Douglasvermeeren's Blog

Just another WordPress.com site

Posts Tagged ‘become a top seller

Douglas Vermeeren, The Speaking Business Multiplier at London UK Most powerful Personal Development Event!!!!

leave a comment »

Are you coming to London’s most powerful personal development event? I’ll be there will incredible tools for speakers. If you are interested to grow your speaking or coaching business you will not want to miss this session where I will give you the tools that will take your speaking business to higher levels of influence, opportunity, reputation, credibility and income!

Learn how I was able to JV with some of the top speakers in the world, get on more stages, open up massive doors of opportunity and take my speaking business to over 7 figures!

If you are a coach or speaker you will not want to miss this session!

And here’s a link to a free ticket for you! Don’t miss out! https://theukcompany.isrefer.com/go/exhibtion-tickets/D653V/

http://thebestyouexpo.com/speaker/douglas-vermeeren/

douglas-vermeeren-600

3 Massive Mistakes sales people make that keep them from closing – selling doesn’t have to be hard

leave a comment »

SHOW ME THE MONEY!

SELL MORE! Show me the Money

SELL MORE! Show me the Money

Closing the sale and asking for the money is generally the hardest thing for most entrepreneurs, insurance agents, financial planners, real estate agents, mortgage brokers and well, just about anyone has to do. But unless you learn how to effectively ask for the money or the deal all of your preparation, prospecting and presenting will be a waste of your time. At the end of the day the only thing that gets you a pay check and keeps you in business is your ability to ask for the sale. So why is this so hard for some people? Why has this moment in the sales process become the most feared and dreaded? Why is it that most sellers become nervous and perplexed and call this the #1 challenge they have with sales?

Simple. Because they don’t know how to transition. That’s the biggest mistake.

1) Not knowing how to transition

What is a transition? Let me explain in a simple way. Most people know that customers buy emotionally and back it up logically. The transition is that point in the sale where you shift from the emotional to the transactional or logical. Most people have a really easy time with the emotional because generally speaking we love the products and services we sell. We find it easy to be enthusiastic and valuable at this stage of the sale. But we also know that we need to eventually ask for the deal and most of the time nobody likes talking about money.

In most peoples minds talking about money is very different than talking about our business. We love our business. We are attached to our business. We have our feelings and ego invested in our business. We do not feel the same way about money. When we approach money it represents acceptance or rejection to us. Because it is indeed an “ask” it becomes a test to see if we have done a good job in demonstrating value. If the customer says NO then we feel we may have failed to some degree.

Much of this failure to close comes not from a lack of value but from a lack of effective transition. Take a look at your current sales process, do you have a transition? Do you recognize your transition points?

2)Not overcoming objections

Too often sales people try to avoid objections thinking that any objection reflects a flaw in their product or presentation. Quite the opposite is true. An objection is a signal that your prospect is considering a purchase. Think about it: Why would you ask a question if you were not interested.

We’ve all seen sales situations that went this way. The prospect nods their head to every comment or question you make and then ends with “Let me think about it.” They had no objection because they were not really interested. You don’t need polite listeners – you need Customers! Customers are interested enough to ask questions and raise objections.

A great exercise I ask my students to do is take a little time and jot down the top 10 objections that they run into and find good answers. When you have that figured out memorize it and be prepared.

Let’s talk about Brazilian Jiu Jitsu!

Brazilian Jiu Jitsu

Brazilian Jiu Jitsu

That's me in the back row

By the way that’s me in the back row. The short guy in the middle in black.

One of my favourite sports is Brazilian Jiu-Jitsu. One of the most important things for a BJJ practitioner to learn is how to escape. In fact, when I first started it was important for me to become competent in a variety of escapes from a variety of positions. The more competent I became at my escapes the less I feared being trapped in a new position. In fact, I began to allow myself to be pulled into certain positions because I knew that my escape would open opportunities for me to gain advantages that were not presently available to me. The same can be said of objections when you prepare for them you won’t fear them. Instead you’ll recognize them as doorways to opportunity.

3) Lastly, a big mistake a lot of sellers make is that they do not recognize their buyers PEAK buying state.

There is a point in all effective sales processes when the prospect reaches a buying peak. It is the point at which they are ready to buy. That’s when it’s time to stop and ask for the deal. Too often novice sales people miss these buying signals and they keep talking. What happens often is the prospect fatigues and decides not to buy or new concerns and considerations are raised and the prospect looses their excitement. Time is precious and when a prospect is ready we must allow them to purchase. Be sensitive to their needs and wants. Let them guide the sales process and spend less time presenting.

