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Survive & Thrive!

Survive & Thrive!. Larry Kendall. Evolve or Dissolve!. The Goal of Ninja Selling. “Increase your income per hour so you can have a life!”. Ninja Selling. “A User-friendly Selling System”. Stop Selling!. Proactive Trusted Advisor. What is a system?.

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Survive & Thrive!

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  1. Survive & Thrive! Larry Kendall

  2. Evolve orDissolve!

  3. The Goal of Ninja Selling “Increase your income per hour so you can have a life!”

  4. Ninja Selling “A User-friendly Selling System”

  5. Stop Selling!

  6. ProactiveTrusted Advisor

  7. What is a system? • You can hand it to someone • Gives predictable results • Regardless of personality • Regardless of market

  8. On-Purpose Realtor

  9. “On-Accident” Realtor

  10. Ninja Sales Process • Connection • Information • Presentation • Solution

  11. Strategy 1: Know your customer

  12. High Net Worth Individuals ($5,000,000 to $500,000,000) 7% - Doctors 8% - Lawyers 9% - CEO/CFO 55% - Self-employed 79%

  13. High Net Worth Individuals($5,000,000 to $500,000,000) • “Language of business” • Over-achievers • Creative/people skills • “Street smart” • “Market smart” • Use “Trusted Advisors”

  14. Wealth vs. Income

  15. “Stressed Affluent”

  16. “Big Hat – No Cattle”

  17. Survey of Buying Decisions 15% Lowest Price 5% Highest Price 80% Value Price Quality

  18. Generally, people will: • Pay less for “commodities” • Pay more for: quality services, skills, advice

  19. People are willing to pay $ for two things: • Solve a problem • Feel Good • “Pain” & “Pleasure”

  20. Strategy 2:Attract! • Pursuer–distancer dance • Add value – every time

  21. Two keys to adding value: • Solve a problem (pain) • Feel good (pleasure)

  22. “Most Americans have everything they need, and most everything they want. Except time.”- Seth GodinPurple Cow

  23. Strategy 3: Position yourself as a “Proactive Trusted Advisor”

  24. 3 Keys to Success in Sales (Yale University Research - 1958) • Trustworthiness 1. Consistent look 2. Verbal & non-verbal cues • Confidence/Competence • Connection – listening skills

  25. Strategy 4:Connect • Greet & meet - separate • 3 Steps • Ask F.O.R.D. questions

  26. F.O.R.D. • Family/Friends • Occupation • Recreation • Dreams

  27. We use F.O.R.D for: • Rapport Building • Prospecting • Negotiating

  28. Three Steps(This order!) • Enroll • Acknowledge • Who you are

  29. Strategy 5:The First 2 Minutes(“Grand Openings!”) • Connect • Take control - process

  30. You: Control the process. Your customer: Controls the decisions.

  31. Ninja Sales Process • Connection • Information • Presentation • Solution

  32. Strategy 6:Information • Ask questions • Pay attention

  33. Activate Prior Learning

  34. 5 Buyer Questions • Own your home? How long? • How many homes purchased? • What was your process? • How did that work for you? • Know how real estate works here? The current market?

  35. Bebe

  36. Socratic method!(ask questions & listen)

  37. “Time of possession?”

  38. During Information Phase: “Read the customer.” • Personality type • Learning modality • Motivation – pain/pleasure • “Language” • Truth & Trust

  39. Quality of Communication 7% - Words 38% - Pitch, Tone, Tempo 55% - Body Language

  40. Body Language BasicsProfessor Bill Acheson, University of Pittsburgh

  41. Head • Heart • Stomach We have 3 “brains”

  42. Body position, breathing, skin • Eyes • Voice – tone, volume, tempo • Speech - predicates • Language – “from/toward” • Gestures Pay Attention!

  43. Eye Contact Men – 77%; Women – 81% • Decision Making • Listening Skills Nodding – understand/agree Head Tilt Men & Women Differences

  44. Eye Contact Pupils dilate Downward glance Rapid blinking “Darting” eyes • Voice Vocal hesitancy “Truth” language Raises vocal pitch Amateur Deception

  45. Body Electrical energy - adrenalin Skin color changes and or perspiration Escalated breathing Dry mouth – lick lips Swallowing Fidgety hands or “foot grinding” Lower body turns toward opening Hands over mouth – talks through hands Amateur Deception

  46. Professional Deception • Eye Contact Too much contact – over 90% Eyes dilate • Voice Hyper fluency – “slick” Raises vocal pitch • Body Gesture package changes – covers hands Lower body turns toward opening

  47. “Relaxed (non-anxious) presence” • Relaxed muscles & breathing • Emotionally detached – backward lean • Spreads out – takes space • Asymmetrical body position – foot up High Net Worth Individuals (Body Language)

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