Close the Deal Without Selling - Hosted by Ike Krieger

EPISODE 59 of the  Close the Deal Without Selling Podcast This episode examines further the Easier Way to Sell Guidelines. Get your FREE copy of the Guidelines when you download the sample of the Close the Deal Without Selling Action Guide and Training Manual. Go to https://www.ClosetheDealWithoutSelling.com In addition, we're going to review the Yes Formula and examine the language you can use to turn your appointments in sales more easily and more often. Enjoy the episode. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling    

EPISODE 58 of the  Close the Deal Without Selling Podcast This episode looks at the different approaches to feeling gratitude and experiencing happiness in sales and in life. Our guest, Edwin Edebiri, the Chief Happiness Officer of the Happy Neighborhood Project, shares his suggestion on how to achieve happiness as a choice... and the mindset necessary for that choice to be made. We explore the next Easier Way to Sell guideline. This sales rule to live by is… know the problem you solve. Do you know the problem you solve? Maybe not. Listen and find out. Enjoy the episode. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling  

EPISODE 57 of the  Close the Deal Without Selling Podcast If you want this system to work for you then you must learn how to be a problem solver. In most cases salespeople feel the need to make a sale and therefore each and every sale solves a problem of their own. The Easier Way to Sell system suggests that you place your focus on solving the problem of your prospect. If you solve the problem of your prospect and get compensated for it what happens to your problem? It disappears. In the second segment you'll be party to a conversation that suggests you can access that authentic way of being with a prospect by viewing that prospect through a filter of platonic love. That may sound off the wall... and after listening to this segment you may think otherwise . Finally, you'll hear a great conversation between fellow sales trainer and author, Allan Langer and myself. Lots of good tips and tools available in our conversation and I'll bet you find this segment worthwhile. Enjoy the episode. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling    

Join the Club! EPISODE 56 of the  Close the Deal Without Selling Podcast In this episode we are moving to the fourth of the Easier Way to Sell Guidelines. This guideline is called Think Like a Doctor  Why think like a doctor? Aren't we talking about sales? Think of it this way... Doctors are Curious, Authentic, and Neutral. Doctors diagnose before they prescribe. Doctors get information... not give it. Doctors ask diagnostic open-ended questions. Think Like a Doctor. The second segment deals with the inability to keep quiet when selling. Sure. You might be able to be quiet for a bit of time, but it's uncomfortable. After all, you've got things to say. Well. Instead of shutting up as way of being quiet we're going to take a look at shutting down your response mechanism. Don't Shut -Up. Shut Down. What part can Artificial Intelligence play in the realm of Sales Training? Wingman CEO, Shruti Kapoor, explains some of the advances in technology that allow for the use of Ai while you're actually on a sales call. What might it mean to you and your sales effectiveness if you had a "little voice in your ear" telling you in real time to talk less or ask a well-formed question? What might the impact on your quest for selling success be with an AI sales "wingman" by your side? Truly a fascinating conversation. Enjoy the podcast.   Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling    

EPISODE 55 of the  Close the Deal Without Selling Podcast In this episode we are moving to the third of the Easier Way to Sell Guidelines. This guideline, called Talk Less. Sell More, may sound like an easy solution to your sales problems. however, your current communications habits lead you to respond to stress and frustration in different ways. For sales people that way is usually talking too much. Learn how to talk less. You'll sell more. What does dog training have to do with sales training? Late in the episode you'll hear me talk about a well known trainer named, Zak George. To say the least, I was pleased and surprised to discover that Zak and I agree.  Communications between humans and communications between humans and dogs can be most effective using the right language, the right practice, and the right attitude. Enjoy the episode. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling    

EPISODE 54 The title of this episode says it all. What approach are you using to further yourself along the path of authentic engagement?    You'll take a giant step when you improve your ability to first create and then present yourself in a welcoming environment. This environment makes it easier to sell. The foundational strength of this environment comes from... and is built upon authentic engagement. A big thanks to Rhond Sher for her powerful and practical tips on how to maximize your engagement efforts on LinkedIn. Enjoy. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling            

EPISODE 53 Imposter Syndrome has visited all of us during our lives. Your question becomes... How long are you willing to allow this troubling condition to remain in your headspace? Listen and discover how prone you are to this all too real experience of the mind and body. Plus, my friend Thomas Bloomer shares his thoughts about selling and sales. His wisdom and experiences are worth the price of admission When you look up the word mentor in the dictionary there's a good chance you'll see a picture of Tom. Enjoy. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling      

