sell like an expert
TRANSCRIPT
EXPERT MASTERY PROGRAMLESSON 7
Siya Mapoko
© Copyright 2011 Siya MapokoMaterial and content remains intellectual property of Siya
Mapoko. It may not be reproduced or duplicated or distributed in any way, shape or form without a written
permission from Siya Mapoko.All logos and trademarks belong to their respective owners.
Becoming an obvious expert
EXP 5
Identity
Work
Why?Clients
Fees
INTERNAL
• WORK
• WHY
EXTERNAL
• IDENTITY
• CLIENT
RESULT• FEES
Prepare
Serve
Laugh to the Bank
{Heart; Client
in Mind}
{Who they say u
are; Client-
centric}
Experts’ No BS Approach To Biz
Best USP in the world
USP = Unique Selling Proposition
CARING!
Old adage: “People don’t care how much you know until they know how much you care.”
No – I mean GENUINE CARING!&
CARING all the time.Before, during and after the deal
Be known for caring deeply!!!
No BS pretending!
What No Business School in the planet is teaching:
Business = 90% Caring + 10% Details
Everyone is focusing on details…
New meaning to ABC
For experts:
ABC = Always Be Caring
Other variations
My Funnel (kind of…)
Free ebook
ebook/ book
Seminar
Webinar Series
Exclusive Coaching
The Expert Way!!!Sustained Campaigning
Genuin
e C
arin
g
Client Caring
Experts’ NO-BRAINER Approach To Marketing
• Influence – always put other people’s interests first
• Write great books – authority of authorship
• Seminars & Workshops – only on their subject matter
• Magazine articles (on their subject)
• TV and Radio features
• Give FREE – but no desperate ‘pro-bono’
• FREE > what competition sells for money
A word on FREE…
RULE OF FREE: Never give away for FREE what you can’t sell for money!
Experts’ NO-BRAINER Approach To Marketing (continued)
• Content-based website/blog
• Association Memberships – (especially where their prospects/ clients belong)
• Intelligent Networking
• Newsletter –
• Always available and happy to teach their subject matter
• Have auto-responder systems
Qualifying & Accepting the Order
• 5-min Phone Qualification
• Ask Questions (no presentation… yet)1. Establish the point of conversation (every meeting
has an agenda)
2. Intensify urgent need or greed
3. Uncover urgency
4. Uncover budget
5. Uncover decision making process
• Experts LOVE order-taking!! Does a dentist try to sell to a guy with a toothache?
Experts’ NO-BRAINER Sales Process
• No BS, pretentious rapport building
• Get to business and no time to waste
• A real professional – always acts like one and treated like one
• Doctor or a lawyer
• Dress code screams EXPERT
• Always in control of the meeting – with respect! (she is here to solve a problem after all)
Experts’ NO-BRAINER Sales Process
• Knowledgeable than the prospect and asks questions with purpose
• Imagine TRUMP! Be TRUMP! (choose whoever)
• No time for tire-kickers (time wasters)
• Never waste money (on premature lunches)
• Get to the truth first time - Deal with it and move on!
Experts’ NO-BRAINER Sales Process
• No lame cold calls – people almost feel entitled to be rude (justifiably sometimes)
• Experts do their homework; have posture; have borrowed credibility or are introduced
• Give prospects/ clients Megaphones e.g free coupons for friends, etc
• Always stay in touch with worthy prospects
• To make millions you must always have millions’ worth of proposals out there
Expert Knows
• You can’t do biz with everybody and don’t want to - (walk away or fire prospect)
• Prospects are the biggest liars and fabricate stories (with respect)
• If you sleep with dogs, you get flees!
• People want to deal with people: RESPECT
• People appreciate & value accountability
• Complaints = Opportunity :The 2nd best time to deepen relations
EXPERTS OVER-DELIVER! PERIOD!
END OF LESSON 7
Twitter: @siyamapoko
Facebook: Siya Mapoko
Skype: SiyaMapoko