, like and don’t like. Make improvements based on the feedback you receive.
  • Measure the success of your word-of-mouth advertising. Keep track of the total number of referrals you get and the percentage of your customers who give you referrals.

Walt Disney said, “Do what you do so well that people can’t resist telling others about you.” When you look for ways to make your customer service stand out—chances are you’ll instantly increase your word-of-mouth advertising and referrals. What “little things” do you do in your business or professional practice? What ideas can you “borrow” from other businesses? Share your ideas in the comments.

URGENT DEADLINE: After, tomorrow, February 21, 2014, there will be a price increase for Super Conference℠.

Still on the fence? Since we are talking about referral marketing today, I thought I’d let some of our past attendees tell you why they wouldn’t miss Super Conference:

“I like Super Conference because I see, meet and talk with so many sharp and successful people, it pushes me.”—Titanium Member, Steve Adams, Retailer(21 Stores), Author and Info-Marketer

“Unlike ANY OTHER event. Here, you SEE how to market your business in practical ways. Everything is visible, there’s demonstration, real people show you how they are actually generating leads, implementing systems.” –Sylvester Nkongho

“I’ve been a dentist for 26 years. What I love about the GKIC events is the association and networking with like-minded people who share my drive and determination. Here, people have written books, changed their businesses. Are truly entrepreneurial.” –Dr. Joe Gaeta

“To make key connections, to get resources for your own business, to find new ways to grow your business. THERE IS NO OTHER PLACE on the planet where you can get this kind of access to these kind of people.”—Dustin Matthews

Get your ticket NOW before the price goes up.  Click Here or go to www.gkic.com/sc2014

Magnetic Marketing Event Bonus Videos

By: Dave Dee on: February 19th, 2014 118 Comments

Congratulations on registering for Dan Kennedy’s Upcoming FREE event where he’ll reveal How To Create A Flood of New Customers, Create A Cash Flow Surge AND Magnetically Attract Prospects Who Want To Buy From You

In case you got here by accident and aren’t registered simply go to www.gkic.com/mmevent now for all the details.

To get you going I’ve created a few videos that’ll help you prepare and get the most out of this one-time only FREE event.  Go ahead and watch them below (new ones will appear every few days) and leave your comments below.

VIDEO #1 “Why Do You REALLY Want More Customers, Clients and Patients”

 

VIDEO #2 “How I Went From Dead Broke To Successful Entrepreneur”

VIDEO #3 “How To Find Your Ideal Customer Part One…Create Them”

BRAND NEW VIDEO “How To Find Your Ideal Customer Part Two…Get In Their Head”

Tomorrow we’ll reveal exactly what’ll be covered in the Magnetic Marketing Event!

In case you got here by accident and aren’t registered simply go to www.gkic.com/mmevent for all the details

Announcing Dan Kennedy’s BRAND NEW Magnetic Marketing Live Training

By: Dan Kennedy on: January 8th, 2014 1 Comment

You’re Invited To A FREE, 5-Hour Event That Could Change Your Business Life Forever…

“Announcing Dan Kennedy’s BRAND NEW

Magnetic Marketing Live Training”

Discover How To At Will Create A Flood Of New Customers…At Will Create A Cash Flow Surge…At Will Magnetically Attract Prospects Who Are Pre-disposed To View You As An Expert And Trusted Advisor And Buy From You…Plus Much, Much More

Don’t Miss Out on This Very Special ONE-TIME, NO-REPEAT FREE LIVE EVENT With Dan Kennedy on January 29th from 10:30AM to 3:30PM Eastern Time

If you are an entrepreneur, brick and mortar business owner, professional services provider, a sales professional or own a business of any kind and want to STOP wasting money on advertising guesswork, STOP wasting time on cold call prospecting grunt work, STOP falling victim to the newest marketing fad and finally have an amazingly powerful advertising, marketing, direct marketing and customer/client attraction SYSTEM, then this will be one of the most important events you attend all year.

You can attend five solid hours of LIVE FREE training with Q&A from World Famous Author and Marketing Expert Dan Kennedy for FREE from the comfort of your home or office…but you need to register now because it will fill-up.

Imagine having a cutting-edge, step-by-step SYSTEM that can predictably deliver top quality new customers / clients… literally “ON-DEMAND”.

THIS LIVE TRAINING IS PERFECT FOR YOU IF:

☞     You’re BRAND NEW with Dan Kennedy and his concepts, this 5 hour LIVE training event is ABSOLUTELY for YOU…. Because you NEED these foundational systems to survive and thrive in today’s challenging “fish-or-cut-bait” economy.

