Take Them To Disneyland

My good friend and business coach, *Chuck Bowen, coined this phrase to help clarify the third step in the relationship sales process. Step one is connecting, building trust and rapport. Step two is listening and identifying needs. Step three is making the presentation and focusing on outcomes. Step four is gaining commitment or "the close". As an accomplished financial and business coach, Chuck uses this phrase to help people shape possibilities and what it will look and feel like when they reach each milestone in their journey. Can you incorporate this into your sales process? Yes, you can! Regardless of the product or service, you can incorporate this into your sales process and increase sales. If you are a financial coach you can ask, how will life change for you when you are debt free? What will you do? How will it feel? Clarify the benefits and give them a clear picture of what it will be like to have what you are offering. Also, give them a list of satisfied customers that can add credibility to your claims. If you sell a physical product, take your prospect to a site where they can see it working firsthand. Why do you think car salespeople want you to drive the car? They want you to smell the new interior and imagine what it will be like to own it for yourself. Take your customers to Disneyland. It could make all the difference. Have a great week! Pierce *Chuck Bowen is founder and president of Chuck Bowen Coaching, LLC. He lives in San Antonio, TX with his wife Lori and daughter Haley.He is Dean / Head Business Coach of the FreeAgentAcademy.com. He is also a Dave Ramsey Certified Financial Coach.