Posts Tagged ‘Dave Dee’


Three “FATAL” Sales Flaws You’re Probably Making Today

By: Dave Dee on: September 25th, 2014 3 Comments

In today’s podcast Dave Dee interviews Sales Director Extraordinaire Nick Loise and they talk about…

  1. Why “Old School” sales tactics just don’t work and what to do about
  2. How most people are leaving a lot of money on the table by refusing to learn on key skill
  3. One thing that can instantly kill any trust you’ve established
  4. The one skill that makes cosmetic surgeon, Dr. Charlie Martin, one of the most highly paid surgeons in his industry.
  5. Where to reserve your spot for “Sales Mastery Unleashed!“  The FREE livecast with Dan Kennedy that’s taking place next Tuesday, September 30th.

Listen to this 10 Minute Podcast Now By Simply Clicking Here

Also…

Don’t forget to reserve your FREE spot for our live training event next Tuesday September 30.  Click here for ALL the info.

The Most Powerful & Profitable System For Closing More Sales Without Spending Another Dime On Marketing

By: Dave Dee on: September 23rd, 2014 7 Comments

Have you truly mastered the #1 skill every business owner and entrepreneur needs to put more money in their pocket?

“For The First Time Ever Dan Kennedy Reveals The Most Powerful and Profitable System For Closing More Sales And Making More Money Without Spending Another Dime On Marketing…And You Can Attend This Live Video Training Absolutely FREE…If You Act Immediately.”

 Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

Discover The FASTEST, EASIEST Way To Increase Your Profits Without Increasing Your Expenses…

“Free Live Video Training Reveals The REAL, No B.S. Secret System For Closing More Sales In ANY One on One Sales Situation…Even If You Think You Hate Selling or Aren’t Good At It”

If you are a doctor, lawyer, financial advisor, coach, consultant, restaurant owner or entrepreneur of ANY KIND, your financial success  hinges on two factors: 1) Your ability to attract quality prospects. (That’s marketing.) 2) Your ability to turn those prospects into customers, clients and patients. (That’s SELLING.)

Odds are you probably love the first but not the second.  But the cold hard truth is, unless you know how to close sales, you will ALWAYS struggle. In fact, RIGHT NOW you are LOSING MONEY because you or your sales team are not closing as many sales as they could. Here’s another sobering thought: Because your closing skills are NOT where they should be, a good portion of the hard earned money you spend on marketing is being WASTED. MORE BAD NEWS: Even if you’re smart enough to go buy some books to improve your sales skills, odds are what you’ll learn is outdated, outmoded and DOES NOT WORK with today’s sophisticated customer, client, and patient.  In fact, using these old-fashioned closing techniques is HURTING you and costing you money.

But now you have the opportunity to learn the System that’ll explode your sales like a fireworks display on the Fourth of July

Join Dan Kennedy, Dave Dee and GKIC Sales Manager Extraordinaire, Nick Loise for 4 hours of LIVE ONLINE VIDEO training session where they’ll reveal the bullet-proof System for closing more sales. Discover the powerful 5 step sales SYSTEM, how to handle the 7 different kinds of objections… making you and your team practically IMPERVIOUS to the word “NO;” the SECRET “Buying Signals” a prospect gives off that should be your cue to close and much more. IMPORTANT: This is a REAL training – not a sales pitch. The entire four hour broadcast will be turned into a product and sold after this one- time only live event But you can grab a front row seat to for FREE if act immediately. Bandwidth is limited.

Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

The Three Biggest Reasons Businesses Fail…And What To Do Instead.

By: Dave Dee on: September 19th, 2014 3 Comments

We’ve all heard and read about the alarming 80% rate of small businesses that fail in their first 18 months.

It’s been reported by many sources including Bloomberg, the leader in reporting financial and business information

So when I read an article the other day that said 90% of info-marketing businesses fail, it upset me.

I thought to myself, “but why?” This is a formulaic business that anyone can do successfully.

My next thought was… “What can we learn from the businesses that have crashed and burned?”

From years of experience from both running my own businesses and also working with and training hundreds of business owners and info-marketers to build successful, long-term businesses, I have found three main things—that when missing, inevitably shorten the life of the business and cause failure.