☞     If you’re a STUDENT of Dan Kennedy and his Magnetic Marketing principles or you even have past versions of his flagship course.  This is a totally new, created-before-your-eyes version of Magnetic Marketing with the NEWEST and BEST strategies and how to apply them today…FREE!

☞     Finally, even if you’re a long time EXPERIENCED marketing pro who has already experienced the transformative power of Magnetic Marketing in your business…AND you feel like there’s no better way to recharge the engines and re-energize yourself for the New Year than with a massive dose of Dan…this 5 hour LIVE Training is ABSOLUTELY for YOU.

During this Content-RICH Livecast, Dan will reveal his LATEST discoveries on the topic of Magnetic Marketing… a term he coined years ago to define a timeless truth.

These are FRESH thoughts on Magnetic Marketing from Dan himself – NEW strategies, NEW examples, NEW Templates – that reliably and consistently give you what you need NOW for your business.  During the five hours of this FREE Training, you’ll discover:

  • Why the ability to “magnetically market” your business is THE most important skill a business owner / entrepreneur must master… more important than operations, product development, accounting, etc. ANYTHING.
  • The PRECISE meaning of the term Magnetic Marketing – and why getting this right matters critically to how you design ALL your promotional campaigns.
  • A simple trick that enables you to apply the power of the “Marketing Triangle” to your business even in this confusing age of onrushing technologies and media options.
  • The BIGGEST mistakes people make when choosing a target market…most follow a twisted path to nowhere and they find their business gasping for air and survival…AVOID THIS!
  • An EASY step-by-step process for defining exactly WHO makes up your target market and your IDEAL customer PLUS how marketing to only them will make you more money.
  • Why…NOW more than EVER…you MUST have a powerful Unique Selling Proposition that fits the mood of the times and why this alone could bring you more customers and business than any other marketing you’ve ever done…get it wrong and you’ll be fighting for the scraps.
  • The ONE biggest mistake most people make when creating a marketing piece… it’s mind-numblingly SIMPLE.  PLUS how to avoid this mistake…at all costs.
  • The 4 secret keys to creating irresistible offers that get customers rushing to buy from you and the unique components every offer must include…miss these and it could well fail.
  • The exact definition of lead generationwithin the context of the “Magnetic Marketing” model…don’t make the same mistake MOST businesses that can easily lead to their demise.
  • Specific “plug-and-play” examples of different lead generation models including the classic-but-still-virtually-irresistible 3-step campaign, online-to-offline, customer reactivation and more.
  • Plus a WHOLE LOT MORE Besides!

Look – if you want a radically different approach to marketing that makes your business infinitely more fun, and increases income exponentially with less stress and struggle – then this FREE LIVE training can totally change your income, your status, and your day to day experience virtually overnight.

WARNING:  Bandwidth restrictions for High Quality Web Video exist – therefore only limited slots are available for this no-replay LIVE event taking place JANUARY 29th from 10:30AM-3:30PM Eastern… so to access this powerful training direct from Dan himself, grab a spot go to the site below now!

Go To: www.GKIC.com/mmevent

5 Things To Do Right Now That Will Make 2014 Your Best Year Yet

By: Darcy Juarez on: December 31st, 2013 20 Comments

This time next year you can be celebrating the fact that you’ve achieved your biggest goals of the year…

Or… if you don’t plan right, you can be vowing that you will not do the same thing and that next year will be different.

To avoid spending next New Year’s Eve wishing you’d achieved more, here are five things you can do to get ready for 2014.

1) Make a list of big goals you want to achieve. Take no more than ten minutes to list the biggest things you want to achieve in 2014. Write these in the simplest terms and make it personal, positive and in the present tense. For example, “I will earn (insert target income goal) by December 31, 2014.”

2) Take time to define your “why.” In Dan Kennedy’s recent article, THE Single Biggest Difference Between Successful People And ‘The Mediocre Majority,’ Dan points out that you have to find your real purpose for doing what you do. This is the big emotional reason that you continue to persevere.  Your sense of purpose.  The “why” behind what you do that goes beyond money.  For example, a business owner might want to automate his business to save time and make more money, but his emotional “why” may be that his parents are getting older and he wants to make sure he has the time and availability to care for them should they need his help.

3) Review your marketing successes and failures from 2013. It’s easier to develop a better, more successful marketing plan when you can build on your successes and learn from your failures. Use Dave Dee’s quick and easy guide for reviewing your marketing in his article 8 Steps To Making More Money in 2013.

