119 Questions
What is Sales Nirvana?
Sales Nirvana is a state of consciousness where sales reps mirror their prospects to transcend beyond their illusions and objections.
What are the beliefs of a sales rep?
The beliefs of a sales rep are that the prospect needs them, they are in trouble if they don't commit, and they have the ability to do it.
What determines the difficulty of the close?
The quality of the call determines the difficulty of the close.
What is the role of sales leadership?
Sales leadership involves holding power and control of the conversation and creating a safe space to challenge prospects.
What is the foundation of sales?
The foundation of sales is having a solution to people's problems and talking to people who need the solution.
What are the three battles in sales?
The three battles in sales are desire and willingness, timing, and payment method.
What are the four types of objections?
The four types of objections are uncertainty, financial, support, and uncloseable.
What are the three levels of problems?
The three levels of problems are general pain, what/how, and emotional pain.
What is the box close?
The box close is a closing technique.
What are tie downs and ball grabbers?
Tie downs and ball grabbers are techniques used to secure sales.
What is the first-person method?
The first-person method is a closing technique.
What is Sales Process?
The specific steps a sales reps takes to close a deal
What is Sales Methodology?
The philosophy behind the way your company sells
What is Sales Nirvana?
A frequency of consciousness entered into through mirroring your prospects
What is Conscious Selling?
The philosophy behind the way your company sells
What is Mirror Selling?
A frequency of consciousness entered into through mirroring your prospects
What is Gaya?
The illusions of life, your identity, your body, the physical form, your situation in life
What is Sales Nirvana according to the text?
A method of transcending beyond illusions and objections
What is the philosophy of Mirror Selling?
A frequency of consciousness entered into through mirroring your prospects
What is the philosophy of Conscious Selling?
The philosophy behind the way your company sells
What is the Sales Nirvana frequency according to the text?
Transcending beyond illusions and objections
What is the illusion of Gaya according to the text?
The illusions of life, your identity, your body, the physical form, your situation in life
What is Sales Methodology according to the text?
The philosophy behind the way your company sells
What is Sales Process?
The specific steps a sales rep takes to close a deal
What is Sales Methodology?
The philosophy behind the way your company sells
What is Sales Nirvana?
The frequency of consciousness entered into through mirroring your prospects
What is Gaya?
The illusions of life, your identity, your body, the physical form, your situation in life
What is Conscious Selling?
The philosophy behind the way your company sells
What is Mirror Selling?
The frequency of consciousness entered into through mirroring your prospects
What is HTC methodology?
The philosophy behind the way your company sells
What is Sales Swagger?
The illusions of life, your identity, your body, the physical form, your situation in life
What is Transcending Above Illusions?
The frequency of consciousness entered into through mirroring your prospects
What is the importance of Mirroring in sales?
It helps the salesperson to build rapport and trust with the prospect
What is the philosophy behind Conscious Selling?
Being present and aware during the sales process
What is the importance of Sales Swagger?
It helps the salesperson to build rapport and trust with the prospect
What is the Sales Process?
The specific steps a sales rep takes to close a deal
What is Sales Nirvana?
A frequency of consciousness entered into through mirroring prospects
What is Sales Methodology?
The philosophy behind the way a company sells
What is Conscious Selling?
The philosophy behind the way a company sells
What is Mirror Selling?
The philosophy behind the way a company sells
What is Sales Swagger?
A frequency of consciousness entered into through mirroring prospects
What is Gaya?
All of the above
What is transcending above illusions?
A way to rise above the illusions of life
What is the importance of mirroring prospects?
To create a space for them to see themselves in you
What is the benefit of being beyond illusion?
To know consciousness
What is the meaning of Sales Nirvana?
A frequency of consciousness entered into through mirroring prospects
What is HTC?
A sales methodology
What is the metaphor used to explain the importance of the sales cycle?
Taking a lady home on the first date
Who is in control of the conversation during a sales call?
The prospect
What is the author's advice on how to position oneself during a sales call?
As a consultant
What is the author's advice on how to address objections related to money during a sales call?
Verbally acknowledge that you don't believe the objection is true
What are the four types of uncertainty that a prospect may have during a sales call, according to the text?
Uncertainty in their ability to execute, uncertainty in the salesperson's ability to deliver, uncertainty in the product working for them, uncertainty in their desire for the product
What is the author's advice on how to help a prospect make the best decision for themselves during a sales call?
Ask them questions that make them tell you why they need to do it
What is the only decision that a prospect needs to make during a sales call, according to the text?
Whether they are going to hit their goals faster or slower without the salesperson
What is the author's advice on how to address a prospect's desires during a sales call?
Address their desires first and then their payment
What is the author's advice on how to handle a prospect who is unwilling to admit they need help during a sales call?
Turn them away as a client
What is the author's advice on how to overcome objections during a sales call?
Be convinced that you can overcome any objection before helping the prospect think differently about their situation
What type of clients is the author looking for, according to the text?
Clients who are hungry for change
What is the author's advice on how to handle a prospect who is not serious about the product during a sales call?
Ask them if they really need a payment plan
What determines the difficulty of the close?
The quality of the call
What metaphor is used to explain the importance of the close?
A first date
What is the role of the person asking questions in a sales conversation?
To take control of the conversation
What should a salesperson do instead of telling the prospect what to believe?
Ask them questions that make them tell you why they need to do it
What should a salesperson do if they are not getting people to ask buying questions?
Tap into their full potential
What should a salesperson do if they get a money objection?
Verbally acknowledge that they don't believe it is true
What are the four types of uncertainty a prospect may have?
Uncertainty in their ability to execute, uncertainty in their desire for this, uncertainty in my ability to deliver, uncertainty in this even working for them
What is the only decision a prospect needs to make?
Whether they want to invest in the program or not
What is the importance of alignment in sales?
It helps the prospect make the best decision for themselves
What should a salesperson do if a prospect is unwilling to admit they need help?
Challenge their willingness
What should a salesperson do if a prospect is not serious about investing in the program?
End the call
What must a salesperson be convinced of before they can help their prospect think differently about their situation?
That they can overcome any objection
What determines the difficulty of the close?
The quality of the call
What metaphor is used to describe the sales process?
Taking the lady home on a first date
What is the role of the salesperson in a sales conversation?
To ask the prospect questions
What should a salesperson do if they are not getting buying questions from a prospect?
Tap into their full potential
What should a salesperson do if a prospect says money is a problem?
Disagree with the prospect
What are the four uncertainties a prospect may have?
Uncertainty in their ability to execute, uncertainty in the salesperson's ability to deliver, uncertainty in the product working for them, uncertainty in their desire for the product
What is the importance of alignment in sales?
Alignment is important for both the salesperson and the prospect
What should a salesperson do if a prospect is unwilling to admit they need help?
Challenge their willingness
What should a salesperson do if a prospect asks about a payment plan?
Ask if they are serious about the purchase
What is the only decision a prospect needs to make in a sales conversation?
Whether to hit their goals faster or slower without the salesperson
What should a salesperson do if a prospect gives an objection?
Disagree with the objection
What type of clients does the salesperson want to work with?
Clients who want change
What should be the focus of a salesperson during the call?
Earning the right to close through following the sales cycle
What is the salesperson's job during the call?
To address the prospect's desires and reason for the call
What should a salesperson do if they are not getting people to ask buying questions?
Tap into their full potential
What is the salesperson's responsibility before addressing payment with the prospect?
Validating the prospect's desire, timing, and method
What should a salesperson do if the prospect objects with 'money isn't a problem'?
Acknowledge that they don't believe it is true
What is the salesperson's responsibility when a prospect expresses uncertainty?
