Instructions to record your comments or Top 10 Tips -
please click on the word 'comments' just below and to the right of this text.
Once the window opens click on the 'jump to comment form' link at the top - then please type in your top 10 tips or any other comments you have following the workshop. You can include your successes and what worked for you as well.
Tick the box at the bottom that says annonymous and then click on the big publish button.
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13 comments:
1.Body Matching and Mirroring. I will be more aware of other peoples body language now. First thing I have done now is to remove the barrier of the desk and sit at the side.
2. Yes tagging correctly. Use this already on my recap however i will be incorporating internal, external and link request.
3. Ambiguity. I will incorporate the phrases I feel comfortable using. "Would you like to follow me in HEAR". This one is top of the list.
4.Eye Access cues.Already look at the colour of peoples eyes however never used this. I already started using this last night on my wife and children as well as my Hearing Centre co-ordinator.
5.Representational systems. This has opened a whole new world to me and has now enhanced my listening skills.
6. Deep level communication. I onced used this on a client and as a result ended with a bag with 4 moulds in it. I never used it since however will now be used on every call i go out on.
7.Super positive words. The ones I used were far too long. I will now be incorporating the list that Guy showed.
8.Sleight of mouth. Powerfull tool as this can give a word a different meaning and command.
9.Metaprogrammes. This I found the hardest to get the hang of, however the one I will be working on the hardest. A good knowledge of this will enhance your influencing ability and help you stay in rapport with that client.
10. The Chameleon Effect is something I am working towards now and for the rest of my time as a RHAD.
1. positive mental attitude, those that can do!!!
2. stronger emphasis on power and super power words, giving heavy weight on every point the client makes
3. CONCERN, CONCERN, CONCERN we sell to emotions and feelings not hearing losses, to walk away from the consult without helping is to be a failure in our jobs.
4. record and script consultation, am already aware say yea and right far too often
5. increase raport and mirroring which isnt actually as hard as expected, noticing more that naturally mirroring (having to hide the smile of satisfaction)
6. use yes tags to maximum effects in order to get client to relax and prevent statemate, isnt that right? (sorry couldnt help myself!)
7. use of phonetic ambiguity, some are not comfortable but use,but do already use 'you must buy now have some questions about what you will hear twoday' wi;l also use 'would you like to follow me two hear' 'wear these will help'
8. drill deep into that iceburg of physcological problems not just scratch at the surface
9. 2 ears one mouth use in these proportions, am slowly getitng used to accepting the pregnant pauses as client considers rather than talking over them and destroying any concern, have taken to accepting a drink early on and everytime i feel the need to interupt or break the silence drink in effort to bite my tongue.
10. use moladity changes once in raport with client and support actually not as hard as thought would be to paint the picture.
most of all enjoy helping people and making huge differences to their lives!!!!
Deepak Jagota
I WILL incorporate the following:
1.Really giving my client an overwhelming warm welcome as if they just arrived for a dinner party at my home. Handshake, touch on the arm and starting to weave the embedded commands from here onwards throughout the enjoyable journey. First impressions count! (Making sure those waiting are not ignored either)
2.Arranging chairs to be symmetrical helping with rapport moving aside any distractions like the laptop and phone until a deeper connection is formed. Paper and pencil will do the job nicely for just for now. LISTENING using rapid repeat. There will be plenty of clues based on whether a person is global or detailed and just emphasis alone. 360 degree detective work!
3.Clients will be asked to bring in their prescriptions if taking any medication and questions about overall medical health will be asked before focusing on the ears to give a more professional medical approach.
4.Mirror and matching the client’s body position, breathing, tonality, gestures, terminology like a chameleon until they feel “ This is a good bloke, just like me!” This is going to happen a lot so I will soon get used to tell tale signs. Remembering to talk during any changes I make –not to give the game away.
5.Making observations of the client’s eye movements to ascertain their representational system to make the bond closer. Visual, Auditory, Kinesthetic, Olfactory ,Gustatory (Practice makes Perfect)
6.CONCERN building-get this wrong and may as well forget the rest! Lowering my tone and using predicates to match the client’s system. I will be storytelling using relevant predicates of how someone similar was affected by the doom and gloom of not hearing well. “Violins playing”
7.Closing sales using Yes tags. 2 External, 2 Internal truisms and ask question with inflexion to finish the job properly.
8.Use of shorter super power words: safe, results, guaranteed, proven, own, health, new, love, feel, best, save, easy, simple, free, money, simple
9.Unpacking the client and use of metaprograms detailed-global, away from-towards, internal-external,options-procedures,proactive-reactive.
10.“Congratulations” on every signature.
And that’s what I did on the Friday back. I got 2 sales from 3 appointments including a bin £6998 PIF. The client was a ‘detail’ type so I tried not to interrupt him. Concluding he said “I expect your going to need all the money now”
CHRIS THWAITES.
