Scientific studies have proven that over 80% of all sales are based on the prospect liking and trusting the sales person and yet traditionally sales training spends almost no time on this vitally important area. You see you need to get people to like
you and trust you before they’ll buy from you. Right?
So for the next few minutes we’re going to talk about how to develop rapport with anyone you meet… almost instantly. There are 5 primary ways I teach to develop rapport with anyone in 4minutes or less, in today’s lesson we’ll go over one of them.
Most people try to develop rapport with another person by trying to find some commonality. And this does work, if you have something in common with the other person however, what if you don’t have anything in common? Then what do you do?
One of the most powerful ways to make anyone like you and trust you is to give them the impression that you have deep insights into their personality and character. Think about it…
If you met someone and could convince them that you really understood them on a deep level, do you think that they would be more inclined to confide in you and open up to you? The answer is “of course”
What’s exciting is that you can meet someone and apparently know all about their fears, their wants, their desires, their
personality, their character, and their life with a process called “cold reading”.
Cold reading is a series of techniques used by mind readers to give the illusion of psychic ability. You know that guy on
television who supposedly can talk to the dead, he’s using cold reading. A palm reader, tarot card reader, numerologist all use cold reading to give the impression that they have deep insights into their clients. There is nothing psychic about it. It is psychological.
As salespeople we can use cold reading techniques to develop rapport with our clients, get them to open up and tell us what
they really want and desire, and later on, I’m going to show you how you can use cold reading to extract information from clients who may not be forthcoming with the information that you need to close the sale.
Does What This Scientific Study Reveal About You, Ring True?
Recent scientific studies from some of America’s top universities, discovered that people, like you, who would take
the time to read a course about improving their sales have the following characteristics:
You have a somewhat of need for other people to like you and to admire you. You do have a tendency, though, to be critical of yourself. You have a great deal of unused capacity which you’ve not yet turned to your advantage, but you’re always working to become better.
While you have some personality weaknesses, you’re generally able to compensate for them. You’re disciplined and controlled on the outside, but on the inside you tend to be a little bit more worrisome and insecure.
At times, you’ve had serious doubts as to whether you’ve made the right decision or done the right thing. You prefer a certain amount of change and variety, and become dissatisfied when hemmed in by restrictions and limitations.
You pride yourself on being an independent thinker, and do not accept other people’s opinions without satisfactory proof. You’ve found it unwise to be too frank in revealing yourself to others. And there are times when you can be very extroverted, verysociable. But then at other times, you can be very introverted and very reserved.
You’ve got high, high aspirations for yourself and you set high goals for yourself, some of them, at times, may appear to be
unrealistic to other people but you believe that you can achieve anything you set your mind to.
How accurate would you say the results of that study are regarding you? 80%? 90%? better?
The reason most people rate the “study” so highly is NOT because of any actual study. It is not because I’m a gifted psychic. The reason the “reading” seems so accurate is that it consists a series of carefully formulated series of psychological statementsthat apply to almost everyone of the planet. These “Barnum Statements” are one aspect of what “psychics” call “cold reading”.
So let’s discuss how you can apply cold reading to selling…
How To Use Cold Reading To Skyrocket Your Sales
Imagine that you met someone for the first time and this person seemed to really understand you on a deep level. How would you feel toward them? Most people would feel and instant connection to this person and feel that they could trust them and open up to them. This is a natural built in reaction that human beings have.
You can accomplish this “instant connection” with your prospects, quickly develop rapport, and influence your customer to buy. Remember that people tend to like people who are like them and who understand them.
Here is an example of a cold reading statement you can use right away:
“Mr. Prospect, I sense that you pride yourself on being an independent thinker, and do not accept other people’s opinions
without satisfactory proof. And I can respect that. That’s why, I want you to prove to yourself that our product/service will achieve your goals.:
You would then bring out testimonial letters from other people, like your client, who achieved great results by investing in your product or service.
Do you see how powerful that is? You’re not just saying, “Here’s some proof that I can help you reach your goals.” You’re giving your client the impression that you know something about him or her which develops rapport and trust. You’re also complimenting him and planting in his mind that he’ll accept what you say as being true, if you give him “satisfactory proof!”
And that is just one of the 10 types of cold reading statements I teach each one has a specific purpose and is designed by getting a specific outcome. And what’s so cool 99.9999% of people don’t have a clue about this strategy and will never know about.
(And at my upcoming “Psychic Salesperson & Personal Empowerment” LIVE seminar, you are going to learn how to use cold reading and tons of other powerful influence and persuasion strategies.)
So if you are the salesperson that adds this technique to your sales arsenal you will gain an incredible advantage over everyone else and become a more powerful and influential.
Well let’s assume for the sake of conversation, you have developed deep level of rapport with our client so that they like
us and trust us.
In lesson 4, which you’ll receive tomorrow, I’m going to give you 2 simple strategies for discovering what your prospect really wants…even if he/she isn’t being forthcoming.
(As always, I’m interested in what you think so post your comments.)
Kick butt, make mucho “DEE-nero!”
The Psychic Salesman