TOAGREEMENT - d3jnipkpo47o3h.cloudfront.netd3jnipkpo47o3h.cloudfront.net/Path to Agreement/Path to Agreement... · (Read “The Power of the Sub-Conscious Mind,” by Dr. Joseph Murphy.)

PATH

BOB PROCTOR

TOAGREEMENTPROFESSIONAL SELLING.

2 www.ProctorGallagherInstitute.com

PATH TO AGREEMENT

3www.ProctorGallagherInstitute.com

PATH TO AGREEMENT

FOUR POWERFUL CONCEPTS FORBUILDING YOUR BUSINESS

PROFESSIONAL

SELLING

MANAGEMENT

PSYCHOLOGY

With a conscious understanding of the meaning of each of these four words, PROFESSIONAL - SELLING - MANAGEMENT - PSYCHOLOGY, you will become very aware of the importance of the ideas in this seminar. It will also become obvious that anyone can improve their sales ability by continually developing their ability to effectively execute the ideas we are about to study.

1. One who engages in a pursuit or activity professionally.2. One who attempts to do a better job today than they did yesterday.3. One who is at their best regardless.

1. To have your ideas accepted, adopted, or approved.2. To lead another person in a path of agreement.

1. The development of people.

For an individual to become a professional salesperson, an understanding of the mind or psychology is an absolute prerequisite.

1. The science of mind and behavior.2. The study of mind and behavior in relation to a particular field of knowledge or activity.


PATH TO AGREEMENT

America leaves its greatest resource largely untapped. That resource is the intelligence, the initiative, the productive power,

latent in every individual.

JAMES F. LINCOLNPRESIDENT OF LINCOLN ELECTRIC


PATH TO AGREEMENT

THERE ARE ONLY TWO REASONS WHY ANYONE WILL BUY ANYTHING:

1. To gain a profit2. To avoid a loss

As a professional salesperson, you must ask questions and actively listen to your prospects responses. By doing this, you are gathering information that is necessary for you to see the world through the eyes of your prospect. That is the only way you will be able to truly evaluate what is of value or importance to your prospects.

What might be extremely important to one prospect may hold little value to another. There are only thirteen percent of the population who have a meaningful goal. Of this thirteen percent, only three percent of them have their goals written.

WHAT INSPIRES YOU

A particular sales objective might not motivate you to do the things you have to do to change your paradigm. However, you could become highly motivated by VISUALIZING what you could purchase with the money you could earn by reaching that sales objective.

For a salesperson to improve their productivity, they must CHANGE and they will not change unless they have a goal with which they are very emotionally involved.


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When we learn to manage ourselves, the increase in productivity will be likened to the relationship of the waterwheel to nuclear energy.

The law of cause and effect is the law of laws.

JOHN A. PATTONLEADING MANAGEMENT ENGINEER

RALPH WALDO EMERSON

PROFESSIONAL SALESPEOPLE ARE EFFECTIVE COMMUNICATORS

One of the greatest problems in sales is communication, or the lack of it. To effectively lead a prospect, it is necessary to remember that you are communicating on three different levels of life, simultaneously.

To become a professional salesperson, effective communication is essential. You cannot function in a dynamic, creative manner by yourself; you need a team. The most important segment of this lesson is understanding how to more effectively work in the field in which you are currently working.

When it becomes a habit to help your prospects get what they want in life, the Law will see that your customers will be the medium through which your good will be delivered to you. That is the LAW.


PATH TO AGREEMENT

PART ONE:CONSCIOUS MIND

1

SMELL

(This model of the mind and body was originated by the late, Dr. Thurman Fleet of San Antonio, Texas in 1934 [circa]. Dr. Fleet was the foinder of Concept Therapy.)

HEAR

SEE

TASTE TOUCH

This is the part of you that thinks, reasons - your free will lies here. The conscious mind can accept or reject any idea. No person or circumstance can cause you to think about thoughts or ideas, you do not choose. The thoughts you choose eventually determine the results in your life. All pain, pleasure and limitation is either originated in the conscious mind, or accepted uncritically from an outside source.

Information from your outside world enters your consciousness through your five senses. These five senses are for your physical benefit. They enable you to correspond or communicate with the material world.

As you accept a thought, it is impressed upon the second part of your personality (see part 2).

YOU BECOME WHAT YOU THINK ABOUT.

Insofar as my prospects are concerned, what are the important points to remember and understand regarding the operation of the conscious mind?


PATH TO AGREEMENT

2

PART TWO:SUB-CONSCIOUS MIND

This part of you is certainly the most significant; it is the power centre. It functions in every cell of your body. Every thought your conscious mind chooses to accept, this part must accept . . . it has no ability to reject.

