Unlock Your Charisma

Copyrights © Eric Feng 2011 | Get your free chapter of the book here: www.UnlockYourCharisma.com


Eight Keys That The Top Salespeople Use To Unlock Their Personal Charisma 8 Best-Kept Communication Secrets Of The Top Sales Professionals Have you ever admired successful salespeople who seem to have it all? They are constantly and effortlessly outperforming the rest in their field. They attract the most generous clients, earn the biggest commissions and build the most profitable businesses. However, here’s the irony: many of them may not be smarter than you, more educated than you or as hardworking as you. The Difference, Discovered Decade of psychological studies have shown that what sets these sales powerhouses apart from you is their personal charisma. They are more likeable. They have presence. They connect easily with anyone and more importantly; they know how to get their ideas and thoughts across in a way that gets their prospects to say yes. As a result, they often get what they want. The good news is, you can be among these sales powerhouses too. Their Successes, Researched Since 2006, I have had the opportunity to interview a number of top sales professionals in key industries like insurance, real estate, manufacturing, hospitality and healthcare. From the hundreds of hours spent with them—through conversations and shadowing—I have crystallised eight keys that they use to unlock their charisma. I have taught these keys to more than 5,000 sales professionals like yourself to achieve extraordinary success. I know that if you master the eight keys, you will be able to sell more and sell easily.


A Quick Overview of CHARISMA What you will learn from the book “Unlock Your Personal Charisma” can be easily remembered with the acronym “CHARISMA”. We are hoping that “CHARISMA” will be something that you can carry around and hang on your fingertips as you the meet prospects and other people you need to impress.


Connection When someone feels connected to you, it means three things. One, they like you. Two, they are open to what you have to say. Three, they want to agree with you. As a salesperson, this is the first base to establish. And you want to do it fast. That Powerful First Impression Unfortunately, people are judgmental by nature. Within the first few initial seconds, they will form an impression of you based on the way you look, the way you move and the way you talk. This first impression—whether positive or negative—will determine their future interaction with you. It is essential that you are in charge of the impression that you leave behind. In the first chapter of the book, you will learn the six factors that people unconsciously use to size you up. Play up the six factors and you will have easy time winning strangers and tough clients over within seconds. Strategic Small Talk? You Better Believe It. Casual conversation (sometimes called “small talk”) is another powerful tool you need to use to help build fast connection. In fact, those who have built businesses and climb the career ladder the fastest are those who can confidently make conversations with anyone in any situation. They know how to open strong and keep the conversation going, without a minute of boredom or awkward silence. In this chapter, you will master the gift of the gab and learn how to put people—regardless of their personalities, preferences or status—entirely at ease through small talk. This will help you make people open up naturally to you, making you fast friends with them. During my conversations with the top salespeople, I was let in on an insider secret. Each time they make “small talk”, they subtlely planted


three seeds in their listeners’ mind, which they claim to be responsible for helping them double or even triple the chances of a sale. These three power seeds will be the focus of this chapter. I will also walk you through the exact steps of planting these seeds. What You’ll Get Out From This Key:

• Get your prospects to like you within seconds by developing a positive first impression

• Avoid three communications blunders that you unknowingly commit that cause your prospects or clients to close up

• Build rapport with anyone fast so that they will be open to sharing more with you

• Make “strategic small talk” with your prospects or clients that will help you double or triple your sales closing rate

Have Presence The power of presence—that ability to turn heads in a room when you enter—is one of the most vital keys to influencing people. This trait is commonly noted in many top sales professionals. Individuals with presence carry an aura of wisdom and clarity. They command respect and gain attention effortlessly. Their words seem to carry more weight. This trait is indispensable when you have to sell a product, a service or an idea—especially the unpopular ones. Being a communications coach under the age of 30, this trait has also helped me win the respect of senior executives and change the thinking of highly experienced leaders. Many of the top salespeople I spoke to have credited their success to having presence. The same people admit that while it is easy to spot, it is difficult to master.


As a result, we will spend time talking about how one can increase their presence. This will help you to be seen as an equal by your peers and your higher networth clients. If you want people to listen to what you have to say no matter how smart or important they are, this chapter is a must-read. What You’ll Get Out From This Key:

