KO Sales Coach

A Skill You've Had Since You Were a Baby

Ever heard anyone say “she’s a born salesperson or he was born to sell”....maybe they’ve even said that about you? Well, I don’t know whether you were born to sell or not but there is a skill we all learn shortly after we’re born that top salespeople use everyday to excel in sales......

On Today's Show You'll discover...

• ... how something you’ve done since you were a baby can help you build stronger rapport with your customers;
• ... help you have a greater understanding of what your they want;
• ... and help you close more sales with a variety of different customer types.

Leave a Rating and Review in iTunes What is Mirroring

Mirroring is when one person adopts the physical and verbal behaviors of another. You know, things like like facial expressions, body language, rate of speech, phrases, volume and even the rate of someone’s breathing...these are all things that we subconsciously mirror with people who are close to us.

So how does mirroring help you build rapport?

In sales you use mirroring to improve the communication with your customer. When you’re speaking in a way your customer prefers they feel more comfortable and can clearly focus on what you’re saying without being distracted.

It’s important to remember that mirroring is not about copying the customer, it’s about adopting a subtle change in your communication style that matches their style.

Five Ways to Mirror Your Customer

1. Body Language
2. Rate of Speech
3. Loudness
4. Tone
5. Keywords and Phrasing

You can learn to mirror people even when they’re style is very different than yours. When you do, you’ll improve your ability to connect naturally. When you make a strong connection and you're communicating on the same level your chances of making the sale go WAY UP!

Today's One Two Punch Mirror Your Customer to Improve Communication and Make More Sales Ways to subscribe to The K.O. Sales Coach

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• Email: [email protected]

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What Are They Saying?

In every sales organization there are those salespeople...you know the ones, they’re always on top of the leaderboard. They’re almost legendary and then there are the stories.... “how did she close that sale? That was an impossible situation and somehow he turned it around....I need to know what he’s saying.”

On today's show discover:

• ... the magic phrase I learned after analyzing the sales presentations of a top salesman;
• ... the secret to turning those impossible situations around;
• ... and how you can close more sales and benefit from what I learned.

Leave a Rating and Review in iTunes How I Discovered the Magic Phrase

As the head of a call center training department I listened to recording from our top salesperson to find out what he was saying to turn around impossible sales situations.

I found his magic phrase and this is what he said:

"It's like Milk, you don't know if it works, until you try it."

Where's the Magic?

The magic was in what he did not what he said.

Customers buy from people they know, like and trust....and that was his big secret. He spent time getting to know his customer, and getting them to like him. That's how he turned around so many impossible situations.

Today's One Two Punch Get them to like and trust you and make sales like magic Ways to subscribe to The K.O. Sales Coach

If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!

• Click here to subscribe in iTunes
• Click here to subscribe via RSS
• Click here to subscribe via Stitcher

Feedback

We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!

• Email: [email protected]

Use our SpeakPipe Page! to send a FREE voice-mail right from your computer, tablet or phone!

Control Buyers

For many salespeople, control buyers are the most challenging....but they don’t need to be.

On today's show discover:

• ... where control buyers are coming from so you have a better understanding and appreciation for their approach;
• ...how to tell if you’re interacting with a control buyer so you can respond appropriately;
• ...some ideas for successfully selling to control buyers!

Subscribe and Review in iTunes Where do Control buyers come from?

Many control buyers are aggressive and their take charge attitude has a lot do with a fear of being disrespected, bullied or taken advantage of. It really has nothing to do with you they’ve just learned that the best way to deal with salespeople is to come out swinging.

What's the best way to handle a Control buyer?

The worst thing you can do is react forcefully...it’s only going to confirm their fears and cause them to get more aggressive. A better approach is to show them you’re different.

Show them:

• You’re respectful
• You aren’t going to bully them
• and you certainly aren’t going to take advantage of them....

Show them they have nothing to fear from you.

Characteristics of Control buyers

Control buyers may:

• seem aggressive;
• they might interrupt;
• and may even come right out and say something like “Look, I don’t have a lot of time so here’s how this is going to go....”
• get right to the point;
• look for immediate results;
• focus on positives,
• be logical,
• efficient and
• may like making choices.

They ask good questions and expect straight-forward, logical answers. Most of all they need to feel they have control of the process.

More ways to connect with Control buyers

• Get right to the point
• Stress Quick Results
• Answer Questions Directly
• Follow answers with logical questions
• Let them feel they have control

Today’s one two punch Adjust your approach for more success with control buyers Ways to subscribe to The K.O. Sales Coach

If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!

• Click here to subscribe in iTunes
• Click here to subscribe via RSS
• Click here to subscribe via Stitcher

Feedback

We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!

• Email: [email protected]

Use our SpeakPipe Page! to send a FREE voice-mail right from your computer, tablet or phone!

Implying Ownership in Sales

If the goal of your sales presentation is for your customer to own it, it would be really helpful if you could get them to start thinking about it as theirs from the beginning right? Well YOU have the power to do just that and...

on today's show you'll discover...

