How FEAR Selling Can Help You
Sell More and Sell Faster

If you've been struggling in sales and are serious about finding a solution, take a moment and find out the 168 selling strategies, tactics and techniques that are packed into The FEAR Selling System - pay special attention to numbers 86 through 162:

1. The 18 most powerful questions to ask that will help you guide your prospect to close themselves and buy now;

2. The 2 key Emotional Hooks that will help you convince anyone to do almost anything;

3. Find out the top 10 objections that salespeople hear and how to turn each one around on your prospect;

4. Learn the 8-step process for preparing for sales objections – this technique alone will save you hours of grief and give you a chance at closing many more sales;

5. Discover the 7 Qualifying Steps that you absolutely must take your prospect through if you want to qualify them successfully. According to research by The Sales Career Training Institute, salespeople who use this basic process have much higher closing ratios that those who don’t;

6. Learn the most effective “interrogation” techniques used by U.S. intelligence agencies to wear down suspected terrorists and extract information they want. The FEAR Selling System adapts these techniques for use in sales situations;

7. Learn what Boomerang Questions are and how to throw them so that they come back to you with answers that will get you closer to YES;

8. Find out how to use Conversational Layering techniques to build prospect interest in your product/service by revisiting key points that you know will drive their behavior;

9. The FEAR Selling System uses the Theatre of the Mind Technique developed by Dr. Maxwell Maltz and other visualization strategies to improve your chances of making a persuasive argument for your product/service;

10. Learn 3 easy steps that will help you overcome call-reluctance so that you will not dread having to make cold calls every day;

11. Find out the 7 major pitfalls that most salespeople trip over when it comes to building trust and generating prospect interest;

12. Discover long-forgotten techniques used by some of the most persuasive leaders the world has ever known, including: Socrates, Aristotle, Ben Franklin, Abraham Lincoln, Winston Churchill, Franklin Delano Roosevelt, John F. Kennedy, Ronald Reagan, Bill Clinton and Barack Obama;

13. Find out 3 basic tactics that you can use to get your foot in the door – and drastically increase your chances of keeping your foot in the door long enough to make the sale;

14. The key question to ask current prospects and customers – and most importantly, how to ask it;

15. How to craft your 30-Second Commercial for maximum impact, which will help you skyrocket the number of face-to-face meetings you get with minimum prospecting time;

16. Avoid the top 3 mistakes salespeople make when asking for referrals;

17. How to position big-ticket items and small-ticket items differently so that you can expand your sales possibilities;

18. Find and focus on your prospects’ pains, fears and hopes by leading them to help you uncover their emotional hot buttons;

19. Save time by learning how to stay out of voicemail jail. Instead of waiting around for prospects that never call you back, get them curious enough to ask YOU to meet with THEM;

20. Marketing tactics that have proven to help salespeople generate more than 6 times their average number of leads in any given month – with very little effort;

21. How to maintain complete control over any sales meeting – while letting your prospect think that they are in control;

22. Best practices in sales prospecting that have been distilled from research spanning a 22-year period, including the latest findings from The Sales Career Training Institute;

23. Shorten your sales cycle by tapping into the emotional needs of your prospects so that they quickly call you back and ask you about your products/services;

24. Dramatically increase your closing ratio by applying high-impact influence techniques to your presentations and proposals;

25. The shortcuts to qualifying your prospects so that you don’t waste time on pitching prospects that don’t have the budget, decision-making power, or intention of buying from you now;

26. Learn simple strategies that enable you to set the sales agenda. Too often, salespeople run around providing information that prospects use as leverage to get a better deal from their current vendors or in order to shop around for a better price. Top salespeople use The FEAR Selling System to take control of the buyer-seller process;

27. Use rapport-enhancement techniques that enable you to empathize with your prospects. The faster you can position yourself as a personal authority on the issues that are important to them, the faster you’ll get them to want to buy from you;