I’m not talking about the typically things that you see listed such as running out of money, no business background, no clear unique selling proposition, and so forth. The following are specific to why info-marketing businesses fail, and more importantly what you can do to make sure you don’t experience the same fate.

Reason #1: Inadequate Marketing Research. According to Robert Skrob, President of the Info-marketing Association, the #1 reason he sees info-marketing businesses fail is inadequate research.

Solution: Don’t assume you know everything you need to know about your market. Just because you’ve been living in an industry for a long time doesn’t necessarily mean you don’t need to do additional research.

Thoroughly research your market. Interview potential customers to find out what they want and how they want it delivered. For example, do they prefer to receive your information in a video format or at a live seminar? The answer may surprise you and if you skip the research, you may end up wasting time and money creating the wrong product for your niche.

Reason #2: No continuity income. Continuity income is money you receive on a continual ongoing basis. For example, a membership program where people pay $59 each month for a newsletter. Too often businesses rely on a single sales model—meaning each month they start over selling their programs, books, seminars, etc. The result: until they sell something, they aren’t making any money.

Solution: Create continuity programs so that you start each month with customers already purchasing your products—in other words you have guaranteed income.

Not only do you have consistent income that provides you with cash flow to pay the bills, but as your customer base grows, so will the number of people participating in your continuity programs. This means your income will grow. Plus, because your continuity income is paying the bills, when you hold an event or have a big promotion, you’ll be able to pull out the money you make from it in profit instead of having to use it to pay bills.  GKIC introduces success-minded business owners to their gold membership program by offering a two-month free trial. 

Reason #3: Random Marketing Process. Too many businesses have no marketing systems in place. They run a campaign or promotion, get some customers, fulfill their orders and then have to start over again. Or they only have part of the system in place—such as the sales letter, but no system to continually attract prospects to it. Or no follow-up system.

Solution: If you want to experience a thriving, successful info-marketing business, and truly unlock the freedom and info-marketer lifestyle you dream of, then pay close attention. The secret is to build an automated marketing process.

This process includes marketing systems that continually attract new customers and feed them into a sales funnel that shows customers how you can solve their problems and then invites them to make a purchase.

After they’ve purchased from you, another sales system invites them to make additional purchases from you, including joining your continuity program.

One thing to note, while you can, in essence, create these once and let them run on auto-pilot, you’ll also want a system to track and monitor your results.

It’s also a good idea to use different systems along with testing new ones.

When you do the marketing research, put programs in place to generate continuity income and build an automated marketing process, you’ll have the three key factors that drive a long-lasting, mature and highly successful info-marketing business.

NOTE: Want to avoid making the mistakes that make info-marketing businesses fail and instead enjoy the easiest way possible to generate quick and sustainable wealth from your info-marketing business?

Then be sure to join us for our 2014 Info-SUMMIT.

For more information or to register now click here NOW

 

One of the biggest money-making super-powers

By: Dan Kennedy on: August 24th, 2014 1 Comment

Dan Kennedy here.

I wanted to let you know that I just did a special call with Dave Dee about something vitally important…

You see ever since I spent the other day with you, the questions I’ve been receiving have made it abundantly clear to me that there is a critical piece of information missing.

It concerns one of the biggest money-making super-powers you’ll ever learn. Because once you “get it,” you’ll make a major shift in your thinking—and your income. Life and business will be different for you. Easier. More rewarding. More effective. More time-efficient. More lucrative. Better.

So I recorded this call so you’ll have the missing piece that will help you close more sales, get more visitors to sign up, download, watch, and buy.

Click here to listen to it now.

NOTE: Dave will be telling you about a special bonus worth $497 that is only available today as part of the Make Them Buy Now System & Toolkit at the end of this call. Which by the way, if you haven’t invested in yet, you should do so immediately here.

HOWEVER, this call is not a sales pitch. It’s about helping you to make a major shift in your thinking that will forever impact your business, your income, and ultimately your life. If in the next month, next year, or ten years from now you want your income to go up, then you need to understand this piece of the puzzle.

Listen here now before another year slips by with no change in your income.

