Month 4: Engage! Three Steps to Quality Contact & Sales Mastery (Listen to ‘Day 4’ Audio in your Mastering Influence App)
LAPS – Listen, Analyze, Practice, Share.
First Listen to the audio referenced above. Then Analyze the audio content further by reading the notes and completing the exercises in the Learning Management System. Now you are prepared to Practice that which you have listened to and analyzed as you work with your clients and prospects. Finally, on the last Friday of each month our entire sales organization will gather to Share key learnings and applications in market.
When you model successful people, it’s not enough to do what they do. You have to do it in the same order or syntax.
Lesson Files
*Lesson Files are located to the right of the page.➡︎
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Phase I – Engage: engage prospects and get them involved. Get their attention, make contact with them and get their interest.
Phase II – Enroll: probe for problems, or qualify them, make sure they feel good about your product, and make sure they feel certain they want to buy.
Phase III – Compel: them to want to buy now.
Phase I - Engage
Phase II – Enroll
Phase III – Compel
This month we will focus on Phase 1, steps 1 – 3 (of the 10 steps to mastery)
Prepare, Turn Yourself On, Make Contact.
Six Keys to Preparation
Anchor yourself for success – The quickest way to change your state is to change the way you’re using your body
Selling is a Transference of Emotions. Peak performance comes from being in a peak state. Every time you get in front of a customer the state you're in and the feelings you're expressing will affect the customer. If you're not in a peak state it's like cutting off some of your skills and abilities remember:
Five keys to making effective contact
No matter what the situation you’re only interruption until you get their attention. How can you get their attention? Scream Pigs!
Smile. Being in the state where people feel good just to be around you.
Compliment. Notice specific things that you can sincerely complement.
Referral. Use a referral to connect with someone immediately.
Exhibit. Instant attention exhibit or demonstrate something.
Ask. Ask a question.
Mystery. Ask a surprising question or make a claim they don’t expect.
Poll. Use a poll or a survey and state that claim to get their attention.
Information. Offer information they don’t already have.
Gifts. Giving a gift induces reciprocity and grabs attention.
Startle. When you startle someone when you get their full attention.
Remember, you are not a salesperson you are a state inducer
We're only an interruption until we get their attention
we have an exciting story to tell, sharing our key talking points and making them our own is fun!
Commit to implementing the five Keys for making effective contact:
You’re only an interruption if you don’t have people’s attention. As soon as you’re interesting enough to get their attention, they’ll make time for you.