Dear Sales Professional:
Everytime I heard these words, it felt like a punch in the gut...
"You gave the best presentation.
Everybody really liked you."
Man, did those words sting every time I heard them.
Because if the *best* thing that the prospect can say is that your presentation was "the best"...
Then what didn't he say to you?
What wouldn't he say you?
What was he afraid to say to you?
Your prospects just don't have the guts to tell you this.
And not only are most prospect's gutless, it's OK in the prospect's mind to lie to you because "hey, all sales people are liars anyway".
Yes, prospects lie to us all of the time.
And yet we sales professionals suffer the reputation of being dishonest liars willing to say anything true or untrue to get a deal. Which again sucks, because most of the sales pros that I know and have known are honest and defy this unfair stereotype.
A wise friend of mine spoke the real truth to me many years ago:
"More lying comes from the other side of the table than comes from ours."
They want commitment-free proposals.
They want commitment-free demos.
They want commitment-free customer references...
in their industry,
with the same number of employees,
serving the same customers as they do.
But when you ask how they will make their decision...
"Show us your demo, and we'll let you know what we think"
... all you get are vague non-answers.
Walking into your prospect's office and telling him all of the reasons why he should buy your product doesn't work. Prospects hate it, and they bad-mouth you for it saying you talked too much.
Yet, when you show up at their office they still ask you to do it!
Sales managers often forget what it is like to be a sales rep. The good ones will mentor you on how to become a great sales person. Unfortunately, the good ones are rare. Too often we hear the same old "sales motivation":
"What are you doing in the office? You should be out making sales calls!"
"More face-time - that's what you need to make more sales."
"Get out on the street and pound the pavement."
Unfortunately, their answer is almost always the same: If you want to sell more, you have to sell more.
Well this is both true and a lie.
Yes you can make more sales calls, and you may close more deals by doing so.
And you might drop dead trying to make all the calls you need to get to quota.
Seriously though, if making more and more and more sales calls was the answer, then wouldn't you already be recognized as the top sales person in your company?
Buying attitudes are deeply ingrained. Most people buy thousands of things in a lifetime, but never sell anything. So everyone knows how to buy. And we expect salespeople to serve us.
Years of socially conditioned buying habits causes both prospects AND sales people to unknowingly follow the same rule. And that rule is that the prospect is in control.
The problem for sales professionals though is that we are not retail sales clerks. We don't have hours and hours of time sitting around our store to show people all of the features of our product and then say "have a nice day".
You can't afford to waste time with prospects who want free education, who want to be shown your product's capabilities without giving you access to the decision-maker, who want references to call even though they haven't made a commitment to buy from you.
You will need to make a few simple but radical changes in how you think and behave while selling. You need a new understanding of how selling *really* works. And you need to master a few important new techniques that you probably are *not* using now...
The bottom line is that you have to be able to close a high percentage of the deals you work on AND you have to spend your time working on only the best deals if you want to make the most money as a commissioned sales rep.
I recently ran a series of five audio sales courses by teleconference designed to help you rapidly acquire these new sales skills and shift your attitude. These five audio sales courses are available to you right now on CD and MP3 Audio as the Persuasive Selling Skills Audio Program.
Here is an overview of what you will discover in the Persuasive Selling Skills Audio Program...
In Persuasive Questioning Techniques Sales Course you will learn specific questioning techniques to rapidly uncover an individual's unique personal motivation. You will learn the psychology behind what motivates people to buy, take action, and make decisions. You will learn how to stay in control of all your sales calls using questions. This course includes a written transcript.
|Persuasive Questioning Techniques Sales Course|
"That very day I closed a deal for over $100,000 using just one of the techniques in the program."
"I purchased the Persuasive Selling Skills Audio Program and that very day I listened to just one CD and I went out and closed a deal. It was an in-home purchase for over $100,000 using just one of the questioning techniques in the program.
"After that my closing percentage went up dramatically because I started only speaking and going out and dealing with the people who were ready to take action. With the skills that I learned from Shamus Brown I started spending far less time, I started making more money, and I didn't have to resort to discounting.
"I am very grateful as this has had a major effect on my life.
"If you're ready for a change, if you're frustrated with how things
are going, get this now because it will make a difference."
"Quadrupled my sales results"
"I have at least quadrupled my sales results - no lie! I have wowed my managers, which has opened up many more career opportunities. I have learned not to waste my time with prospects that aren't interested and move on to the ones that are, without feeling that I have lost a battle."
"Now I have a personal
"My closing ratio is over 90%."
You have really helped my confidence with clients. My closing ratio is over 90%. It has skyrocketed since I learned your techniques.
