He uses one close...sales infiltration...sells himself..his magic close is, "Wes, based on what we've discussed, here's what I suggest we do...Fair enough?"
Handle any objections, rinse, wash, repeat.
Jimmy Rucker, Part 2, sales infiltration
Judge Ziglar
One-on-one is still important in sales
Prospects still want to know "WIIFM"?
We sort our emails with our fingers over the delete button
You must get your prospect's attention
Most sales are made, lost, or heavily influenced in the first few seconds
Speed of capturing attention is important
You can speak to 20,000+ a day with technology today
Don't judge a book by the cover
Went to buy his first Cadillac but he walked in wearing casual clothes and was judged by the sales reps as not worthy when he was 23 years old
He bought or leased over 300 luxury cars they lost out on
Has bought over 600 luxury cars to give away over the years
Become a dynamic listener
Bought 48 Lincoln Continentals at once over a phone call
Become a "sales infiltrator"
His father-in-law, Gigi's father, had a salesman who was his #1 salesman, Jim, who would offer the kids Cokes (with their parent's permission) and get them calmed down and drive the prospects around but Jim would sit down, put his cowboy boots up on the desktop and say, "Now that we've passed the pleasantries of the day, tell me: do you have any money?"
He didn't spend any time looking for the "four corners"
Get permission to ask questions, and you can ask anything you want
10.5 million copies sold (as of 25 years ago) of "The Closers: Part 1"
Stop going to battle
Form a team: One has the money, the other has the knowledge/information
Take away the "think it over"
"Maybes" will kill you
A hard "no" beats a soft, sweet "maybe"
You can build rapport quickly
He was in discussions with David Sandler to partner and they got along but David died
"Fair enough?"
You must smoke out the real problem
How prospects have changed, and it's a time-saver: the prospect is well-informed
Be likable, trustworthy, knowledgeable
Work your system
You must take full and complete responsibility
Otherwise, you can explain away anything
He learned this from Lee Trevino who was struck by lightning twice
He used to have an "executive package" when he was selling his training material
Small hinges swing big doors
Listen for the grunt
Put an exclamation point and make the "bad news" "good news"