Okay {pleaseFill:first}, you just learned that people buy from the people they like and trust. The best way to quickly establish yourself as trustworthy is to show up as a Thought Leader in your industry. The practice below will assist you in doing that. First, fill in your job title in the space below. Then write out a list of the 10 mistakes people in your business make. Out of the 10, choose three mistakes that you consider to be the worst or most intolerable to you. Make sure they are the opposite of how you excel in your business. Then, using those three things, create your Thought Leader Statement. Once you have it, practice a few times. Call some friends and get feedback on it. Ask them if your statement is easy to understand and makes sense. Keep practicing it until it feels natural and you can easily insert it into your sales conversation. When you complete this practice, click the NEXT button below.

The Ten BIG Mistakes most : Job Title *    make are:
1) Mistake 1 *    
2) Mistake 2 *         
3) Mistake 3 *          
4) Mistake 4 *       
5) Mistake 5 *      
6) Mistake 6 *    
7) Mistake 7 *    
8) Mistake 8 *    
9) Mistake 9 *    
10) Mistake 10 *    

Their Top Three BIGGEST Mistakes are:
1) Top Mistake 1 *    
2) Top Mistake 2 *    
3) Top Mistake 2 *    

My Thought Leader Statement:
The 3 BIG Mistakes most    Job Title    make are:
TL Statement Part 1 *    
But instead, what I do is:
TL Statement 2    

So far so good, {pleaseFill:first}! Before you can get into rapport with others, you must first get into rapport with yourself. You must consider what is important to you in life. Think about what you like and don’t like. Think about who are you as a person and what experiences you bring to the table. Getting clear on these will help you have ready-made Instant Rapport subjects with which to share with your prospects. In this practice list at least three items under each of the headings. In your sales conversations, use them to focus on the similarities between you and your prospects. It will assist you in creating more natural Instant Rapport with your potential customers.

1) My strong likes: 
a.  Likes A *    
b.  Likes B *    
c.   Likes C *    
2) My strong dislikes: 
a.  Dislikes A *    
b.  Dislikes B *    
c.   Dislikes C *    
3) My educational background:  
a.  Education A *    
b.  Education B *    
c.  Education C *    
4) My different occupations:  
a.  Jobs A *    
b.  Jobs B *    
c.  Jobs C *    
5) Places I've lived:  
a.  Lived A *    
b.  Lived B *    
c.  Lived C *    
6) My various hobbies/interests:  
a.  Hobbies A *    
b.  Hobbies B *    
c.  Hobbies C *    
7) My firmly held beliefs:  
a.  Beliefs A *    
b.  Beliefs B *    
c.  Beliefs C *    
8) My family history:  
a.  History A *    
b.  History B *    
c.  History C *    
9) Some big struggles I have overcome:  
a.  Struggle A *    
b.  Struggle B *    
c.  Struggle C *    
10) Great things I hope to achieve:  
a.  Achievement A *    
b.  Achievement B *       
c.  Achievement C *    

Okay {pleaseFill:first}, this practice will assist you in staying focused on being helpful. Make a list of 5 different tips, tricks, or actions people can take instead of hiring you. Include all resources that can help them achieve the results they are seeking on their own. By giving away this information freely, you show up as a valuable asset in their lives. You also show up as someone so successful you aren't in need of the income they would provide you. Having this attitude of abundance gives you an air of confidence that most people find irresistible!

1) Tip 1 *    
2)  Tip 2 *    
3) Tip 3 *    
4) Tip 4 *    
5) Tip 5 *    
Got more? Include them here:
   

In this practice {pleaseFill:first}, write out ten things you absolutely LOVE about your business, your product, your service, and your clients. Include a range from the smallest and most insignificant aspect, to the most heart-filling qualities of your work, to the most self-motivated and materialistic drivers of your business. Get it ALL out! Then, print out your list and walk around your home reading it like a crazy person! Yes, it will feel weird and over the top but it will also open up the enthusiasm you felt when you first started down the path of your business. Once you get used to bumping up your energy to an 11, you will easily be able to bring it up to a 6 or 8 during a sales meeting. Your potential client will be swept up in your excitement for your product and feel much more encouraged to say YES.

1) Love 1 *    
2)  Love 2 *    
3) Love 3 *    
4) Love 4 *    
5) Love 5 *    
6) Love 6 *    
7) Love 7 *    
8) Love 8 *    
9) Love 9 *    
10) Love 10 *    

Write out five WAYS your product or service provides a happier future for your clients. Forget about all the cool aspects of your product that you love. Instead, focus on the things your prospects want to have in their lives. Consider how you, {pleaseFill:first} (and only you) are able to uniquely deliver on a happy future where your client’s deepest wants, needs, and desires are completely satisfied.
1) Way 1 *    
2)  Way 2 *    
3) Way 3 *    
4) Way 4 *    
5) Way 5 *    

Now, write out five THINGS that are most important to your clients and how your product or service provides it to them. Again, don't focus specifically on what YOU love about your product. Focus on the things THEY love and how your product will bring those things into their lives.
1) Thing 1 *    
2) Thing 2 *    
3) Thing 3 *    
4) Thing 4 *    
5) Thing 5 *    

For this practice, {pleaseFill:first}, please write out a list of at least five simple questions to which anyone would answer YES. Something like, “May I share something personal with you?” or “Would you like to know more?” Once completed you will see on the next page a link to my ever-growing, ever-expanding YES Toolbox. I’m always adding new and interesting YES questions supplied by smart people like you. The link will give you lifetime access to this list!
Example: May I share something personal with you?
1) Yes 1 *    
2) Yes 2 *    
3) Yes 3 *    
4) Yes 4 *    
5) Yes 5 *    

For this practice, {pleaseFill:first}, look over the list of questions below and, using Dan's Question Non-Answer Formula, write out a response to each of them. Here's the formula again for your reference. 

