Sales Career Training Institute

How You Can Exploit
FEAR Selling Strategies To Sell More and Sell Faster

A recent survey by The Sales Career Training Institute revealed that the vast majority of salespeople across a wide variety of industries are:

1) Frustrated with prospects that keep stalling and wasting their time instead of making faster buying decisions;

2) Worried constantly that they might not be able to close enough deals quickly enough to meet their monthly quotas; and

3) Unsure about how to convince their prospects to give them an appointment - and enough time - to present their products and services so that they can make a decent living.

Proven, Field-Tested Sales Strategies, Tactics and Techniques That Will Help You Sell More and Sell Faster

1) the major mistakes that salespeople are making during the crucial prospecting stage of the sales process – according to more than 9,000 buyers;

2) the tactics and techniques that are proven to trigger buyers to buy quicker 78% of the time.

3) the 168 “secrets” of top sales performers broken down into easy-to-follow step-by-step strategies.

The Sales Career Training Institute teaches salespeople in a wide array of industries.

Consequently, FEAR Selling was developed to train sales managers and salespeople in a variety of sales segments, including: financial services (brokerage, banking, insurance, financial planning), real estate, professional services (lawyers, accountants, doctors, advertising/marketing firms), automotive, pharmaceutical, information technology and many other product/service categories.

Although product/service nuances may exist, effective sales and marketing processes are universally applicable across the majority of product/service categories.

Sales research shows that products, services and communication technology preferences (phone, fax, email, Web, face-to-face) may vary from industry to industry, but basic human nature - and thus effective persuasion strategies - are all fairly consistent.

About The Author

Through his work with The Sales Career Training Institute, Paul consults to Fortune 500 and emerging growth companies to help them avoid wasting money and time on sales and marketing efforts that don't work. He was educated in the United States and Europe. He has a Bachelor of Science from The Wharton School of Business; Bachelor of Arts from the University of Pennsylvania; Master's in Literature from Trinity College, Cambridge University in England as a British Marshall Scholar; Master's in Public Administration from the University of Pennsylvania as a Fels Scholar; and an MBA in marketing and finance from New York University.

He also is the author of M&A From Planning To Integration, which was published by McGraw-Hill in 2003.

168 Field-Tested Strategies, Tactics and Techniques To Improve Your Sales Effectiveness

Reviews of the First Edition of FEAR Selling

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The Sales Career Training Institute will make it available to you at a special introductory price of USD $47.00.

You will receive this information in an electronic format (e-book) sent immediately to your computer. We can offer you this deep discount only in this form.

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“In my experience, there is no such thing as a silver bullet when it comes to sales training… but the FEAR Selling System is the closest thing I’ve found in my more than 26 years of selling.”

- Paul Morin, Founder and President, National Association of Small Business Owners

"When I first heard about the Sales Career Training Institute, I ordered the first edition of FEAR Selling. I had tremendous success with the System right from the beginning. It got straight to the point and told me exactly what to do, what to say and how to say it in order to close the deals. I’m a small business owner, and my company’s sales increased slowly but steadily as I started implementing each of the strategies and the corresponding tactics in the program. I can’t wait to get the second edition. Please let me know as soon as it’s available.”

- Janet Williams, Flashpoint Graphic Design, San Diego, CA

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What FEAR Selling Can Do For You

(If You Are Willing To Work At It)

168 Reasons Why You Might Want To Look Into This Program Further

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 around each one on your prospect;

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

5. Find out about the 7 Qualifying Steps that you absolutely must take your prospect through if you want to qualify them successfully – you may currently be closing sales without using – or being aware that you are using – these 7 Qualifying Steps – but according to research by The Sales Career Training Institute, salespeople who are aware of the structure of this process have much higher closing ratios that those who aren’t aware of it;

6. Learn savvy “monstering” techniques – the U.S. intelligence agencies use these questioning techniques to wear down suspected terrorists that they are interviewing in order to get the information they want – we will share with you slightly less offensive strategies but effective ones nonetheless;

7. Learn what Boomerang Questions are and how to throw them so that they come back to you with the answers that you want to hear;

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

9. How to use Dr. Maxwell Maltz’ famous Theatre of the Mind Technique and other visualization techniques to improve your chances of making a persuasive argument for your product/service;

10. Learn 3 easy steps to 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 never seem to shake 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, Winston Churchill, Franklin Delano Roosevelt, John F. Kennedy, Ronald Reagan, and Bill Clinton;

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;

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

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“Before my success with FEAR Selling, I tried to get my sales team to use four other sales systems. None of them worked. Only FEAR Selling put together all the pieces – it gave us the best practices that saved us lots of time, money and effort. It taught us the proven techniques, field-tested behaviors and motivational strategies that are priceless when you find yourself trapped selling any product in today’s hypercompetitive environment. Turnover in my department is way down, and we’re beating our own sales records quarter after quarter.”