How To Sell More, Faster And More Efficiently

By: Dave Dee on: August 7th, 2014 1 Comment

“One night a year all crime—including murder—is legal for 12 hours.”

That is in the description for the movie trailer for “The Purge: Anarchy” currently in theaters.

Maybe you’ve seen the ad for the movie? It shows total chaos and innocent people trapped on the streets among people committing horrible crimes. Pretty frightening stuff, especially if you put yourself into that scenario.

Talk about triggering emotion!

Movie trailers are a great example of tapping into deep emotions that get reactions from their viewers and make them want to see a movie.

Whether a trailer is so scary you can’t bear to look or it is so heartfelt it makes you cry, the makers of movie trailers are masters of using emotion to sell viewers on watching their movies.

Appealing to your target audience’s emotions is a critical key ingredient that will help you sell more of your products and services, faster, and more efficiently.

Emotions are strong feelings that move people to action. So when you create promotions and ads that arouse the right emotions, you’ll get your prospects to buy what you are selling.

How do you do that? Today I’ll walk you through a simple two-step process that will allow you to not only trigger emotions, but trigger the RIGHT emotions that will get your prospects and customers to move to action.

Step 1: Identify the buying emotion. If you’ve studied copy at all, you likely have witnessed this done. In fact, two emotions commonly used are fear and greed. And don’t get me wrong, these are two emotions that work well. However, it’s important to remember that these aren’t the only two emotions people have, nor are they always the best or most effective triggers. In fact, if these are the only two trigger emotions you use, you will likely lose out on a big portion of sales.

People feel a range of emotions from anger to happiness to sorrow to laziness. When creating your marketing, you first need to identify the correct emotion (or emotions) that will stimulate your prospect or customer to buy.

Remember that the buying emotion is often made up of a mixture of emotions.  When you use a mixture of emotions, you’ll not only reach more of your target audience, but you’ll reach them on a deeper level and invoke more sales.

How do you identify the right buying emotion?

  • Study high-converting promotions.  By looking at promotions you know have been tested and are working, you can identify core emotions that are working well with your target audience. When picking promotions to study, it’s not a requirement that the product and service matches yours. Rather than that, look at who the promotion is targeting and whether that is a match for your target audience. What emotions are they tapping into?  Would these work for your product or service?
  • Find out what your target audience is saying. Hang out where your target audience is, “listen” to what they talk about and the way they talk.

For example, you can visit online chat rooms where your target audience hangs out to find out what they are saying and the way they say it. To do this, just visit a chat room that matches your topic. For instance, if you are selling financial products, you might hang out in the MSN Money chat room.

Step 2: Utilize the buying emotion to build desire.  Once you’ve identified the correct mixture of trigger emotions that make up your buying emotion, you’ll use them to build desire for your product or service. The idea is that by the time your prospect gets through your ad or promotion the emotion is so strong he can actually picture himself experiencing the scenario you’ve painted for him so much so that he is driven to make a purchase.

For example, an ad for a supplement that helps with joint pain might depict someone in their sixties with a before and after scenario.  The first scenario depicts the main character in pain, sitting on the sidelines and unable to participate in activities she enjoys. The person may even look older or unhappy. The after scenario depicts the same person smiling and enjoying life—gardening, riding bikes, and hiking. More than one emotion is tapped into here, and the desire to avoid pain and feeling old along with the desire to be able to enjoy life is so high by the end of the ad, that the prospect can picture him or herself being able to get back out and enjoy life again that he is driven to purchase the product.

If you want to persuade people to buy more, you must understand the emotions that spur them to take action. Discover the triggers that do this, and how to evoke those emotions, and you’ll sell more, faster, and more efficiently.

DON’T MISS THIS: If you want the 7 Secrets To Experience A Dramatic Increase in Sales Immediately, then click here now as Dan Kennedy Reveals the seven MOST powerful triggers you can use to significantly increase your sales starting today!  This goes way beyond anything you’ve ever been taught and taps into the underlying secrets the best sales people are using today to get their prospects to buy now!

Simply click here now.

 

 

Four Reasons People Aren’t Buying From You (And How To Change That Now!)