EPISODE 52 What is one truth, or certainty that you were taught about sales and selling that you no longer adhere to, or believe? What caused you to change your mind? Here are a few “truths” that I talk about in episode. - Giving your presentation early in the appointment helps make the sale. - You must educate your prospects. - Objections come with the territory I believed all of these when I started in sales and sold that way. I didn’t like to sell that way. That’s why I created the Easier Way to Sell. Listen and discover options to each of the above truths. Plus, you’re in for a treat. and that treat is named Larry Long Jr. I’ve known Larry for a few months, and I have to tell you… in that short time Larry has moved me, touched me, and inspired me. Larry and I share a love of baseball and sticking with that theme I nominate Larry for the triple crown of motivation. This conversation is worth a listen.  Enjoy. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling      

EPISODE 51 On to 100 Business is the ability to solver other people's problems and get compensated for it. Most of the time salespeople are trying to solve their own problem and just make the sale. Solve other people's problems... and yours get solved also. That's what make the Easier Way to Sell easier. Here's the link to the Action Guide Pages that are yours to download. Click here: FREE Download "Whose Problem Are You Trying To Solve?" Enoy the PODCAST.   Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling

EPISODE 50 Hooray! In this episode we'll look at a common language approach that causes you grief. It's correctable but you must know about it first. We had an enjoyable conversation with authors Brett Coopeer and Evans Kerrigan. We delve into a good back and forth about emotional intelligence as well as the updated effectiveness of the D.I.S.C. Personality Test. Enoy the PODCAST. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling

EPISODE 49 In this episode I have two gems for you. One of those gems is my favorite tip of all. Once you feel comfortable using this tip your sales life will never be the same. The 2nd Gem  Sales and Marketing Expert, Marcus Chan. Visit his site: www.MarcusChan.io/resources Enoy the conversation. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling

Episode 48: Increasing revenue and making more money is the goal of most businesses. What makes a company successful when it comes to increasing revenue? What steps can you take to have your business become the model for making more money. The guest on today's podcast is, Mary Grothe. The problem Mary solves for her clients is... No matter how hard they work they just can't seem to produce the revenue they want. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling

This all-video episode https://youtu.be/fp0ZMoDWqD4 of Close the Deal Without Selling, features my friend and former CEO of the North Valley Regional Chamber of Commerce, Nikki Basi. Together we explore a selling process in which there is NO presentation, NO objections, and NO closing... yet the sale is completed successfully. How is that accomplished? Watch the video to see why the Easier Way to Sell should be part of your professional sales toolkit. Episode 47:  Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review Good Selling

Episode 46:  Emotional Intelligence Does IQ or EQ make more of a difference in your sales success? Listen and find out. We'll discuss the reasons why people with a high IQ and a Low EQ are less successful than those with a lower IQ and a higher EQ. Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Coupon Code: EQ46 Good Selling

Episode 45:  How an Acting Class Will Help Your Sales Career Join me for a conversation with my guest, Hollywood Acting Coach, Judy Kain. Discover just how closely the skill set of acting and the skill set of sales are alike. Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Coupon Code: acting45 Good Selling

Episode 43:  Good Stuff When's the last time you contacted someone on your current client list? Listen and Learn a system created by WSJ, Best Selling author Alex Goldfayn, to contact existing clients… , and increase your income... Alex will provide you with yet another way to turn your contacts into contracts more easily and more often. Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Coupon Code: client44 Good Selling

In Episode 43 of Close the Deal Without Selling Hosted by Ike Krieger. Our Guest: Dr. Mark Goulston The following segments will help you Sell and Market Better - -How to deal with Emotional Shyness -Communicate More Effectively with Prospects. -Learn the consequences of Sales Dissonance -Synchronizing your sales and marketing efforts -De-escalate a communication Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 42 of Close the Deal Without Selling Hosted by Ike Krieger What are you Listening For when you sell? Surgical Empathy wins the day Break though with your cold emails. Strengthen Relationships... especially if you're in sales. B2B Make your Buyer the Hero EPISODE COUPON CODE:empathy42   Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Visit Our Website closethedealwithoutselling.com   Good Selling

In Episode 41 of Close the Deal Without Selling Hosted by Ike Krieger EPISODE COUPON CODE:trance41 Coping with Covid Preparing to sell again Land Rush Film Clip Sales Hypnosis Proposal Burnout     Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Visit Our Website closethedealwithoutselling.com   Good Selling

In Episode 40 of Close the Deal Without Selling Hosted by Ike Krieger Clarity Through O.E.Q.s Use Your Note Sheet (Pg.381) Six Steps to O.E.Q. Success (Pg.182) Echo Listening Defuses Objections Improve Your Spoken Business Introduction Freeway Terms (Pg. 327) Chunking and Selling Cold Call Script Hi my name is _________________ I don't know if that rings a bell but I'm in the ______________ business. if I can briefly share what this call is about you can decide whether or not we continue the conversation. Is that OK? And I promise I'll be brief . When they say yes, you go into your problem statement   EPISODE COUPON CODE: echo40 Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Visit Our Website closethedealwithoutselling.com   Good Selling

In Episode 39 of Close the Deal Without Selling Hosted by Ike Krieger What are Chunkers? (In a Nice Way) Marketing Questions for your own business. Seek Agreement Without Conflict A little Taste of Caveat Emptor Break It Down/Build It Up Visit our YouTube Channel NLP and Chunking Information https://excellenceassured.com/nlp-training/nlp-training-courses-online/how-can-nlp-help-me/chunking-chunking-chunking-across A shout out to Scott Weber at rocketboymedia.com If you need help with Web Design, Call Scott, 818-280-0833 Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 38 of Close the Deal Without Selling Hosted by Ike Krieger Reviewing Ditch Your Pitch? Page 1 of your Action Guide Your Role in the Supply Chain Supply Chain Paper Supply Chain Article Visit our YouTube Channel Enjoy my conversation with Dan Deigan Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 37 of Close the Deal Without Selling Hosted by Ike Krieger Learn the best tool to get needed information Tennis and selling? The relationship of our system to the character styles introduced in Adam Grant's book, Give and Take. A possible adjustment to the Easier Way to Sell. Please Leave a Review Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 36 of Close the Deal Without Selling Hosted by Ike Krieger Change how you use your sales pitch Change how you use your sales demonstration Adjust how you approach important sales conversations Learn about enrollment and authenticity from our guest, Lisa Gardner Chanamolu Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 35 of Close the Deal Without Selling Hosted by, Ike Krieger Courage, Character, and Commitment  Intention is not enough A book recommendation A way to view your reality Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 34 of Close the Deal Without Selling Hosted by, Ike Krieger Get a Pitching Coach Don't Assume Referral Phenomenon Before You Begin Your Sales Call A Little More Rapport Sensory Words An Open-Ended Exercise Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 33 of Close the Deal Without Selling Hosted by, Ike Krieger Saying Sorry Can Make You Sorry Adult Learning Issues Prospecting, and Cold Calling Are Not In This Mall Justifying Yourself is a No-No! Old Fashioned Selling Lives on LinkedIn Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 32 of Close the Deal Without Selling Hosted by, Ike Krieger First Step to Qualifying Your Prospect A Small Business Plan is Better Than None Mispronounce these words and people will think you're less intelligent than you are. A conversation with Micheal I. Roberts, Host of the Small Business Celebration Podcast. A good listen. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 31 of Close the Deal Without Selling Hosted by, Ike Krieger What Is a Problem? What is Business? What is Closing? Sales Techniques You're Allowed to Forget Poor Channel Mixing Why Selling Without Selling is For Real Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 30 of Close the Deal Without Selling Hosted by, Ike Krieger Have You Ditched Your Pitch? Acting on What's Not Said Deleted Deletions Your Internal Dialogue Can Hurt You. Are You Grateful? Why Organizational Networking? Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 29 of Close the Deal Without Selling Hosted by, Ike Krieger Better Hiring Practices Hire Problem Solvers Spending Time On What? A conversation with, Hank and Sharyn Yuloff, from Yuloff Creative Marketing Solutions, provides valuable information about maintaining your brand, and the most profitable way to decide whether a social media business connection is one you should accept. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 28 of Close the Deal Without Selling Hosted by, Ike Krieger You're probably using the wrong language to sell You're business branding is most likely set up backwards. Contrary Marketing is the answer to backwards branding.  Strategic versus Tactical Marketing Learn a new way to take and use notes Pacing and Leading with your voice The meaning of your communication is the response you get. The least effective sales tool Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling  

In Episode 27 of Close the Deal Without Selling Hosted by, Ike Krieger Changing Habits is Hard Determining What Needs Changing 90 Seconds is All You Need  Establish Guidelines Face your Fear. Then What? A Student Memory A conversation with, WiIlis Turner, CEO of Sales & Marketing Executives International where you'll hear some similarities and differences between salespeople around the world. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 26 of Close the Deal Without Selling Hosted by, Ike Krieger Guide the Communication by Pacing and Leading Shutting Down is Better Than Shutting Up Secret Behind the Effectiveness of Open Ended Questions  Listening Pitfalls to Avoid Discover their Motive for Asking the Question Meet People at Their Model of the Universe Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 25 of Close the Deal Without Selling Hosted by, Ike Krieger OEQ Checklist Transactional Analysis as a communications tool Examine PAC Conversations for the next 48 hours A conversation with Chellie Campbell Dolphin or Tuna Ask questions Find out about others before selling How acting class helped Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling

In Episode 24 of Close the Deal Without Selling Hosted by, Ike Krieger NASA and the Zero G Pen The Minefield Between You and Your Prospect Pounding out the Prelude Qualify or Disqualify Compassionate Disqualification One Reason to Keep This System to Yourself Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling  

In Episode 23 of Close the Deal Without Selling Hosted by, Ike Krieger Pre-qualifying with the Prelude. Reframe your windows to the World Getting back on course Becoming Authentically Authentic A conversation with advisor to global influencers, Psychiatrist, Dr. Mark Goulston. #WMYST Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling  

In Episode 22 of Close the Deal Without Selling Hosted by, Ike Krieger Becoming the equivalent of a Black Belt Communicator The Wall You Can't Get Past Join Toastmasters International. Take an Acting Class Ed Sullivan Time Management A Review of the Prelude from Ep. 7 Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling  

In Episode 21 of Close the Deal Without Selling Hosted by, Ike Krieger Learn a new layer of the prelude Effective marketing is taught backwards How to create a marketing strategy Conditions for personal coaching A conversation with marketing and branding consultant, Andrew Sokol Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling  

In Episode 20 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Learn why the gap between ordinary and extraordinary is smaller than you think. Discover how habit affects your ability to learn. Take a novel look at how your habits are formed Review of skills learned after you became an adult? Learn the easier way to start a business conversation. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider   Good Selling      

In Episode 19 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Discover all available channels for effective communication. Eye movement helps you determine the channel on which your prospect is processing information. The words used by your prospect helps you determine the channel on which he, or she is processing information. An interview with Larry Gantverg, a friend and a former sales manager. who introduced the Easier Way to Sell to his sales team.   Good Selling

In Episode 18 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Looking back at the birth of the Easier Way to Sell. When you ask open ended questions instead of delivering a canned sales presentation...do you feel like an interrogator?  You're smart. Are your goals S.M.A.R.T.? Countering your "Someday, Maybe, I Hope" state of mind   Good Selling

In Episode 17 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger How to discover your prospect's motive for asking a question Your competitor has a set of Features & Benefits they use to sell their product or service. How different is your list? The emotional response to your problem statement is the key to effective prospecting. Tips from a 25 year user of this sales system.   Good Selling

In Episode 16 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger First... a true story, and a short lesson in how not to sell. You figured out your goal. Now what? The Structure of Results helps structure your results. How Merlin the Magician can help you succeed. America put a man on the Moon in 1969. This had never been done before. How did they create the plan?   Good Selling

In Episode 15 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger I talk about one of my favorite topics, besides baseball, which is the movies, as a metaphor for your sales activities. One of the best movies about sales is, Glengarry Glen Ross. Watch and consider all the techniques for selling and prospecting they discuss. Second, disregard and never use the techniques discussed in the movie. Avoid the traditional techniques offered in this film and reduce your sales stress. We close the episode with a check-up of your understanding and readiness to use the The Easier Way to Sell.    Good Selling

In Episode 14 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Is there a right way to sell?  Telling ain't Selling How to use The Bell Curve of Life to chart your success Find out if you have this costly Sales Malady.   Telling when you're selling is less effective than selling when you're selling. Especially when you're using The Easier Way to Sell. Good Selling

In Episode 13 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Commitment vs. Intention - Trying is not doing. The more you try the harder it is to do. More Listening Tips Two questions for yourself Who should I be talking to? What is the purpose of my communication? More OEQ's A closed-ended to open-ended exercise Your results are you responsibility   Good Selling

In Episode 12 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger More OEQs = Additional Communications Options- The need for sales rules- Never give away valuable information unless it's part of your business plan-  Echo, or Mirror listening- The Language of Success-  The clout of Negative Commands- Sales Myths - Just because you believe something is true, doesn't make it true. It just makes it true for you.-   Good Selling

In Episode 11 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger Additional OEQs help you remain in a problem-solving mode. Remember it's not about convincing... it's about uncovering and satisfying needs. Bridging is an effective response to someone requesting that you do both A and B.  An easier way to effectively set appointments. Meet people at their model of the universe.  Remember... Air on. Window off. Use the secret sauce of mirroring and matching to overcome problems created by cross-channel communication. It's not so much what you say, but how you say it.   Good Selling    

