Sales Genius

Assumed Rapport

An episode of Sales Genius

By Joe Ingram
Close More Deals Today! I have spent the last 3 decades mastering buying behaviors, personality types, emotional and logical triggers, and I am here to provide you with the cheat sheet to making more deals, for more money and ultimately becoming more happy.

My approach is unique, I believe that the only thing you need to do as a salesperson is provide your prospect with a logical reason to justify their emotional decision.
Do you need a Mentor
Should you have a mentor?  What areas of your life should you get one? How you can tell if they are going to be a good one. All these questions get answered in this podcast.
09:06
May 20, 2019
Have you gone deaf?
Everyone becomes Parent Deaf eventually.  When you can no longer hear the advice or council of someone in an authority role.  Check your ego, and look for the shred of wisdom in what they are saying - its there! 
08:40
May 13, 2019
Meet the customer where they are at
You need to begin your communication in the medium they contacted you in. Dont change your tactics until you have started the rapport in the fashion they reached out. Email = email phone = phone text = text chat - chat Dont call if they are chatting, and so on
06:53
May 6, 2019
20% F-A-B
Features - Advantages - Benefits  Stop talking about the features you like, and find out what matters to them
09:13
April 29, 2019
Social Media Matters
Who you make yourself out to be on Social Media may cost you deals.  Stay away from these topics. 
11:07
April 22, 2019
Gotta Get Em Giggling
Laughter is a great way to see if the client has entered the "Like" stage of our sales process.  Here is some humor to help you along
07:21
April 17, 2019
Prospecting vs. Sales
Do you know the difference between prospecting and selling? We will discuss it here. 
06:40
April 15, 2019
Phone Sales pt 6: Anchor Your Appointment
If you are going to add it to your calendar then make sure it sticks!
05:49
April 8, 2019
Phone Sales pt 5: Solid Appointments
If you don't respect your calendar, why should the prospect?
06:38
April 3, 2019
Phone Sales pt 4: Shake It Up
You need to test their commitment to the product or service they originally called about. 
03:10
April 1, 2019
Phone Sales pt 3: The Contact Info
Its not a real call unless you got their contact information and permission to contact them again
07:20
March 27, 2019
Phone Sales pt 2: The Money Answer
You need to have an answer that will acknowledge the prospects question without answering it.  This allows you the opportunity to ask the next question
07:00
March 25, 2019
Phone Sales pt 1: Energy is Contagious
Your energy over the phone determines if you stay on the list of the prospect as a person to buy from.
11:56
March 20, 2019
Stop and Clean the Lenses
We are programmed to look at the bad stuff in life.   Here is how to change it.   "I choose to look at what is right with my current situation from this point forward" 
09:02
March 18, 2019
Sales Genius Live on Ron Siegel Radio
Originally recorded live on 3.12.19 in the Ron Siegel Studios and simulcasted on ESPN Radio and NBC News & Talk.  Edited for Sales Genius segments only.  Original episode is located on YouTube at ronsiegel1  We talk Sales and meeting the prospect where they are, and getting them to commit to a conversation or meeting.
28:26
March 16, 2019
Psychology of Appointments
I want you to VALUE YOUR TIME, and that will force the prospect to value your time as well. NEVER give the prospect a wide open range of times.  set :45 and :15's for your appointment times Confirm 1 hr prior
23:58
March 11, 2019
Increasing your Closing Percentage
Average closing percentage is 25% of your ups turn into a deal.  Newest study says that there are 4 personality types.  SO... you are only closing people like you - let's increase your sales IQ so you can close better than the average. 
21:37
March 6, 2019
You Can Get Through This
 My two cents on how we get our feelings hurt, and why it builds up to cause depression. I am not a psychologist or an MD.   You have a 100% success rate at getting through the hard times.  Focus on the fact that you will survive this too! 
14:08
March 3, 2019
Closing ISNT a Step
Closing is your ability to ask a question to move the sale forward, or identify an objection.  It is not something that you suddenly do to your prospect. 
20:35
March 1, 2019
Avoid the BURN OUT
You need and deserve your time off.  Often sacrificing your time away will cost you more deals that letting someone else finish the deal on your day off
18:37
February 25, 2019
When customers attack!
Understanding the 2/20 rule of arguments and how to put out any fire!
06:38
February 22, 2019
Own The Relationship
Its 90/10 not 50/50 Take ownership of the relationship and cut down the time of the sale and increase the close rate
14:36
February 22, 2019
Everything is Sales
Stop fooling yourself - You are in Sales - and this applies to EVERYONE
12:07
February 20, 2019
Communication
Your sales are dependent on your ability to communicate! See what your doing now, and how you can get better at it. 
35:04
February 17, 2019
Recruiting for your MLM
Multi Level Marketing or Network Marketing is nothing new.  Talking to friends, family and strangers about it can prove to be difficult.  Here are some ways to improve your odds of recruiting.
25:12
February 16, 2019
Assumed Rapport
 The Sales Genius will break down the 4 process steps that every sale, relationship, love, friendship, business transaction  must go through. Like - Listen - Believe - Buy Begin your introduction with your prospect as if you are already past the awkward stage of not knowing them. 
09:39
February 5, 2019
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