1 tools of the trade. 2 experience whether you arechild or adult now we will learn it scientifically...

11

TOOLS OF THE TOOLS OF THE TRADETRADE

22

EXPERIENCE

WHETHER YOU ARE CHILD OR ADULT

NOW WE WILL LEARN IT SCIENTIFICALLY

WE ALL USE IT UNKNOWINGLY BY VIRTUE OF OUR

33

TOOLS OF THE TRADETOOLS OF THE TRADETRIAL CLOSETRIAL CLOSE

FACT BENEFIT SELLINGFACT BENEFIT SELLING

THIRD PARTY STORYTHIRD PARTY STORY

GRABBERGRABBER

TAKE AWAYTAKE AWAY

URGENCYURGENCY

THE MOST IMP.TOOL OF THE TRADE IS THE MOST IMP.TOOL OF THE TRADE IS …....… 80% OF THE SALE DEPENDS ON …....… 80% OF THE SALE DEPENDS ON THIS ????THIS ????

44

TRIAL CLOSETRIAL CLOSE

A TRIAL CLOSE IS NOTHING BUT A A TRIAL CLOSE IS NOTHING BUT A QUESTIONQUESTION. A QUESTION WITH A . A QUESTION WITH A POSITIVE RESPONSE.IT IS ALSO POSITIVE RESPONSE.IT IS ALSO CALLED AS A CALLED AS A VERBAL VERBAL THERMOMETERTHERMOMETER

55

TRIAL CLOSETRIAL CLOSE

OPEN ENDED TRIAL OPEN ENDED TRIAL CLOSECLOSE

CLOSE ENDED TRIAL CLOSE ENDED TRIAL CLOSECLOSE

66

OPEN ENDED TRIAL CLOSEOPEN ENDED TRIAL CLOSE

WHEN / WHERE / WHO / WHAT / WHICH / WHY&HOW

‘‘WH’ FRAME QUESTIONSWH’ FRAME QUESTIONS*6 WIVES AND 1 HUSBAND ???*6 WIVES AND 1 HUSBAND ???

IT WORKS THE BEST IN THE INITIAL PART OF THE CONVERSATION

The BASIC RULE :The more Details you have of the clients the better becomes your chance of finding his HOT SPOTS / WEAKNESS

77

CLOSE ENDED TRIAL CLOSECLOSE ENDED TRIAL CLOSE

CLOSING QUESTIONS CLOSING QUESTIONS

YES / NO YES / NO

ISN’T IT / WON’T YOU OR WILL YOU /THIS OR THAT

IT WORKS BEST AT TH LAST STAGE OF CONVERSATION

BASIC RULE:STRIKE THE IRON WHEN IT IS HOT.

88

VERBAL THERMOMETERVERBAL THERMOMETERA TRIAL CLOSE HELPS US TO UNDERSTAND A TRIAL CLOSE HELPS US TO UNDERSTAND THE OPPOSITE PERSON THAT HOW FAR HE THE OPPOSITE PERSON THAT HOW FAR HE IS ACCEPTING OUR POINT OF VIEW.IS ACCEPTING OUR POINT OF VIEW.

IT HELPS AT WHAT ACCEPTANCY LEVEL OF IT HELPS AT WHAT ACCEPTANCY LEVEL OF YOUR POINT OF VIEW HE / SHE IS AT…..YOUR POINT OF VIEW HE / SHE IS AT…..

COLDCOLD

WARMWARM

HOTHOT

99

VERBAL THERMOMETERVERBAL THERMOMETER

COLDCOLDBASE LEVEL BASE LEVEL

DIFFICULT CLIENTS / INDIVIDUAL DIFFICULT CLIENTS / INDIVIDUAL

A READY ANSWER “NO”, “NOT A READY ANSWER “NO”, “NOT INTERESTED”, “NO TIME”INTERESTED”, “NO TIME”

THE CHALLENGING ONESTHE CHALLENGING ONES

1010

VERBAL THERMOMETERVERBAL THERMOMETER TYPES OF COLD CUSTOMERSTYPES OF COLD CUSTOMERS

The NegotiatorThe Negotiator

The WorrierThe Worrier

The Remote ControllerThe Remote Controller

The Royal VisitorThe Royal Visitor

The Listening-impairedThe Listening-impaired

The Decision-averseThe Decision-averse

The PedantThe Pedant

1111

The Negotiator:The Negotiator:

