The Savvy Entrepreneur

Well, I’m almost done sharing the notes I took during my Sales Mastery Secrets interview with Kevin Boyle. Can you believe all this info fit into an hour-long call? Do you see why I had to write it here…

So, Kevin’s Sales Mastery Secret #4 is: Feelings, not facts, drive the choices we make.

This isn’t anything new — we understand this truth when we observe our own buying habits. But when marketing, we often forget that our potential clients are the same.

To quote Kevin:

Imagine your customers are bees. You are not going to attract them with chicken noodle soup! You must find the honey that attracts your bees.

Actually, that’s Kevin’s specialty — helping his clients find out what their “honey” is, the honey that irresistibly attracts the best “bees” to them.

Attracting them is only half the battle. Once you attract them, you need to know what language that “bee” speaks. Your customers and prospects must clearly understand what it is you do and they must clearly understand why they must buy from you.

You achieve that with questions. Questions, by their very nature, control a conversation. But the trick lies in knowing the RIGHT questions to ask.

For example, grab a piece of paper and pen and write your answer to this question: What is the meaning of life?

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Not easy, huh?

Now, answer this next question: What would give your life meaning?

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Notice the difference! Did you experience a shift? Did the answers come flooding in?

When you know the right questions to ask, you can create that same kind of reaction — that shift — for your clients. Kevin calls them Power Questions and he teaches theses in his 21 Days to Sales and Business Mastery Program, where you’ll learn how to use questions so your prospective clients practically close themselves.

Become a magnet for change and a solution to a problem that they may not have fully thought out the consequences to (which, of course you have, because you’re the expert!).

Here’s some field work to do until the next installment: Take 2-3 minutes and write down all the objections that give you the greatest difficulty.

Stay tuned as I give you the details on the 5th, and final, sales mastery secret Kevin shared with us.