Lesson 4: Getting Information From Reluctant Prospects

How do we get our clients to tell us what they really want and desire?

Eliciting your client’s outcome and it is a critical step in the sales process because as you know, you do not want to sell people what they need, you want to sell them what they want. In some cases, the client will simply tell you what they really want but even in these cases you have to have the ability to know whether a person is telling you the truth because sometimes people won’t tell you what they really want because they fear that if they do, you will end up selling them something. Because of this, you need a system for eliciting your client’s outcome on a verbal and on a non verbal level.

First, let’s talk about how to use cold reading on a verbal level to extract information from a client that can be later used in your sales presentation. One of the first things a psychic reader does when someone come in for a reading is to encourage cooperation from the client. A psychic is dead in the water if a client just sits and listens without giving any verbal feedback. It’s imperative that the psychic gets the client to talk and open up. And to do this, most psychics use a preplanned script designed to elicit cooperation.

Here is a script that, for example, a insurance agent might use to elicit cooperation. “Mr. Smith, I’ve been helping people reach their financial goals for over 15 years and so obviously I’m experienced. And our course, I’ve prepared for our meeting by doing some homework regarding your situation, but as you know, every person is different and every person has different goals, outcomes, and desires they want to achieve and fulfill. So obviously, I don’t want to make suggestions about a plan of action before finding out more about you and about what your financial goals are. That makes sense doesn’t it? Okay, let me start by asking you…”

Next, the salesperson should ask this extremely important question designed to elicit someone’s outcome: “What are the 3 most important things to you when you think about buying _______________?”

Yes, that is a simple question BUT it’s answer carries with it a ton of power! When your prospect tells you what’s most important to them when they are thinking about buying your product, they literally hand you the keys to the sales vault! They are telling you exactly how to sell them. (This one question is literally worth hundreds of thousands of dollars.)

Now, I teach 3 different ways to verbally elicit your prospect’s outcome of how you can elicit someone’s outcome verbally, but remember that there are also a series of cold reading techniques, that you’ll want to know, for looking at non-verbal cues and literally being able to tell what a person is thinking without them saying a word.

In fact, once you know some simple cold reading techniques, you can get so good at this that it actually appears that you are apparently reading someone’s mind. And the reason I say apparently is because you really aren’t reading someone’s mind but rather, you are extracting information from them without them being consciously aware of it.

Scientific studies have proven that you can tell what someone is thinking by what looking for subconscious cues that they give off. Professional gamblers are notorious for looking at what they call “tells” which let them know whether a person is bluffing or not. By looking at person’s body language, their eye movements, the expressions on their face, the subtle inflections in their voice, and other tiny subconscious cues, you can tell what someone is thinking.It is a skill that can be learned by anyone who has the proper training.

Okay, let’s assume that you have mastered the first 2 psychic salesperson skills and that you have put yourself into a peak emotional state, used cold reading to develop rapport with your client, and elicited their outcome.

The third part in our selling system is to structure your presentation by using subliminal, persuasion and influence techniques and non-verbal communication skills to get your client to agree with you and take the action you want to take.

In lesson 5, which you’ll receive on Monday, I’m going reveal how to use hypnotic language patterns and subliminal suggestions, to literally plant thoughts in your prospects’ minds and get them to do whatever you want them to do, overcome any resistance your client might have and close the sale. (Let me and the world know what you’re thinking by commenting on the blog.)

Kick butt, make mucho “DEE-nero!”

~Dave Dee The Psychic Salesman

P.S. Next week, I be giving you some more details about my upcoming Psychic Salesperson & Personal Empowerment live seminar including the dates. You are going to want to crawl across broken glass to attend…I guarantee it.

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