By: Dave Dee on: August 5th, 2014 1 Comment

In a minute I’ll talk about an experience I’m sure you can relate to.  But before I do that I want to make sure you don’t miss the live webinar I have today with Frank Kern where he’ll reveal his system for Mass Conversion.  All the details are below, but click here now to get all the details for this event.  Onto my story…

Recently, a friend told me about a scene he’d witnessed.

He was in a restaurant when a man slammed his drink down, began cursing and more or less started to freak out.

From what my friend could tell, the reason behind it was that the guy was so certain he was going to close a deal, he purchased a new car.

The deal apparently fell through and now sitting with a new car payment and not sure how he was going to pay for it, he went a little berserk.

I could sympathize with him.

I remember having bills that I didn’t know how I was going to pay.

I also remember days where I was so excited about a prospective event, I was sure I was going to book that I already had the money spent—at least mentally—before the deal was done and on the books.

Can you relate?

Kind of like in the movie Christmas Vacation where Chevy Chase goes into a tirade after instead of receiving the big bonus he was counting on, he receives a gift for the jelly of the month club, it’s not uncommon to feel a big letdown and a lot of disappointment when something potentially big like that falls through.

Unfortunately, the problem with too many businesses and entrepreneurs is that they are great at marketing, but NOT at closing the sale.

Which means they get prospects on the hook and can feel the excitement of reeling them in, but in the end, they lose them and are unable to get them to take action. This means A LOT of money is being left on the table.

Not only that, many will blame the marketing; saying it doesn’t work.

In fact, they may try a string of different marketing techniques and repeat the cycle over and over again.
Instead of using this shotgun approach to their marketing, what is really required to dramatically increase sales and maximize the return on your marketing dollars,is to know how to close more sales.

So how do you do that?

1) Remember the cardinal rule of selling. I find it common for people to switch into high sales gear when they think someone is interested in their product or service—spouting facts and figures or listing their credentials and so forth. The big thing to remember is that “People love to buy, but they hate to be sold.” So the real key is to use sales and persuasion techniques that allow people to buy—rather than to be sold.

2) Prove it. What are others saying about you? And how easy is it for people to find what is being said? Whether I’m planning a trip or looking at trying a new restaurant or considering using a new service professional, I want to know what type of experience others have had.

What about you?

The businesses who make it easy for me to find the social proof I’m looking for by including reviews by customers right on their website or in their sales materials are more likely to make the cut when I’m making my list for consideration.

3) It’s about them, not you. No one cares about your credentials. No one cares about all the reasons why you think they should buy. I love food and let me tell you I don’t care if the most famous chef on the planet cooks a meal for me himself—all I really care about is the experience I have and whether I like the food served. The truth is what people really want to know is what you can do for them. So make it about them, not you.

4) Do something to make them thank YOU. Yes, you want to show appreciation to your customers for their purchases. But ideally what you want to do is to make your customer so happy with the results or experience they receive from you that they are profusely thanking YOU.

If you want to get more out of your marketing dollars and are tired of feeling the excitement of a potential big sale only to have it end in disappointment, then you’ve got to get good at selling. Using the techniques I’ve shown you here will get you started on the right path.

And joining me and Frank Kern today during a FREE webinar we’re doing will give you even more ammunition for closing more sales without making people feel pressure or using hype or other “salesy tactics.”

NOTE: Want to close more sales?? Join me as I interview Frank Kern today at 2:00 P.M. EST

You’ll discover:

• How to amplify your market share (and how to 4X your lead exposure almost instantly).
• How to engineer sales funnels so your prospects ASK to buy your product or service (as opposed to being pushy).
• How to make sales even if nobody’s ever heard of you.
• The holy grail of direct response (totally NEW stuff Frank calls Dynamic Behavioral Response)

Get all the details and join us by clicking here NOW.

Bonus For Investing In Info-Profit Recipe

By: Dave Dee on: July 30th, 2014 No Comments

The video below is your bonus worth $497 for investing in Info-Summit. In this video you’ll get the four steps to getting your info business up and running in the next 60 days. Please do not share this page with others.  Thanks and Enjoy!