This is a fairly common behavior pattern This is a fairly common behavior pattern among clients. They want lots of unbudgeted among clients. They want lots of unbudgeted extras included in the work, and they'll use extras included in the work, and they'll use almost any technique to get more delivered. almost any technique to get more delivered. These clients usually don’t want a long-term These clients usually don’t want a long-term business relationship and may even be business relationship and may even be blatantly rude.blatantly rude.How to respondHow to respond: Stay cool and ensure the : Stay cool and ensure the client sticks to the rules. If the client doesn't, client sticks to the rules. If the client doesn't, arrange a high-level company representative arrange a high-level company representative to occasionally facilitate the liaison process. to occasionally facilitate the liaison process. Negotiators will stop being difficult when Negotiators will stop being difficult when they reach the best possible deal.they reach the best possible deal.

1212

The WorrierThe Worrier

This type is often a fundamentally nice This type is often a fundamentally nice person, but is also prone to calling you at person, but is also prone to calling you at 10 P.M. every night for a detailed analysis 10 P.M. every night for a detailed analysis of project events over the previous 24 of project events over the previous 24 hours. hours. How to respondHow to respond: Reassure the client that : Reassure the client that you'll apprise him or her of all updates. you'll apprise him or her of all updates. Then gradually delay responding to the Then gradually delay responding to the daily calls and e-mails until you can daily calls and e-mails until you can establish the appropriate frequency of establish the appropriate frequency of communication. That is when worriers communication. That is when worriers typically learn to trust you.typically learn to trust you.

1313

The Remote ControllerThe Remote ControllerThese characters believe that it’s These characters believe that it’s their job to run the project. They are their job to run the project. They are the people who would want to control the people who would want to control you and would treat you like you are you and would treat you like you are at their disposalat their disposalHow to respondHow to respond: Ask them five polite : Ask them five polite questions to which they won’t know questions to which they won’t know the answer in order to help them the answer in order to help them develop confidence in you & they develop confidence in you & they allow you to be at the drivers seat.allow you to be at the drivers seat.

1414

The Royal VisitorThe Royal Visitor

This is a seriously difficult individual This is a seriously difficult individual who is frequently friendly but status-who is frequently friendly but status-aware. These characters know that aware. These characters know that they hold enormous level influence. they hold enormous level influence.

How to respondHow to respond: Focus on : Focus on professional delivery, despite the professional delivery, despite the temptation to overdeliver or knuckle temptation to overdeliver or knuckle under.under.

1515

The Listening-impairedThe Listening-impairedOften, these people don't find time to Often, these people don't find time to read your reports / illustration you want read your reports / illustration you want them to read Yet they complain that you them to read Yet they complain that you are not responding to their requirement. are not responding to their requirement.

How to respondHow to respond: Try to get them to meet : Try to get them to meet you regularly, one-to-one, for you regularly, one-to-one, for approximately 10 minutes. It gets their approximately 10 minutes. It gets their attention and proves you’re keen to attention and proves you’re keen to help.help.

1616

The Decision-averseThe Decision-averse

These clients won’t make a decision These clients won’t make a decision that’s clearly theirs to make—that’s clearly theirs to make—particularly one that indicates a particularly one that indicates a change in their regular choice.change in their regular choice.

How to respondHow to respond: Take them into : Take them into confidence Flag the problem work confidence Flag the problem work around it as best you can. If you make around it as best you can. If you make the wrong decision on the behalf of the wrong decision on the behalf of the client, you might not get paid.the client, you might not get paid.

1717

The PedantThe Pedant

This type of client will hold you to the This type of client will hold you to the details of the contract or the project details of the contract or the project specification, even after you have specification, even after you have uncovered a better solution.uncovered a better solution.

How to respondHow to respond: Even if they won't : Even if they won't listen to you, they're paying for it, so listen to you, they're paying for it, so deliver what they want with grace—deliver what they want with grace—pedants are quick to litigate ( engage pedants are quick to litigate ( engage in legal proceedings ).in legal proceedings ).