28. Differentiate yourself from your competitors so that you have an almost unfair advantage over them;

29. Learn the shortcuts to what works and what doesn’t when it comes to crafting pitches that are customized to your prospects’ specific needs. By tailoring your presentations appropriately, you can more than triple your closing rate;

30. Learn how to position your product/service so that you can avoid having to lower your prices - which then cuts into your commissions – by emphasizing your value-proposition. The majority of ineffective salespeople fail because they fall into the trap of competing only on price;

31. Discover the 3 key signals that will tell you that a prospect is not going to buy from you any time soon. Free up your time so that you can focus on prospects who want to buy your product/service now;

32. Learn powerful positioning tactics that are proven to persuade people with various personality traits;

33. Quickly figure out the specific buying criteria of each of your prospects so that you don’t waste time – and maybe even lose the sale – by pitching them on benefits and features that they don’t need – or don’t want;

34. Magnify the desirability of your offer by using the carrot-and-stick strategies that have made FEAR Selling such a successful comprehensive sales system;

35. Build credibility with Neuro-Linguistic Programming techniques early on in the sales process so that subsequent steps will flow much more quickly and easily;

36. Learn how to prospect naturally when networking so that you can quickly fill your sales funnel with qualified referrals;

37. Find out the key Neuro-Linguistic Programming bonding techniques that top persuaders use when doing face-to-face sales;

38. Learn how to set up easy-to-monitor effectiveness feedback loops so that you can increase your closing ratios constantly and consistently;

39. Discover bad habits that could be killing your sales. You may have acquired such “communication flaws” throughout your sales career – or even during early childhood. If you want to compete in today’s hyper-competitive sales arena, you have to replace them with persuasive communication strategies;

40. Learn how top salespeople cope with the frustrations of selling. To ensure sales success in the long-run, you have to program yourself to adopt their winning attitudes;

41. Learn exactly how to use fear to increase your chances of closing a sale instead of misusing this powerful emotion and paralyzing your prospect;

42. Discover how to tailor The FEAR Selling System to enhance your current sales strategies. If you have tactics and techniques that already work for you, you can easily incorporate them into the FEAR Selling framework;

43. Overcome your fear of rejection, which is the number one reason that salespeople fail to meet their quotes – and sometimes drop out of the profession entirely;

44. Find out how to prepare for, pre-empt, and respond to any objection that your prospects might have;

45. Leverage powerful leadership skills that are relevant to success in your sales career. Selling is nothing more than leading people to your solutions;

46. Speed up your sales training. The FEAR Selling System cuts through the clutter by distilling best practices from dozens of today’s most successful sales trainers;

47. Learn specific techniques that enable you to avoid assumptions that may ruin your chances of closing the sale;

48. Learn how to focus less on presenting – that is, do less talking – and more interviewing of your prospect – more of what is known as “active listening”;

49. Minimize your prospect research time by focusing on 4 key leverage-points in the sales process;

50. How to bond quickly with your prospects on an emotional level so that they are less likely to resist your suggestions – and more likely to follow you quickly toward the close;

51. Learn how to press the right emotional buttons, which can vary depending on the prospect, product/service or economic climate;

52. Learn not only the right closing questions to ask, but also how and when to ask them – which can make or break a sale;

53. Find out how to add steak to your marketing sizzle by guaranteeing that you show your prospects how your solution will solve their particular problems;

54. How to unseat a current vendor and then completely knock your competition out of the running;

55. Learn “sales jujitsu” moves that enable you to use the momentum of your prospects’ attitudes and behavior to your advantage;

56. Tap into empathy strategies that enable you to quickly understand the perspective of your prospects so that you can see the situation as they see it and thus take advantage of what will persuade them - and avoid what will cause them to resist your pitch;

57. Learn the key techniques that top salespeople employ in order to avoid seeming too pushy and too much like a “salesperson”;

58. Leverage the proven persuasion techniques of Robert B. Cialdini, one of the most respected social psychologists of the last 50 years. Cialdini’s influence strategies are based on years of clinical psychology studies;

59. Overcome the most common stall tactics used by savvy prospects who will try to negotiate hard with you;

60. How to cut through the clutter of advertisements and other salespeople to get your prospects' attention and keep it focused on you rather than having to chase your prospects down all the time;

61. How to position your product/service so that you answer the all-important question that your prospect is always asking: “What’s In It For Me?”