4) Mark time in your calendar to work on your business. It’s easy to get so caught up in our day to day responsibilities of running our business, that our marketing suffers. Block out time on your calendar now for the entire year that will be devoted to working on your business. One of your GKIC Member benefits is our FREE Fast Implementation Bootcamp which offers you a chance to do just that—along with coaching and feedback from Dave Dee and me at the event. We offer this event four times a year. Mark one down on your calendar now.

You’ll also want to schedule regular time each week when you can review your marketing results, plan for upcoming campaigns and develop your marketing.

5) Enlist the help of an experienced mentor and/or coach. In Dave Dee’s article, Why Outliers: Story of Success, Got It Wrong, several success experts including psychologist Anders Ericsson, author of Psycho-Cybernetics Dr. Maltz and Dan Kennedy all agree that you need “corrective feedback” to eliminate “expensive experience” that is causing you to repeat mistakes. An experienced mentor will help you identify where you can improve, refine your process and help you focus on correctly doing what you need to do to succeed. Plus they will hold you accountable, keeping you on track and moving forward.

Today’s list will help you set yourself up for success in the New Year. Check out  Dave Dee’s post that gives you five things you can do that are specifically focused on helping you increase your income in 2014.

NOTE:  What are the biggest things you want to achieve in 2014? List them in the comments below so we can help deliver content and systems you need most to achieve them.

The Latest (Worrisome) Trend For Getting Money…

By: Dave Dee on: December 22nd, 2013 10 Comments

Recently, I went to a sports meeting at the high school my fiancées son attends.

I was impressed with the dedication the coaches, who get paid very little, and the parent volunteers have.

As expected, the majority of the meeting focused around raising money and asking for money for various things. If you’ve been to these things, you know that my wallet was coming out of my pocket more than once.

Then one of the coaches started talking about fundraising. He mentioned that last year the boys went door to door selling pine straw.

And then he said something I still can’t believe…

He said, “But we don’t want to turn our young men into salespeople.”

What? Huh? Come again?

He repeated that statement twice more and went on to explain the new and improved fundraising plan.

Basically it boiled down to having the boys send out a canned email to everyone they know begging them for money.

I guess I shouldn’t be so shocked. This seems to be the latest trend for getting money these days. Just start a crowd-funding campaign and ask people to give you money for whatever it is you want to do.

Want to make a $10,000 music video?  Ask people to give you money. (Yes, this has really been done.)

Need some new computers for your business?  Do a crowd-funding campaign.

Want money for your kids to play sports…do art…be a cheerleader…do music…and so on? Send an email to friends and family and beg them to give you some money.

Yes, begging for money may turn out to be a more efficient way to raise money a time or two. And sure sometimes crowd-funding is a good idea. But it’s not the solution to learning how to earn your keep.

Frankly, it bothers me that selling was positioned as something “we don’t want our kids to grow up to do” and somehow teaching our kids to “beg for money” was positioned as a better option.

Selling is not a dirty profession. It is one of the most honorable professions on the planet. It is the driver of the economy.

The saying “nothing happens until somebody sells something” is true.

And if you don’t know how to sell or are relying on crowd-funding or sending out straight pitch emails or other such tactics, you are doomed to fail. Because while people might originally support this type of request, it gets old. Fast.

Not to mention the fact that it isn’t a sustainable business plan. Think about it. Would a bank give you money if you just kept showing up and asking for loans? Absolutely not!

The good news is that you don’t have to learn 47 closing techniques or how to handle objections or any of the other tactics you’ve been told about selling.

Really, selling can be effortless if you know how to do it. You don’t have to use brute force or make yourself or the person you are selling feel uncomfortable.

Effortless selling can be done by:

    1. Properly selecting your prospects.
    2. Making sure your offer is well matched to your prospects.
    3. Using good marketing to lead up to your presentation in order to prepare your prospect for the sale.
    4. Using the correct architecture in your sales presentation.

When you do these things, you basically are setting yourself up for the sale. You’ve matched the right offer to the right person at the right time. This means you sometimes won’t even need to close, your prospects and clients are eager to buy.

Every business needs someone who can sell really well. So take the time to learn to sell. Even if you hire someone to sell for you, you want to make sure you understand enough about how to sell to make sure your paid salesperson is spending their time selling and not wasting time with prospects who aren’t qualified.