This part of you operates in an orderly manner. By Law, it expresses itself through you, in feelings and actions. Any thought you consciously choose to impress upon the sub-conscious over and over, becomes fixed in this part of your personality. Fixed ideas will then continue to express themselves without any conscious assistance until they are replaced. (Fixed ideas are more commonly reffed to as habits.) The sub-conscious mind knows no limits, save those you consciously choose.

(Read The Power of the Sub-Conscious Mind, by Dr. Joseph Murphy.)



PATH TO AGREEMENT

3

PART THREE:BODY


Although this is the most obvious part of you, it is the smallest part. The body is the physical presentation of you, the material medium; it is merely the instrument of the mind, or the house you live in. The thoughts or images that re consciously chosen, impressed upon the sub-conscious (which is in every cell of your body), must move your body into action. The actions you are involved in determine your results.

No. 1 - Thoughts; No. 2 - Feelings; No. 3 - Actions; No. 4 - Results.

TO CHANGE RESULTS, CHANGE YOUR THOUGHTS, FEELINGS, AND ACTIONS. KEEP IT SIMPLE.


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BODY BODY

SALESPERSONS CONSCIOUS MIND

PROSPECTSCONSCIOUS MIND

WORDS

GESTURES

WRITING

VIBRATION

ACTIONS

SALESPERSONS SUB-CONSCIOUS

MIND

PROSPECTS SUB-CONSCIOUS

MIND

THE PROFESSIONAL SALESPERSONS MESSAGES ARE CONGRUENT

ONE:CONCIOUS

LEVEL

TWO:SUB-CONCIOUS

LEVEL

THREE:PHYSICAL BODY

LEVEL

1. Words2. Gestures3. Writing

1. Vibrations 1. Actions


PATH TO AGREEMENT

THE PROFESSIONAL SALESPERSONIS AN EFFECTIVE IDEA PERSON

To be truly successful, you must sell your ideas. Commit each of these steps to memory and continually review them in your mind. Make it a habit to incorporate each of these steps, in the order they are outlined below, in every sales presentation.

You must get the prospects attention. This involves the activity of the conscious mind.

You must get the prospect interested in your idea. This involves the activity of the conscious mind and leads to the harmonious activity of the sub-conscious (emotional) mind.

You must get the prospect to want what you have. This involves the activity of the sub-conscious mind (emotional mind) and leads to physical activity.

Asking for the order. If you cant close, you cant sell. You must give the prospect a directive to PURCHASE what youre selling. This involves the physical expression of mental activity. It indicates the successful execution of steps one through three, and leads to positive results

Let your prospects know they are now a client of your company, and your responsibility as a sales person is to be of service to them. (This involves communicating an idea to them that they have moved from being a prospect to being a client, and leads to step six.)

Proper service ensures that your client does not leave your company to become a client of another company in your market. This involves ongoing communication and professional service, which always leads to additional business volume and a never-ending flow of new customers.

STEP ONE:ATTENTION

STEP TWO:INTEREST

STEP THREE:DESIRE

STEP FOUR:ACTION

STEP FIVE:RESULTS

STEP SIX:SERVICE


PATH TO AGREEMENT

SALES BREAKDOWN

GO BACK AND MAKE THE SALE!

When the NEED is there and the MEANS is there, and you do not make the sale, there is always only one reason - You are not good enough, yet! You have not effectively executed the six steps listed previously.

Whenever a sale starts to break down, you should immediately review (mentally) where you are in the sales process, discover where you got off track, shift gears, and return to the first step and start over.

Use the information that you have gathered thus far to make your execution of these steps more professional, and increase your sales.

Review your activity over the past month. Then, in the space provided, list ten presentations that you made where you did not make the sale. These would be presentations here you felt the prospect had both the NEED and the MEANS to purchase your product or service.

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.


PATH TO AGREEMENT

STEP ONE:ATTENTION

CONSCIOUS LEVEL

There is an important truth that every effective sales professional understands. Whenever you make a call on a prospect, it is almost always an interruption . . . even when you have an appointment.

Whether you like it or not, when you first greet a prospect, their mind is not on you, your product or your opportunity. Their mind could be focused on any one of a hundred other things.

Because of this, your first objective is to get the prospect to stop thinking about what they were thinking about, and start thinking about your product or opportunity.

There are proven ways to do this. If you believe the prospect should automatically give you their attention, forget it!