1818

VERBAL THERMOMETERVERBAL THERMOMETER

WARMWARMTHE CLIENTS WHO ARE INTERESTED THE CLIENTS WHO ARE INTERESTED BUT NOT YET READY TO BUYBUT NOT YET READY TO BUY

THEY WANT TO HAVE IT BUT WOULD THEY WANT TO HAVE IT BUT WOULD LIKE MORE CLARIFICATIONLIKE MORE CLARIFICATION

1919

VERBAL THERMOMETERVERBAL THERMOMETER HOTHOT

ABSOLUTELY READY TO BUY / ACCEPT ABSOLUTELY READY TO BUY / ACCEPT YOUR POINT OF VIEWYOUR POINT OF VIEW

IT IS THE POINT OF SALE.IT IS THE POINT OF SALE.

IF YOU DON’T CAPITALIZE AT THIS IF YOU DON’T CAPITALIZE AT THIS POINT THEN THE INTEREST CREATED POINT THEN THE INTEREST CREATED BY YOU STARTS LOSING ITS VALUE & BY YOU STARTS LOSING ITS VALUE & THE CHANCES OF HE NOT BUYING THE CHANCES OF HE NOT BUYING STARTS INCREASING.STARTS INCREASING.

2020COLD

MAKE PROGRESSION

WARM

HOTSTRIKE THE IRON WHEN IT IS

CHANCES OF SALE DIPS IF NOT CLOSED ON TIME

2121


A FACT BENEFIT SELLING IS USED TO A FACT BENEFIT SELLING IS USED TO OVERCOME THE “ SO WHAT ” OVERCOME THE “ SO WHAT ” SYNDROME.SYNDROME.

IT IS USED TO BREAK THE IT IS USED TO BREAK THE DEFENSIVE HUMAN TENDENCIES DEFENSIVE HUMAN TENDENCIES

2222


THE INGREDIENTS OF FBS ARE :THE INGREDIENTS OF FBS ARE :

A) THE FACT IS ………A) THE FACT IS ………

B) THE BENEFIT IS …..B) THE BENEFIT IS …..

C) BUT THE REAL ADVANTAGE IS …..C) BUT THE REAL ADVANTAGE IS …..

D) T CD) T C

2323


WHEN YOU USE THE FIRST PART OF WHEN YOU USE THE FIRST PART OF INGREDIENT OF REMEMBER THAT INGREDIENT OF REMEMBER THAT ONLY A PLAIN STATEMENT OF FACT ONLY A PLAIN STATEMENT OF FACT TO BE PRESENTED.TO BE PRESENTED.

EXAMPLE:EXAMPLE:

THIS IS CHAIRTHIS IS CHAIR

THIS IS A MOBILETHIS IS A MOBILE

THIS IS A MARKER etc…THIS IS A MARKER etc…

2424


WHEN YOU USE THE SECOND PART WHEN YOU USE THE SECOND PART OF INGREDIENT OF REMEMBER THAT OF INGREDIENT OF REMEMBER THAT ONLY THE BASIC BENEFIT HAS TO BE ONLY THE BASIC BENEFIT HAS TO BE TOLDTOLD

2525


EXAMPLE : EXAMPLE :

YOU CAN SIT ON IT (CHAIR)YOU CAN SIT ON IT (CHAIR)

YOU CAN COMMUNICATE WITH YOU CAN COMMUNICATE WITH OTHERS (MOBILE)OTHERS (MOBILE)

YOU CAN WRITE ON THE BOARD YOU CAN WRITE ON THE BOARD (MARKER)(MARKER)

2626


MORE IMPORTANTLYMORE IMPORTANTLY

KISSKISS

K.I.S.SK.I.S.S

2727


KEEPKEEP

ITIT

SIMPLE !SIMPLE !

STUPID !!!!STUPID !!!!

2828


IT SAYS IF I DON’T KEEP IT SIMPLE IT SAYS IF I DON’T KEEP IT SIMPLE

I HAVE TO TELL MYSELF I HAVE TO TELL MYSELF

AM STUPID !!!!!AM STUPID !!!!!

2929


ACTIVITYACTIVITYEVERYBODY SAYS LOUDLY 10 TIMESEVERYBODY SAYS LOUDLY 10 TIMES

KEEP IT SIMPLEKEEP IT SIMPLE ! ! SLAPS HIMSELF / HERSELF AT BACKSLAPS HIMSELF / HERSELF AT BACK OF THE HEAD AND SAYOF THE HEAD AND SAY

STUPID!!!!!STUPID!!!!!