A Horribly Neglected Ad Strategy That Still Gets The BEST Results

By: Dave Dee on: July 29th, 2014 2 Comments

Recently, my good friend Frank Kern told me he ran the single most successful test he has done in 15 years.  Here’s how the test came about…

Frank analyzed an ad that was responsible for growing a tiny company into a BIG company by generating some three million leads (from that ONE ad)…

It was also the inspiration for ads created by David Ogilvy, one of the most sought after advertising executives of all time.

In fact, Ogilvy took this ad, analyzed it, perfected it, and systematized it. He then used this system to create 17 ads which were responsible for growing Ogilvy into a 1.4 Billion (with a “B”) business back in the 1970’s.

Despite how wildly successful this ad system was, it, and the system Ogilvy developed from it, were largely forgotten about as people moved on to the “next new and shiny object” placed in front of them.

That is until Frank ran across it again and decided to do a test.

Here are a few things that Frank says about why this worked so well and why this strategy will work better than just about anything else you can try these days:

It didn’t try to sell anything. The ad wasn’t full of hype or sales tactics. In fact, it didn’t try to sell anything at all and instead gave away something free to the reader. Plus it didn’t use any fancy copywriting techniques. It is a simple, basic and non-sophisticated formula that you could use in all types of media.

It focused on the right kind of value.  Typically an ad will deliver “practical value” which means the ad addresses the things your product or service does. For example, a restaurant will cook you a meal. A coffee maker will brew you a cup of coffee.

But what fuels a buying frenzy is when you deliver intrinsic value. This is the unseen value which can really drive frenzy and get people clamoring to pay you more for your products and services.

For example, suppose you want to have steak for dinner. You can choose between Longhorn Steakhouse or Ruth’s Chris Steakhouse. They both will cook you steak. They even have similar items on the menu such as a baked potato, salad, and a center cut steak.  But Ruth’s Chris Steakhouse charges much higher prices, and people are willing to pay it. Why? Because Ruth’s Chris Steakhouse has that “unseen value” associated with having a higher intrinsic value.

It addressed reader skepticism.  Now more than ever, people are skeptical. They don’t trust marketing and advertising. Rather than ignoring this fact, the ad addresses this skepticism right up front by telling people why they are doing the ad.  This confronts the obstacle head on and eliminates their skepticism before continuing on with the message.

It explained why not all the information was included in the ad. It gave a logical explanation for why all the information the reader would need was not included in the ad—therefore giving the reader a good, solid reason for why they should contact the company for more information.

The headline uses presupposition. The headline uses the brilliant technique of presupposition. It presupposes that you want to know something about the topic and it also presupposes that there is something you don’t know. This is a great technique that will increase your readership and raise curiosity.

Use these strategies to generate more leads, customers, and create a frenzy that causes people to want to pay you more for your products and services.

Yesterday Frank released a brand new video where he took this concept from a theoretical level down to “how you do this in your business.”  This was in all honesty one of the best trainings I’ve seen in a long time (I took two full pages of notes) and right now he’s giving it away.

Click here now to get the video.  Yes, to get the video you have to give an e-mail address, but if you don’t like it, and don’t want more, just unsubscribe immediately.  You’d be crazy to do that, in my humble opinion, but it’s an option.  In this short video he explains the concept of an “internal decision trigger” where in essence you get the prospect to sell themselves your product or service.  In a word it’s amazing.

NOTE: If you’d like the template and swipe file Frank created from the Ogilvy ads, he’s giving them away free right now along with the swipe file of the Ogilvy ads, and the case study of the test he ran using the template. You can get them all at no charge by clicking here NOW.

Elvis May Have Left The Building, But He Still Has Loyal Followers Who Buy

By: Dave Dee on: July 27th, 2014 1 Comment

Sixty years ago this month, in July of 1954, music history was made when the then unknown Elvis Presley recorded the first commercial song of his career.

The song—“That’s All Right (Mama)” set him on a path to superstardom.

In fact, many still consider him to be the undisputed King of Rock and Roll.

Elvis still holds records for “the most Top 40 hits (114), the most Top 10 hits (40) and the most weeks at Number One (80).” (These is for the Pop charts and only in America. He was also a leading artist in American country, R&B, and gospel fields and his chart success in other countries was substantial.)