- Mark Walters, Exec. VP, Sales, Highland Financial Group

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15. How to craft your 30-Second Commercial for maximum impact – and thus maximum face-to-face meetings 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. How to avoid voicemail jail – when your prospects won’t call you back;

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

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

22. Best practices in sales prospecting that have been accumulated over 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 bug you to call them back and present your solutions;

24. Dramatically increase your closing ratio so that you can present less, work less on developing proposals, make fewer prospect calls and increase the size of your average orders;

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. Avoid having prospects suck information from you only to use it as leverage to get a better deal from their current vendor or in order to shop around for a better price;

27. Empathize with your prospect to build credibility about the issues that are important to them;

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 your pitch;

30. Avoid having to lower your prices – and thus lower your commissions – by competing only on price;

31. Discover the three key signals that will tell you when you should put a prospect in a tickler file and move on because they are not going to buy from you any time soon;

32. Learn an array of presentation positioning tactics that will enable you to handle any size audience;

33. 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 that they don’t need – or don’t want;

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“It becomes obvious when you start using the FEAR Selling System that you guys really did your research. I was skeptical when I first heard about the results others were achieving. But then I decided to give it a try after finding out that one of our competitors was stealing contracts away from us by using strategies that they learned through the Sales Career Training Institute. Your system helped us win lots of business and made all the difference in the last couple of years of my career. I wish I had found you earlier. Thanks.”

- Steve Goldstein, Former Sales Manager, IBM Business Solutions (retired)

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34. Magnify the desirability of your offer by using the stick – as well as the typical carrot tactics – that have made FEAR Selling so successful as a comprehensive system;

35. Build credibility early on in the sales process so that subsequent steps will flow much more quickly and easily;

36. Learn an easy-to-use, comprehensive system for prospecting, pitching and closing that will drastically increase your ability to close more sales;

37. Find out when to use bonding techniques and when you should back off from attempting to bond with your prospect;

38. Learn how to set up easy-to-monitor effectiveness feedback loops so that you can tweak the system so that it gives you better and better results on an ongoing basis;

39. Discover bad habits that you may have acquired over your lifetime – or throughout your career in sales – and replace them with the success habits that have proven to work in sales across industries;

40. Become aware of the attitudes that will ensure sales success in the long-run – and how you can program yourself to adopt those winning attitudes;

41. Learn how to set up a simple system feedback loop that will enable you to improve your personal sales strategy on an ongoing basis;

42. Discover the simple 4-step, top-down process of the most effective sales systems in use today;

43. Overcome the fear of rejection, which is the number one reason that salespeople across the world 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 the leadership skills that are relevant to success in your sales career – because sales is nothing more than leading people to your solutions;

46. Speed up your sales training since the FEAR Selling research team has included the best practices from dozens of today’s most successful trainers;

47. Avoid assumptions that may ruin your chances of closing the sale early on;

48. Focus less on presenting – 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. Although FEAR Selling is a comprehensive sales system that works without the need of any other training, some of our students have opted to use FEAR Selling tactics to fine tune an already-existing sales system that they are comfortable with;

52. Learn not only the right 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 ensuring that you show your prospects how your solution will add value in their particular situation; ___________________________________________

“If you want to find out how NOT to sell, get your hands on the Sales Career Training Institute's Executive Report The 7 Deadly Sins of Selling. If you want to find out how to best position your product or service so that you can find more buyers and get them to buy faster, just follow the FEAR Selling System. It increased our sales by over 29% in the first year that we used it – and that was during the recession in 2002.”

