Eye Contact:

Much of our learning is achieved visually. When introducing a novel concept to customers, it's crucial to recognize that they're in a learning phase. Thus, it's our responsibility to guide their visual attention. Whether it's to a binder, neighboring houses, or street sheets, customers will naturally follow our gaze. Strategically directing this gaze can be a powerful tool when executed correctly.

Maintaining the Right Stance:

An appropriate stance fosters effective communication. Accidentally intruding into someone's personal bubble or appearing aggressive can hinder your interactions. By subtly drawing customers towards your binder or tablet and positioning it in a way they can view over your shoulder, you can engage them better. When interacting, stand at an angle to the customer and shift your weight to your back foot. This stance conveys a sense of ease and provides ample space between both parties. To transition between stances, pivot smoothly on the balls of your feet. Taller representatives may need to make slight modifications, like bending slightly, to ensure they're not unintentionally imposing.

Vocal Tone:

Adapting to your customer is crucial. The success of your pitch hinges on your capability to resonate. Adopt a tone that aligns with your customer's mood. Generally, a neutral, unexcited tone appeals to a broader audience. It removes the aggressive salesperson vibe, enabling customers to let their guard down and concentrate on the product. Remember, you're the expert here. Few have undergone the rigorous training you have concerning the company, its clients, the industry, and the products. Reflect your expertise through a confident and assertive tone. By striking the right balance between mirroring your customer, maintaining a neutral tone, and asserting authority, you can foster clear communication and enhance outcomes.

Third Party References:

Leveraging third-party names is not just for introductions but should be interwoven throughout your presentation. Mentioning neighbors instills credibility, promoting trust. People often follow what their neighbors do.

1. Reference those who have confirmed the points in your presentation.

2. Mention names of property managers, landlords, and communities.

3. Always prioritize accuracy; never fabricate or misuse names.

4. Names of individuals you or your partner have registered are ideal.

5. To gather more names, introduce yourself and then ask for their name.

Continuous Engagement:

During your presentation, it's essential to regularly check in with the customer to ensure understanding. Simple prompts like "are you following?" or "does this make sense?" help gauge their position in the buying process. The presentation naturally incorporates these checks, but adding more can be beneficial. These checkpoints not only aid in the presentation's flow but also enhance the quality of registrations and understanding.

Assumptive Approach:

Your presentation's strength lies in its assumptiveness, which stems from your confidence in the product, presentation, and yourself. The best closers in our team prefer the "pen to paper" technique, combined with reduced eye contact. By not directly asking for a customer's denial, you're making the decision process easier. If they have genuine objections, they will voice them.

Maintaining the Flow:

Every presentation should follow a definitive sequence: Presentation > Objection > Addressing the Objection > Return to Presentation. Familiarity with the presentation ensures you stay on track, even when faced with objections. Utilize transitional phrases like "as I mentioned" or "furthermore" to smoothly return to your main points.

Recognizing Buying Signals:

Have you ever over-talked and lost a sale? The buying line represents the emotional threshold customers cross before making a purchase. With a well-delivered presentation, many customers can be ready to close early on. Look out for signals, like nodding in agreement or asking purchase-related questions. Avoid unnecessary chatter and be concise. If your pitch exceeds seven to eight minutes, you might need to adjust your approach.

Engaging the Decision-Makers:

Always present to the individual responsible for decisions. Politely inform non-decision-makers about the topic and ask for the appropriate person. Your goal is to converse with the decision-maker. If they're unavailable, inquire about a suitable time to reconnect, without setting concrete appointments or over-explaining.

Cautionary Flags:

Enrolling individuals who are confused, mentally challenged, or under the influence is strictly prohibited. When in doubt, confirm their decision-making capability. Misunderstandings can lead to grievances from concerned family members. Communication clarity is paramount. We uphold a firm policy against using translators and enrolling customers who don't fully grasp the program.