In fact, in 2004, the Recording Industry Association of America announced that Elvis had become the bestselling solo artist in history.

Twe-e-e-n-t-y-seven years after his death.

Even in death, his stature grows.

Graceland, Elvis’ white columned mansion and estate, has become one of the most visited private homes in America with over 600,000 visitors every year paying anywhere from $15 to $72 to tour the home. And according to Elvis Presley Enterprises is one of the five most visited home tours in the United States, and is the most famous home in America after the White House.

After fans tour Graceland, they are turned loose to shop in the Graceland gift shops.

In 2012, overall Elvis business, including royalties and licensing, totaled $57.3 million.

Search for “Elvis souvenirs” in Google and you’ll get 1,060,000 results. In fact, there are whole businesses created for the sole purpose of selling Elvis items such as “Elvisly Yours” and “Elvis Collectibles.”

Visit Elvis fans’ homes and you’ll find whole shrines built around him—with posters, paintings, collectibles and framed pictures. Some fans even attribute a sacred character to certain objects associated with Elvis. Extreme fans go so far as to collect items from Elvis’ personal life such as toenails and his used water cups.

Fans recount stories of Elvis and re-tell his life story.

Every year there are pilgrimages to Memphis on Elvis’ birthday (January 8th) and the anniversary of his death (August 16th).

The man has a herd of committed followers, that’s for sure.

And while I’d probably apply for a restraining order if someone expressed interest in collecting my toenail clippings for display in their house, can you imagine developing a loyal following like that?

What would that do for your business?

Fans that continue to buy and re-buy your products or re-packaged items and build shrines in their homes of you for the entire world to see—spreading the word about how great you are.

What would that do for your bottom line?

Well we might not be able to get you quite to “Elvis stature,” but we can help you discover how to build a relationship with your customers so that they will want their pictures taken with you and will build mini-shrines at home or in their office.

This is the kind of herd you want to build. Because a herd like that will stay with you forever.

Isn’t that what you want?

So exactly what should you do to build a loyal herd?

Click here to find out now…

Here are four things you can do to build a big, loyal following starting today:

Target the people most likely to benefit from your product or service. When building your list, create offers which your target audience are most likely to receive an IMMEDIATE result. People who have success quickly using your products or services are more likely to trust that they will get results with future purchases from you. This can turn them into hyper-responsive and loyal fans.

Attract your BEST prospects. Who are your ideal clients, customers, or patients? Create a system for attracting these customers and these alone. One mistake I often see is that business owners think they should try and attract as many people as possible. As a result, what happens is you end up with people who are not a good fit for you or are “bad apples” that talk bad about your product or service. This only hurts you. Focus on the people who will love what you have to offer and avoid the rest.

Use both offline AND online list-building methods. It’s tempting to rely on online methods only to build your list, but you’ll build a much bigger and better list if you combine both online and offline. Plus you’ll build your list faster.

Invest in relationship building strategies. If you want your list to stick around for years and years and continue buying from you, you’ll want to spend time and money investing in the types of marketing that will build your relationships with your list such as giving them great, relevant, and free content or following up after a purchase to see if they have any questions about how to use their purchase.

***THIS Weekend Only—Through Monday, July 28, 2014***DISCOVER the BEST strategies on the planet and the latest breakthroughs for building RESPONSIVE lists with this treasure chest of list building Gold—that even Elvis himself could have benefited from—by clicking here.

A Big Persuasion Secret You Can Learn From Hanging Out With Kids

By: Dave Dee on: July 24th, 2014 4 Comments

One of my favorite traditions is spending one on one time individually with each of my kids.

Whether it’s taking my son to a major league baseball game or taking my daughter to the theater to watch a Broadway show, I love spending time alone with each of them and being truly present when we are together.

Years ago, it wasn’t that way. I still spent one on one time with each of my kids, but not really “be with them” because I was worried about money or where my next client was coming from. I spent more time focused on worrying than on what was really important.

Now that I have systems in place that work like clockwork to attract my ideal clients, my life and income are different.

More importantly, my relationship with my children is better and even more rewarding since I now focus on them entirely during this special time with them.

There is actually a great sales and persuasion secret hidden in my story.