You must earn the right to deliver your sales presentation. Becoming an expert at breaking the preoccupation barrier will add a measurable difference in your sales performance and help you develop your business.

BREAKING THE PREOCCUPATION BARRIER

IMAGE IMAGE


PATH TO AGREEMENT

STEP TWO:INTEREST

The second you have the prospects attention, start asking questions carefully. By doing this, you can eliminate the tendency to rush into your sales talk before you find out what the prospects needs, wants, or objectives are.

A skillful questioning process will help you determine the key issues in the prospects mind. By concentrating on those issues, you will become interested in them yourself. This will assist you to create in the prospects mind . . . a healthy dissatisfaction with the status quo.

By asking the right questions, you will cause th prospect to begin providing their own solutions to their needs, wants, and objectives.

Your prospects will not accept your ideas until they discover them for themselves.

By asking the right questions, you can get the prospect to buy without being sold.

You must get your prospect interested after you get their conscious attention. You will accomplish this by:

1. Being consciously involved in the idea of interest to your prospect (their why), 2. Being emotionally (sub-consciously) involved in the idea of interest to your prospect (their why). Unlike your conscious mind, your sub-conscious mind can never lie. It is the feeling part of your personality. Through the law of vibration, you always telegraph to your prospect, the image or images with which you are emotionally involved.

The person you are selling will always pick up your feelings. (Whether they are consciously aware of what is actually happening or not, is another matter.)

IF YOU WANT THE PROSPECT TO GET INTERESTED IN A SUBJECT . . . FIRST, GET INTERESTED IN IT YOURSELF!


PATH TO AGREEMENT

If the prospect is hearing a series of words that indicate, I want to help you, but the feelings they are picking up say, I HAVE to make this sale. - the dual message causes a mental conflict, or a state of confusion. This cripples the sales process.

When you get the prospects attention, you will know what the prospect is interested in. When you get interested in it, you will naturally start talking about it. Your words will keep image on the screen of their mind. This will eventually lead to the prospect getting emotionally involved.

When you are selling effectively, the message you are sending on the conscious level through words, gestures, and writing will be in harmony with the feelings that you express on the sub-conscious level.

When you are INTELLECTUALLY and EMOTIONALLY involved with a subject that will improve the quality of the prospects life, it is almost natural for the prospect to become interested. The key is - you get interested yourself!

FIND OUT WHAT YOUR PRSOPECT WANTS AND GET GENUINELY INTERESTED IN HELPING THEM GET IT

CONSCIOUS AND SUB-CONSCIOUS LEVEL

I WANT TO HELP YOU

WORDS

FEELINGS

POSTITIVE

POSTITIVE

+

++

-

++

I HAVE TO MAKE THIS

SALE


PATH TO AGREEMENT

IMPORTANT POINTS ON QUESTIONING

Create useful questions by starting with the answer you want. Then, form a question that will produce the desired answer. Only go after questions that will help you make the sale.

Closed questions produce a YES or NO response. They should only be used to get a commitment or to close the sale.

Open questions . . . stimulate conversation, bring out information and create interest in the mind or the prospect. WHO WHAT WHEN WHERE WHY HOW

Listen for an answer whenever you ask a question. In selling, there is no such thing as a rhetorical question. Let the prospect answer

Mirror back ideas, questions or objectives by asking reflective questions. Allowing the prospect to hear what they said in your words may get the prospect to alter their view.

Remember the one open question your prospect is always asking is, Whats in it for me?

Prepare six open questions you could effectively use to develop an interest in the mind of your prospect - one for each of the following words.

WHO

WHAT

WHEN

WHERE

WHY

HOW

?

?

?

?

?

?


PATH TO AGREEMENT

When you have shared an idea with your prospect and the prospect has accepted the idea as a logical idea, the prospect will turn the idea over to their sub-conscious mind, which is their emotional mind

Through concentration and conversation (selling) on your part, the prospect will develop a genuine interest in the subject.

Keep in mind, the subject we are referring to is going to assist the prospect to:

1. gain a profit, and/or 2. avoid a loss

From a psychological point of view, when we say the prospect will develop a genuine interest in the subject, we are referring to the prospect giving more energy to the idea in their emotional mind. This is how DESIRE is developed, and this is when your prospect starts to want what you have.

STEP THREE:DESIRE

DESIRE IS THE EFFORT OF THE UNEXPRESSED POSSIBILITY WITHIN, SEEKING EXPRESSION WITHOUT THROUGH YOUR ACTION

THE ONLY THING THAT CAN GROW IS THE THING WE GIVE ENERGY TO.