Acknowledge and uncover the specific uncertainty
What should a salesperson do if a prospect is unwilling to cooperate with the way they believe?
Turn the prospect away as a client
What is the importance of alignment in sales?
It is what is important
What is the salesperson's responsibility when a prospect expresses uncertainty in their ability to execute?
Acknowledge and uncover the specific uncertainty
What should a salesperson do if a prospect objects with a payment plan question?
Tell the prospect that they don't need a payment plan
What should a salesperson do if a prospect is unwilling to admit that they need help on the call?
Turn the prospect away as a client
What is the salesperson's responsibility when a prospect expresses uncertainty in this even working for them?
Acknowledge and uncover the specific uncertainty
What is the metaphor used to explain the importance of following the sales cycle?
Going on a first date
Who is in control of the conversation during a sales call?
The prospect
What is the key to sales success according to the text?
Asking the prospect questions that make them tell you why they need to do it
What is the correct way to address objections related to money according to the text?
Verbally acknowledge that you don't believe it is true
What are the four uncertainties that a prospect may have according to the text?
Uncertainty in their ability to execute, uncertainty in my ability to deliver, uncertainty in the product/service working for them, uncertainty in their desire for the product/service
What is the importance of alignment according to the text?
It helps the prospect make the best decision for themselves
What is the only decision a prospect needs to make according to the text?
Whether they are going to hit their goals faster or slower without the salesperson
What should a salesperson do if a prospect is unwilling to cooperate with their beliefs?
Turn the prospect away as a client
What is the importance of challenging a prospect's willingness according to the text?
It helps the prospect overcome their own limitations
What is the correct way to address a prospect who is not serious about buying according to the text?
Turn them away as a client
What is the salesperson's job according to the text?
To help facilitate the beliefs and thought structure that help the prospect make the best decision for themselves
What is the importance of validating desire, timing, and method before addressing payment according to the text?
It shows the prospect that the salesperson cares about their needs and goals
What determines the difficulty of the close in sales?
The quality of the call
What is the importance of earning the 2nd close in sales?
It requires an entirely different skillset
What is the role of the salesperson in a conversation with a potential customer?
To be the mirror to them
What is the recommended approach to get potential customers to buy in sales?
Ask them questions that make them tell you why they need to do it
What should a salesperson address before discussing payment with a potential customer?
Desire, timing, and method
What should a salesperson do if a potential customer objects to the price?
Verbally acknowledge that you don't believe it is true
What is the importance of alignment in sales?
It is important for the salesperson and customer to be aligned
What type of people does the salesperson want to work with?
The hungry
What should a salesperson do if a potential customer is unwilling to admit they need help?
Not work with them
What is the importance of convincing oneself that objections are not real in sales?
It allows the salesperson to help the prospect think differently
What should a salesperson do if a potential customer asks about payment plans?
Ask if they are serious about the program
What is the recommended approach to get potential customers to ask buying questions in sales?
Tap into your full potential
Study Notes
Mirror Selling Bible: How to Reach Sales Nirvana
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Sales Nirvana is a state of consciousness where sales reps mirror their prospects to transcend beyond their illusions and objections.
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The beliefs of a sales rep are that the prospect needs them, they are in trouble if they don't commit, and they have the ability to do it.
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The quality of the call determines the difficulty of the close, and the person asking questions is in control of the conversation.
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Sales leadership involves holding power and control of the conversation and creating a safe space to challenge prospects.
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Money is not a problem, and objections must be overcome until the prospect is certain in financially committing on the call.
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The sales rep must not project their own limitations on the prospect and must challenge their willingness.
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The goal is to overcome all objections until the prospect is certain in investing in the program.
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Coaching on perspective should only be done once the lack of certainty in the prospect is identified, and empathy must be shown.
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The three battles in sales are desire and willingness, timing, and payment method.
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The standard set on the call will be the standard in the program, and the sales rep must find the prospect's willingness to commit.