3030

FACT BENEFIT SELLINGFACT BENEFIT SELLINGWHEN YOU USE THE THIRD PART OF WHEN YOU USE THE THIRD PART OF INGREDIANT OF REMEMBER THAT ONLY NOW INGREDIANT OF REMEMBER THAT ONLY NOW THE THE USPUSP ( ( UNIQUE SELLING POINTUNIQUE SELLING POINT ) IS TO BE ) IS TO BE USEDUSEDEXAMPLE : YOU DON’T HAVE TO DIRTY YOUR EXAMPLE : YOU DON’T HAVE TO DIRTY YOUR EXPENSIVE DRESS SITTING ON THE FLOOR EXPENSIVE DRESS SITTING ON THE FLOOR (CHAIR)(CHAIR)YOU DON’T HAVE TO RUN TO PHONE BOOTH YOU DON’T HAVE TO RUN TO PHONE BOOTH EVERYTIME YOU WANT TO TALK (MOBILE)EVERYTIME YOU WANT TO TALK (MOBILE)YOU DON’T HAVE RISK YOUR HEALTH USING YOU DON’T HAVE RISK YOUR HEALTH USING BLACK BOARD AND CHALK POWDER BLACK BOARD AND CHALK POWDER (MARKER)(MARKER)

3131

THE FINAL INGREDIENT TC i.e. TRIAL THE FINAL INGREDIENT TC i.e. TRIAL CLOSECLOSE

THE MOST IMPORTANT PART THE MOST IMPORTANT PART

WITHOUT THIS ITS LIKE CLIMBING WITHOUT THIS ITS LIKE CLIMBING THE MOUNTAIN AND COMING BACK THE MOUNTAIN AND COMING BACK WITHOUT ANY PROOF WITHOUT ANY PROOF

IF YOU DON’T USE THE TC THERE IF YOU DON’T USE THE TC THERE WOULD NOT BE ANY IMPACT OF FBSWOULD NOT BE ANY IMPACT OF FBS


3232

SO WHAT WOULD YOU PREFER …….. SO WHAT WOULD YOU PREFER …….. OR …….. ????OR …….. ????


N.B :

1.THE TC HAS TO SYNCHRONISE WITH THE REAL ADVANTAGE

2.ANYTHING AND EVERYTHING CAN BE FACT BENEFITED

3333

FACT BENEFIT SELLINGFACT BENEFIT SELLINGEXAMPLE :EXAMPLE :THE FACT IS THE FACT IS THIS IS CHAIRTHIS IS CHAIRTHE BENEFIT IS THE BENEFIT IS YOU CAN SIT ON ITYOU CAN SIT ON ITBUT THE REAL ADVANTAGE IS BUT THE REAL ADVANTAGE IS YOU YOU DON’T HAVE TO SIT ON THE FLOOR DON’T HAVE TO SIT ON THE FLOOR AND DIRTY YOUR EXPENSIVE DRESSAND DIRTY YOUR EXPENSIVE DRESSTC: TC: WHAT WOULD YOU PREFER WHAT WOULD YOU PREFER HAVING A CHAIR OR DIRTYING YOUR HAVING A CHAIR OR DIRTYING YOUR EXPENSIVE DRESS ?EXPENSIVE DRESS ?

3434


ACTIVITYACTIVITY

USING THE INGREDIENTS PREPARE FACT BENEFIT SELLINGFOR FIVE THINGSe.g. LOCK , PAPER , INSURANCE , MUTUAL FUND…. etc

3535


TPS IS USEDTPS IS USEDA) TO CREATE CREDIBILITYA) TO CREATE CREDIBILITY

B) TO INDUCE SHEEP MENTALITYB) TO INDUCE SHEEP MENTALITY

C) TO TELL PEOPLE THEY ARE NOT C) TO TELL PEOPLE THEY ARE NOT THE THE

FIRST TO DO ITFIRST TO DO IT

D) TO REMOVE BUYERS FEARD) TO REMOVE BUYERS FEAR

3636


THE INGREDIENTS OF TPS ARETHE INGREDIENTS OF TPS ARE

A) NAMEA) NAME

B) PLACEB) PLACE

C) TIMEC) TIME

D) REASOND) REASON

??????????????????????????

E) T CE) T C

3737


N.B.N.B.