• Be regarded as an equal by important people and your high networth clients

• Win the respect of people who are more senior than you and be taken seriously

• Draw positive attention to yourself with this one simple action


Awareness Who doesn’t want to earn a million dollars? Or at least to be rich. If you are reading this, I suspect it probably is your goal too. Fortunately for us, there are ten of thousands of books written on this topic. If I were to lay all the books ever written on money on the Pan-Island Expressway, we might cover the entire road with a hundred layers and still not be done. Here’s a question to think about: if there is so much information out there on how to be rich, why is it that there are so few people (they say 1% of Singaporeans) who are unbelievably rich? The reason is simple. Books only provide the know-how (i.e. the tools). What’s lacking is the personal knowledge of other barriers that prevent a person from getting rich. Let’s start with the external barriers: education, upbringing, looks, types of friends they hang out and their environment and the know-how. Books, sadly, cannot change a person’s environment or upbringing. If he keeps hanging out with friends who have a “poor man’s mindset”, chances are he will remain poor. Fortunately for most of us, these barriers are obvious and are still preventable. All you need is the willingness to change and time. Internal barriers are trickier to spot. These are the conversations in your head that seem to hold power over you. These are mantra that you incessantly chant to yourself that fills you with self-doubt. They sometimes lead you to illogical conclusions you unknowingly make about yourself. These barriers are invisible to the naked eye. Most of the time, we do not even know what they are. And if so, how do we even begin to overcome these barriers? This, my friend, is why most people don’t get rich (along with not being happy, not being successful and not being charismatic even if they have all the potential for it).


They are not aware of the invisible forces that are pulling them backwards, the midnight robbers that are moving them further and further away from their goals. Psychologists coined them as your “blind spots”. The cure? Also a simple one. Or at least on paper. When you are aware of these insidious blind spots, can you begin to take constructive steps towards achieving your goals. The ability to identify these blind spots is self-awareness. And in this chapter, you will have the golden opportunity to get to know yourself better! Unlike most chapters that provide you with proven techniques and magic bullets, this chapter requires you to take a step away from yourself so that you can observe yourself. At the end of the chapter (and exercise), you will be keenly aware of your strengths that make you naturally charismatic. (To the highly skeptical readers: Yes, you do have charisma inside of you!) You will also learn how to identify your blind spots and discover first hand what is really stopping you from being at your most attractive. You will be surprised by what you can stumble upon here. There is a condition of course – you got to be open enough to try the exercise and be willing to look deep into yourself. I know of people who spend thousands of dollars trying to find themselves. The good news is you can begin with this chapter, with very little money. What You’ll Get Out From This Key:

• Become aware of your strengths that made you naturally charismatic with the people around you

• Identify your personal blind spots that are responsible for sabotaging your relationships with people


Relationship-Focused The top salespeople I have met and interviewed have all one thing in common – they do not see their prospects or clients as numbers or sales targets. They see them as people, human beings with flesh and blood, with fears and worries, with dreams and aspirations. As a result, they are not obsessed about closing the deal. Instead, they focus on building goodwill and bringing value to the relationship. According to them, it pays off. Selling on Goodwill One of the sales representative even commented, “My relationship with this client is so good that all I need to do is just make a phone call and he will put in an order.” I won’t blame you for being skeptical but here’s what most people don’t see. This sales rep has spent a tremendous amount of time and effort to build this relationship. He is merely drawing out some of the hard earned “goodwill” credit he has accumulated over the years. So how exactly do you build a positive relationship with your prospects, your clients or your bosses? In this chapter, I will share with you the single most important ingredient that all relationships feed on. This is also your quick-fix answer to mending any broken relationships you are having right now. Let me let you in on a secret. You know all the relationship coaches out there who charge a bomb to help you mend your relationships (be it professional or personal)? They use this formula too! In one form or another. So be sure to read this chapter and find out how to leverage on this ingredient to build powerful relationships with the people that matters to you. I hope your family members are in the list of people you want to improve or deepen your relationship with! Here’s another reason why you have to read this chapter – you will learn how to make people like you. “But why?” you ask. Because life is a popularity game where people buy people first. Before your product, before your organisation, before your ideas. This is also the reason why a more likeable salesperson tends to sell more! And sell easily too! What if I tell you that likeability can be trained? That if you do


the five things I share with you in this chapter, you will immediately be more charming (if you are a guy) and more attractive (if you are a girl). These are the same techniques that celebrities and politicians employ to help them win love and votes from you. So now instead of paying top dollars to get a coach to help you, why not learn it all from this chapter? Get ready to have people – even strangers – drawn to you like moth to flame and like bees to honey! What You’ll Get Out From This Key:

• Deepen your relationship with your prospects and clients so that they will become your customers for life

• Get your prospects and customers to like you and even happily refer customers to you (without you asking for it)


