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# 8 SUPER SUCCESS SECRET
of the
MEGA-BUCK SALES PROS
MAKE YOUR CUSTOMER A STAR 
Eight in a Series of 10 Articlesby Stan Billue, CSP
ABOUT THE AUTHOR:
Stan Billue, CSP has been called the most Ripped Off, Respected and Referred-to Sales Trainer alive. He has built a 30 year reputation as a recognized expert in SalesTraining, Telemarketing, Motivation, Mentoring, Marketing and Copy Writing. He's beena student of successful Business Owners, top Sales Pros, and imaginativeEntrepreneurs, an hour a day for 30 years and doubled his own Income each year for 5consecutive years selling over the Phone. Stan has taught more 6 and 7 figure a year Income earning Mega-Buck Sales Pros than any other Trainer. His power-packed Audioand Video programs are sold in 40 Countries. You can subscribe to his Free MonthlyNewsletter athttp://www.stanbillue.com
FOREWORD:
Mega-Buck Income Sales Pros are the elite, that very special group thatcomprise the top 5% of all Salespeople in the World. They produce 95% of the Salesthat are made and enjoy a level of income and a lifestyle that most people would love toachieve.The good news is that since Selling is a learned skill, virtually anyone has thepotential to become a Super Star.
 
Common sense dictates that the quickest andeasiest way to become a Mega-Buck Income producer is to simply search them out andthen emulate them. Talk like they talk, perform like they perform, use the very samewords and phrases they use, copy their attitude and mind set, or in other words becomea chameleon. For the last 30 years I’ve had the privilege of studying these Icons of theSales Industry. I’ve brain-picked them and yes even trained many of them. In fact, Ienjoy the reputation of personally training more 6 and 7 figures a year Mega-BuckIncome earners than any other Trainer.During my 3 decades of research I learned that these Super Stars share manycertain traits, habits, and even Skills. The majority of them utilize most if not all of theSuper Success Secrets, which are part of this Series of 10 Articles. I will also sharewith you that I personally used all 10 of these Secrets to double my own personal
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Income each year for 5 consecutive years, before I became a professional Speaker andTrainer. If we’ve already met you probably know that I love to say; “no matter where youstart, the fourth and fifth year get real exciting”.As you start reading you’ll quickly discover these Super Success Secrets are acombination of transferable Skills and Techniques along with the Attitude and Mind Setneeded to become a Legend in your Industry. If you have at least a basic workingknowledge of Sales Skills and a burning desire to become great, any one these Super Success Secrets will increase your effectiveness, your Closing ratio, and yes your Income, by 20 to 400%, within weeks and even days.Although some of these were originally developed and perfected by the topPhone Pros in the World, please rest assured that they also work with face-to-faceSelling. I urge you to start by picking just One of the Ten and then implement it as oftenas possible, each day for the next week. Then the following week pick out another pointand concentrate on that each day along with the one(s) from the previous week(s).Within 10 weeks, you’ll be at or near the top of the Mountain, you’ll be settingSales Records, you’ll be the envy of your Peers, plus you’ll need a Brinks Truck to backup to the door each Pay Day.I encourage you to pay particular attention to the Bonus Article I’ve written called“Bumping for Big Bucks”. If you’re selling an Investment where your Prospect can startwith a variable amount of money, you will increase your Order size and your commissions, by 20 to 50% OVERNIGHT by adding this Technique to your arsenal.
“If you’ll work at Selling for the next 5 years like most people WON’T,you’ll be able to live your Life like most people CAN’T.”
MAKE YOUR CUSTOMER A STAR 
First of all realize that the average person would rather talk about him or herself then hear about the 10 most famous people who ever lived. In fact, there are 3 thingsthat people care about the most, which are Themselves, their Job or Career, and their Family. Train yourself to be a great listener and show a sincere interest in your Prospects and Customers. This is the easiest and quickest way to develop Rapport.They will end up “buying” YOU and whatever you represent will go with that Sale.Here’s a few great sayings to remember.“To be Interesting, you have to be Interested.”“Make a Friend and then Make a Sale.”“They don’t care how much we Know until they Know how much we care.”
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The Mega-Buck Producers will readily admit that the Sale is actually made duringQualifying. This is when you gather the information you need in order to complete theSale. Although you might believe you are a good listener, most of the time people onlyhear words and noises and rarely do they intently listen. You see people are normallytoo busy thinking about what they are going to say as soon as the other person is donetalking.I urge you to develop your listening skills in 3 critical areas:[1] What they say[2] How they say it[3] What they really meantOf course, if you’re not sure, ask them.The best way to Qualify is to use Instructional Statements. I understand that inSelling 101 we learned about Open and Closed Questions and that Open ones werebetter since they usually give us more information. However if you need to find out 5 to10 things during Qualifying, it can end up sounding like a FBI interrogation. Instead,start to use Instructional Statements which are less confrontational and much moreconversational. Start using;
“Tell me about . . .”
and
”Share with me . . .”
and
“Fill me in on . . .”
to name a few.In addition, please realize that these Prospects and Customers have probablybeen Qualified by many other Salespeople, all of which ask for the same basicinformation. Through the years many of these Prospects have developed “ScriptedAnswers” to these “Scripted Questions”, which aren’t always the whole truth and nothingbut the truth. The simple way to get them off of their “Script” is to start usingContinuation Phrases. Each and every time they answer a Question or InstructionalStatement, before going on to the next subject, try saying;
“Go on”
or 
“Tell me more”
or 
“And then what happened”
or 
“Please continue”
, etc.Whatever they say next to explain, justify, or enhance their initial response is the nowtruth.An advanced technique is to listen for and use the other person’s Favorite Wordsand Phrases. The average person uses an average of 3 of their Favorite Words or Phrases during each minute of talking. These will be Words of Phrases that werecognize however they aren’t necessarily part of our everyday vocabulary. Write themdown and the next time you talk with them, feed back their Favorite Words and Phrases.If you ask someone what amount of extra Money would improve their lifestyle and theyanswer with; “$400 or $500 a month would sure keep the wolves away”, when you aredoing your Presentation you would say;
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