In Episode 10 of Close the Deal Without Selling Hosted by Communications & Sales Educator, Ike Krieger When a prospect isn't sure of their budget you can use bracketing.  Give the prospect two separate ranges of figures. Ask them which of the two is most closely in line with what they’d be comfortable spending? If your prospect is reluctant to share a budget amount,  You didn’t do a good enough job of setting your MBAs.  You didn’t do a good job uncovering the problem, or,   You’re dealing with a problem client. Get rid of discounting as a selling strategy forever. Find out the details of the paying process. The C. in Q.U.I.C.K is where you uncover your prospect's capability to spend the money to solve the problem. Discover if the person you're interviewing has to take your information to other decision makers. Would that person move ahead with you if were up to them alone? Upon completing the C. in Q.U.I.C.K. ask permission to recap the entire conversation. Revisit everything from the problems, to the money, to the decision-making process. Verify that you both heard the same things. Upon completing the C. in Q.U.I.C.K. it’s time for the best system-based closing question. “What’s our next step?” Use your presentation as your “close.” The K. in Q.U.I.C.K. gives your prospect the opportunity to share how they believe your product or service will solve their problem. The K. section is as important to the success of the system as the other sections. This is a top-down system. Management must have buy-in.   Guidelines for The Easier Way to Sell Seek the truth Just because you believe something is true… that doesn’t make it true. It just makes it true for you. We’re all in sales Nobody likes to be sold to, but you have to sell to live. Shift your truth about selling and self-promotion. Talk Less… Sell More™  Give up the notion that to inform is to sell. Get information… Don’t give it.  Interview rather than present Think like a doctor Examine, and Diagnose before you prescribe.  Remain curious, authentic, and neutral. Be a problem solver What is a problem? What is business? What is closing? Know the problem you solve People don’t care about what you do… all they care about is what you can do for them. People want you to help them get what they want.  Be a trusted guide If prospects knew how to get to their destination on their own, they would. Be a navigator. Be an expert questioner The person asking the questions is the one that controls the communication. The one doing the talking usually dominates. People like to talk... so, help them talk. Ask Open-Ended Questions. Be an expert listener Listen with an intent to understand rather than an intent to reply Learn to shut down your response mechanism. Establish rules for the communication   Establish Mutually Beneficial Agreements. Avoid “But, I thought you meant.” Uncover a “no” that was going to happen anyway Sometimes "no" means "no." Stop spending too much time trying to turn a real “no” into a yes. Give up the need to sell Heighten your commitment to sell. Eliminate the need to sell. Know your outcome If you don’t know where you’re going… that’s where you’ll end up. If you don’t know what you want… how will you know when you’ve got it? Maintain your outcome Maintain your outcome, not your position. Proving you’re “right” is unproductive. Invent the future The best way to predict the future is to invent it. Plan from the future backwards. Be intentional Do you want what you want… or do you just want to want it? Meet people at their model of the universe People like people who are like themselves. People buy from people they like and trust. Be interested rather than interesting Shut down your response mechanism Listen, and ask questions. Avoid problem clients     Trust your intuition. You’ve got enough problems with your non-problem clients. To take on a client that you know is going to be a problem… is insanity. Follow a system Most salespeople “wing it.” Use the Yes Formula Achieve what you want more easily and more often.   Good Selling    

   In Episode 9 of Close the Deal Without Selling Hosted by Communications & Sales Innovator, Ike Krieger The U section of Q.U.I.C.K Is where the diagnostic process of uncovering problems begins. Resist the urge to begin problem solving prematurely. Download the list of PS/DS Open-Ended Questions and participate in a powerful learning exercise. Think like a doctor. Ask the diagnostic questions that will lead you towards a complete understanding of their needs and expectations. Make the prospect the focus of the communication. Use “freeway terms.” They’re an invaluable addition to your communications toolbox. As always, use the 80/20 rule for listening. Listen for the use of “freeway terms” by your prospect. Note-taking is a valuable tool. Remember to ask permission before you start taking notes. Verify with your prospect that you have uncovered all the issues they’d like you to address. You've completed the U. portion of Q.U.I.C.K. when the prospect confirms all of their problems are on the table and that you’ve heard them accurately. The I in Q.U.I.C.K helps determine the investment of money and/or time that the prospect is willing to spend to solve their problem. Basically the I reminds us to find out... Is There Money? Experience the first stage of the prospect based close. A way to avoid discounting as a sales strategy. Use your presentation as your close.