Mastering the Secret Art of Sales: Techniques for Success
Learn the secret art of sales from Dr. Lair Ribeiro: use open-ended questions, remember names, avoid sensitive topics, and master the handshake.
00:00:00 Using open-ended questions can lead to higher sales and income compared to closed-ended questions. Learn how to use open-ended questions effectively in sales.
💰 Using open-ended questions in sales leads to higher earnings.
❓ Open-ended questions cannot be answered with a simple yes or no.
🪑 Asking open-ended questions helps in visualizing owning a product.
00:03:20 Learn the secret art of sales from Dr. Lair Ribeiro. Discover techniques like open-ended questions and using the potential buyer's name to increase sales.
Using open-ended questions and repeating the potential buyer's name can improve sales.
Repeating a question in front of a mirror multiple times makes it more spontaneous and believable.
Repeating the potential buyer's name can create a positive association and increase their engagement.
00:06:42 Learn a technique to remember names in three steps: listen to the name, engage in a conversation, and repeat the name. Repetition is the key to learning.
🔑 The speaker discusses a technique for remembering and recalling names.
🧠 Memorization is influenced by active listening and repetition.
💭 The story of Franklin Roosevelt is used as an example to emphasize the importance of paying attention during conversations.
00:10:01 The secret art of sales: avoid discussion of religion, politics, and soccer during the sales process. Create a context where the answer is always 'yes'. Use association techniques to make the customer's name memorable.
🔑 During the sales process, it is important to avoid discussing religion, politics, and football as it can negatively impact sales.
💡 Creating a positive context and asking questions with 'yes' answers can make it easier to close a deal.
🧠 The brain learns through association, and associating a person's name with someone familiar can help in remembering their name.
00:13:24 The secret art of sales: using the name of your interlocutors frequently leads to more money. Handshakes are crucial in building trust and 40% of failed business transactions are lost in the handshake.
Using the name of your interlocutors more frequently helps in earning more money.
Handshakes are a demonstration of trust and mutual confidence.
40% of commercial transactions that fail to materialize are lost due to a handshake.
00:16:46 Learn the secret art of sales by mastering the art of a firm handshake. Gain authority and let the buyer decide to shake your hand, establishing a strong connection and increasing sales success.
🤝 The strength of a handshake can strongly influence business transactions.
💼 A gentle handshake may result in being persuaded to buy something you didn't want, while a strong handshake can help you obtain what you desire.
👑 As a salesperson, it's important to let the buyer initiate the handshake to establish their authority.
00:20:10 Learn the secret art of sales by understanding the importance of adapting to your customer's preferences and behavior.
The secret to successful sales is understanding and adapting to the preferences of the customer.
Treating each customer as an individual and catering to their specific needs and desires is key to building rapport and making sales.
Listening to the customer's preferences and adapting your approach accordingly will result in greater success in sales.
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