SELL WITH FEELING Presented by Kimberly Stevens MODULE 4 Putting Passion and Feelings Into Your Sales Larry Pinci and Phil Glosserman, “Sell the Feeling”   Feelings are the energy that inspire and drive people to buy. Reason, features, our HOW — these frequently lead us to conclusions that inhibit action, whereas feelings or our WHY lead to action. People buy based on feelings and justify their decisions based on reasons in order to feel good about their choices. If you want to be successful in sales, use your expertise to explain your services to customers’ conscious minds while you sell the feeling to their unconscious minds. When marketing and networking, most inspectors are so busy presenting that they don’t give their prospects/agents the opportunity to tell them how best to sell to them. Get in the Zone Before every face-to-face marketing activity, we need to lose the negative "stinkin’ thinkin’" and replace it with positive thoughts that assume the experience will go well. The greatest sales experts all have their version and stress the importance of preparing yourself mentally and emotionally before any sales or marketing interactions. Great athletes use positive visualization by closing their eyes to envision themselves scoring the touchdown or hitting the home run. They hear the crowd roar, feel their hearts racing, experience their parents’ love and pride overflowing. Three feelings that will help you get "in-state": First, recall a time that you felt confident. Close your eyes, remember what it felt like to have that confidence. Second, think back to a specific example of a time you felt motivated. Third, think of a time you felt completely relaxed. Change your breathing to match that feeling. Relax your shoulders, close your eyes and put yourself there. Now, imagine your upcoming face-to-face marketing activity or meeting going incredibly well. Imagine you ask the prospect to give you a try and hear them say YES. Think Positive The ultimate power is creating feelings in yourself to master your own energy. Repeat positive statements to yourself to get in-state: I know what I am doing and I am a well-trained inspector. They are going to like me! I have a great service to offer! I am a man of integrity, and I'll work my hardest to give them a dynamite report. This agent would be more successful if he/she had me on their team. I am not bothering this agent. I can honestly help him increase his business. Agents want an inspector who will take better care of their clients. I am excited to meet and learn all I can about this agent so I can learn how I can help her. People need to feel three key things in order to do business with you: Trust Confidence (in your ability and know-how) A feeling of being taken care of Six Steps to Successful Sales Talks 1. Prepare Take time to learn all you can about your prospect (Realtor/real estate office) and your competition. 2. Create Rapport Connect in the prospect’s subconscious by mirroring and matching, Don’t try to impress; try to connect. Use clues from items in their office or on Facebook to ask questions that get them talking about what they are proud of and their WHY. 3. Ask Open-ended Questions Use open-ended questions to find out what matters most to the prospect, what they want, their needs and their emotional needs. Listen carefully to their responses and never interrupt. Use sensory listening by using all of your senses to gather information they are communicating to you with their rate of speech, skin tone color, body language and facial expressions. Assume the sale — keep focused on getting to know and connect. Do not focus on your insecurities and fears of rejection or losing the sale. Discover the context — the buyer's needs and desires for your service. Use rapport questions, which will help you learn about your buyer and his business, to establish commonality. To mirror\match them, look for clues about what they are proud of. Information questions, emotional needs questions, first-choice questions: Why is it important to you to have a great home inspector? What else is important to you and your clients? What inspector(s) are you currently using? What is the main reason you use [competitor]? What personality characteristics are important to you when choosing a home inspector? Do you have any suggestions for how I can make the inspection a pleasant experience for everyone? What do you want your home inspector to understand? Do you like to book your customers’ inspections or do you prefer they do it themselves? Are there any guarantees or warranties that other inspectors offer that you think are great? If so, would you mind sharing those with me? 4. Link Now that you have learned the prospect’s emotional needs, link those needs to your services and feature benefits. 5. Close Know when to go to the conditional close with a statement like, “If I could help you reassure and educate your buyers, without overwhelming them or frightening them, would you give me a try?” Then, shut up and listen for the answer. 6. Reassure This is where you let the prospect talk, and you ask a reassurance question like, “Imagine how much more relaxed you will be at your upcoming inspections knowing you have an inspector who will calm and reassure your buyers. Independently owned and operated

TECHNICAL TIPS Ear buds plugged into your PC or laptop work best or to call in for the audio on our phone, both reduce noise feedback. I will keep everyone unmuted on my end, if noise becomes a problem please mute yourself and unmute when you have a question.

