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O.K. You were motivated enough to get this far, so now I’m going to explain to you the secret I’ve used for 18 years in my sales experience. In fact, this secret has actually been used for thousands of years (mostly unbeknownst to the sales people who used it). And it’s also been used by individuals to further their careers, their political ambitions, and their personal lives. It’s even been used by many men and women to lasso that “special someone.” (And they (you) didn’t even know it!)
Have you ever heard the phrase, “It’s not WHAT you know, it’s WHO you
know?” I used to hear this all the time when I was little. Have you?
Guess what… There’s a WHOLE lot more to this then just the saying. But the “Secret” to opening a Prospect’s or for that matter ANYONE’s mind lies in this KEY SECRET of using NAME-BASED RAPPORT IN YOUR REGULAR COMMUNICATION WITH ANYONE!
If you haven’t watched the video yet (coming soon), we give you a bunch of examples to help you understand this ENORMOUSLY POWERFUL TECHNIQUE.
But let’s go to an example first.
“THEEEE COLLEGE DAYS!” (if you didn’t go to college, that’s o.k.! Pay attention anyway!) Remember those days?!!!!
Did you ever have a friend that used to be able to walk into any party or any bar and INSTANTLY start talking with people? This person could find a person in a crowded room and start talking and before long, “worked himself or herself” into the crowd and started hanging out with people like he’d been friends with these total strangers for years. My friends used to call this “the gift of gab.”
What’s with this “Gift of Gab” anyway?
I never really understood what “gab” was. I’d tried “gab” and usually ended up feeling like an idiot. I’d spot a girl at a party whom I wanted to talk to and usually started with the canned “What’s your major” crappy line and instantly got shut
down. Sure, once in a while, a canned line worked. (Just like you OCCASIONALLY get through to the decision-maker or get an appointment.)
But my friend with the “gift of gab” virtually NEVER got shut down. In fact, one of my friends (I’m thinking of right now) ALWAYS had luck meeting new girls, getting dates effortlessly, and was the “social butterfly!” What in the hell was he doing that I wasn’t doing right? In my opinion, he wasn’t that great looking, was kind-of overweight, and was a total book worm during the day! Nope, it wasn’t something physical. IT MUST have been something to do with WHAT HE WAS SAYING!
And it was ALL ABOUT WHAT HE WAS SAYING
What he WASN’T SAYING was stuff like “What’s your major” or “Haven’t I seen you before” or “What’s a girl like you doing in a place like this?” or “Nice weather lately?” or (translated to the sales person,) “I’m with XYZ Company and we’re running a special on our ABC Product that will save you money.”
CLICK (the sound of your prospect hanging-up on you…)
Or with that girl I would approach, “What’s your major?” CLICK. BECAUSE THAT’S EXACTLY WHAT EVERY GUY WAS SAYING TO HER, AND SHE HAD BUILT A DEFENSE MECHANISM TO HEARING STUPID LINES LIKE THIS!
Let me repeat: She was SICK of hearing the canned crap!
So what was my friend saying that automatically opened the door?
If you get this, your problems are soon over
My friend was building rapport that instantly drew interest from his “prospect.” What kind of rapport ALWAYS works?
NAMES
NAMES NAMES
NAMES NAMES NAMES
NAMES THAT MATTER
And there are exactly TWO types of names that matter to ANY prospect or stranger:
1) The Prospect’s Name
2) Names that the Prospect associates with in a POSITIVE light!
Now let’s address these two Power Name Types!
If (and a BIG IF) you get this, your sales career just got a whole lot easier.
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