just The Guy!

Everything's a system.

Every best system is simple, short, have few steps, specific order and therefore is efficient and effective.

Last two weeks we've looked at the system con artists [and best sales folks] use to get the results. Why? Because it's brilliant, nearly perfect and guarantees results.

So...

After understanding psychology and human behavior , and after establishing strict parameters of niche, defining clearly the ideal mark [lead in sales speak] next comes The Roper.

Roper is a person with very specific role; to establish rapport with the mark/lead. Rapport is not a relationship. Google it if you're not sure about the difference.

Roper doesn't sell. Roper doesn't give pitches, doesn't talk about product or service. Roper's job is to befriend The Mark, gain their trust, listen to them, make them feel safe and understood.

Roper's job is to listen and manage conversation, often over several months, so The Mark reveals their deepest desire, what they really want. At this stage, [the rapport is established, trust is high] roper says something like: "Huh! I know just the guy!"? And the job of the roper is over.

What's that like in sales?

Great salespeople don't have just one roper. For them every client is a roper. Once clients are happy at some point in their relationship the salesman asks: "Who else do you know I should talk to? Who else could I help?"? This way clients go to their networks, where they have rapports and people trust them and tell some of them: "I know just the guy!"?

Simple.

No fake reviews, no fake testimonials or social media gimmicks, no magic. Recommendations based on trust and friendship. Because when your friends start using a new app, or keep talking about a book they've just read - you will check it out too.

#