62. Distinguish between the organizational goals and personal pains of your prospects and learn how to sell to both of these critical components;

63. Learn how to conduct a trust-building needs analysis so that your prospects will be hungrily awaiting your proposal;

64. How to plant landmines that will kill off your competitors so that when you are head-to-head with another vendor, you’ll have a competitive advantage;

65. How to neutralize difficult prospects and win them over to your side;

66. The step-by-step method of presenting your products/services so that you maintain control over what is known as “the buyer-seller dance”;

67. Learn how to develop sales techniques, behaviors and attitudes concurrently so as to speed up your sales training and thus increase your sales effectiveness sooner;

68. How to monitor your attitude – or, if you are a sales manager - the attitudes of your salespeople – so that you can increase your chances of hitting higher quotas each month;

69. Determine when to sell to people’s pains and when to focus on their future fears or hopes;

70. Find out what motivators drive your prospect – are they more driven by hope or fear?

71. Enhance your marketing materials with sales letters and other collaterals that are simple to construct yet powerful;

72. Develop prospect-focused pain points early in the sales process that you can then leverage and build upon as you advance through the process;

73. How to break bad sales habits that you have developed – such as call reluctance, analysis paralysis, hesitation complex, etc.;

74. Learn to nudge your prospects out of their Comfort Zones so that they have to take some action – and thus enable you to sell to them now – or move on and spend your time elsewhere;

75. Identify and retaliate against emotional objections that your prospects throw at you during the presentation process;

76. How to get the most important meeting – the second one;

77. How to manipulate group power dynamics so that you can use the momentum of crowd-behavior to your advantage;

78. Ease prospect fears by subtly pre-empting objections at any stage in the process, especially during the close;

79. Discover the top 8 motivational drivers and how to boil them down to basic “hooks” that will naturally lead prospects to buy from you;

80. How to avoid pushing your prospects toward the sale. If you come off as too pushy, you'll risk raising pent-up resistance, which may then kill the sale, no matter how much credibility and rapport you've built;

81. Learn how to handle the common self-preservation tactics that prospects always use to avoid having to deal with salespeople;

82. Understand tactics that enable you to keep your prospect’s ego intact throughout the entire sales process. If you aren’t sensitive to ego-related issues, then you might lose the sale before you even get started;

83. Apply Maslow’s famous Hierarchy of Needs to persuasion situations that you will encounter at different stages of the sales process;

84. Tap HOPE Selling techniques that complement FEAR Selling techniques and thus grow your sales exponentially;

85. Learn the difference between features and benefits – as well as why selling both features and benefits are necessary but not sufficient in today’s competitive marketplace;

86. Find out how best to translate your product or service features into powerful client-centered benefits;

87.Learn the basic pacing-and-leading techniques that top salespeople use to complement their sales strategies;

88. Discover the sales hypnosis tactics used by Neuro-Linguistic Programming practitioners and how they relate to The FEAR Selling System;

89. How to use NLP techniques to program yourself for sales success;

90. How to use NLP techniques to figure out your prospects’ “buying strategies” which will guide you to crafting a more effective sales presentation;

91. Learn how Floater Questions can be used to uncover hidden sales opportunities that you would never have found otherwise;

92. Unlike other sales training systems that teach you that bonding with your prospect is the first step, The FEAR Selling System starts with how to get that first meeting so that you have the opportunity to start the bonding process;

93. Discover cold calling techniques that will set you apart from the herd of salespeople who are calling on your prospects;