WALLACE D. WATTLESFROM THE SCIENCE OF GETTING RICH, 1903

EMERSON

IDEA WAITING TO BE EXPRESSED


PATH TO AGREEMENT

At this point in the sales process, your INTUITIVE FACTOR plays a very important role. You can FEEL their emotional involvement.

Not only will the professional salesperson FEEL that a very strong rapport has been built between them and the prospect, the salesperson will instantly begin to consciously recognize a series of obvious buying signals coming from the prospect, in words and actions.

This type of behavior on the part o your prospect is how your prospect telegraphs the message to you, the salesperson. I HAVE FAITH IN YOU - I TRUST YOU - NOW, TELL ME WHAT TO DO NEXT.

You have been successful in forming a composite with your prospect. This is when the two of you are working as one for the good of the prospect, and you must move directly to the ACTION step in the sales process.

NEVER BETRAY THAT TRUST

SALESPERSON

OBJECTIVE MIND HAS THE POWER TO

ORIGINATE IDEAS

FAITH RENDERS THE

OBJECTIVE MIND DORMANT

SUB-CONSCIOUSMIND EXPRESSES

IDEAS

THE BODY IS THE PHYSICAL INSTRUMENT

THAT ACTS

PROSPECT


PATH TO AGREEMENT

STEP FOUR:ACTION

Closing the sale is merely the natural conclusion to an orderly presentation. Before you can CLOSE, you must form a composite with your prospect. To form a composite with your prospect, the prospect must have faith in you.

Your prospect must be in harmonious vibration, or in rapport with you.

In order to influence your prospect, the prospect must be willing to listen to you and believe in you.

Your directive to close must have power behind it, and power comes with concentration. By concentrating intently on what you are saying and by believing what you are saying, your suggestion will have more power than if it is given in a haphazard manner.

Suggestion is a term that is used to designate entrance into the mind, ideas, which tend to change the existing mental state. The majority of salespeople treat suggestion as a joke, yet there is no question that it is one of the most valuable sciences that is known. It is as natural to USA suggestion and to be influenced by it as it is to eat and sleep.

THIS HAS BEEN ACCOMPLISHED.




PATH TO AGREEMENT

To develop your ability to effectively close sales, it is absolutely necessary that you practice. You must know in advance what the suggestion is, that you are going to give the prospect and how you will say it.

This is worth repeating - to give a suggestion that will stick, you must have figured it out in advance. The suggestion must be given when the prospect is listening to you, and not thinking.

Here are a few simple rules to follow:

1. Have a very clear, concise IDEA that you would like them to act upon.

2. You must communicate your IDEA verbally, in writing, or by gesture.

3. If given verbally, the suggestion must be given in an authoritative tone of voice.

4. The suggestion must be complete in its entirety.

5. Give the suggestion WITHOUT FEAR, WITHOUT FUMBLING, AND WITHOUT FAIL.

EXPECT WHAT YOU WANT!

NOTES


PATH TO AGREEMENT

THEY NEED REASSURING

DO NOT STAY AND SOCIALIZE

NOTES

STEP FIVE:RESULTS

When your prospect has bought what you are selling ,they have become your new client. It is very common for the new client to experience a mental reaction to what they have just done - they have just purchased something, made an investment, etc. Their conscious, thinking mind kicks back into high gear, and they may instantly experience DOUBT, which leads to FEAR, and expresses itself as ANXIETY. This is often referred to as Buyers Remorse.

Regardless of how well you may be acquainted with your new client, if you want to socialize, do it at another time. You were there to sell - you SOLD. NOW LEAVE - prepared to render the necessary help that all new clients deserve.

Immediately inform your new client that, in your mind, they have just graduated from being a prospective client of yours, to becoming a client, and you have taken on a new responsibility. It has become your responsibility to be there to serve them whenever they need assistance. If they ever have any questions (and as far as your are concerned, there are no foolish questions), you are there to answer them. Verbally inform them, that it is very possible they might wonder from time to time if they have done the right thing. ASSURE them that they have, and in a short time, they will become even more aware that they have made a wise decision. Let them know you are there to help them When the sale has been closed and you have covered this FIFTH STEP on Results in the sales process - LEAVE.


PATH TO AGREEMENT

What is a standard statement of reassurance you will make that will cause your new client to feel more comfortable with the decision they just made?

What is a standard statement you will make to inoculate your new client against this type of danger?

CEMENTING THE SALE

Your new clients friends, relatives, neighbors, and associates at work could very easily be quite negative in their remarks when your new client informs them of their purchase.

How can you make sure they do not cause your client to have a bad case of buyers remorse?