Influence You can have the greatest idea in the world – completely novel and different – but if you cannot convince enough people, it does not matter. So say many influence experts including Gregory Burns and all the top salespeople I have met and interviewed. That is really the key to success, isn’t it? Having the ability to get your clients to agree with you and buy your products or services instead of your competitor’s. Even in the corporate world, the ability to change your boss’s stubborn mindset, so that he can adopt your idea, is a highly coveted one. But hey, there are thousands and thousands of books ever written on influence. What’s new? First, I doubt you have read all of them (grins). The good news is we (the top salespeople and I) have read a lot of them. And we realise one thing. By the time you read the 50th book, you will notice that they are saying the same thing. Maybe with a different style and a different analogy. But the truth is the truth. It doesn’t change much. So in this chapter, I have filtered over hundreds of influence tactics we have read down to just four things you need to know. Specifically four hooks that you must identify and use in order to win a yes from your listener or client. The faster you find the hooks and the deeper you can “hook” the client, the higher the chance of them agreeing with you and buying from you. As a communications coach, I have also spent more than one thousand hours coaching sales professionals like yourself in their presentations and pitches. And no matter which industry, country or organisation they come from, I always notice the same three mistakes that they unknowingly commit which sabotages the sale. It is a shame because these mistakes are avoidable. And I feel bad for the salesperson because he has put in so much work in his presentation. You probably understand too. So in this chapter, I will also reveal these three mistakes that you may have inevitably commit and also the proven steps to sidestep them. I suspect that they are insidiously embedded inside your presentation right now and you need to get rid of them fast. You will be happy (and surprised) to know that there is a common


language that the top salespeople speak as well which is irresistibly persuasive. One of the healthcare sales rep employed it to get a doctor to switch from the competitor’s drug (which he has used for years) to his company’s drug even though the doctor had reservations about it. A three-month-old insurance agent also spoke the same lingo that led her to convince a client – who doesn’t believe in insurance – to pay a six-figure annual premium. If you want to double your closing rate or win people over to your ideas and thinking (with very little effort), check out this chapter as I walk you through the steps on how to start speaking that language! Don’t be surprised when people around you start commenting that you are very convincing or inspiring. It is just the side effect! What You’ll Get Out From This Key:

• Get your customer to say yes to you every single time by first learning the one thing that causes people to buy (a powerful principle that politicians use to their advantage throughout centuries)

• Speak the language of the top sales professionals that will help you turn even the most difficult prospect to your most profitable customer

• Persuade your prospects or clients to your way of thinking with

ease by leveraging on these four universal hooks that all salespeople must know


Standing-Out As the famous saying goes – “What matters these day is not what you know or who you know, but who knows you.” In other words, if you want to be a top salesperson in your industry or someone extremely successful, you got to be visible. When a 45-year old executive is thinking of investing his hard earned money into a fund, he thinks of you. When your boss is thinking of who to promote, he thinks of you. When the senior director of an MNC is thinking of getting some expert help in growing his business, he thinks of you. One of the salesperson even commented that “the curse of today’s business world is invisibility and it is a fate worse than death.” Very fatalistic but sadly true. In this chapter, we will first help you position yourself as an expert in your field. Let’s face it. People don’t want to buy from a salesman. The word “salesman” carries with it a negative connotation – someone who is pushy and only cares about getting his commission. Instead, people want to buy from an expert. Someone who really knows his products and commands credibility. An expert is also someone who knows his client very well and can see and think from their perspective. Let’s take the healthcare industry for example. Sales Rep A knows his product very well including its strengths and limitations. He is well trained to handle objections and hence will be able to defend his product against the competitors’ products. And then there is Sales Rep B. He knows his product well enough but on top of that, he is able to grasp the complexity of the disease, the treatment process and the complications that come along with it. He is well versed on the latest medical journals and is able to carry out an intelligent conversation on the research methodologies and findings. Who will impress the doctor more?


Sales Rep B of course! Because he is seen as a worthy partner to the doctor and not just a legitimate drug pusher. So if you want your clients to take you seriously and remember you for all the right reasons, you got to read this chapter. There are a total of seven time-tested strategies to help you position yourself as an expert. The first three will help you win the respect of your existing clients and even get them to refer more clients to you. The next three will strengthen your brand and ensure you give massive amount of value to your existing and potential clients. The last one is completely stunning because if executed well, you will be recognised as an authority in your field. That of course also depends on how high you want to climb and how big your dream is. Isaac Newton once said that the only reason why he can see so far is because he has been standing on the shoulders of giants. This applies to the top salespeople as well. During my interviews with them, they spoke to me at length of the people who were instrumental in their starry success. And so it is true, no man is an island! But who exactly do you need to know right now that can help you double or even triple your sales? And for those of you in the non-sales role, who are the people you need to know to help you get ahead in your career and life? As they generously (and some unwillingly) share with me the who’s who, I took the liberty of categorising them into five groups. They are your “giants” whom can give you an extra boost and an unfair advantage over your peers and competitors. Hint: some of them have already appeared in your life. All you need to do now is to work your magic and make them your lifelong fan. But do not take my word for it, find out exactly how for yourself – in this chapter! What You’ll Get Out From This Key:

• Position yourself as an expert in your field and raise your own visibility

• Be first in the mind of your prospect when they want to buy a product or service