94. Learn networking strategies that enable you to leverage the contacts that you already have;

95. Understand the two keys to any effective marketing strategy – Targeting and Positioning;

96. How to tap curiosity-building tactics that will keep your prospects coming back for more – and thus giving you multiple chances to close them;

97. Strategies that quickly make you appear to be an expert in the areas that are most important to your prospects;

98. Pinpoint the most important problems that prospects are having with their current solutions so that you can position your product/service more effectively;

99. How to do quick-and-dirty competitive research, which will help you out-pitch other vendors;

100. How to do quick-and-dirty customer research that will give you insights into how to structure your initial approach;

101. Learn how to extract key buying-criteria trigger-points from your prospects without them even knowing it;

102. How to fly under your prospects’ radar when it comes to convincing them that you are the right solution to their problems;

103. Get prospects to tell you what you need to say and do in order to get their business – and make them want to share this information with you happily;

104. Learn how to quickly build a credible client list – and find out the best ways to present it for maximum credibility impact;

105. How to leverage the secret that all great marketers know – The Secret of Verisimilitude;

106. Discover several easy tweaks that you can make to your current presentations that will significantly increase your chance of closing the deal;

107. Learn how to manage your time better when cold-calling so that you can focus on revenue-generating activities;

108. Find out how master persuaders, including global brand advertisers, savvy politicians and top salespeople grab attention fast and keep it – whether you are dealing one-on-one or with an audience;

109. Learn the fail-safe formula for scripting your personal and product introductions;

110. The easy steps you need to take in order to draft a winning 30-Second Commercial and how to modify it when you have to;

111. How to better read a prospects’ reaction to your pitches so that you can quickly shift gears and get back on track to close them on the deal;

112. Avoid wasting time waiting for prospects to call you back. Many prospects really have no intention of buying from you, and so you must use these hardcore qualifying steps to separate the buyers from the browsers;

113. How to ask your prospects' permission to close them – and thus increase your closing rate;

114. How to exploit the Rescue Society Mentality in order to get gatekeepers to put you through to the decision-makers;

115. Throw your prospects off their guard by getting them comfortable and uncomfortable in rapid succession – it will do wonders for your bottom line;

116. Best ways to open up conversations with prospects so that you don’t seem like a salesperson – and thus increase your chances of successfully bonding with them as a trusted advisor;

117. The fool-proof way to ask for follow-up meetings so that you speed up their decision-making process;

118. How to quickly build your prospect list with qualified people who will not only buy from you – but refer you to many others who will too;

119. How to follow up with a referral so that it’s a win-win-win situation for everyone – for you – for the person who gave you the referral – and for the referral themselves. This will increase your chances of not only closing the deal but also of getting more qualified referrals;

120. When to use snail mail, faxes or email – and how to best use all of these communication methods in combination to break through the noise and get your prospects’ attention;

121. Learn why you shouldn’t be spending all your time cold-calling and what other tactics will yield you better results. There are certain tactics that will get qualified prospects calling you;

122. When to use Quick Labels to position yourself memorably – and when to avoid them like the plague;

123. How to stop wasting your time with gatekeepers and get them to break down the doors for you;

124. Relentless Follow-Up Tactics that won’t make you seem like a nuisance to your prospects;

125. The two pressure points of empathy and how to apply them to maximum effect;

126. Tap into research about what makes people like and trust other people so that you can begin developing your instant trust-building skills;

127. How to use the Them-and-Us Mentality to distance your prospects from their current vendors and make them see you as a trusted advisor;

128. Learn the top-line sociological reasons why certain people are able to lead people – and why most salespeople fail miserably at persuasion. Again, sales is just another form of leadership;

129. When not to use scare tactics to motivate your prospects because it might turn them off;

130. Learn the Fear-Hope Continuum. Once you understand where your prospects are on this trust-building spectrum, you'll know how to quickly move them along so that they are more likely to buy from you now;

131. Discover 4 specific empathy tactics that all top salespeople use in one form or another;

132. How to employ NLP Matching and Mirroring Techniques so that you don’t come off as someone who is obviously trying to persuade them – but rather as the trusted advisor;