If you would like to improve these skills come and join us at the next upcoming SELL MORE: Close Mastery session. For more information go to http://www.TheSalesTrainer.com

Here’s what some of our students are saying about the one on one sessions prior to the training:

 

One secret that will increase your sales instantly by 65% or more!

leave a comment »

One secret that will increase

your sales instantly by 65% or more!

By Douglas Vermeeren

Increase your sales by 65%

There are many aspects of the selling cycle that a successful sales person must learn. To name a few these include lead generation, scheduling appointments, product presentation, closing the sale, delivery, follow up, asking for referrals and client management. When each of these areas can demand so much from our time it is easy to understand why we often neglect development in the one area which has the most impact.

That one area that has the most impact on your bottom line has to do with creating a powerful product presentation for your client.

Most sales trainers and expert sales people agree that the presentation is the most important part of the sales cycle. It is in the presentation that the customer decides to buy or not to buy. It is in your presentation that your money is made.

Your presentation is about more than just creating a powerful product demo for your to see what you know. It is about creating the right presentation for your client to understand how what you offer can be valuable to them.

I remember in one of my first jobs involving sales (and in almost every sales job after that too) that we had a scripted presentation.The presentation was the same for everyone we met, there were no variations. I have even had sales jobs where it was actually a requirement to memorize the presentation script down to the letter. The results were never brilliant.

And even without a scripted presentation I found challenges. When I was left to create my own ‘sales pitches’ so to speak, I found that after a few dozen times my ‘pitch’ sounded  more or less the same.

As I met with prospective clients it seemed that about 20% of the time the script would would reasonable well and they would buy something from me. I was always excited when this happened, but I wondered what was going wrong when I presented for the other folks. It almost seemed like a roll of the dice or a numbers game. I was told by my supervisors that if I just kept at it I would eventually find the ‘right’ people that wanted to buy and I would be successful. At the time it made sense. But as I thought about it more I wondered why more people didn’t buy. Was I doing something wrong? What I had to offer was valuable. The product solved the problems that even the non-buying people had.  It was affordable. What was the problem?

I have learned a lot since then.

One of the great discoveries was the theory of the 5 ways your brain learns. While it has had significant implications for my own brain, I have been astounded by the results it has had as I have interacted with others.

When we understand a persons dominant learning styles and the way their brain processes information we can begin to communicate with them in a way that makes sense for them. And when something makes sense in the way the prospect needs to hear it they make a commitment to take direct action and purchase. It is that simple.

Our thinking patterns are very peculiar and finicky. The brain sorts information very quickly and makes many decisions based on the way we have have trained it over time.

We are each unique individuals and it is no wonder that when our presentations are generically scripted that our results are not spectacular. If information is not arriving to prospect in a way that their brain needs to hear it, that information will not be valued and in some cases may even be misunderstood.

By using the strategies of the 5 ways your brain learns you can raise your positive response rates significantly and increase your bottom line in the process.

Since implementing this programs for sales companies in the United States and Canada  I have noticed a dramatic increase in the sales results for many companies and individuals. On average the increase was 65%.

If you could increase your annual income by 65% how much more money would that be? Is that a financial
increase you would like to have in your life?

Now here’s the good news, this result is not that difficult to attain. There are just a few easy lessons you need to master.

For more information on how you can learn how to do this please call 1.877.393.9496 or email Rachel@douglasvermeeren.com to find out how you can gain this information today.

Over the last decade Douglas Vermeeren has conducted research in to the lives of more than 400 of the world’s top achievers, including business leaders, celebrities and professional or Olympic athletes. Douglas Vermeeren is the author of Guerrilla Achiever (With Jay Levinson) and the creator of The Opus (with Jack Canfield, Mark Victor Hansen, Dr. Joe Vitale, Dr. John Demartini, Dr. Sue Morter, Marci Shimoff, Bill Bartmann, Bob Doyle and Morris Goodman.) Currently Doug is completing another film entitled, How Thoughts Become Things. This film will explore the process of how our thoughts become manifest in our lives as reality.  For more on this film go to: www.HowThoughtsBecomeThings.com For more on Douglas Vermeeren go to: www.SucceedResearch.com Douglas Vermeeren can be reached for speaking engagements and training at 1.877.393.9496.