There is no more wasting of time. Now I only work with clients who have money and time.
-Daniel Waldschmidt. Woodbridge, Virginia
In the Seductive Rapport Skills Sales Course you will learn how to communicate with and influence people outside of their awareness in ways that are totally acceptable to them. You will learn how to gain rapport within seconds of meeting someone either in person or on the phone. This course includes written transcript.
|Seductive Rapport Skills Sales Course|
"It's pretty cool when
I pull pain out of people
"I had a preconceived
notion that anyone with good perception
In the Strategic Customer Profiling Sales Course, you will learn how to decide early on which prospects to pursue and which ones to walk away from. You will also learn how to create winning strategies in competitive sales situations. This course includes a written transcript.
|Strategic Customer Profiling Sales Course|
"I won two clients the same day I listened to Strategic Customer Profiling CD"
"I am in the mortgage business and work in Retail for a lender. The Program gave me some new ideas that I applied to my field and it paid for itself the first week. I won two clients the same day I listened to Strategic Customer Profiling CD.
"Both clients went with me because I told them up front what other lenders tend to do to get their business. The getting to the prospect's pain, controlling the sale through questions and preparing prospects for what the competition will do to win the business were the keys that I was missing.
"I prefer to sell the right way and your program helped me to survive in the business. Thank you."
"Shamus prepares you to take on any person and achieve incredible returns"
"Traditional sales training does not prepare you for every single "type" of person one will encounter. Shamus prepares you to take on any person and achieve incredible returns.
"By using the Persuasive Selling Skills Audio Program I have learned to re-think my objectives and strategy when dealing with a potential customer or buyer. Assembling the perfect customer matrix in conjunction with the other skills I've learned has made me a better sales consultant and I have achieved greater growth and sustained development in our business. Thanks Shamus!"
Edward A. Christie
In the Get Commitments First Sales Course you will learn how to get commitments from your prospects BEFORE you do a demo, write a proposal, or otherwise give away significant value. This will put you in firmly in control of the sales cycle. These techniques apply to all selling, whether your sale is over in a single call, or takes many months, activities, and decision-makers to complete. This course includes written transcript.
|Get Commitments First Sales Course|
"Closed a big sale in less then 15 minutes because of the techniques learned from Shamus"
"I was able to close a big sale in less then 15 minutes because of the techniques learned from Shamus. A cold call came in and the prospect was eager to begin drilling me as to why my highly advanced software was any better for him than the nickel and dime software that he picked up at Best Buy. I told the prospect that it did not seem he was ready for the technical advancements that our product offered and began to withdraw. Immediately, the tone changed and he was eager to let me control the call and discover the pain he was feeling. I closed the sale in under 15 minutes."
"I’ve done a lot of sales courses from Sandler to Miller Heiman to SPIN but none have explained this so clearly as Shamus."
"I really valued the “Getting Commitments First” section. I run a sales consultancy advising and implementing sales programmes for technology companies and other consultancies. I’ve done a lot of sales courses from Sandler to Miller Heiman to SPIN but none have explained this so clearly as Shamus."
In the Pressure Free Selling Sales Course you will learn the "hot chick" psychology secret that gets prospects to pursue you instead of you chasing them. You will also learn how to determine how much money your prospect is capable of spending. This course includes written transcript.
|Pressure Free Selling Sales Course|
"Prospects are calling me now to purchase"
"I appreciate your 'no hard push' approach and appreciation of the customer. Your approach was similar to my own (I began to sell more when I quit 'chasing' and 'selling') and I wanted to learn more from your experience and expertise. Prospects are calling me now to purchase months after we have met because they say I am 'knowledgeable' and they remember well (and positively) our meeting. I always leave the door open and encourage them to call me any time."
With nearly 6 hours of recorded sales audio courses, listening to the Persuasive Selling Skills Audio Program is like taking an all-day sales seminar on sales persuasion.
With iTunes ready MP3s you can listen to these sales audio courses anywhere, anytime, anyplace. You get immediate online playback, MP3 download, AND an iTunes podcast subscription feed so that you can begin listening to your first sales audio course just minutes from now no matter where you are (while we ALSO ship your CDs to you). And you'll get the printed course manual with the course notes and exercises.
This in-depth audio program gives you a multitude of powerful advantages. You get everything I've covered above, plus more in the Persuasive Selling Skills Audio Program Standard Edition:
The complete Persuasive Selling Skills Audio Program Standard Edition includes:
Your cost for the Persuasive Selling Skills Audio Standard Edition is only $297, plus shipping and handling
The Persuasive Selling Skills Extended Edition includes everything that you see in the Standard Edition above, plus you get my Persuasive Questioning Workshop CD Audio Program where I take you deeper into Persuasive Questioning Techniques Course.