A TPS STARTS AS A A TPS STARTS AS A THIRD PARTY THIRD PARTY STORYSTORY WHICH MAY BE FICTITIOUS WHICH MAY BE FICTITIOUS BUT OVER A PERIOD OF TIME HAS TO BUT OVER A PERIOD OF TIME HAS TO BECOME BECOME TRUE PARTY STORYTRUE PARTY STORY THE THE ACTUAL REFERENCESACTUAL REFERENCES

3838

GRABBERGRABBER

ANYTHING THAT GRABS YOUR ANYTHING THAT GRABS YOUR ATTENTION IS A GRABBERATTENTION IS A GRABBER

3939

GRABBERGRABBER

UPTOUPTO 50% OFF50% OFF** Go Mobile for Go Mobile for Rs.501/-*Rs.501/-***conditions applyconditions apply

4040

GRABBERGRABBER

A GRABBER IS USED :A GRABBER IS USED :A) TO CREATE INTERESTA) TO CREATE INTEREST

B) TO CREATE CURIOSITYB) TO CREATE CURIOSITY

C) TO CREATE EXICITEMENTC) TO CREATE EXICITEMENT

D) TO INCREASE SALESD) TO INCREASE SALES

4141

GRABBERGRABBER

N.B.N.B.

A GRABBER IS TRUTH BUT NOT THE A GRABBER IS TRUTH BUT NOT THE WHOLE TRUTHWHOLE TRUTH

4242

TAKE AWAYTAKE AWAY

A TAKE AWAY IS USED TO A TAKE AWAY IS USED TO

A) TO CREATE NEEDA) TO CREATE NEED

B) TO CREATE DESIREB) TO CREATE DESIRE

C) TO CREATE EXCLUSIVITYC) TO CREATE EXCLUSIVITY

D) TO RELEASE PRESSURED) TO RELEASE PRESSURE

E) To CREATE FEAR OF LOSSE) To CREATE FEAR OF LOSS

4343

TAKE AWAYTAKE AWAY

THE KEY WORD IS THE KEY WORD IS

““NO”NO”Example : This product is not meant Example : This product is not meant

for everybody its only meant for a for everybody its only meant for a few exclusive people who wants to few exclusive people who wants to live a exclusive lifestyle.live a exclusive lifestyle.

4444

A TAKE AWAY is the most effective tool A TAKE AWAY is the most effective tool and most dangerous tool.and most dangerous tool.

A TAKE AWAY can be COUNTER-A TAKE AWAY can be COUNTER-ATTACKED.ATTACKED.

A TAKE AWAY always works when it follows A TAKE AWAY always works when it follows GRABBER.GRABBER.

TAKE AWAYTAKE AWAY

4545

URGENCYURGENCY

A URGENCY IS USED :A URGENCY IS USED :

a)a) To create FEAR OF LOSSTo create FEAR OF LOSS

b)b) To create AGGRESSION in the To create AGGRESSION in the presentationpresentation

c)c) To create the DECISION FASTERTo create the DECISION FASTER

d)d) To Increase the WORKING To Increase the WORKING STANDARDSSTANDARDS

e)e) To Increase the EFFICIENCYTo Increase the EFFICIENCY

4646

THE MOST IMP.TOOL OF THE TRADE IS THE MOST IMP.TOOL OF THE TRADE IS …....… …....…

80% OF THE SALE DEPENDS ON THIS 80% OF THE SALE DEPENDS ON THIS

????????

4747

YOUYOU

4848

The most important tool of the trade it The most important tool of the trade it is so important that it consists of 80% is so important that it consists of 80% of the sale.of the sale.

THE WAY YOU WALK , TALK , DRESS , THE WAY YOU WALK , TALK , DRESS , SMELL , LOOK , STAND , SIT etc.. SMELL , LOOK , STAND , SIT etc..

EVERYTHING MATTERS BECOZ :EVERYTHING MATTERS BECOZ :

4949

IF THEY LIKE YOU …..IF THEY LIKE YOU …..

THEY WILL TRUST YOUTHEY WILL TRUST YOU

IF THEY TRUST YOU …..IF THEY TRUST YOU …..

THEY WILL BELIEVE IN YOUTHEY WILL BELIEVE IN YOU

IF THEY BELIEVE IN YOU …..IF THEY BELIEVE IN YOU …..

THEY WILL BUY FROM YOUTHEY WILL BUY FROM YOU

IN FACT THEY DON'T BUY FROM YOU.. IN FACT THEY DON'T BUY FROM YOU..

THEY BUY YOUTHEY BUY YOU

5050

THANK YOUTHANK YOU

1 tools of the trade. 2 experience whether you arechild or adult now we will learn it scientifically...

Documents