1. To ask the questions that give the indepth response so that we may help the client in the best way possible
2.Nodding at the appropriate time in a controlled manner.
3. Mirror the clients movements and posture.
4. Watch the eyes, listen to the tone and match were appropriate.
5. Build repore with the client, without it your lost.
6. Using power and superpower words which can influence the clients decision making.
7. Being more alert to the surroundings where the conversation / consultation is taking place.
8. To rewrite my consultation to incorporate all that i can, and use in an effective manner to make me a better RHAD.
9. The use of truisms and yes tag to get the client saying yes, why not, that sounds great etc.
10.Here and now and in the future I will live long and prosper from the infomation I have recieved. I WILL.
10A. Sold following day Binaural, HH Plus M480.
Andy Armitage
Good feedback already and I would "mirror" their comments!
My Top 10 are:
1. Matching/Mirroring
2. Yes Tags
3. Ambiguity
4. Eye Access Cues
5. Super Positive Words
6. Tonality
7. Deep Level Communication
8. Comparitive Deletion
9. Building HIGH levels of rapport
10. Artfully vague statements
I'm really keen to continue to develop these techniques and I am sure they will make a huge difference to my sales.
Thanks to David and Guy for an excellent course.
Have a succesful week all.
Andy
Ralph Leach Said .......
I must be doing some thing right, I dispensed on my first call Friday morning £2198 Binaural !
I will :-
1, re evaluate every stage of my consultation
2, imagine success before going into the call
3, during ice break be aware of how the client communicates
4, delve deep to find out the client’s true feelings, wants and needs
5, show concern, concern and more concern
6, use body matching to speed up rapport building and use some of the client’s phrases to confirm things
7, cheque all aspects of the client’s hearing
8, use phrases appropriate to the client’s modal type, whether visual, kinesthetic or auditory
9, use yes tags to confirm the client is following me such as won’t it and isn’t it
10, use no more why questions, but rather softer conversational questioning like ‘can you tell me, just how do you manage?’
10+ change things that don’t work.
10++ keep the course notes in the car for when I have time between appointments
And finally
Good buy
Ralph Leach
In the 5 days that followed Quantum I did £26,000!
David - Guess who wrote this?
Sheila Barrett said ........
The things that I felt accorded with my style and I am using already or have on my list to incorporate are as follows:
• Don’t say try
• Invite by saying “Would you like to follow me?”
• Use language appropriate to their modality
• Use yes tags and build towards a positive decision for action
• Use mirroring to build rapport
• Use power words to influence, especially, “now”
• Demonstrate understanding of how client feels before starting consultation
• Be aware client will only buy if they believe it’s going to make them feel good
• Use softeners to ask difficult questions
• Use “only” or “just” to minimize problems
• Use artfully vague questions (finding this difficult but working on it)
• Watch eye movement to identify retrieved vs created memory (have so far found this most useful with management)
• Identify towards or away from as motivators (not really tried yet)
• Use questioning skills to identify what’s going on under the surface and uncover emotions (definitely needs more work)
• Use but to turn negatives into positives (not tried yet)
It may help my colleagues to know that I completed Quantum in October 2008 and immediately began using a number of the tools. I found that initially my sales dipped. After the second month below my usual achievement the sales increased as the techniques became more natural and automatic - the lesson is that it works and dont give up if at first it doesnt give you what you expected then flex it a bit and keep going.
1. Mirror and match the clients movements and position to help break down barriers and help them to like me - be the chameleon.
2. Ensure rapport building is complete with client / support before moving on.
3. By using more open vague questioning get to the psychological effects of HL and the emotions of not hearing well.
4. Concern - concern - concern!
5. Use of my tone of voice to emphasise concern and seriousness of problem.
6. Check eye movement when client is answering questions.
7. Become more aware of VACOG and then mirror these with the client to help get them to like me.
8. Check what Metaprogrammes are used by the client and use these back to the client; Internal/external, detail/global etc.
9. Use the power and super power words as much as possible.
10. Keep checking the course notes to re-inforce QED.
Thanks. John
Peter Froom commented:
My Top Ten ideas
1 observation
2 rapport
3 relax client
4 yes tags
5 power words
6 detail clinical case history (show interest)
7 metaphor (paint the picture)
8 motivational direction (lead or push)
9 modality
10 concern building( this covers all stages of consultation)
17th July
There are two further reports of sales success post Quantum as individuals put ideas into practice:
a fantastic £40k+ reported by David Peel for one of the North Region dispensers and another £26k in the North with £14k of that paid in full.
This is Quantum Selling at its best.
norrie howie
using come in 2 hear a lot
finding mirroring is helping a lot to relax and build rapport have had a few sales on the back of this.
delving a lot deeper into clients background and history is also helping clients to relax a bit more
still reading the notes a lot to help cement other pats of the building blocks
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