The Persuasive Questioning Workshop Audio Program are the recordings I made from a private, four session tele-workshop with a small coaching group of sales professionals. I worked in depth with each member of the group and we reviewed, critiqued, tore down and rebuilt their ideas into powerful questions that uncover a prospect's raw emotions and cause them to buy. You get to listen in and review for yourself how I helped these sales reps created their Persuasive Questioning Techniques.
This Extended Edition is right for you if you are the person who wants lots of extra examples to study. The manual I've included with this is thick - 78 pages printed and bound - in which I've included all of the worksheets that the workshop participants filled out, my critiques of their questions, and blank forms for you to work with. You also get all the transcripts from each session of the workshop (delivered by PDF download).
In a nutshell, the Persuasive Selling Skills Extended Edition includes everything that is in the Standard Edition, plus you get more examples to study on the topic of Persuasive Questioning Techniques. Both the Standard and the Extended Editions contain complete instruction on all five of my Persuasive Selling Skills Audio Program courses.
Your cost for the Persuasive Selling Skills Audio Extended Edition is only $497, plus shipping and handling.
Click one of the two "Order Buttons" in the boxes below to get your copy of Persuasive Selling Skills Now...
|Persuasive Selling Skills - Standard Edition|
See Above for Details of What's Included in the Standard Edition
|Persuasive Selling Skills - Extended Edition|
See Above for Details of What's Included in the Extended Edition
NOTE: All Sales are Final.
There are no Refunds or Guarantees.
If you don’t think you can make back the price of program, don’t buy it.
I will however happily replace damaged or defective materials at no cost.
I don't know this program will work for you or not.
I don't know because I don't *you* personally.
I don't know if you are a doer someone who puts ideas into action, or if you are the type of person who buys a set of CDs and then lets them sit on the shelf collecting dust.
I do know that lots of people have changed their sales careers by buying this program and putting the techniques and attitude I teach in it into action.
I know this because I have dozens and dozens of testimonials from sales people who have changed the way because of the Persuasive Selling Skills Audio Program resulting in more sales, more self-respect, and better career opportunities for themselves.
"I've been promoted to the National Sales Manager's position of the Company"
"Shamus, I've been promoted to the National Sales Managers position of the Company in Sydney Australia because of my performance. Some of my techniques that have caused me to excel at this position have come from your teaching, therefore you must be commended for that. To make a difference in someone's career who lives & works 20,000 miles away is a great achievement for you. All I did is apply your principles! I'm now applying those principles through all my team in all states in Australia & they are enjoying these selling principles."
"Using your advice is
actually making cold calling fun
"I no longer get intimidated
into working my butt off
"My company is growing
and expanding in leaps and bounds.
"I struggled with giving away my information, knowledge and time. I was in the dark on whether this prospect was serious."
"I struggled with giving away my information, knowledge and time without asking for something in return. Listening to the Persuasive Selling Skills Audio Programs has prepared me to take control of the initial/discovery stage of working with a prospect.
"There were times that I would provide a web demonstration or face-to-face meeting and would not know whether or not they were interested, and/or felt we could help them. Of course I would follow up with them, but there were a number of times email and voicemails went unanswered. I was in the dark on whether this prospect was serious or felt we can help them. Should I put this person in my pipeline since I did provide a demonstration?
"Today, I will profile and see if there is a fit for the prospects for my product, services and time. I ask for something in return if they want to see a demonstration, want collateral or pricing for my product. Most of what I ask in return is to get the important decision makers in the meetings, tell me at the end of the meeting whether they felt our solution was going to address their problems and of course pre-qualify the opportunity better by getting to NBAT (need, budget, authority and timing)."
"I have signed more design
contracts in a two week period
"One of my salesmen closed a deal he had been working on for over a year..."
"One of my salesmen closed a deal he had been working on for over a year by seeking out the pain through the questioning techniques you teach in your program."
"Your program is a reminder that you are there to discuss what they want. Not to talk about the brilliance of what you offer"
"I am focused on being as effective a sales executive as possible and I am always looking for any tips & tricks that can help me to sharpen my blade, further. I really like the course on getting 'prospects to sell themselves'. There is such a need for this, and it is rarely mentioned, and almost never is it practiced. We live in a world where people automatically want to shut you down when you try and engage, but your program is a reminder that you are there to discuss what they want - not to talk about the brilliance of what you offer or what you sold to company ABC. It only matters whether they are open to seeing if you can help, and if so how exactly."
