In this summary, you will learn:

1) How to identify a sales prospect’s decision-making process; 2) How to align your approach with this process; and 3) How to achieve a strong, positive mind-set.

Take-Aways:

• Customers make decisions in different ways.
• Identify your prospects’ decision-making style and choose terms that resonate with them.
• Don’t use weak or uncertain language when talking to prospects.
• Anticipate the half-dozen most common objections to your offering and prepare responses you can adapt to meet specific situations.
• Persuade people by fitting your presentation to the way they speak, the way they assimilate information, and the way they prioritize benefits or solutions.
• Doing something unexpected causes a “pattern interrupt” and forces a new perspective.
• A “behavioral contract” is an agreement between the buyer and the seller that determines if they want to work together.
• Evoke emotion by telling stories and asking questions.
• Keep a healthy outlook by learning to handle rejection, boosting your resilience, maintaining a healthy work-life balance, and setting goals and priorities.
• Practice “positive self-talk.”