Mind Reading Techniques

I know what you’re your thinking... How does this relate to sales?

When you consider, what are the main points of the sales process that sales professionals fail at and are most fearful of, then CLOSING has to be right up there at the top. In part this is due to both sales professional and prospect both understanding the process which is being followed. I often liken it to a play where both parties know and have performed the same old script for decades and where prospects have no doubt taught their guys to do the same thing which, in effect, makes the prospect a ‘professional non buyer’. They know how to get you out of the door because their team experience exactly the same problems.

This strategy is so simply to employ and enables you to take and interested prospect into a closing situation without the usual anxiety, pressure and dread coming from both sides of the table. It relies on you or your sales professionals [either face to face or on the telephone] implying that they have an insight into what the client is thinking.

[Key Point: When not used in a closing situation there are very few techniques that can PRODUCE buying signals with such ease as mind reading.]

So to put this into context I want you to imagine what would be the most logical answers given to the questions below:

‘I suppose you must be wondering what the lead time is?’

‘I know what you’re thinking, what’s the downtime going to be like?’

‘I guess you’ve already thought about the benefit of this to the sales team?’

In each of these statements the most likely response from a prospect is one of agreement and them wanting you to answer the question.

Example:

Sales person: ‘I suppose you must be wondering what the lead time is?’
Prospect: ‘Yeah what is the lead time?’
Sales person: ‘Ok, well if we can get the necessary paperwork done today then we can guarantee delivery of [XYZ] for Friday. When’s the best time for delivery, early on or late afternoon?’

Notice how the sales person is able to go very quickly go from interest onto a close by simply suggesting that they knew the prospect had an unanswered question.

Example:

Sales person: ‘I know what you’re thinking, what’s the downtime going to be like?’
Prospect: ‘Yeah is there going to be much downtime?’

[Key Point: Isn’t this a HUGE buying signal! The prospect is now imagining having bought the product/service and enabling the sales person to describe the ease in which your company can provide the product and the shear lack of downtime.]

So the phrases you’ll need to learn are:

‘I suppose you are wondering...’

‘I know what you are thinking...’

‘I guess you’ve already thought...’

[Key Point: Mind Reading allows you to place previous ‘not thought of’ questions into a prospects consciousness and have them ask you for the answer, enabling you to either get to a closing situation instantly or identify HUGE buying signals that might otherwise have never been verbalised.]

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