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Category: Sales Training
Tags: BusinessSalesSeminarSuccessTechniques
Entities: Alex BlumbergAustriaBrian TracyDusseldorfGermanyMorgan CobraMoscowMurray Team Congress CenterSwitzerland
00:00
hello my dear friends hello Germany hello Europe my name is Alex Blumberg I'm from Germany from Peru and we have today a very very special guest here we
00:17
are in Moscow mr. Brian Tracy Brian Tracy is their world leading business expert and the best-selling Auto who the Morgan Cobra yeah we're now in Moscow Brian Tracy
00:35
have made it yesterday great seminar on the top management forum it was a really great time I was there by myself so I'm really really motivated right now and I would like to ask
00:51
Brent Tracy a few questions as you probably already know on the 4th of October 2018 this year we invited Brian Tracy to Germany to Dusseldorf to quite
01:07
big event it will be the business progress seminar where Brian Tracy will speak we talked about high performing selling and leadership and I would like
01:22
to ask Brian a few questions today Brian hello and hello I'm I'm nice to meet you thank you yeah Brian speaks a little bit German depression of Anderson Deutsch
01:40
bisschen Deutsch fertiliser and he'll feel the sting going to the missing Goya but we will speak today we'll talk today on English so it will be more easier for Brian Brian you say that those who pose
02:01
as your seven scales of cells many of them have already become millionaires yes can you name this 7 skills plays yes as we talked before the biggest of the
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companies and universities has spent millions of dollars and 2025 years studying the sales process like an animal in a research laboratory and taking it apart and one of the best
02:33
studies they interviewed 55,000 customers and they videotaped a 55,000 sales calls with the salesperson and the customer and they used split screens so that they could play back the sales
02:52
conversation and they could watch what the salesperson said and how the customer reacted and then they would measure how many of these conversations turned into sales how many customers said yes and then they would ask the customer why did you decide to buy if
03:09
the customer said no they would say why did you say I decided not to buy if the customer said no at this time but later the customer said yes they said what what had to happen before you bought and what they found is that they're seven steps and you have to follow these steps
03:27
in order like a recipe in the kitchen with the example that I use is like seven numbers in a telephone is you want to phone somebody and someone here says here are the seven numbers here's how you fall you push in the numbers one two
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three four and you always get through if this person is in Shanghai or Sao Paulo anywhere in the world the phone goes through if you have the right numbers but you must have the right numbers in the right order if you have all the
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right numbers but you make a mistake and you get the numbers out of order so instead of phoning an order you phone and you make a mistake you can dial forever you will never get through you
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can have the finest telephone in the world you can be the nicest person in the world you can be sincere and you can work hard all day but if you have the right numbers in the wrong order who will fail so this is what I found and
04:29
the seven steep keys are very simple number one is prospecting and that means you talk to the right people who can buy your product soon and you don't spend time with people who do not want and who cannot use and who cannot afford your
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product and this is a complete section which I teach the second part of selling is building trust so that once you have determined that this person can buy your product they have the money they have the need then you focus all your
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attention on building trust by asking questions and learning more about the other person step number three as you then move to identifying customer needs accurately what does this customer really need to be happy and more
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successful how can you help them and like a doctor this is where you do the examination the diagnosis and the prescription and once it's clear to the customer and it's clear to you this is called the opening of the sale once it's
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clear to you then you say I think based on what you've said we have something that you will like let me show you and then you go to stage four and in stage four you explain the product or service
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we call this the inner game of selling all sales are made in the presentation the first three or four steps are planning preparation but the sale is made in step four this is where you show
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the customer that they can improve their life faster and at a lower cost with your product or service and it's safe to buy because you will guarantee it in and so on step number five is you answer
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objections we find that even the most happy potential customer has objections they have questions and what we found with the 55000 videos is that good customers object twice as much as
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poor customers good customers object object object they say what about this and what about that and they say it costs too much and I can get it cheaper somewhere else what this means is they're becoming more and more interested in buying your product and
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they want to be safe the reason they ask questions is they want to be sure that they're making a good decision step number six is where you close the sale you ask the customer to make a decision to buy your product now and I have
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designed a program called the art of closing the sale and this program is now on Amazon it's now in Netflix it's everywhere and I've designed a book and an audio program CD and a video program
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and it's the very best 24 very best ways to ask the customer to buy and there's no pressure it's just simply conversational ways the most powerful sales closing technique of all number
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one is this as you say to the customer do you like what I've shown you so far and the customers is yes it looks good why don't you buy it mmm the customer says okay no pressure
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no stress as the wrist is okay or they will say well what about this or what about that in order to be safe he said this is a good answer for that here's the answer are you happy with the answer could then why don't you give it a try I
08:20
mean should give it a try you're not happy we'll give you a money-back okay and people make sales all day long so now the seventh part of the sales process is to service the customer with your product or service and make the customer so happy that they
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don't feel that they have made a mistake and change their mind and then take care of them take care of the customer and ask them for referrals and recommendations now a refer from a happy customer is 15 times more
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valuable than calling and finding a new customer in the first place it's 15 times easier because if you recommend to me that I buy a product or a book or go to a movie or a restaurant and you say
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this is very good then I say okay I don't argue I know you I like you I trust you if you say it's a good idea I will do it so when you give a referral or recommendation the person says okay
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and 90% of the sale is already made so good sales people are always taking such good care of their customers that the customer thinks I want my friends to have the same service I want my friends to have the same improvement I want my
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friends to work with Alex because Alex takes good care of me and Alex will take care of my friends and your sales but your customers become your sales team they've got your customers are always selling for you they're always bringing their friends to
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help you to make the sale and that's how salespeople become rich you cannot become rich making one sale at a time starting at the beginning you have to make resales to happy customers who buy again and again and then who refer you
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to their friends so those are the seven steps let me repeat first of all a prospect imaging is starting and speaking to the right people and there's a way of determining this second of all is building high levels of trust there's a way of doing this the third of all is asking questions so you understand the
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customer or very well so that you can help the fourth step is to show them that your product or service is the best choice for them at this time the fifth step is to answer their objections or questions the sixth step is to close the
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sale and get them to say yes and then the seventh step is where you really really go to work to take such good care of them that they buy again and they bring their friends well that's was a really really
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very useful tips and she gave me this is a one day shimmer yeah with the workbook and when people walk away they change their lives and become rich well I can't wait to visit you on your seminar in Germany and well that was a Brian Tracy
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personally from United States here in Moscow we're now in Moscow but if you would like to earn more money to have a more profit 2030 percent in the next more in the next six months if you want
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to become rich or if you are the sales manager and you want to make your company reach to reach all the goals of your directors or of your top managers or if you are somebody who were have a
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great idea and you don't know how to start a business and how to become a rich as well so we're waiting for you on the 4th of October 2018 in Dusseldorf in Murray Team Congress Center personally
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with brain tracing and get inspired and this will be the greatest and the best seminar science last ten years you have ever seen in Germany and their neighbor
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countries Switzerland Austria and probably in Europe thank you very much friend Tracy it was pleasant to meet you and to see you here and see you in Germany Targa Shinhwa now we're losing it thank you
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