Modeling

One of the most effective ways to become successful is to model after someone who is already successful. This is a common belief among the top sales professionals that I have spoken with. But instead of just knowing it, they actually practice it, which is why they are at the top of the game. As they share with me their role models and people whom they think are exceptionally charismatic, I start to see a pattern. There are a certain set of distinctive behaviors that these role models possess, which makes them well-liked, well-respected and well-known in the industry, and some in the world! The top sales professionals saw them too and have been diligently playing up on these behaviors to great success. Imagine if you start behaving like these top leaders, won’t you be seen as one too? And here’s the best part – these behaviors are no rocket science. They are so easy to adopt. The problem is most of us do not know what they are. In this chapter, I will reveal to you three such behaviors. Coincidentally, the findings are similar to another piece of research my team done early this year (2011). We spent time talking to some of the most influential business leaders in Asia. Some of them include the Managing Director of McDonald’s Singapore, the Managing Director of Online Sales in Google Asia Pacific, Deputy Secretary General of NTUC, Dean of S P Jain Centre of Management, Vice President of Technology Services Sales in Hewlett-Packard Asia Pacific and Executive Vice Chairman of The Hour Glass. They too, possess these behaviors, which explain why they are recognised as a well-respected authority in their industry, with multitude of awards and enviable titles to back them up. Look forward to seeing you at the top! What You’ll Get Out From This Key:


• Double or even triple your sales by uncovering the vital behaviors that separates the good salesperson from the great salesperson


Altruism We are talking about a quality that is sorely lacking in our world today – “altruism”. The unselfish concern for other people’s welfare, which stems from abundance and generosity. Of all the eight keys, this key is the hardest to master but also the one that gives a person the most charisma. In fact this is the very key that creates legends of our world! To a generous person, the pie is infinitely large. There is always enough for everyone. Hence, they are happy to share their best practices and even their resources (for example, money, time and contacts). What matters to them is that everyone is happy, and not just themselves. The language of these rare individuals is to “give, give and give some more” unlike the majority who is “take, take and take some more.” As a result, you find them constantly creating massive amount of value for their clients, their companies and even the world. Wouldn’t you want to befriend them and get into their inner circle? During my interaction with the top salespeople, I also hear them using this word a lot – “win-win”. Some even commented that if we can create “win-win-win”, lagi best!” Clearly, being generous is a great attitude to have – an attitude that perhaps may help save our world – but how do we even begin to inculcate such a noble quality in our lives? In this chapter, I will share with you numerous ways where you can start giving and how you can do so with zest and enjoyment. Do not worry, it doesn’t involve any money at all. In fact, you will realise that there are other things you can give, that are more valuable than money. You will also discover, first hand in this chapter, the age-old secret that has helped millions of people get whatever they wish for. It has worked extremely well for the people who attended my program and I am sure it will work for you too, if you take action. To prove to you its effectiveness, I will even take a 30-day challenge with you. If you don’t get what you wish for, I will refund you the book money and top it up with a $500 gift. I am that certain that it will work.


What You’ll Get Out From This Key:

• Get anything you want in life with this master key


Concluding Remarks I am impressed! Most people do not get this far unless you are one of those bizarre people who read from the last page. Statistics have shown that 72% of people who buy a book never complete it and less than 3% ever follow through by applying what they have learnt. The fact that you do proves that you have what it takes to become exceptionally successful in anything that you do! Why? Because you took interest in furthering your education and you had the discipline to finish what you started. What’s missing now is the exact know-hows and proven tactics that can help you unlock your personal charisma and place you in the league of the top salespeople in our world. The answers of course lie in this book “Unlock Your Personal Charisma” which will be officially launched in June 2011. Our first print is 2500 copies. Because of the seminar we are organising this June, 1500 copies have already been pre-ordered, leaving only 1000 to be distributed to major bookstores. With about 100 stores in Singapore, there will at most 10 books in each location. And you have to wait till end June before you can get a copy. So if you want to make sure you get the first print (that comes with exclusive interviews of the top salespeople I have mentioned in the report earlier), I suggest you pre-order. Here’s how the book will look like:


The original price of the book is $35 (with delivery charge) but if you pre-order, it will just be $25. A Special Pre-order Bonus! You will also receive free access to 3 months worth of exclusive video content of interviews with top sales professionals from a range of industries.


To pre-order, follow the link to secure your copy and bonus now: http://launch.unlockyourcharisma.com/book/


Dear Reader, Thank you for taking the time to read this report and invest in yourself! It is worth it because when you start applying these keys, you will begin to see phenomenal results in your business! Stay in touch and here’s wishing you success in everything that you do! Cheers, Eric Feng Business Communications Coach Business Week Top 25 Young Entrepreneurs of Asia 2007 www.ericfeng.com

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Unlock Your Charisma