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CHAPTER 6 HOW TO GENERATE MILLIONS IN SALES & PROFITS

So, it is important to really understand the psychology of your
customer. Understand their problems and their greatest
frustrations. When you mention them at the right opportunity,
they will instantly connect with you.

Does building rapport only apply to direct selling? No! Even
if you do not meet the client face to face, your marketing
materials must convey to the prospect that you understand
their problems and frustrations. Have you ever watched those
infomercials on late night TV (i.e. TV Media, TV Shopping).
Why do their advertising messages seem so enticing?

Well, they always begin by showing you a problem or
frustration that you can instantly relate to. When selling exercise
equipment, they show an overweight person going through
all the pain of exercising and not getting results. Your brain
instantly goes, ‘Yes! That’s me! That’s me!’ You can do the
same thing with your brochures or mailers. Start off by showing
them how you understand the problems and frustrations they
now face.

If you want to master NLP strategies, read ‘Master Your
Mind, Design Your Destiny’ by Adam Khoo & Stuart Tan and
join our Live Patterns of Excellence Seminar. Find out
more at http://www.akltg.com/.

Conversion Strategy 2:
Ask the Right Questions and Listen!

Asking the right kind of questions is the best way to build
rapport and to find out more about your client’s needs. The
biggest mistake salespeople make is to start off by blabbing
about how great their company or product is. That is the
fastest way to turn off a customer.

170 SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES