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OverviewThis book has been written for anyone who has to sell as part of their life or business. If you want a dramatic increase in your sales conversions – without being pushy, manipulative or ‘hard sell’ – this book is for you. But be warned, what you are about to learn is likely to challenge everything you thought you knew about selling. You may find that some of what you read in these pages directly contradicts what you’ve been taught, and that’s why this philosophy works! It’s completely different to the conventional wisdom around sales. By the end of this book you will be armed with the tools you need to enter any negotiation or sales conversation with clarity and confidence. You’ll learn: The twelve-step Open With A Close system to increase conversions by up to 64% How to speak to prospects and potential customers with increased belief and confidence Why the human brain is programmed for fear, and the six questions you can ask your prospects to bypass it quickly and effectively How to overcome objections such as 'I can’t afford it' or 'I haven’t got the time' with ease and elegance How to use the Golden Question to close more business and generate greater revenue Full Product DetailsAuthor: Matthew ElwellPublisher: Rethink Press Imprint: Rethink Press Dimensions: Width: 14.00cm , Height: 1.10cm , Length: 21.60cm Weight: 0.227kg ISBN: 9781781334423ISBN 10: 1781334420 Pages: 192 Publication Date: 17 March 2020 Audience: General/trade , Professional and scholarly , General , Professional & Vocational Format: Paperback Publisher's Status: Active Availability: In Print  This item will be ordered in for you from one of our suppliers. Upon receipt, we will promptly dispatch it out to you. For in store availability, please contact us. Table of ContentsForeword Introduction Before We Start… Serve, Sell, Close: the Serve Circle The Prospecting Journey: from caterpillar egg to beautiful butterfly (CEBB) Three-phase process for all sales conversations PART ONE The Foundations 1 Thoughts All strategies are not the same Red and green words What’s wrong with persuasion? Take a PUNT With A Q A reason for everything 2 40,000 Brain Cells In Our Hearts? The more you connect the more you collect Use your heart for a change People buy from people they like (or look like) 3 The Ancient Brain Brain 1: the ancient brain Brain 2: the data brain Brain 3: the emotional brain How to bypass the fearful brain 4 Hard High-Quality Questions Are they telling the truth? 5 A Great State Oxygenate for concentration and focus PART TWO Open With A Close 6 Why You Should Open With A Close Open With A Close twelve steps Open With A Close script in action Real-life example of Open With A Close in action 7 Step 1: Data Means Certainty ‘What if?’ destroys confidence 8 Step 2: Marketing Rapport Words 9 Step 3: Control Your Thoughts – Hindering Or Helpful 101 Replace hindering thoughts 10 Step 4: Have A Desired Outcome 111 What are outcomes, anyway? 11 Step 5: Certainty Checklist 119 Reason for calling or presenting 12 Step 6: The First Four Seconds 13 Step 7: Open With A Close Golden Questions 14 Step 8: Power Of The Pause 15 Step 9: Close And Stalls 139 Objections: stalls 139 The 3As (when closing) 143 The 3Ps 16 Step 10: Stall Or Close 151 Bullseye: Flip Back (when closing) 17 Step 11: Exchanging Money And The Sixteen-Digit Close 157 The Sixteen-Digit Close 158 The Exchange of Agreement Close 18 Step 12: Thank You And Referral 163 Thank them 164 Who else do you know? 19 Ready To Try It Yourself? 167 For the salesperson 167 For the call Conclusion 171 A few simple reminders Become An Elite Closer The AuthorReviews'Nobody likes sales people, which is exactly why this works.' Nick James, Expert Empires ‘I love the way Matt teaches sales. He brings a vast depth of knowledge and experience to the table but, more then that, his OWAC method has heart. He cares.’ Veronica Pullen, CEO of Mile Deep Marketing ‘Having spent most my working life in a corporate role – albeit many of those years in the motor trade – I’d never had to sell. So when I started my own business, I not only didn’t know how to sell, but I realised my mindset around sales was unhelpful. Matt and Open With A Close have changed all that, helping me see that selling is serving and giving me the tools to do this at the very highest level. He really is the master and I’d highly recommend anyone who hates selling to go see Matt – I can guarantee he’ll change your mind.’ Sally Wright, Sally Dreams Photography ‘Since discovering Matt and his OWAC method, not only have I become a much more shrewd negotiator (on all things in life, not just in work scenarios) but the impact of the new language I’ve learned continues to benefit me and my family on a daily basis.’ Adam Ashburn, Operations Director at Expert Empires 'Nobody likes sales people, which is exactly why this works.' Nick James, Expert Empires 'I love the way Matt teaches sales. He brings a vast depth of knowledge and experience to the table but, more then that, his OWAC method has heart. He cares.' Veronica Pullen, CEO of Mile Deep Marketing 'Having spent most my working life in a corporate role - albeit many of those years in the motor trade - I'd never had to sell. So when I started my own business, I not only didn't know how to sell, but I realised my mindset around sales was unhelpful. Matt and Open With A Close have changed all that, helping me see that selling is serving and giving me the tools to do this at the very highest level. He really is the master and I'd highly recommend anyone who hates selling to go see Matt - I can guarantee he'll change your mind.' Sally Wright, Sally Dreams Photography 'Since discovering Matt and his OWAC method, not only have I become a much more shrewd negotiator (on all things in life, not just in work scenarios) but the impact of the new language I've learned continues to benefit me and my family on a daily basis.' Adam Ashburn, Operations Director at Expert Empires Author InformationMatthew Elwell is an internationally sought-after sales trainer and mentor. After spending twenty years building his family business, he created his Open With A Close philosophy and co-founded the Elite Closing Academy (ECA). The ECA is fast becoming known as the best training company on the planet when it comes to selling and closing. Learn more at www.eliteclosingacademy.com Tab Content 6Author Website:Countries AvailableAll regions |
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