"I was tired of wasting hours of cold calls and hours of presentations and get very few answers back"
"I haven’t been back in the final closing of sales calls in a few years. I wanted a new edge before I began. I was tired of going through the presentation process and wasting hours of cold calls and hours of presentations and get very few answers back from my prospects. I knew there had to be a better way.
"Now I have a lot more self confidence when I do go into sales calls. Getting right to the point with potential customers. I have saved so much time not messing around with clients that I always knew wouldn’t buy. You helped get to the point far faster with your questioning series and it has changed the way I not only do business, but handle new prospects."
"It made me feel in control and authoritative rather than feeling like a beggar."
"Shamus, I bought your CD set this summer as I entered my first job in sales. Prior to that, I read every one of your articles online at least twice. I listened to the online audios numerous times.
"Your philosophy that B2B sales people should take control and stop acting like retail salesmen, stop giving away free information was powerful. It made me feel in control and authoritative rather than feeling like a beggar.
"Overall, you have some of the best sales training I have seen. Specifically, your training on sales call control and having a tightly defined market helps engender a dominant mentality for me as a salesperson. Now when a prospect gets smart, I take the opportunity away from them, maintaining full control of the sale at all times."
"Your training proves that in sales 'professionals sort, amateurs convince'. Your sales methods keep sales fun."
"Closed a sale last week
when the client absolutely hates
"I was able to close the deal on the first visit and walk away with the deposit check"
"I was very weak in being able to consult with the client as to their need. I was looking for the tools that would help me be more consultative and less pushy. By believing in what I had to offer, and backing that up through conversational questions, I was able to close the deal on the first visit and walk away with the deposit check."
"Our sales have doubled over the previous period a year ago."
"My company's sales were stagnating, we were being abused by our prospects and we realized we needed help. I saw an email about your products and looked at your website, and all of the things you were pointing out were happening to us. We didn't know if you had the right answers, but you were certainly posing the right questions, so I bought your CDs on a hunch that you knew what you were talking about."
"Since getting your CDs at the start of this year, our sales have doubled over the previous period a year ago. I can't say that ALL of this has been due to the CDs or that this pace will continue, but there is no doubt that it has been a big impact. Additionally, by learning to overcome some of the frequent obstacles we had always encountered, our sales staff are more motivated and confident. We approach our prospects much differently now and we feel much more in control of the process."
"I’ve always sensed
when sales training sounded formulaic or
|Sales Professionals From 1000's of Companies Have Invested in Persuasive Selling Skills to Improve Their Sales. Here Are The Names of a Few of Those Companies...|
|Access Litigation Services
Alcoa Home Exteriors
American Welding and Tank
Can-Mex Holding Co.
Carnival Cruise Lines
Chubb Systems & Services
Cornish & Carey
Ernst & Young
FibreWired Burlington Hydro
First Data Corporation
First Investors Corporation
Fuji Xerox Australia
Guaranty Bank & Trust
Gulf Western Oil
IKON Office Solutions
Kegel Motorcycle Company
Logistics Software Corp.
Nations Home Mortgage
|Nissan North America
Prepaid Legal Services
Primerica Financial Services
RE/MAX Real Estate
Time Warner Cable
Toshiba Medical Systems
TotemGuard Digital Security
Travelers Express Company
Univar UK Ltd
Vulcan Materials Company
Wells Fargo Home Mortgage
Even though the price is extremely reasonable, here's what's really important: If this audio program was just another bunch of pump you up motivational feel good stories, then it wouldn't be worth the plastic and paper this stuff is printed on.
But if you can increase your closing ratio, close more deals, and keep you self-respect while you sell, what's that actually worth to you?
Seriously, isn't it time you started making THE MONEY YOU KNOW YOU DESERVE?
Think about it, this program will pay for itself many times over. And at just $297, Persuasive Selling Skills is a frickin steal!
To get going and on developing the skills and attitude that will increase your sales, here are two easy ways to order:
1. Choose either the Standard or the Extended Edition above and order online now for fastest service.
2. Or call my 24 hour secure order line in California direct from anywhere in the world to place your order by phone (619) 573-6971.
You Can Get the Persuasive Selling Skills Shipped to You Anywhere in the World - We Have Customers in 47 Countries and Counting...
French West Indies
Trinidad And Tobago
United Arab Emirates
United States of America
We can ship your Persuasive Selling Skills Audio Program to you anywhere in the world. We ship via UPS to destinations in the US and Canada, and via FedEx to all other countries.
So get started right now on maximizing your sales while the other guys are still trying to figure out how to work a 20-hour sales day.
Shameless Shamus Brown
Industrial EGO Sales
P.S. Just minutes from now you can be learning the skills that put you in control to close more sales and have a blast doing it. Click below and order now.
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NewsBank, Richmond, VA.