PATH TO AGREEMENT

I will begin immediately to

MAKE A COMMITMENT TO IMMEDIATLY ELEVATE YOUR SCORE TO 100%

STEP SIX:SERVICE

This is probably the greatest source of new business and new clients there is, and all professional salespeople enjoy it. Pros build their business by Law and not by Luck. The pro knows that they get out of their business what they give to their business. Score yourself - each Yes box is worth 10 points.

1. Are you properly servicing your clients?

2. On a regular basis, do you upgrade your skills and product knowledge relative to your particular industry?

3. Ar you in close communication with your clients?

4. Do they know how to reach you?

5. Do your clients own all of the good products or services they need that you provide?

6. Do you know the names of each clients spouse and children?

7. Do you mail birthday and anniversary cards to them homes of your clients?

YES / NO


PATH TO AGREEMENT

1.

2.

3.

4.

5.

1.

2.

3.

Write out five simple follow-up procedures you can use to stay in close contact with your clients.

Write out three ways you can hlep your clients refer other quality clients.


PATH TO AGREEMENT

YOUR NAME

EMAIL

PHONE

Signature

Date

COMMITMENT

THERES A DIFFERENCE BETWEEN INTEREST AND COMMITMENT. WHEN YOU ARE INTERESTED IN DOING SOMETHING, YOU DO IT ONLY WHEN IT IS

CONVENIENT. WHEN YOUVE COMMITTED TO DO SOMETHING, YOU ACCEPT NO EXCUSES, ONLY RESULTS.

KEN BLANCHARD

Please accept my signature as my commitment that

for the next ninety days, I will make appointments to meet or speak with

________ people each week

to talk to them about my companys products and services

and ask every person I meet or speak with to purchase what I am offering.


PATH TO AGREEMENT

THE LAW OF SUCCESS: SELF CONFIDENCEBy Napoleon Hill

You will also find that the person who does not advance shows clearly, by the look on their face, by the posture of their body, by the lack of briskness in their step, by the uncertainty with which they speak, that they lack self-confidence. No one is going to pay much attention to the person who has no confidence.

They do not attract others because their mind is a negative force that repels rather than attracts.

In no other field of endeavor does self-confidence or the lack of it play such an important part as in the field of salesmanship, and you do not need to be a character analyst to determine, the moment you meet this person, whether a salesperson possesses this quality of self-confidence. If they have it, the signs of its influence are written all over them They inspire you with their confidence and in the goods they are selling the moment they speak.

We now come to the point at which you are ready to take hold of the principle of auto-suggestion and make direct use of it in developing yourself into a positive and dynamic and self-reliant person. You are instructed to copy the following formula, sign it, and commit it to memory.


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THE LAW OF SUCCESS: SELF CONFIDENCESuccess Formula

I know that I have the ability to achieve the object of my definite purpose,therefore I demand of myself persistent, aggressive and continuous actiontoward its attainment.

I realize that the dominating thoughts of my mind eventually reproducethemselves in outward, bodily action, and gradually transform themselvesinto physical reality, therefore I will concentrate my mind for thirty minutesdaily upon the task of thinking of the person I intend to be, by creating amental picture of this person and then transforming that picture into realitythrough practical service.

I know that through the principle of auto-suggestion, any desire that Ipersistently hold in my mind will eventually seek expression through somepractical means of realizing it.

I have clearly mapped out and written down a description of my definitepurpose in life, for the coming five years. I have set a price on my servicesfor each of these five years; a price that I intend to earn and receive, through strict application of the principle of efficient, satisfactory service which I will render in advance.

I fully realize that no wealth or position can long endure unless built upontruth and justice, therefore I will engage in no transaction which doesnot benefit all whom it affects. I will succeed by attracting to me the forcesI wish to use, and the co-operation of other people. I will induce others toserve me because I will first serve them. I will eliminate hatred, envy, jealousy, selfishness and cynicism by developing love for all humanity, because I know that a negative attitude toward others can never bring me success. I will cause others to believe in me because I will believe in them and in myself.

1.

2.

3.

4.

5.

I will sign my name to this formula, commit it to memory and repeat it aloud once a day with full faith that it will gradually influence my entire life so that I will become a successful and happy worker in my chosen field of endeavor.

Signature


PATH TO AGREEMENT

NOTES

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TOAGREEMENT - d3jnipkpo47o3h.cloudfront.netd3jnipkpo47o3h.cloudfront.net/Path to Agreement/Path to Agreement... · (Read “The Power of the Sub-Conscious Mind,” by Dr. Joseph Murphy.)