1. Agree with whatever they say. 
2. Relate how you feel the same way they do.
3. Tell them how doing it your way is in their best interest.
4. Make them feel in control and ask them to agree.

1) “Can’t I get this cheaper online?"  
Answer 1 *    
2) “How do I know this will work for me?”  
Answer 2 *    
3) “What about the negative reviews I’ve read about this?”  
Answer 3 *    
4) “Why does it have to be so expensive?”  
Answer 4 *    
5) “Why does someone else sell this for a lot less?”  
Answer 5 *    
6) “What is your commission on this?”  
Answer 6 *    
7) “Does it come in any other colors?”  
Answer 7 *    
8) “Is this made in the USA?”  
Answer 8 *    
9) “Where can I get more information about this?”  
Answer 9 *    
10) “Can you send me your website?”  
Answer 10 *

Okay, {pleaseFill:first}, let’s build a profile of your Perfect Customer. In considering the questions below, remember that there are no “right answers.” When I ask if your perfect customer is male or female, don’t say, “Either.” Instead, decide who is more likely to use your product/service OR who you like to work with. Here, you are creating a profile of who you WANT as a customer as much as deciding who is most likely to use your product/service. After you complete all the questions, use the answers you feel best fit your customers to build a profile as I did with Jill the Dentist. Got it?

1) How old are they?
Age *    
2) Are they male or female (or which do you prefer)?
M/F *    
3) What kind of job do they have?
Job *    
4) What is their level of education?
Education *    
5) What is their marital status?
Marital Status *    
6) Where do they live?
Location *       
7) What is the main problem they are trying to solve with your product/service?
Problem *    
8) What do they look like?
Happiness *    
9) What makes them happiest in life?
Appearance *    
10) What they get from your business that your competitors don’t offer?
Your benefit *    
11) What is their secret passion?
Passion *       
12) What media do they like to read, watch and listen to?
Media preference *    
13) Give a name to your best customer.
Name *    
14) Review your answers above and write out the profile of your perfect customer. It may help to refer back to the description of Gary.
Best Customer Profile *    

 

Okay, {pleaseFill:first}, let’s build your Perfect Sales Pitch!

STAGE 1: Shock and surprise
Say something unusual that points to your product but catches them off guard. 
Example: “I want to talk about your insides.”
MY STAGE 1: Stage 1 *       

STAGE 2: Establish credibility.
Quickly follow up Stage 1 with an expression of your credibility.
Example: “As a licensed RN I am an expert in bodies.”
MY STAGE 2: Stage 2 *    

STAGE 3: Inspire curiosity.
Ask a question that makes them want to know the answer.
Ex: “Want to know something that even some doctors don’t fully understand about the human body?”
MY STAGE 3: Stage 3 *    

STAGE 4: Product introduction.
Be very brief in explaining what makes your product necessary and how it is beneficial. (Max 1 minute.)
Ex: “Our bodies are always trying to stay in balance. I found XYZ and started taking it immediately.
MY STAGE 4: Stage 4 *    

STAGE 5: Their question. Your question.
Respond to their question with a multiple-choice question to stay in control of the sale.
Ex: “Great question. But first, where are you struggling? Most people say it’s Problem A, Problem B, or Problem C. Which is it for you?”
MY STAGE 5: Stage 5 *    

STAGE 6: Credibility and solutions.
Re-establish your credibility then offer your product as the solution to their problem.
Ex: “As an RN I hear that a lot. That’s why I love XYZ. It is the best cure for Problem A.
MY STAGE 6: Stage 6 *    

STAGE 7: Success stories.
Talk about someone similar to them in age, gender, life situation who had great results from your product.
Ex: “My client Robin is just like you. She has been dropping weight like crazy on XYZ.”
MY STAGE 7: Stage 7 *    

STAGE 8: Uncomfortable silence and buying questions.
Let them process the info you’ve shared. They will break the silence with a buying question.
Ex: “So how much is your weight loss program?” 
MY STAGE 8: Stage 8 *    

STAGE 9: Inexpensive by comparison.
Bypass their question by listing other solutions. List them by price, high-to-low, with your product being the least expensive or most valuable.
Ex: “The hospital program costs $1,200. The ABC brand costs $800. The 123 Program costs $700. My XYZ System is just $300 plus you get my help.”
MY STAGE 9: Stage 9 *    

STAGE 10: Close or repeat.
Ask for the sale. If NO, repeat any of the 10 Stages. Still a NO? Schedule another meeting on the spot.
Ex: “Let me get your credit card and we’ll get this going! No? Okay, let’s talk again on Tuesday, July 14. Does 9:30am work for you?”
MY STAGE 10: Stage 10 *