133. Learn the hypnotic keys to non-verbal communication, which, if you are not using already, might be costing you sales;

134. How to take notes during a meeting with your prospects. It’s not just scribbling down words on a piece of paper, but rather a powerful active-listening technique that will impress your prospects;

135. Everybody tells you that you must listen more and be more customer-focused, but that’s vague advice. How do you actually do that? Find out exactly what customer-centric tactics to use so as to increase your closing ratio;

136. Learn how to form social contracts that will enable you to move your prospects toward buying from you faster;

137. Learn how master persuaders such as Winston Churchill and Ronald Reagan used parables to win the hearts and minds of people through emotional storytelling;

138. Learn the 2 most effective story-telling structures – and when to use them to influence your prospects to take the next step willingly;

139. Advanced questioning techniques that you will learn to layer appropriately so as to stop objections in their tracks;

140. The most effective 3 ways to use these questioning techniques. By having a variety of weapons to choose from, you will be more comfortable in combating prospect objections and thus more likely to do so successfully;

141. Learn what types of questions are more appropriate in certain situations and with certain buyer-types than others;

142. Discover how Orphan Phrases can speed the Needs Assessment Process – so that you can more quickly and easily determine the appropriate product/service positioning structure;

143. Learn how to use Floater Questions to test the waters with your prospect before moving to close them too quickly;

144. When to use negatively positioned questions and when to tread carefully with this powerful FEAR Selling tactic;

145. How to avoid having FEAR Selling strategies backfire in your face;

146. Questions that will help you think fast on your feet or recover from any mistake or verbal slip-up that you make;

147. Learn why the best-performing salespeople welcome objections – early and often in the sales process;

148. Discover the psychology behind all objections so that you are in a better position to go with the flow and work around them to your advantage;

149. How to flush out objections early in the process - before they sneak up on you unaware and kill the sale;

150. How to ask questions comfortably so that it seems as if you are having a conversation as opposed to an interrogation;

151. How to multiply the effectiveness of your Boomerang Questions by using them in combination with the top 3 empathy tactics that you learned earlier in the System;

152. How to lead prospects away from their own objections so that you deal with them once and for all;

153. Discover a version of the Values Elicitation Process, which is based on the NLP questioning techniques. This process will enable you to tap into your prospects’ emotional needs fast;

154. How to integrate the qualification of your prospects with your initial pitch so as to leverage face-time with each of your prospects;

155. When to use the Values Elicitation Process to get your prospect to close the sale – and when you should hold back from using the Process;

156. How to help magnify the seriousness of your prospect’s problems in their mind so that they are more likely to take action and buy from you now;

157. Getting at your prospects’ budget, decision-making process and willingness to act early on to ensure a better qualification of your prospect;

158. How to guarantee that your prospect shares their budget with you in such a way that it will become obvious to them that they should buy your solution as soon as possible;

159. How to sift through your needs analysis information and home in on the key prospect buying-buttons;

160. Learn how to handle last minute objections that might wipe out all of the work you’ve already done to get your prospect to buy from you;

161. How to leverage the first 3 steps of The FEAR Selling System to best position yourself and your presentation before the close;

162. The most powerful closing technique – The Thermometer Close;

163. The 3 basic keys to any persuasive presentation and how to weave them into your final sales presentation;

164. The 7 questions you must ask your prospect – and get thorough answers to – before you give your presentation;

165. Learn the 80-20 rule with regard to presentations. Approximately 20% of what people focus on in presentations determines whether or not they will buy from you. Find out what you should focus on – and what not to worry about because you can’t control it anyway;

166. The 4 Power Presentation Skills that you must master;

167. Why and how you should develop a Shared Agenda with your prospects as quickly as possible to increase your closing ratio; and,

168. How to avoid The-Cart-Before-The-Horse Syndrome, which is the number one reason why salespeople fail.

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