The word choice (hear, say) indicates he could be primarily auditory.
Respond using auditory language at a steady rate and use the low end of
your voice range.
Note:No one is 100 percent auditory. Continue to pay attention
because some people change representational systems at different stages
of the sales process.
2.John:I don’t feelcomfortable taking another one of these sales
courses. I have been burnedby methods they taught when I used
them.
This prospect is kinesthetic (feel, burned). He is also moving away from
pain.
2.Andy:I can appreciate how you feel. I have participated in many
sales training programs and could not grasphow to implement
the program fully. If I could give you something that you can re-
allylatchonto and get a good feelfor, would that be of interest
to you?
I agreed with the prospect and let him know I am on his side. I then asked
again using kinesthetic words to build rapport and deliver a message that
he can understand.
3.John:No, I’m not interested.
This may be a knee-jerk reaction to your interruption. Do not give up at
this point.
3.Andy:Before I go, may I ask you a question? Are you making all
the sales you want? Could you be doing better than you cur-
rently are?
You have taken the pressure off by implying you are about to end the call.
This question will flush out a true no. If it is a true no, then say: “Thank
you so much for your time. If you ever want to improve your sales results
dramatically, you can check us out at http://www.wealthwithoutajob.com.”
If it turns out to have been a knee-jerk reaction, continue to Step 2 of the
sales map.
Andy:Have you ever taken a sales training course before?
Step 2: Get Acknowledgment of Need or Desire by Asking Questions.
Further qualify the prospect in this step.
232 Learning to Sell the Easy Way