1. ALPHA Sales System

Most sales systems focuses on the presentation, objection handling and closing techniques. In my opinion, this is flawed. In my 20+ years of selling, I realise that the pre selling is more critical than the actual sales presentation. If I could handle and qualify my prospects, I will be able to save much time and effort and present only to those who truly are interested in my products/services.
How do I do that? I QUALIFY them before presenting. My ALPHA Sales System emphasizes and builds strongly on the 2 components that MUST happen before I even present my products/services.
A TTRACT
L EVERAGE
P RESENT
H ANDLE
A CTION
If we want to improve our conversion rate, we need to spend time on qualifies prospects and filter out the rest. Imagine ONLY presenting to prospects that are hungry and wanting our products/services, how much easier selling would be.
 

2. How may I help you?

Imagine walking into a store and having the sales person greet you with :
“Hello, welcome to “Shop”. My name is “Name”. How may I help you?”
What would be your most instinctive response? For many of us, the usual answer will be “Just looking around”. If the Sales person presses on, most of us will abandon our purchase and leave the store. If this is the case, why then do we think our prospects are any different from us? Do unto others what you want others to do unto you. If we respond negatively to this greeting, so too will our prospects. As such, PLEASE DO NOT USE THIS STANDARD GREETING.
Instead, use a powerful HOOKLINE as your opening. What is a HOOKLINE? It is the bait in which you ATTRACT your prospects to create such a curiosity that they want to know more. There are some components you could include in your HOOKLINE to make it powerful, these includes :

1. Taking away pain
2. Giving Pleasure
3. Creating Curiosity
4. USP

Test this and watch how prospects start to ask you for a sales presentation.
Below is a funny video about “How May I Help You?”
https://www.youtube.com/watch?v=jCtml_r7c9Y

3. Pain VS Pleasure

All man are subject to 2 masters, according to Tony Robbins. In NLP and Neuro Associative Conditioning, we learn that all decisions are founded either in avoidance of pain or for pursuit of pleasure. As sales people then, our objective is to move our prospect to wanting to buy our products or services thus the skill to elicit whether the prospect is motivated by pain or pleasure is very important.
In order for us to effectively leverage, we need to discover which one of the 2 masters are more pronounced to our prospect, if we cannot, then it would be best to use both leverage of pain AND pleasure.
When I am selling, I use a lot of a technique called “Borrowing Arrows” from the ancient Chinese Classic “Romance of The 3 Kingdoms”. This technique allows me to draw out from my prospects what their motivations and hot buttons are. If I am unable to get a good read of the prospects willingness to buy or if I am unable to leverage the motivation to the point of strong desire, I will not present my product/services.
Watch this video from Tony Robbins on these 2 factors
https://www.youtube.com/watch?v=HeJPQRIhCHs

4. FAB

Everybody knows that we need to sell benefits and not features. What then is a benefit? If we look at the list of features below, what would you say the benefits are?

1. Black in colour
2. Light weight
3. Compact Size
4. Water resistant

If you said that the benefit for “Black in Colour” is easy to maintain & looks good, my question would be is that what the prospect might be looking for? Or is it more likely they are looking for something value for money which means that it is able to last longer and thus not needing replacement too soon? This in turn will help the prospect to save money in the long run. Now take some time and think about the benefits of the rest, what do they really mean to the prospects. Go deep and push to the end, what this means go until you cannot answer this question anymore “What does that mean to the prospect?”
Most sales people make the mistake of thinking benefit is what the product/service will give to the prospect. That is not accurate. The benefit is actually what the prospect will get not what the product/service will do. It may seem like semantics but the net results are very different. 1 tells the prospect what the product/service does which is an external focus and the other is what the prospect will get which is relevant and internal focused.

5. Prehandle

Many sales people learn objection handling like their FAQ. They use it like their defence. When a prospect says A, they will say what their learnt counter is. I find this highly inefficient.
Objection handling is like a boxing match. In my opinion, in boxing, the best defense is a strong offense. As such, I usually love to present the top objections before the prospect brings it up. This way, I seldom get the same objections again. What this means is, I will speak of my own product/service shortfall before clients raise it.

I do this by 1^st knowing what my most common objections are and then repositioning them into strengths or negligible weaknesses. Pre framing these objections into strengths prevents the prospects from using them as an excuse not to buy.
Let me share some examples :

1. Property located far from the city : Becomes “a quiet serene, lush home for your future generations to grow up in”
2. Property in middle of city : Becomes “Conveniently located”
3. Management fees : Becomes “Well managed by professionals for our highly valued customers”

What can you Pre frame in your business?  

6. Impulse Factors

This is my very 1^st sales technique. I learnt it in my days doing door to door sales of discount cards. There are 5 basic human Impulse Factors. The factors that create impulsive buying. These 5 are :

1. Greed
   • People are greedy. They always want more for less.
2. Fear Of Loss (Kia Si)
   • People are afraid of losing out
3. Jones’ Theory (Kia Su)
   • People always want what others have and they don’t want to be the only person making a mistake
4. Indifference
   • The person who wants the sales more will not get the sales. Prospects can smell a shark from a mile away.
5. Urgency
   • If you are not urgent for your time, business must be slow and thus the product/service is likely not as good.

After studying NLP and other factors of psychology, I realise these Impulse Factors stem from the innate instinct to keep ourselves alive. What this means is, though we may logically know this, when faced with someone using these factors, our brains still jump into instinct and we are very likely to still buy.