The key here is in the outcome—that our relationship is more rewarding.

Not only do good things happen when I’m with my children, but I find that because of this sales and persusasion secret, good stuff happens everywhere I go. For example, I’ll go to a restaurant and get a free dessert. Or I’ll go the theater and my seats will be upgraded.

How does this happen? Well, whether I’m hanging with my kids or out getting a steak at my favorite restaurant, I am very friendly, I am present, I ask questions AND I bring people into my reality. This is cool stuff so let me explain each piece of the puzzle so that you can use these techniques to make your customer relationships more rewarding.

1)      Be fully present: As I mentioned earlier, I used to not be fully present when I was spending this special one on one time with each of my kids. I was too distracted by worry.

Now, I really listen to people and am truly interested in what they have to say (whether it’s my son or a client.) When I speak to clients, I block everything else out and focus on just them.

Most people are never present. They are too busy thinking about what they are going to say or worse, their mind is completely somewhere else. People can feel when you are really listening to them and when you are pretending to listen to them.

2)      Be friendly: Not that I would be unfriendly with my kids, but when I was worried about money and my business, I could be a bit cranky at times. Smile and look people in the eyes. I mean REALLY look into the eyes of your prospects and customers. Also, project positive and fun energy. You know the guy or gal that is always positive and the life of the party—the one that everyone wants to be around? Be THAT person.

3)      Ask questions. When I’m with my kids, I ask questions that help me get to know a ton about their dreams, goals and desires.

The cornerstone of sales is asking questions. Instead of using traditional, old-fashioned sales training questions which are self-serving and highly manipulative, ask questions that are designed to learn about what your prospect wants, needs and desires on a deep level.

4)      Bring people into your reality.  After I ask questions to my kids and they open up about what is going on in their lives, I open myself up to them. For example, I might tell a story about a challenging situation I was in when working with a client or tell them an embarrassing story about something that happened to me when I was their age.  By opening myself up and sharing personal things, they not only are brought into my reality, but they feel more comfortable with opening up to me.

When talking to a prospect or customer, you can do the same thing. For instance, a dentist might tell a story about when he had to have one of his own teeth repaired or personal trainer might tell a story about being overweight and how lifting weights changed his life. When you can bring people into your own reality and share your own vulnerability, people will connect with you more.

It’s important to note that when I’m with my kids or in any situation where I’m at a restaurant, theater, etc. I’m NOT looking to get anything. I’m not trying to manipulate my kids or get people to give me free stuff.

Good stuff just happens as result of what I do. As I’ve said before, the difference between manipulation and persuasion is intent.

My intent in all of these cases was simply to have fun, make people laugh and feel good. In a selling situation your intent should be NOT to just sell your product or service at all costs, but rather to find a solution to your prospects problems and to fulfill their wants needs and desires. This will result is MORE SALES than if you focus on just selling your product.

HUGE: You want to be externally focused NOT internally focused when selling.

Re-read the four points above and you will see they are all externally focused, focused on my kids or the people I was communicating with.

I would love to hear your thoughts on this post. Comment below.

NOTE: Tomorrow, Friday July 25th, I’m going to be speaking with Boardroom Publishing’s Brian Kurtz.  Click here to join in live for FREE.

If you don’t know who Brian is but you like the simple idea of sending out a piece of mail and making money in return then you NEED to be on this call.  Brian Kurtz has generated over $150,000,000 in sales by using direct response marketing.  Tomorrow he’ll reveal some of his strategies including giving you a glimpse into…

☞ DETAILS of a “Product Launch” selling over 200,000 units.

☞ His “Ah-Ha! Moment” about doing research to pick ‘The Next Big Thing’ to promote to his subscribers and customers.

☞ Lessons Learned in the Mailing List Business in the 1980’s that are WORTH MILLIONS TODAY in extracting huge profits and great customers from available databases.

☞ What it’s like to work with The Best Copywriters and how to get them to compete with each other for your benefit.

☞ How ANY author can stay out of the bookstore and make a fortune “direct to consumer.”

☞ AND much, much more…

Anyway, this is a one-time only live call and you’ll have the chance to ask him your questions.  Click here now to get the details and mark your calendar for tomorrow!