- Adrian Poole, Executive V.P., Sales and Marketing, TLC Group

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54. How to differentiate your product/service through superior positioning and trust building tactics that will knock your competition out of the running;

55. Ease your prospects with less resistance – and thus quicker – by using sales jujitsu moves that enable you to use the momentum of your prospects’ attitudes and behavior to your advantage;

56. Use 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 saleperson;

58. Leverage relationship-building techniques that have been proven to work in all persuasion situations based on years of clinical psychology studies;

59. Overcome the most popular stall tactics and hesitation techniques that savvy prospects use to negotiate better deals with you;

60. How to break 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 organizational goals and personal pains of your prospects and learn how to sell to both of these critical components;

63. How to conduct a 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 diffuse sales situations when you are clearly losing control of the presentation;

66. How to set up your presentation so that there is very little chance that you will lose control of what is known as “the buyer-seller dance”;

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

68. How to monitor your own attitude – or 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 habits that you have developed – or your prospects have developed – such as call reluctance, analysis paralysis, hesitation complex, etc.;

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“When I first started out in sales, a friend of mine told me about the FEAR Selling System. I don’t know about other sales training systems because I’ve never had to waste my time reading anything else. FEAR Selling works.”

- Mike Bertoline, Sales Manager, Canon Business Solutions

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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 construct emotional attacks against any objections that your prospects throw at you during the presentation process;

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

77. How to position yourself so that your prospects invite you in, which changes the power dynamic in your favor;

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 help you pull your prospects to buy from you;

80. How to avoid pushing your prospects toward the sale and thus risking pent-up resistance from killing the sale after a long grueling struggle on your part;

81. Become aware of the common self-preservation tactics that most of us use to avoid having to deal with sales people;

82. Understand the importance of keeping the prospect’s ego intact throughout the entire sales process;

83. Learn how Maslow’s famous Hierarchy of Needs applies 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 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 client-centered benefits;

87. Learn the basics of Neuro-Linguistic Programming and how top salespeople use NLP techniques to complement their sales strategies;

88. Discover the sales hypnosis tactics used by NLP practitioners and how they relate to the FEAR Selling System;

89. How to program yourself so that you have a higher chance of succeeding in sales;

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

91. Learn the difference between pacing and leading and when to use each technique to maximum effectiveness;

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

93. Discover cold calling techniques that have proven to get that first meeting;

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

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

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

97. Strategies to 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 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 rattle off 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 use what all the good direct mail copywriters know – The Secret of Verisimilitude;

106. How to overcome your fear, dislike and hesitation over cold calling;

107. Learn how the pros handle rejection;

108. Find out how all master persuaders 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 sales introduction;

110. Find out the main goal of your 30-Second Commercial – it’s probably not what you think;

111. How to avoid what some salespeople call “spilling your candy” – that is, telling your prospects everything they need to know about your product/service in order to go and get a better deal from your competitor;

112. Make sure that you stay off of what many salespeople call “Hope Island” – that is, waiting and waiting for your prospect to make a decision while you fritter away time, waste energy and get too emotionally involved in the sale in order to do what the pros do – move on and make more money elsewhere;

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 salesman – and thus increasing your chances of successfully bonding with them as a trusted advisor;

117. The full-proof way to ask for subsequent 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 you, the person who gave you the referral and the referral themselves – this will increase your chances of getting the original referrer to give you even more qualified referrals;

120. When to use snail mail, faxes or email – and how to best use all of these communication methods to increase your chances of breaking through the noise and getting your prospects’ attention;

121. Learn why you shouldn’t be spending all your time cold-calling – and what other strategies will yield you better results – that is, qualified prospects calling you instead of you calling unqualified prospects;

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

123. How to stop wrestling 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 for 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 other salespeople fail miserably at persuasion;

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

130. Learn the Fear-Hope Continuum and how to quickly determine where you are on this trust-building spectrum with your current prospects – and 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 other 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;

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 how.

136. Learn how the tyrants of the 20th century – Hitler and Stalin - employed FEAR Marketing tactics to take control of their countries – but what they didn’t know that lost them their countries – and ultimately – their lives;

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 stop objections in their tracks;

140. 3 ways to use these questioning techniques, which gives you a variety of weapons to choose from and thus ensures that you will be comfortable in combating prospect objections;

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 why Floater Questions are the safest way of testing the waters and taking the temperature of your prospect so as to inform you on the appropriate next steps at any point in the sales process;

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 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 toward and 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 that 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 – or at least a budget range – with you;

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

160. Differentiate yourself from the other salespeople who are lined up waiting to speak to your prospect and hammering away on the phones calling the same people you are;

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 only closing technique you’ll ever need – The Thermometer Close;

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

164. The 7 questions you must ask yourself – and answer thoroughly – before you give your presentation;

165. The 80-20 rule with regard to presentations – meaning approximately 20% of what people focus on in presentations determine nearly 80% of the outcome – 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 on the second meeting to increase your close ratio;