This will build you a healthy, profitable and sustainable business—and you’ll feel good about it because you’ve ethically and legitimately earned your keep and will never be in a position where you have to beg for money again.

*What’s HOT at GKIC This Week* If you want to learn more about how to sell effortlessly so your customers will decisively buy from you, check out Dan Kennedy’s brand new…never been released course Effortless Selling Strategies.  Click Here Now To Learn More

Six Sales Lessons From Smart Phones

By: Darcy Juarez on: December 17th, 2013 7 Comments

Recently a friend of mine took her 79 year old parents to buy their first smart phone.

Having purchased their last cell phone more than a few years ago, they were shocked by the price.

Expecting to pay under $100, they quickly found that instead these phones were closer to $200 and up.

Their first reaction was to ask for the cheapest phone they offered.

Sensing their shock, the sales woman showed them the lowest priced phone and said, “Phones are much different today. What you are really purchasing is a computer, phone and camera all rolled into one.”

Instantly, the tides changed and my friend’s parents no longer thought of the phones as expensive.

This sales person did a whole lot of other things right too. Here are just a few of the lessons you could learn from observing her…

Package what you sell.  Reminding her customers that the phones were not just cell phones but a computer, phone and camera all rolled into one, immediately increased the perceived value of the phone…so much so that my friend’s parents actually bought more expensive phones, not the cheapest ones available. And they left feeling like they got a great deal. This is because the salesperson showed how the phone had packaged three expensive types of technology into one device.

How can you package your products and services and show the increased value of what you offer?

For example, if you hold an event and cover multiple subjects and bring in a variety of speakers, you are offering a package deal. You can showcase the increased value by reminding your customers/clients that to get the same or similar secrets, strategies and methods, they would have to purchase multiple programs in order to receive all the subjects you’ll cover and/or travel multiple times during the year to different locations to see all of the guest speakers you’ll have… were it not for you gathering them all together in one place for you. The package has a higher perceived value because it would cost them a great deal more in time, money and effort to obtain the same benefits individually.

Make it easy for them to purchase.  The payment options offered for the phone included the option of paying a small percentage down with a payment plan of just $10 a month and no interest. By offering payment plans, you can make it feel affordable for buyers therefore easier to say yes.  Plus by doing this, the sales person was able to get them to take multiple upgrades, such as their insurance plan at $10 a month and extra products such as car chargers and phone cases.  Paypal will even do the financing for you with their “Bill Me Later” option and you’ll be paid the full amount up front!

Create urgency. The sales person explained a limited time offer that expired at the end of the day.  Offering a discount or offering a limited edition item that will disappear and that you can only get during a set time period are two ways to do this. If you offer something people truly want, the second one can actually be more effective.

Make whatever they buy FREE. For years, mobile phone companies have made phones appear free by offering phones “free” when you sign a contract for service.  There are many ways to make your product or service appear free. For example, if the value of the bonus gifts you offer add up to an amount equal to or greater than the price of what they are actually buying, psychologically it makes your prospect feel like they are getting it free.

ALWAYS offer upsells. My friend said this sales person offered multiple upsells…from phone cases and chargers to an upgraded data plan and extra insurance to a plan that allowed them to trade their phone for a newer model anytime they wanted. Twenty percent of people will take your upsells, so if you aren’t offering them, you are automatically leaving money on the table.  This is covered at length in the GKIC course “Secrets to Tripling Your Customer Value”

Don’t abandon them after the sale. After my friend’s parents purchased their phones, the sales woman spent time showing them how to use their phone. Sensing they were still unsure of some of the features, she told them when she was working over the next few days, gave them her phone number and invited them to come back in or call her personally if they needed help.

Use stick letters, emails and follow-up communication to continue engaging with buyers after you’ve made the sale. This reminds them why they bought from you, tells them how to consume your product, and reinforces that they made a good decision.

One of the most effective way’s of keeping in touch is through great use of a print newsletter.  For each month you’re not communicating with your customer list you’re losing 10%-20% of it’s value.  That means 10%-20% are leaving and going to the competition, are finding other alternatives to your product or service, or simply are forgetting about you.  One of the least expensive ways to actually increase the value of your list is to have a monthly newsletter sent to them.  To get full details on why you need a newsletter…click here.

This buying experience actually became a mini sales lesson. Pay attention to how people sell to you. When you do, you can learn a lot about how to sell better in your own business. In the meantime, print this mini sales lesson out and use what you’ve learned to help you increase your own sales.