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The sales rep must be creative in finding solutions to the prospect's excuses and must stay on the call to honor the policy of the offer.
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The foundation of sales is having a solution to people's problems and talking to people who need the solution.Sales Strategy and Objection Handling Techniques
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The job of a salesperson is to understand the client's problem and offer a solution.
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To understand the client's problem, a salesperson needs to understand who they are, what they do, what they want, and why they haven't achieved it yet.
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Belief structures play a significant role in sales, and there are two types: positive and negative.
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Positive belief structures use faith to justify why something must work, while negative belief structures use fear to justify why something won't work.
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Salespeople can change a client's belief structure by asking questions that challenge their certainty in their current beliefs and show them a different perspective.
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Salespeople can control the frame of the conversation by pre-framing, re-framing, and de-framing.
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Objections are invitations to dance, and salespeople should embrace them by getting excited and seeing them as an opportunity to lead the client to a better decision.
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There are four types of objections: uncertainty, financial, support, and uncloseable.
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Salespeople should always handle uncertainty first, diffuse objections with empathy, commend the client for wanting to make wise financial decisions, and maintain neutral tonality.
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Salespeople can leverage a client's words back to them to hold them accountable to their highest self and purpose.
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Pacing the first objection is a language pattern framework used to get the client to explain themselves, discover the real objection, and maintain leadership.
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Salespeople should smoke out underlying beliefs, mirror the client's personality and energy, and seek to lead them higher.Sales Strategies for Overcoming Objections
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The text outlines various strategies for salespeople to overcome objections and close deals.
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The first strategy is to neutralize the objection by getting on the client's side and offering solutions.
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The second strategy is to let the client think that rescheduling is an option, giving them time to reconsider.
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The third strategy is to challenge the client's objections and get permission to ask further questions.
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The fourth strategy is to separate price and read the client's tonality to understand their real objection.
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The fifth strategy is to push away if the client is not fully committed or doesn't believe the program will work for them.
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The sixth strategy is to find the real objection by asking specific questions about their financial situation.
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The seventh strategy is to offer a deposit to hold the client's decision while they gather resources or talk to others.
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The eighth strategy is to handle objections related to partners/spouses by asking if they make decisions together and getting them both on the call.
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The ninth strategy is to ask the client what they want to do and how they want to proceed after handling objections.
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The tenth strategy is to offer a payment plan as a last resort, with specific terms and conditions.
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The eleventh strategy is to handle objections related to other programs or window shopping by asking about their results and finding relatable stories to convince them.
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The twelfth strategy is to push back against clients who want more time to think by asking pointed questions about their decision-making process.Sales Techniques and Strategies for Uncovering Pain and Closing Deals
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To achieve goals, one needs to change their way of thinking and be open to new perspectives.
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Book a call only after identifying a specific problem that the prospect is facing.
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There are three levels of problems: general pain, what/how, and emotional pain.
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Level 1 pain is usually just a symptom and not enough to offer a call.
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Level 2 pain is where most calls can be booked and involves knowing what/how the prospect thinks about their problem.
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Level 3 pain is not necessary to book a call but is required to close the deal.
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Different closing techniques include the box close, mirror close, comparison close, logic vs. faith close, hospital close, probability close, first-person method, save each other time close, pull away close, proposal close, and humble authority.
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Tie downs and ball grabbers are also useful for securing sales.
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One-liners and stories/metaphors can also be effective in sales conversations.
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Salespeople should probe for pain and address objections to help prospects make informed decisions.
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Salespeople should also set expectations and be transparent about their program or product.
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Financial commitment is necessary for a successful partnership.
Test your knowledge of sales techniques with our Mirror Selling Bible quiz! Learn about the principles of Sales Nirvana, objection handling techniques, and strategies for uncovering pain and closing deals. Discover the different types of objections and the various sales strategies to overcome them. Take the quiz to see how well you understand the art of selling and if you're ready to reach sales nirvana.
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