• ... how rephrasing your communication can help your customer feel more connected to your product;
• ...how implying ownership throughout the sale can increase your close rate;
• ...and how even small changes in the way you communicate can have a big impact on your sales success!

Leave a Rating and Review in iTunes Keys to Implying Ownership 1 ) Keep your customer involved.

When you’re customer is talking they are engaged and excited and they feel like they are part of the process.

2) Use words like "You" and "Your"

Imply ownership by using you and your throughout your presentation to help your customer imagine owning the product.

If the goal of the sale is for the customer to own the product:

• imply ownership throughout the sale
• keep them involved in the process
• and use phrases that include “you” and “your”

You’ll have your customer thinking about taking your product home long before you ever talk to them about how fantastic it is!

It’s a subtle thing but don’t underestimate the power of you!

Today's One Two Punch: Imply Ownership and Close More Sales Ways to subscribe to The K.O. Sales Coach

If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!

• Click here to subscribe in iTunes
• Click here to subscribe via RSS
• Click here to subscribe via Stitcher

Feedback

We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!

• Email: [email protected]

Use our SpeakPipe Page! to send a FREE voice-mail right from your computer, tablet or phone!

Today’s show is brought to you by the letters A, B , C and X because we’re talking about cross selling today and the fundamentals that make it a big money maker for you.

On today’s show discover:

• …how cross selling benefits everyone, especially you;
• …how to cross sell without making your customer cross;
• …and a simple proven method for cross selling more and making more commission today!

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What is Cross Selling?

Cross selling is offering your customer another product that either enhances the product they are buying or addresses another need you uncover during your conversation.

Who benefits from cross selling?

Cross selling is an important part of the sales process because it provides a positive customer experience and maximizes your opportunity at the same time. It’s a win for the customer, you and your company!

The ABCs of X-selling

• A = X-sell After You Close
• B = Be Brief and Assumptive
• C = Close the X-sell

Two proven methods to cross sell more!

1. Offer every time
2. Offer a matching supply

Today's One - Two Punch

Offer a X-sell Every time to make more money

Ways to subscribe to The K.O. Sales Coach

If you liked this episode please head on over to iTunes and kindly leave us a rating, a review and subscribe!

• Click here to subscribe in iTunes
• Click here to subscribe via RSS
• Click here to subscribe via Stitcher

Feedback

We want to hear from you! Ask questions, make comments, and share your, tips and opinions. Let your voice be heard!

• Email: [email protected]

Use our SpeakPipe Page! to send a FREE voice-mail right from your computer, tablet or phone!

Get Full Show Notes at KOSalesCoach.net/cross

Best Customer Experience

Competition is great for customers but what about you? How do you stand-out and convince your customer that buying from you is the best option? Well, on today’s show you'll discover...

• ...why price isn’t the only thing customers consider when deciding where to buy;
• ...how to standout above the competition;
• ...and ideas for improving your customer’s experience.

Leave a Rating and Review in iTunes

For Full Show Notes: KOSalesCoach.net/experience

Best Sales Technique

Silence is an often overlooked communication tool that top salespeople use to keep their customers engaged and moving toward the close.

On today’s show you’ll discover…

• …when to use silence to convert shoppers into buyers;
• …how to avoid common mistakes and
• …why silence is One of the Best Sales Techniques Ever;

Leave a Rating and Review in iTunes

For Full Show Notes visit KOSalesCoach.net/silence

Maintain Sales Control

Have you ever had one of those customers that just seems to run you ragged with questions? What’s in it? Where does it come from? How long have you been selling this?

If this has happened to you before, you know what it’s like to lose control of the sale.

On today's show discover:

• ...how to determine who is really in control;
• ...a proven technique for answering customer questions while maintaining rapport;
• ...and how to regain & maintain sales control at any point in the process;

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For Full Show Notes: KOSalesCoach.net/llama

My Customer Isn’t Talking

She just wouldn’t tell me anything. That customer just didn’t want to talk. How am I supposed to build value when they won’t have a conversation with me? If you’ve ever heard a colleague say things like this or even said these things yourself you may be a victim of a conversation killer. But there is good news…

On today’s show discover:

• … three different conversation killers that may be impacting your sales;
• … what to do if your customer isn’t talking;
• … the very best way to improve customer communication.

Leave a Rating and Review in iTunes

Full Show notes: KOSalesCoach.net/talk

Impulse Buying

If you’ve ever gone into a store to buy something and came out with that and more you may have experienced an impulse buy! Chances are REALLY good you’ve done this because 70% of people in a recent survey said they occasionally purchased items they didn’t need or plan to buy, and another 15% said they did it frequently. Impulse buying and impulse buyers are great, they practically sell themselves. However, I’ve seen good sales people, miss opportunities because they didn’t recognize and respond properly to an impulsive buyer.

On today's show discover:

• ... why people buy impulsively;
• ... how to tell if you’re talking with an impulse buyer;
• ... and the best way to approach an impulse buyer to make the sale.

[powerpress]

Leave a Rating and Review in iTunes

Full Show notes: KOSalesCoach.Net/impulse-buying