SELL WITH FEELING Selling with feeling Language that gets attention in the real estate world

Sell the Feeling Larry Pinci and Phil Glosserman, “Sell the Feeling” Feelings are the __________that inspire and drive people to buy. _________, __________ (our HOW) these frequently lead us to conclusions that inhibit action, whereas feelings (our WHY) lead to action. People buy based on _______________and justify their decisions based on reasons in order to feel good about their choices.   Blanks: energy reason features feelings

Sell the Feeling If you want to be successful in sales, use your ________to explain your services to customers’ conscious minds, while you sell the feeling to their unconscious minds. expertise

Feelings-Neocortex-Decisions (How- Facts) Unconscious Conscious (Feelings) BODY Decisions, Actions, Results

Putting Passion and Feelings Into Your Sales When marketing and networking, most inspectors are so busy _____________that they don’t give their prospects/agents the opportunity to tell them how best to sell to them. presenting

Get in the Zone Before every face-to-face marketing activity, we need to lose the negative “_____,______’" and replace it with positive thoughts that assume the experience will go well. The greatest sales experts all have their version and stress the importance of preparing yourself ________,________ before any sales or marketing interactions. “stinkin’, thinkin’” mentally, emotionally

Get in the Zone Great athletes use positive _____________by closing their eyes to envision themselves scoring the touchdown or hitting the home run. They hear the crowd roar, feel their hearts racing, experience their parents’ love and pride overflowing! You can do this too!! visualization

Think Positive to Get in the Zone Ultimate power is creating feelings in yourself to master your own energy.   Repeat positive statements to yourself to get in-state or in the zone.: I know what I am doing and I am a well-trained inspector. They are going to like me! I have a great service to offer! I am a man of integrity, and I'll work my hardest to give them a dynamite report. This agent would be more successful if he/she had me on their team.

3 Key Feelings Client’s Need People need to feel three key things in order to do business with you: _________ _______________(in your ability and know-how) A feeling of being _______________________ Trust Confidence taken care of

3 feelings that will get you "in-state": First, recall a time that you felt__________ Close your eyes, remember what it felt like to have that confidence. Second, think back to a specific example of a time you felt __________________. Third, think of a time you felt completely ______________. Change your breathing to match that feeling. Relax your shoulders, close your eyes and put yourself there.   Now, imagine your upcoming face-to-face marketing activity or meeting going incredibly well. Imagine you ask the prospect to give you a try and hear them say YES!. Confident Motivated relaxed

Six Steps to Successful Sales Talks   1. ______________________ Take time to learn all you can about your prospect (Realtor/real estate office) and your competition. 2. _______________________ Connect in the prospect’s subconscious by mirroring and matching, Don’t try to impress; try to connect. Use clues from items in their office or on Facebook to ask questions that get them talking about what they are proud of and their WHY. 3. _________________________ Use open-ended questions to find out what matters most to the prospect, what they want, their needs and their emotional needs. Listen carefully to their responses and never interrupt. Use sensory listening by using all of your senses to gather information they are communicating to you with their rate of speech, skin tone color, body language and facial expressions. Prepare Create Rapport Ask Open-ended Questions

Six Steps to Successful Sales Talks 4. ________________ Now that you have learned the prospect’s emotional needs, link those needs to your services and feature benefits.   5. ___________Everyone hates being closed, think of it as opening doors, developing ongoing relationships that you will take responsibility for. a statement like; “If I could help you reassure and educate your buyers, without overwhelming them or frightening them, would you give me a try?” Then hush and listen for the answer. 6. __________ This is where you let the prospect talk, and you ask a reassurance question like, “Can you Imagine how much more relaxed you will be at your upcoming inspections knowing you have an inspector who will calm and reassure your buyers? Link Close Reassure

Information questions, emotional needs questions, first-choice questions: Why is it important to you to have a great home inspector? What else is important to you and your clients? What inspector(s) are you currently using? What is the main reason you use [competitor]? What personality characteristics are important to you when choosing a home inspector?

Information questions, emotional needs questions, first-choice questions: Do you have any suggestions for how I can make the inspection a pleasant experience for everyone? What do you want your home inspector to understand? Do you like to book your customers’ inspections or do you prefer they do it themselves? Are there any guarantees or warranties that other inspectors offer that you think are great? If so, would you mind sharing those with me?

Assume the Sale Keep focused on getting to know and connect. Do not focus on your insecurities and fears of rejection or losing the sale. Discover the context — the buyer's needs and desires for your service. Use rapport questions, which will help you learn about your buyer and his business, to establish commonality. To mirror\match them, look for clues about what they are proud of.

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