NOTE: This Friday, December 20th is the LAST DAY for you to receive huge savings on SuperConference. You should know there will be no better deals offered after this day. And for those of you who just want to wait to sign up so you can see all of our marketing…well I have good news for you. Sign up now and you’ll receive every piece of our marketing so you can save it for your swipe file.

We’ve put together a great package…

  • A dozen top entrepreneurs and speakers including…Former Dallas Cowboy Emmitt Smith, Dan Kennedy, Craig Proctor, Howard Berg, Darin Spindler, Matt Buchel, and Lisa Sasevich.
  • 4 Sessions with Dan Kennedy.
  • Networking Reception and Book Signing.
  • Breakout sessions that fit every category and level of business.
  • A Teen event so you can cultivate the entrepreneur in your children.
  • Celebrity photo opportunity with Emmitt Smith.
  • Private coaching opportunities.
  • A chance to meet with GKIC preferred vendors…many of who have special offers (which add up to BIG savings) that are only available at SuperConference.
  • And much more…

Don’t miss out. This event is selling very well—in fact we sold over 400 seats at last year’s event and Info-SUMMIT before we even opened up registration to the rest of our GKIC members. It is common for a rush of people to sign up right around deadlines. Don’t gamble in losing your seat because you waited too long.  For more info and to get the best price you’ll EVER see…click here now or go to www.gkic.com/sc2014

How To Double Your Sales…

By: Dave Dee on: November 21st, 2013 No Comments

Time for another “Mind-Reading Moment” from your friendly neighborhood Psychic Salesman on how you can close more sales.

When it comes to CLOSING THE DEAL as a salesperson, I’m wagering the following challenges come to mind:

  • You’re sick and tired of rejection…
  • Clients don’t return your calls as often as you’d like…
  • You can’t get appointments with decisions makers…
  • You dread the thought of making even one more cold call…
  • There’s a gnawing pain in your gut whenever you hear the phrase “But I can get it for less from …”
  • That dotted line sadly remains unsigned…

Right now, more than ever, it’s a constant struggle to simply
CLOSE-THE-DEAL.  Sales slump, “new” economy, down-in-the-
dumps consumer confidence …. Call it what you will but your
bottom line on all of this is simply …“I WANT OUT!”

Well, I have good news from my friend Brian Tracy:

You CAN Double Your Sales Income in 35 Weeks or Less!  Brian has JUST unveiled a brand NEW video series where he will reveal the secrets to closing WAY more deals – in fact,  DOUBLING your sales income over the next 35 weeks.

Now Brian has trained more than TWO MILLION salespeople in over 60+ countries, so he knows his stuff.

And this is all NEW – uncovered through grueling research and hard-data science.  His team has carefully “reverse-engineered” what top performers do… how they work, how they think, what they say …  to uncover EXACTLY how top producers can earn 10 times more than the average salesperson.

When you have these strategies working on your behalf, within 35 weeks (or less), you’ll be generating TWO TIMES what you make now — month in, month out.

Find out how to DOUBLE Your Sales Income…Click Here

In his FREE video series, Brian will reveal:

  • Eleven POWER words you must commit to memory, take to heart, and repeat to yourself each and every morning in order to jump-start your personal “sales operating system” and perform at maximum effectiveness
  • How to leapfrog your way from the bottom 10% of sales people to the top 10% of income earners – in just two ridiculously SIMPLE steps.
  • Four “human actions” top performers simply refuse to do. No it’s not eating, sleeping and bio-breaks… (and it’s nothing strange either) but they can literally turn you into a “super human sales dynamo” when you apply them.
  • Five beliefs all high earners ($200,000/year and above) carry with them… providing a firm “Success Foundation” that practically borders on magic!
  • The number one factor ignored by vast numbers of salespeople that almost always makes or breaks the deal. In fact when used, it accounts for 80% of every sale! (HINT: it’s NOT the product, price, presentation or even your sales skills!)

And a lot more besides.  You do NOT want to miss this:Find out how to DOUBLE Your Sales Income…Click Here

I love this stuff and I can’t wait.  Hope to see you there too.

NOTE:  Since you already have your eyes open, I want to make clear that what Brian will share does require hard work – it isn’t a “magic pill” – but the rewards these strategies deliver are well worth it.

Plus, when you sign on for this Video Series, Brian will GIVE you a copy of his “Everyone is a Salesperson” training in absolutely FREE!  It’s a KILLER bonus just for showing up.

Don’t miss out – this training will not last long: Find out how to DOUBLE Your Sales Income…Click Here