17 Highly-Guarded Strategies to Close Every Sale – Strategy #3: Never Prejudge (2 of 2)

If you prejudge that person before you even begin your business presentation, you are setting yourself up for failure.

Instead, enter the sales presentation saying to yourself, “I will show my product/business the exact same way to everyone with the belief that this person will become a customer of mine long-term.” Once again, you’re walking in with the “Always Be Opening” mind set. I’m opening up a new relationship. I’m not prejudging this potential client, customer, prospect, etc. Your mindset going into it will allow you to do a better presentation, and allow your excitement, enthusiasm, belief, conviction, and commitment to flow through. That’s what people buy! They buy who you are. They physically buy your product, but they were sold on you. If you’re in one-on-one sales or if you’re in network marketing, the potential client buys into you. They have to believe in you. If you walk in with a mindset of “I don’t believe this person has what it takes to invest in this product or service”, then they’re going to feel that. They’ll feel your non-belief. I love walking into some of the snooty shopping areas of Palm Beach in my gym clothes. If the sales person judges me on my clothing and gives me an attitude, then I walk right out the door. I refuse to sow my money into bad ground. In other words, I ain’t giving my money to someone that treats me like garbage. That’s exactly what your potential client will be thinking in their minds too if you prejudge them. Don’t fool yourself to think that they won’t know. They will notice the minute that you walk into the room. They will feel your non-belief in them, and that will dramatically cut your closing ratio down by 80 percent.

As I’m writing this I’m in beat up sneakers, my workout tank top and my workout pants. If you looked at me during the day, you’d walk right by me and say, oh, “Who is he? He doesn’t have a job. Only a loser walks around in the middle afternoon with a hat on and unshaven.”

You are probably smirking right now, because you know that you have prejudged someone that looks exactly like that for your own business. Little do most people know, I can walk around like that in the middle of the afternoon, because I am free to do what I want, when I want and with who I want to do it with. That’s far from being a loser! A prejudging mindset backed up with assumptions will cost you millions.

Allow EVERYONE the opportunity to own and take advantage of your exclusive offer to own your products. Enter every sales presentation with the belief that the person in front of you is your next big sale. I believe everyone has a champion inside them. Remember who I was and where I came from. No one ever prospected me. I had to answer an ad to get involved in network marketing and earn a million dollars. Isn’t that incredible? No one gave me a chance. Don’t you fall into that same trap of judging people. An open mind leads to a bountiful harvest!

Strategy #3 Champion Tip: NEVER prejudge or assume a potential client, a customer or prospect will not be able to afford or need your product.

THE POWER OF THE A-Z PRESENTATION

Over the last decade of being a professional home-based networker, when someone asks me, “John, what is the #1 reason why people fail in their own network marketing business?” I say with 110% confidence it is because they customize their presentations assuming what each individual prospect will find exciting. This mindset will definitely set you up for failure!

The key to success is the power of duplication — showing the same presentation over and over. You need to be presenting the entire business from A-Z to each and every one of your prospects because you have no idea what is going on inside them as you share the business. You must show your business exactly the same way each time you present your program for two primary reasons:

Reason #1 is you will be 100% full of confidence & conviction knowing what you are going to say because you have presented the entire plan from A-Z numerous times the SAME EXACT WAY. Repetition is the mother of skill. Your nervousness will also decrease, because you will become confident in your presentation.

Reason #2 is because I can almost guarantee you that when you begin to put this into practice you will have your prospects respond to aspects of your business that you would have assumed they would not have been interested in before. You will see your business explode within a short period of time. Just imagine everyone in your network internalizing this mindset and fully understanding the power of an A-Z presentation. The leadership abilities within them will skyrocket, which in turn will create momentum in your business.

Momentum is a force that you will not be able to control; it is also the key to unprecedented growth in your business. Leadership is earned by people who deserve it and you will project leadership when you present with the “Power of A-Z”. Always remember, it is just a matter of time before you hit your target when you keep aiming for it!

THAT LITTLE BIT EXTRA

The “little bit extra” is a very powerful concept to put into practice today in every aspect of your life. The difference between being ordinary and being extraordinary is that little bit EXTRA. The little bit extra is what separates average performers from CHAMPIONS!

In a sales process, the little bit extra is that one extra follow-up call, that extra sincere thank-you or the extra little bit of energy that you put into the presentation of your business. This will separate you from your competition. You can either go through the motions of your business or you can give that little bit extra in order to cement yourself in the mind of your potential customer. We all can relate to purchasing a product/service from someone who just gave you a little bit extra attention than their competitor did and THAT is the reason we bought from THEM!

When I personally coach someone, one of my key strategies is to move them to become champions in their field. One of the easiest ways is to show them the value of what a little extra eye contact with their prospects or customers brings. You need to look your prospect or customer directly in their eyes when you are presenting your business! This drives into them your confidence and conviction about what you and your product/service have to offer them. When I coach people, I tell them that the eye contact strategy alone will take them two steps ahead of their competition.

Remember, people will feed off your confidence from the look in your eyes. As you progress in your journey towards fulfilling your WHY, you need to constantly give that little extra! The true sign of a champion-to-be is just when it seems impossible for him/her to give that extra push; they dig deep down and give that little bit extra to fulfill their WHY! When I speak to groups, I train them to have the mindset of always giving a little bit more than their competitor. Over the long run, it will pay off big! A small improvement over a long period of time will produce outstanding results.

Now that you know the benefit of giving that little bit of extra effort, you need to ask yourself a question…”What can I do today and every day with a little more effort to move me to the champion level in my field?” You need to realize someone will be the champion in your chosen endeavor. Let me ask you a question, “Why not you?”